Marketing Chapter 7

After doing considerable shopping, Eric has just decided what brand and type of athletic shoes to buy and where he's going to buy them. In what stage of the consumer buying decision process is Eric?

Purchase

Joann and Rachel are searching for an apartment. They will most likely engage in which one of the following forms of decision making?

Extended decision making

An information search, once completed, should identify for the buyer the one brand that he or she views as the best alternative.

False

T o F If a person's interest in the product category is ongoing and long term, it is referred to as situational involvement

False

T o F Limited decision making is used when purchasing frequently bought, low-cost items needing very little decision effort

False

T o F family influences are not directly related to purchasing decisions

False

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

Which of the following buying and situations is most consistent with routinized response behavior?

Stephanie buying bottled water

T o F A marketer's use of framing can make a product characteristic seem more important to a consumer and can facilitate its recall from memory

True

T o F Motivation can affect the direction and intensity of behavior

True

T o F Perception is a process in which an individual selects, organizes, and interprets information received through the sense organs

True

T o F Problem recognition speed can vary from quite rapid to very slow.

True

T o F The phenomenon of selective exposure is associated with perception.

True

T o F There are situational influences that cannot be controlled.

True

T o F When evaluating the alternatives, the buyer rates and eventually ranks the brands in the consideration set.

True

Selective exposure refers to

admitting only certain inputs into consciousness

The three major types of reference groups are

aspirational, disassociative, and membership.

Cognitive, affective, and behavioral are the three major components of

attitudes

Luke and Hayley are searching for a health club to join. This purchase will likely be affected by _____ involvement

enduring

T o F Consumers' buying decisions are not affected by other people.

false

T o F Situational influences can be classified into five different categories including physical surroundings, social surroundings, personality, purchase reason, and time perspective

false

Henry's Little brother joined the Boy Scouts recently. Henry notices that in addition to wearing the Boy Scout uniform, his brother has been better about keeping his everyday clothes neat and clean, has been searching online for camping gear and became interested in Green products. Henry believes that the Boy scouts are now a reference group for his brother because he

has taken on many of the values, attitudes, or behaviors of group members

An attitude scale measures the

intensity of a buyer's feelings toward a certain object

A major determining factor in deciding which type of decision- making process should be used depends on the individuals 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

The three most widely recognized types of consumer decision making are

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

Maslow's Hierarchy of Needs refers to the five levels of needs that humans seek to satisfy, from most to least basic to survival. These needs, in order from most to least basic to survival are

physiological, safety, social, esteem, self- actualization

The five categories of situational influences are

purchase reason, time perspective, social surroundings, physical surroundings, and buyer's momentary mood.

Cecelia reads through her emails containing advertisements for sweaters from Zara, purses from Michael Kors, and athletic shoes from Foot Locker. Later while at the mall, she remembers only the shoe ad, thanks to the recent tear in her own Pumas. Cecelia has engaged in selective

retention

Consumers tend to remember information inputs that support their feelings and beliefs and forget inputs that do not. This is known as selective

retention

When shopping at a local grocery store, Cam sees a display of his fav brand of energy drink. He buys some. This purchase process would be described as

routinized response behavior

Shortly after moving into their new home E and Pj purchase and install smoke detectors and an alarm system. The Jennings are concerned about fulfilling their need for

safety

Perception is a three-step process that involves

selecting, organizing, and interpreting information inputs.