BAS 282: Consumer Behavior: SmartBook

With regard to the consumer decision-making process, a search for information falls into which two broad categories?

* External * Internal

Which of the following are sociocultural influences on consumer behavior?

* Family * Opinion Leaders * Reference Groups

Which of these statements about the purchasing stage of the consumer decision-making process are true?

* Customers usually purchase products after they are done evaluating the alternatives. * Some companies offer services to help consumers avoid being bogged down with decision details.

What are the three variations of the consumer buying process?

* Extended * Limited * Routine

Which of these statements are true about personality traits?

* A person's personality is a strong influence on the decision to make certain purchases. * Marketers aim to leverage certain personality types to produce consistent responses.

Drag each definition to the corresponding term. No items may be used more than once.

* Attitude - A person's feelings of like or dislike in relation to an object. * Learning - Behavior modification that takes place over time as a result of experiences and other stimuli. * Motivation - An internal dive that cause people to pursue the things they want or need.

Which of the following are true statements regarding time considerations on purchase decisions?

* Consumers are more likely to purchase products that are easy to find because it saves them time. * Consumers often pay a premium for products and services that save them time. * Products that meet an immediate need can abbreviate the consumer decision-making process.

Drag each description to the corresponding sociocultural factor. No items may be used more than once.

* Family: Individuals who progress through a six-stage life cycle together * Reference Group: People to whom consumers compare themselves * Opinion Leaders: People whose knowledge influences the opinions of others

What are the three psychological processes that marketers need to understand in order to effectively reach consumers?

* Learning * Attitude * Motivation

Drag each marketing strategy to the corresponding psychological process. No items may be used more than once.

* Learning - Promoting reinforcement * Motivation - Researching what drives people to buy products. * Attitude - Predicting how consumers will react to products.

Drag each scenario to the psychological process it represents. No items may be used more than once.

* Learning: Mr. Garcia continues to wear one brand of shoes because they have always held up better than other brands. * Attitude: Ms. Goldberg feels like all companies that sell organic foods are scamming people. * Motivation: Mr. Lin is determined to have the most luxurious interior he can have in is car.

Which of these factors are evaluated during the post-purchase evaluation stage?

* Loyalty * Customer satisfaction * Cognitive dissonance

Drag each description to the corresponding reference group. No items may be used more than once.

* Membership Reference Group: The consumer actually belongs to this group. * Aspirational Reference Group: The consumer wants to be like members of this group. * Dissociative Reference Group: The consumer does not want to be like members of this group.

Which of these are situational or personal influences on consumer behavior?

* Personality * Time * Values * Surroundings * Lifestyle

Drag each description to the corresponding variation of the consumer buying process. No items may be used more than once.

* Routine: Applies to low-involvement products that the consumer purchases regularly * Limited: Applies to purchases that are made occasionally * Extended: Requires significant research and considerable time commitment

Which of these needs are represented in Abraham Maslow's hierarchy of needs model?

* Self-Actualization * Safety * Esteem

Drag each description to the corresponding situational or personal factor that influences consumer behavior. No items may be used more than once.

* Time - Addressed by apps that reduce customers' interaction with the business and the need to physically visit the business * Personality - Includes traits such as dominance, adaptability, and confidence * Lifestyle - Examples could include outdoor adventure, healthy living, or gaming * Values - Includes views on religion and personal responsibility * Surroundings - Could include the seating, lighting, and acoustics of a facility

Drag each consumer decision to the situational or personal factor it is most influenced by. No items may be used more than once.

* Time - Liam would rather pay $50 to have something delivered than go pick it up himself. * Personality - Frieda usually buys products that function well but look plain. * Lifestyle: Art buys goods at outdoor camping expos every year because he loves camping. * Values: Lisa does not purchase alcohol because she feels drinking is immoral. * Surroundings: Phoebe no longer shops at a specific grocery store because she has seen bugs on its floor.

During the problem recognition phase, marketers must do which of the following?

* Understand all aspects of a consumer's problem. * Realize a consumer is unlikely to make a purchase without first recognizing a need.

Rank the following needs from Maslow's hierarchy of needs triangle from most to least complex, with the most complex at the top and the least complex at the bottom.

1. Self-Actualization 2. Esteem 3. Love/Belonging 4. Safety 5. Physiological

Place in order from first to last the six stages in the traditional family life cycle, with the first stage at the top and the last stage at the bottom.

