mktg 409 ch 7 midtap

Psychological influences are internal factors that impact a consumer's buying decision process. More specifically, ___________ is one type of psychological influence wherein the consumer has a tendency to twist or change information received to fit their own personal feelings or beliefs.

Selective distortion

Suppose Amy is out shopping for children's clothes with one of her friends. When Amy mentions how much she admires Rochelle Davis, her friend replies that she heard Rochelle is being investigated for allegedly plagiarizing some of her books. Amy tells her friend she must be mistaken as Rochelle has too much integrity to do such a thing. She argues that other people are just jealous because their books are not as popular. This is an example of which of the following?

Selective distortion

Stephen is a marketing research consultant and specializes in qualitative research. He's a member of the Qualitative Research Association and enjoys attending regional and national meetings where he can meet other consultants and participate in workshops to improve his skills. Stephen always finds one to two new books to purchase from the trade show and truly enjoys the chance to expand his knowledge base through these learning opportunities. He knows that this new knowledge will improve his capabilities to deliver the type of consultation his clients might desire and will enable him to effectively compete for work. Stephen's attendance at these national meetings and his book purchases are motivated by his need of _______, one of Maslow's hierarchy of needs

Self-actualization

When retailers go to great lengths to create physical settings that appeal to their target market and are conducive to making purchase decisions, they are attempting to shape which of the following influences on consumer buying behavior?

Situational

ohn's lawnmower stopped working midway through mowing his front yard. His interest in researching replacement lawnmower brands is most likely to be _______.

Situational involvement

The human requirements for love and affection in Maslow's hierarchy are known as ___ needs

Social

An open aggregate of people with similar social ranking is referred to as a

Social class

Shawn went to a restaurant where the beer was mediocre and the place was run-down. The restaurant was out of many of its more popular menu items. Yet Shawn remembered the restaurant fondly because he had dinner with the girl he would end up dating steadily. They really hit it off that night. A few months later he decides to return to the restaurant, only to find that he was disappointed in the food and service. He thinks it's strange because he had such a good experience last time. What situational factor likely influenced Shawn's first experience?

Social surroundings

Many aspects of consumer buying decisions are affected by the individual's level of involvement. Level of involvement is

The importance and intensity of interest in a product in a particular situation

Samantha just got the news that she got passed over for a job she wanted. Now she is at the mall looking for a gift for her best friend's birthday. She is in a bad mood and does not want to be there. It's the Christmas season, so the mall is very crowded. After searching for a long time at a jewelry store, she finally finds the necklace her friend wanted. Samantha thinks the necklace is too expensive and is not even that attractive, but she buys it because she knows her best friend likes it. Refer to Scenario 7.3. Samantha wants to stop by her favorite bookstore before it closes in 15 minutes. However, because she is thirsty, she decides to stop quickly for a drink. She heads over to Boba Tea but notices the line is very long. She notices there is hardly anyone in the Starbucks line and decides to get a latte instead, even though she would have preferred a tea. Which situational factor most contributed to Samantha's purchase?

Time dimension

The development of a person's self-concept is a function of

psychological and social factors

Digital influences, such as online review sites and social networks, allow shoppers to reduce their _______ by gaining information from others

risk in trying an unknown product

21 While shopping at a local grocery store, Cameron sees a display of his favorite brand of energy drink. He buys some to take home for the weekend. This purchase process would be described as

21 routinized response behavior

9. Both the Toyota Sienna and the Dodge Grand Caravan were very popular choices for family vans. Toyota noticed that the majority of its customers were families with 3 or more children, and so they developed commercials that featured larger families. They also produced commercials that featured Hispanic-looking actors and for some markets, in Spanish. Isabel Desario and her husband were currently shopping for a van for their family. As Isabel listened to television commercial about the Dodge Grand Caravan, she noticed that the Dodge cost about $27,000 and had gas mileage of about 17 mpg. She recalled an earlier ad for the Toyota Sienna, which also cost about $27,000, but had gas mileage of about 21 mpg. She also liked the way the family was portrayed in the Toyota ad, showing the children in the back seats having plenty of room, watching the DVD players, and having their own sound controls. When she spoke to Gabe, her husband, about how much she liked the Toyota van, he replied that its gas mileage was too low at only 16 mpg. Since Isabel didn't agree with that number, he produced a magazine ad that supported his claim of the 16 mpg for the Toyota. Isabel couldn't believe that she had made such an error in hearing what the gas mileage was for the Toyota and the Dodge. Refer to Scenario 7.2. Since Isabel and Gabe were using gas mileage as one of their evaluative criteria, they are most likely in the ____ phase of the consumer buying process.

