GRL ch. 6

what are the 5 steps taken for consumer decision making?

1. need recognition (need/want) 2. information search (internal/external) 3. evaluation of all alternatives (fishbein/disjunctive model) 4. purchase 6. post purchase behavior

what is an evoked set?

a group of alternative brands that the consumers will consider buying

what is a want?

a need shaped by culture and individual preferences

what is a reference group?

can be an aspirational group or something nonaspirational

which of the following describes culture? options: -culture is easy to change -culture does not have a direct impact on how we think -culture is a set of values, norms, and attitude -culture is not pervasive

culture is a set of values, norms, and attitude

based on Maslow's hierarchy of needs, prestige, and feeling of accomplishment can be defined as _______________ needs. options: -self-actualization -esteem -safety -social

esteem

in __________ a consumer goes through all stages of the decision process. options: -extensive decision making -limited decision making -routine response behavior -compensatory decision making

extensive decision making

___________ search refers to an internet search on website such as yelp. _______ search refers to knowledge based on personal

external ; internal

products that have bigger implications for consumers require __________ for them. options: -less complements -higher involvement -lower involvement -more complements

higher involvement

what is internal search mean?

if they have access of info stored in their memory

________ happens when a consumer is familiar with the product, but not with the brand. options: -extensive decision making -limited decision making -routine response behavior -compensatory decision making

limited decision making

which of the following is NOT a social factor influencing consumer decision making? options: -option leader -social class -subculture -motivation

motivation

gaps between the desired state and actual state is called ________.

needs

marketers found out that consumers usually based their decision on _____________ rather than reality. options: -motivation -belief -perception -attitude

perception

which stage does cognitive dissonance occur in the consumer decisions making process? options: -evaluation of alternative -purchase behavior -post-purchase behavior -information search

post-purchase behavior

a blind test is a way to avoid _______ because people tend to have a subconscious bias.

selective distortion

_______________ is ignoring messages that do NOT relate to you. option: -selective perception -selective exposure -selective distortion -selective retention

selective exposure

what is external search mean?

sources that are outside a person

which of the following is false about social classes? option: -they have a nearly equal status and community esteem -they have little to no impact on purchasing behavior -they seek others' opinions -they have behavior norms

they have little to no impact on purchasing power

which of the following is NOT a characteristic of an extensive decision-making process? options: -high involvement cost -high social visibility -very few alternatives are considered -lack of experience

very few alternatives are considered