Buyer Behavior Exam 2 quizzes

Source _______ refers to the perceived social value of a message source. A valance B hierarchy C attractiveness D class

C

The ______ route to persuasion is taken when receiver is not really motivated to think about the arguments made in a communication message A subconscious B central C peripheral D dual

C

The alternatives actively measured during a consumer's choice process are the ________ set. A evoked B evaluate C consideration D inert

C

__________ refers to a strategy in which a message presents two or more specifically named or recognizably presented brands and evaluates them in terms of one or more specific attributes. A emotional appeal B cognitive differentiation C comparative advertising D conclusion advertising

C

Decisions driven by our emotional responses to a product are called ________. A) affective B) cognitive C) compensatory D) habitual

A

The source of a message has an impact on whether the message will be accepted or not. Two particularly important source characteristics and ____. A credibility and attractiveness B attractiveness and recency C credibility and recency D culture and ethnicity

A

The _____ hierarchy of effects assumes the consumer does not initially have a strong preference for one brand over another. Instead a consumer acts on the basis of limited knowledge and then forms an evaluation only after the product has been purchased or used A low involvement B standard learning C experiential D habitual

A`

____ considers how people perceive relations among different attitude objects, and how they alter their attitudes to remain consistent. A balance theory B rejection theory C social judgment theory D foot-in-door theory

A`

A mental or problem-solving shortcut to make a decision is called a(n) ________. A experience rule B heuristic C determinant D detail rule

B

The first stage in the consumer decision-making process is ________. A) product choice B) problem recognition C) evaluation of alternatives D) information search

B

A bucket in consumer decision making is ________. A) habitual B) cognitive C) all of them D) affective

C

According to ________, utility is defined in terms of gains and losses. A hyperopia B Zipf's law C prospect theory D heuristics

C

According to ________, we evaluate the effort we'll need to make a particular choice and then we tailor the amount of cognitive "effort" we expend to make that choice. A) behavioral processing B) cognitive processing C) constructive processing D) mental processing

C

A component of the ABC model of attitude is ________. A Behavior B cognitive C affect D all of them

D

The ________ function of attitudes applies when a person is in an ambiguous situation and needs order, structure, or meaning A utilitarian B value-expressive C ego-defensive D knowledge

D

Les just bought a megaphone of root beer. As he drinks from the giant cup, he eventually becomes full. One of his friend's comments, "If you don't stop drinking that stuff, you will get sick." Les replies, "Hey, I bought it, and I am not going to waste one drop of it." Les's behavior best illustrates ________. A the sunk-cost fallacy B loss aversion C hyperopia D risk positioning

A

Rick Tuan has a unique problem. He must persuade of a good friend to stop smoking. He knows that if he just says "quit" his message will be rejected. Instead, Rick chooses to offer a ____ message in which he presents the positives and negatives of quitting smoking. He feels sure that his approach will have a greater likelihood or success with his friend. A two sided B low involvement C supportive D refutational

A

Which of the following occurs when a consumer uses a selected product and decides whether it merits his/her expectations? A) Post-purchase evaluation B) Inertia C) Feature creep D) Framing

A

Chen Lo uses a decision rule that says "Only buy well-known brand names" when selecting a set of golf clubs. He does not look at price, the store, or even discounts when purchasing clubs. Chen Lo's purchasing pattern is an example of a consumer using a ________. A compensatory rule B noncompensatory rule C habit decision rule D conjunctive rule

B

Which attitude function is associated with a focus on particular social identities and life styles A ego defensive B value expressive C knowledge D utilitarian

B