AMD 467 Exam 2

accommodative purchase decision

The Smith family is trying to decide on a vacation destination. Mom wants to go to the big city to shop, Dad wants to go to the beach to relax, and the two teenage kids want to go to Orlando, Florida, where the action is. Because no one can agree on where to go, Dad makes the decision (because he is paying for it), and the Smiths go to the beach. This is an illustration of which of the following types of purchase decisions?

Promotions emphasizing opportunities should attempt to increase the ideal state, while promotions emphasizing needs should give locations where the products can be purchased.

A consumer could recognize a problem as either an opportunity or a need. How would promotions differ between those emphasizing opportunities and those emphasizing needs?

extended problem solving

A customer buying an unfamiliar product which carries a fair degree of risk would most likely engage in what type of problem solving?

heuristic

A mental or problem-solving shortcut to make a purchase decision is called a(n) ________.

purchase environment

According to the consumer behavior model presented in the text, the ________ includes the shopping experience, point-of-purchase stimuli, and sales interactions.

accommodation

According to the expectancy disconfirmation model, a product that is promoted as being better than it really is will create problems with customers even if its innate quality is already high. The customer will be dissatisfied if the expectation falls outside of the zone of ________.

noncompensatory rule

Chen Lo used a decision rule that says, "only buy well-known brand names" when selecting a set of golf clubs. He did 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 ________ rule.

lateral cycling

During ________, one consumer exchanges something she owns with someone else for something she owns.

young bachelors and newlyweds

Ellen was asked to fill out a questionnaire. She described herself as more likely to engage in exercise, more likely to go out to bars and restaurants, and as consuming more alcohol than people in other age groups. Which of the family life cycle categories would Ellen best fit?

He should place point-of-purchase displays close to the items that he wants to market.

George wanted to increase impulse purchases in his store. Which of the following promotional strategies would be most effective for George to use?

the expectancy disconfirmation model

Jason remembers that the last time he bought a store brand trashcan, it fell apart in about two months. Without even looking at the store brand on this shopping trip, Jason buys a national brand for a little more cash. Which of the following models most accurately summarizes Jason's behavior?

atmospherics

Julie Morgan loves to go into Springer's Old Country Gifts. It always smells like a field of spring flowers. The lighting gives all the products a warm glow, and the mood music is just perfect for casual browsing. After her visit to the store, Julie is always in a better mood. Springer's Old Country Gifts has attracted Julie with its ________.

Justin will organize a user group online for steam engine enthusiasts.

Justin has always had an intense interest in steam engines. He has one of the largest collections of pictures and facts about steam engines in the Unites States. He decides to share his interest with others by becoming a cybermediary. Of the following choices, which is the best description of what Justin will do as a cybermediary?

time poverty

Most Americans will state that they are always rushed for time even though many people have opportunities for leisure. This perception is referred to as ________.

unplanned buying

Samuel is on his weekly trip through the grocery store. When he sees a jar of cinnamon in the spice aisle, he remembers that he is out of cinnamon. Cinnamon is not on his grocery list. Samuel has just experienced which of the following buying situations?

Functional risk

Sheila believes she is a practical consumer. She is always on the lookout for better ways to order her life and make housework easier. New products that promise to help with these tasks catch her eye. However, she sometimes makes mistakes by buying products that do not deliver on their promises to do the work required. Considering the above description, Sheila could be prone to which of the following types of perceived risk?

lateral cycling

Stephanie loves flea markets and garage sales. She spends most of her Saturday mornings going from one to another. About once a month, she holds her own garage sale just to get rid of some of the items she purchased during the month. Stephanie is actively engaged in ________.

problem recognition

The first stage in the consumer decision-making process is ________.

pleasure and arousal

Two dimensions of emotional states determine if a shopper will react positively or negatively to a consumption environment. These two dimensions are best described as being ________.

whether the customers hold a very positive or weak attitude toward the product

What is a major distinction between customers who purchase a product because they are brand loyal and those who purchase by inertia?

time poverty

When Maria began work again after having a child, she was surprised at how much more she had to do. Before she had her child, she only had to take care of her husband and herself-now she has a baby! She just never seems to have enough time to please everyone and get her work done. Which of the following terms is most closely associated with Maria's dilemma?