9.. External search

An internal energizing force that directs a person's activities toward satisfying needs or achieving goals is best described as ____

A motive

Kira is interested in joining Alpha Gamma Delta's sorority. She begins to shop at Delphine's, a local store where the Alphas buy their clothes. She also asks her family for a new car because all the sorority members have new cars. In these instances, Kira is most influenced by

A reference group

Forever 21 is developing a program to get to know its customers. Which of the following is NOT a reason why Forever 21 needs to understand consumer buying behavior?

All customers are the same when it comes to buying behavior

Philip is out shopping for a motorcycle. He sees a motorcycle he really likes, but he seems to remember reading something about its gas mileage. He racks his brain trying to remember but is unable to recall the information. He therefore decides to come back another day. He goes home and researches the motorcycle on the internet. During his information search, Philip performed _______ and then __

An internal search; an external search

Amy greatly admires Rochelle Davis and those like her. She views them as a(n) _______ that she wants to emulate and be like.

Aspirational reference group

Which of the following consists of three major components: cognitive, affective, and behavioral

Attitude

The attitude toward the object model (known as the Fishbein model) consists of which three elements

Beliefs about product attributes, the strength of beliefs, and the evaluation of beliefs

When a person fills in missing information in a way that conforms to a pattern or statement, this is known as _______

Closure

As Gillian has become more knowledgeable about health, obesity, and quality ingredients, her attitude toward soft drinks and fast food have become less favorable, while her attitude toward healthier brands like Panera and bubbly sparkling water has improved. This best relates to the _______ component of attitude

Cognitive

Jamie works as a salesperson at a car dealership. He takes his sales very seriously. After selling a car to a customer, he waits two weeks and then calls the customer to see how they like their new car. He tries to reinforce the fact that they made a smart investment and that the dealership is there for any problems they might have. Jamie is attempting to reduce _______.

Cognitive Dissonance

Jack recently purchased a Ford F-150 truck and has owned it for about a week. Earlier in the day, he received a call from Nick, the sales representative who sold him the truck. Nick called to check to see whether Jack had any questions or problems with the truck and if he had learned how to navigate all the bells and whistles. Nick also reminded Jack about how Ford is highly regarded as one of the best automobile brands and that the Ford truck is the #1 truck brand in the United States. What phenomenon is Nick trying to prevent by contacting his customer?

Cognitive dissonance

Scenario 7.1Wyatt has made the decision that it is time to purchase a condo. His apartment is too small, and he is tired of paying rent. His price range is between $200,000 and $250,000. He would like to purchase a condo that is within a half hour of his work. With these criteria set in mind, he sets out to search for his ideal home. Refer to Scenario 7.1. Suppose that after an extensive search, Wyatt has narrowed down his decision to three condos. All fall within his price range, and all of them are in a desirable location in town. These three condos are now a part of Wyatt's ____

Consideration Set

A group of brands that a consumer views as alternatives for possible purchase is called a

Consideration set

Purposeful actions to take advantage of or harm others during a transaction is best described as

Consumer fraud

In which of the following stages of the consumer buying decision process does a person use evaluative criteria to assess a consideration set?

Evaluation of alternatives

Emily is buying furniture for her apartment for the first time. She is spending considerable time and effort comparing the products that different stores offer. Which type of decision-making process is she using

Extended

Scenario 7. Wyatt has made the decision that it is time to purchase a condo. His apartment is too small, and he is tired of paying rent. His price range is between $200,000 and $250,000. He would like to purchase a condo that is within a half hour of his work. With these criteria set in mind, he sets out to search for his ideal home.Refer to Scenario 7.1. What type of decision making will this purchase most likely involve?

Extended Decision Making

Consumer misbehavior is consumer behavior that is illegal

False

Social class tends to be separated into three categories in the majority of societies.

False

Almost all consumers experience cognitive dissonance in the postpurchase evaluation stage

False - Correct. Cognitive dissonance involves doubts in the buyer's mind about whether purchasing the product was the right decision. It most commonly occurs with an expensive, high-involvement product that is found to be lacking some of the desirable features of competing brands.

Chelsea loves her car. Recently, she noticed her tires were getting worn. She took it into the dealership, where she was told that all her tires were worn and should be replaced. Chelsea knows this will be a significant investment. She decided on getting the most expensive tires because they are high quality and she wants the best. She hopes she is making the right decision. At least she will not have to purchase tires for several more years, unless she gets a flat. Chelsea's involvement with her tire purchase is an example of enduring involvement.

