BA 370 Ch 6 Smart Book
Which statement illustrates an internal locus of control?
"Consequences are the result of my actions."
Which statement illustrates an external locus of control?
"No matter how hard I study, the test will be too hard."
Which of the following elements affect the consumer search process?
- Actual or perceived risk - The locus of control - Perceived benefits versus perceived costs
Which of the following factors typically influence the consumer decision process the same way each time?
- Social - Psychological
Which of the following are examples of external searches for information when looking to purchase a new car?
- You ask your brother how he likes his new car. - You browse the manufacturer's website. -You purchase a copy of Consumer Reports
Which purchase would most likely be motivated by a safety need?
A burglar alarm
When a consumer uses many evaluative criteria, such as fuel economy, acceleration speed, and the availability of extra features, to make a decision about purchasing a car, the consumer is doing what?
Basing the decision on important features of the car
In addition to customer satisfaction and loyalty, which of the following is also one of the potential post purchase outcomes?
Cognitive dissonance
Which of the following consist of a set of salient, or important, attributes about a particular product?
Evaluative criteria
The consumer decision process starts with need recognition and ends with the purchase itself.
False
In which situation did an alternative evaluation option occur within the search process?
Kevin searches for a new car on the Internet before visiting the "The Mile of Cars" store
Which factor does NOT directly influence how the consumer makes a purchase decision?
Macroeconomic factors
Need recognition would be greatest in which situation?
Pete returned home from work to find that his refrigerator is broken and that his refrigerated and frozen food must be thrown out.
What are the two types of information search?
external internal
Which stage in the consumer decision process comes immediately after need recognition?
Search for information
Which of Maslow's needs is the highest level of needs?
Self-actualization
Determinant attributes and consumer decision rules are examples of which of the following?
Shortcuts consumers use to simplify purchase decisions
Why would a firm record the number of abandoned virtual carts on its website?
To assess the conversion rate
Which best describes the purpose of determinant attributes?
To help consumers differentiate between competing brands or stores that seem similar
When does the consumer decision process begin?
When consumers realize they have an unfulfilled need and want to reach their desired state
Limited problem solving is most likely to occur under which condition?
When the consumer has a purchase decision that calls for, at most, moderate effort and time
When does self-actualization occur?
When you feel completely satisfied with your life and how you live
One of the factors that affects a consumer's search process involves weighing the perceived benefits of a search against the perceived
costs
In Maslow's hierarchy, _____ needs allow people to satisfy their inner desires.
esteem
Taking a yoga class or a meditation class to maintain a satisfied outlook on life is appealing to which need in Maslow's hierarchy?
esteem
Julio is familiar with several brands of mobile phones, but he plans to consider only two brands when he purchases his ______ next phone. Those two brands are his set.
evoked
Octavia is in the market for purchasing a new automobile, but she will only consider buying models made by American companies. The American car makers are part of Octavia's ______ set.
evoked
Consumers often use ______ problem solving for risky purchase decisions
extended
Jamie wants to buy a car. She reads car reviews online, asks her friends for advice, and visits the websites of all the major car manufacturers. Next, she goes to several car dealerships to test-drive cars. Jamie is engaging in which type of problem solving to select a car?
extended
An ______ search is when buyers look for information beyond their personal knowledge to help make the buying decision, such as checking the Internet, asking a friend, or visiting a showroom.
external
They are two key types of information searches: internal and ___
external
The statement "Sometimes things just are not meant to work out" is an example of an internal locus of control.
false
Universal sets are a subset of retrieval sets and evoked sets.
false
If you are motivated by physiological needs to make a purchase, which product would you buy?
food
Accessing information from one's own memory and knowledge is known as a(n) _____ information search
internal
Horace needs a new pair of running shoes. He first thinks about the last pair he bought, how comfortable they are, and how well they have held up. In this example, Horace is conducting a(n) ____ search for information
internal
Consumers may have different levels of ______, which is known as the consumer's degree of interest in a product or service.
involvement
Randy is relatively indifferent when it comes to the purchase of a six-pack of beer because he will drink any brand that is fairly inexpensive. His low degree of interest in beer classifies him as a low- beer buyer.
involvement
Wayne buys a new laptop every two years. At this point, rather than research different brands, he simply orders the latest version of the one he already has. For Wayne, the laptop is a(n) ______ problem-solving purchase experience.
limited
Hallmark sells Valentine's Day cards with romantic quotes that are appealing to ______ needs.
love
Sometimes older people join Facebook as a way to keep in touch with younger family members. Which of Maslow's needs motivates their decision to join Facebook?
love
A(n) ______ is a basic need that drives consumers to solve a problem and satisfy a need, such as a headache that leads a person to purchase a pain reliever.
motive
The impetus that pushes consumers to satisfy their unmet needs, such as having no laundry detergent to do the wash, is a(n) ___
motive
The social influences that affect a consumer's behavior do NOT include
perceptions
The motive that drives Conrad to buy a large bottle of Gatorade after running 3 miles and drink it quickly is a(n) ______ need.
physiological
The final step in the consumer decision-making process, and a very important element in retaining and building a loyal customer base, is ______ behavior.
post-purchase
Consumer decision making about products and services is influenced by the configuration of the market mix, social influences, ______ factors, and sociological factors.
psychological
All of the brands that Miguel can easily call to mind for laundry detergents, whether he would consider buying them or not, comprise his ______ set.
retrieval
When Akeelah is thinking about where she would like to eat lunch, she remembers five places close by where she has eaten before. Although she would not revisit some of them, these restaurants are part of Akeelah's ______ set.
retrieval
Betty buys hand soap for her kitchen and bathrooms in order to prevent the spread of germs. She is motivated by a which of the following needs?
safety
The ______ is the second step in the consumer decision process.
search for information
The external ______ environment that influences consumer behavior includes the consumer's family, reference groups, and culture.
social
Retailers use ______ to see how well they are doing at turning potential buyers into actual buyers.
the conversion rate
The consumer decision process is best defined as
the steps consumers experience when making a purchase
Consumers often evaluate alternatives while still engaged in the search process
true
Situational factors sometimes override psychological and social issues.
true
The statement "Life tends to unfold the way it should with or without my actions" is an example of an external locus of control.
true
The collection of all possible alternatives for a decision, even those the buyers would not consider and might not even be aware of, is referred to as the _____
universal set
