MKTG test 2 ch 7

The three major categories of influences on the consumer buying decision process are:

situational influences, social influences, and psychological influences.

Temporary and dynamic factors that result from a particular set of circumstance a consumer is facing when making purchase decisions characterize

situational involvement

When organizing perceptual inputs, people tend to mentally fill in missing elements in a pattern or statement. This principle is called

closure

Selective exposure refers to

admitting only certain inputs into consciousness.

Which American subculture spends the highest proportion of its income on utilities, footwear, children's apparel, groceries, and housing?

african americans

A social class is ...

an open aggregate of people with similar social ranking

Which of the following is the fastest growing, most affluent subculture in the United States?

asian americans

The three major types of reference groups are:

aspirational, disassociative, and membership.

problem recognition occurs when a consumer...

becomes aware that there is a difference between a desired state and an actual condition.

When shopping for detergent, Josh looks at Tide, Fresh Start, Surf, and All and chooses the one that is on sale. These four brands make up his _________ set.

consideration

Purchasers who intend to use or benefit from the purchased product and do not buy products to make profits are part of the

consumer market

If a consumer receives information that is inconsistent with her or his beliefs, the consumer may alter this information. This perceptual process is known as selective

distortion

Chloe and Max are searching for a health club to join. This purchase will likely be affected by ___________ involvement.

enduring

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

evoked set

Which of the following products would probably require extended problem solving before a purchase?

expensive products

Beth Hines 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 problem-solving process is she using?

extended

For which of the following products would a consumer most likely use limited problem solving?

hair dryer

An unplanned buying behavior resulting from a powerful urge to buy something immediately is called

impulse buying

according to Maslov's hierarchy of needs..

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

During the evaluation of alternatives stage of the consumer buying decision process, framing most likely influences the decision process of ___________ buyers.

inexperienced

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

internal and external search

As Jeff runs out of shaving cream, he immediately tries to remember what he did the last time this happened. He is engaging in

internal search

When Trevor realizes his liquor cabinet supply was devastated by last weekend's party, he first retrieves information from his memory about what types of liquor he and his friends like most and then asks the attractive clerk at the liquor store what she would recommend. Trevor started with a(n) _____ search and then progressed to a(n) _____ search.

internal;external

Assignment of meaning to organized information inputs is called

interpretation

Extended problem solving is the type of consumer problem-solving process that

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

A major determining factor in deciding which type of problem-solving process should be used depends on the individual's intensity of interest in a product and the importance of the product for that person. This is known as an individual's ______

level of involvement

Jenny plans to buy a new swimsuit for her spring break cruise. She has not seen this year's styles and thus will do some comparison shopping before making a purchase decision. Jenny is engaging in

limited problem solving

when a consumer purchases products occasionally or needs information about an unfamiliar brand in a familiar product category, he or she will most likely engage in ____

limited problem solving

three most popular types of consumer problem solving are

limited problem solving, extended problem solving, and routinized response behavior.

According to Coleman's major social class categories, which of the following social classes in our culture has these characteristics: lives in well-kept neighborhoods, likes fashionable items, and is often found in management positions?

middle class

Evaluative criteria for brands within the consideration set are both

objective and subjective

Doubts in a buyer's mind about whether the purchase decision made was the right one may occur during the

post purchase evaluation

As Steve is shopping for groceries, he notices a product on the shelf and remembers that he is about to run out of it at home. In terms of the consumer buying decision process, Steve just experienced______

problem recognition

The five major stages of the consumer buying decision process, in order, are

problem recognition, information search, evaluation of alternatives, purchase, and postpurchase evaluation.

While shopping at a Kroger grocery store, Tom sees a display of his favorite brand of diet cola. He buys a six-pack to take home for the weekend. This purchase process would be described as

routinized response behavior

When individuals choose which information inputs will reach their awareness and ignore other inputs, they are using

selective exposure

People's needs to grow, develop, and achieve their full potential are referred to by Maslow as ______ needs.

self actualization

Human requirements for love, affection, and a sense of belonging would be classified by Maslow as _____ needs.

social

___________ are situational influences that include the characteristics and interactions of others who are present when a purchase decision is being made, such as friends, relatives, and salespeople.

social surroundings

Market researchers for a local bakery determined that Jewish people consume 63 percent of the portion of bagels sold in New York City. This is an example of ___________ influence on consumer buying decision processes.

subcultural

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.

According to Coleman's major social class categories, the social class in our society that favors prestigious schooling, neighborhoods, and brands is the

upper class

According to Coleman's social class categories, the social class that includes approximately 40 percent of the population, shops for bargains, and buys sports and recreational equipment is the

working class