False- Correct. While Chelsea's involvement with her car is an example of enduring involvement, her purchase of tires is temporary and dynamic, resulting from a particular set of circumstances (worn tires). This is an example of situational involvement.

The process through which a person acquires the knowledge and skills to function as a consumer is best related to which of the following social influences on the buying decision process?

Family influence

Samantha just got the news that she got passed over for a job she wanted. Now she is at the mall looking for a gift for her best friend's birthday. She is in a bad mood and does not want to be there. It's the Christmas season, so the mall is very crowded. After searching for a long time at a jewelry store, she finally finds the necklace her friend wanted. Samantha thinks the necklace is too expensive and is not even that attractive, but she buys it because she knows her best friend likes it. Refer to Scenario 7.3. Which situational factor most contributed to Samantha's purchase?

Reason for purchase

The term ___ refers to an ethnic category rather than a racial distinction.

Hispanic

As John stands in line at the grocery store, he notices a new flavor of gum on the nearby stand. He grabs the gum and throws it in the cart. What type of behavior is John exhibiting?

Impulse buying

Within the information search step of the consumer buying decision process, what two primary aspects exist

Internal and external search

Assignment of meaning to organized information inputs is called

Interpretation

Alice buys FitJoy snack bars because she feels satisfied after eating. After several months of enjoying the snack bars, Alice no longer feels satisfied after eating them, so she decides to stop purchasing the snack bars. Her change in behavior is referred to as what?

Learning

Which of the following products would a consumer most likely use limited decision making in a purchase situation?

Living room curtains

Amy aspires to be a "super mom." She is a mother of three children and she writes novels for a living so she can be with her youngest children who are not yet in school. When she is not taking care of her children or working on her novels, Amy is usually looking through parenting blogs or reading books about how to be a better parent. One person she really admires is parenting expert Rochelle Davis. Rochelle has written a best-selling parenting book and maintains a popular blog. She stays up-to-date on current trends and is the go-to person for new products geared toward children. Amy views Rochelle as a role model and wants to be like her. Refer to Scenario 7.2. Rochelle Davis' blog is so popular that a local children's toy company regularly sends her product samples in the hopes she will give them a positive review on her blog. Rochelle is most likely which of the following for the local children's toy company?

Opinion leader

Which of the following categories is a situational factor?

Physical Surroundings

Jhumpa is questioning whether she has made the right decision about purchasing a new HP laptop after she sees a friend with a new Dell. Jhumpa's doubt whether she made the right decision occurs during the ___________ of the buying decision process

Postpurchase evaluation phase

What is the latest stage during which a buyer can terminate the buying decision process

Purchase

Advertisers often use ____ to boost consumers' information retention and recall, which may facilitate the information search stage

Repetition

Companies often use social media influencers popular with their target market to promote their products. In this case, the influencers represent a(n) ______

aspirational reference group

Consumer behavior that violates generally accepted norms of a particular society is known as

consumer misbehavior

You are thinking about buying a tablet to help with your classes and for entertainment purposes. When you search your memory for information about products that might address these needs, you are engaging in which aspect of the consumer buying decision process

d. Internal information search

Sophie wants to buy a new car. She turns to her friend who is a car enthusiast for his recommendation. He tells her Honda is by far the best brand. Sophie goes to a Honda dealership. She notices a Honda Civic that is at a reasonable price point. However, she likes the fact that the Honda Accord is a mid-sized car, but it is more expensive. Sonya tries to remember what her friend told her but is having trouble. She starts weighing the benefits of both vehicles in an attempt to make her final decision. The fact that Sophie sought advice from her friend is an example of _________________. Her attempt to weigh the benefits of the vehicles against one another is ______________

external information search; evaluation of alternatives

According to Maslow's hierarchy of needs

individuals first satisfy the most basic needs and then try to fulfill needs at the next level up

Extended decision making is the type of consumer decision-making process that

is the most complex decision-making behavior, which comes into play when a purchase involves unfamiliar, expensive, or infrequently bought products

Mitchell's smartphone is two years old and he would like to have a new one. This time, he wants to make sure that it has a longer battery charge and better geographic coverage since he is traveling three days a week for his new job. Mitchell is most likely to use _____ for this purchase

limited decision-making behavior

The primary psychological influences on consumer behavior are

perception, motivation, learning, attitudes, personality, and lifestyles