1. Unmarried 2. Married with no children 3. Married with small children or tweens. 4. Married with teens. 5. Married without dependent children. 6. Unmarried survivor

Mako's company wants to build a model that will help it anticipate how consumers will respond to three new products it plans to release over the course of the next two years. Which of the following options will most effectively enable Mako's company to fully evaluate this model?

Collecting consumer opinion data on an ongoing basis

What are the sociocultural influences on consumer behavior?

Family, reference groups, and opinion leaders

Drag each item to the corresponding category of involvement influence on consumer behavior. No items may be used more than once.

Low-Involvement Purchases * Candy Bars * Light Bulbs * Scissors High-Involvement Purchases * Cars * Laptop Computers * Houses

Which sociocultural influence on consumer behavior consists of a small number of individual consumers who are knowledgeable about products and influence large groups through social media?

Opinion leaders

Cognitive dissonance is most likely to occur during which step of the consumer decision-making process?

Post-purchase evaluation

During which stage of the consumer purchase process should marketers make sure consumers realize they have a need to make a purchase?

Problem recognition

What are the four broad categories of influence upon consumer behavior?

Psychological, sociocultural, situational/personal, and involvement

Sylvia notices that she needs more shampoo. She has strong brand loyalty and usually purchases the same shampoo from the same store. For Sylvia, this purchase would be an example of ______ problem solving.

Routine

Some consumers are willing to pay extra to avoid going to the grocery store by shopping online and requesting that their products be delivered to them the same day. Which situational and personal factor is influencing this decision-making?

Time

Why do retailers provide many services, such as financing, delivery, assembly, and installation, to go along with consumer purchases?

To keep customers from getting overwhelmed and distracted from the purchase

Low-involvement products are likely to ______, and high-involvement products are likely to ______.

be purchased frequently; be expensive

To fully evaluate predictive models that help marketers understand how consumers will respond to market offerings, marketers must ______.

conduct ongoing data collection

For novel problems that involve some level of risk, consumers will consider multiple decision-making criteria and a more complex decision-making process known as ______ decision-making.

compensatory

The way people and organizations make decisions about how to use their available resources is referred to as ______.

consumer behavior

Charlene is a 15-year-old high school student. She is embarrassed by her parents and does not want to wear the clothes they wear or listen to the music they listen to. Charlene's parents represent a(n) ______ reference group to Charlene.

dissociative

The attributes a consumer considers important about a certain product are the ______ criteria.

evaluative

Psychological, sociocultural, involvement, and situational/personal are all examples of ______.

factors that influence the consumer decision-making process

The two types of involvement influences on consumer behavior are ______.

high and low

The amount of effort consumers expend during the information search stage of the purchase process is mainly based on ______.

how important they consider the purchase to be

How consumers make choices is influenced by the personal, financial, and social significance of the decision being made. In other words, how they make choices is influenced by their level of ______.

involvement

During the evaluation of alternatives stage of the consumer purchase process, consumers ______.

judge the benefits associated with each product

The term that is associated with a form of routine decision making that rarely addresses alternatives is ______.

noncompensatory

Characteristics that lead an individual to respond in a consistent way to certain situations are referred to as __________ traits.

personality

The five situational and personal influences on consumer behavior include ______.

personality, lifestyle, and surroundings

FIJI Water tries to accommodate the feelings and opinions of consumers by stating that its product is sustainable and that it comes from artesian wells deep below the earth's surface, making it exceptionally pure. FIJI Water marketers are primarily attempting to understand how the ______ environment influences consumer behavior.

physical

In the compensatory decision-making model, the purchase decision is made by using the sum or score of all the weights, known as weighted __________.

preference

For consumers to make purchase decisions, they must engage in certain ______ processes, such as developing attitudes, learning about the product, and becoming motivated to make a purchase.

psychological

When buying something like milk, which is purchased regularly, consumers are likely to use ______ problem solving.

routine

Some marketers believe there is a growing preference for products made by companies that actively promote diversity and inclusion. These marketers are examining the ______ environmental influences on consumer behavior.

sociocultural

Consumer behavior is best defined as ______.

the way in which individuals and organizations make decisions to spend their available resources, such as time or money

The traditional family life cycle begins with the ______ stage and ends with the ______ stage.

unmarried; unmarried survivor

In the compensatory decision-making model, consumers assign __________, or measures of importance or preference, to the various criteria they've predetermined.

weights