Marketing Ch. 06 - Consumer Decision-Making (Concept Check)

The three largest and fastest-growing subcultures in the United States include all of the following:

African Americans Asians Hispanics

A consumer who has an ongoing interest in a product or category experiences which type of high involvement?

Enduring involvement

A consumer purchasing a new pair of shoes is likely to have which level of involvement in the consumer decision process?

Limited decision making

_______ occurs when a consumer has the anticipation of receiving a highly desirable product only to find that it is inaccessible or sold out.

The jilting effect

During _______, the consumer conducts a mental review—do I have experience with this product?

an internal information search

Customers at the _______ level of loyalty tell others about the brand and have an emotional connection.

committed

Considering decision-making roles, a/an ____ is the actual user of the product while a/an ____ suggests the purchase process.

consumer; initiator

The broadest determinant of consumer behavior is _______.

culture

When a consumer has previous experience with a product or brand, it is likely the level of involvement would _______.

decrease

The goal for marketers in the consumer decision journey is to _______.

eliminate the consumer's research and evaluation stages of the decision-making process

It is difficult to separate the information search and evaluation of alternatives steps in the consumer decision-making process because consumers _______.

evaluate some alternatives as the search process progresses

The collection of alternatives a consumer actually considers when making a decision is known as the _______.

evoked set

All of the following are individual influences on consumer buying behavior:

gender self-concept personality

The pleasure or happiness you receive from purchasing a product has _______.

hedonic value

A person's _______ is how they wish to be perceived.

ideal self-image

The second step of the consumer decision-making process is ______.

information search

The driving force that causes a consumer to take action and satisfy a specific need is a _______.

motive

Some people avoid buying specific products and brands so they are not associated with specific groups. These groups would be classified as ______.

nonaspirational groups

Social class is based on _______.

occupation, education, income, and wealth

Someone who influences the opinions of others is a(n) _______.

opinion leader

Consumer purchases are made based on _______, what the consumer expects to obtain from a purchase.

perceived value

One of the least useful concepts in consumer behavior is _______, even though it may influence the types and brands of products people purchase.

personality

According to Maslow, the most basic needs are _______.

physiological needs

Marketers use _______ and _______ to boost learning for consumers during the decision process.

reinforcement; repetition

When consumers are overwhelmed by stimuli in the environment, they use _______ to choose what information is processed.

selective exposure

When consumers worry about a purchase impacting others' opinions of them, they are concerned about _______.

social risk

_______ is derived from a good or service that helps the consumer solve problems and accomplish tasks.

utilitarian value

Cognitive dissonance is likely to increase during all of the following situations:

when the rejected alternatives have desirable features that the chosen alternative does not provide when the purchase decision has a major effect on the buyer as the dollar value of a purchase increases