Marketing Chapter 6

The primary psychological influences on consumer behavior are

perception, motivation, learning, attitudes, personality, and lifestyles.

Forever 21 is developing a program to get to know its customers. Which of the following is not a reason why Forever 21 needs to understand consumer buying behavior?

All customers are the same when it comes to buying behavior.

Suhail is shopping for a new suit to wear to an important interview. He really wants to impress his prospective employer and is shopping at many stores to find the right outfit. Suhail is using which type of consumer decision-making process?

Extended decision making

Which of the following statements about how a consumer organizes inputs that reach awareness is most accurate?

Inputs that reach awareness are organized to produce meaning, and this meaning is interpreted in light of what is familiar to the individual.

Which of the following consumer decision-making processes will probably be used in purchasing toothpaste?

Routinized response behavior

Thoughts about who is around when the product is purchased relate to which of the following situational influences?

Social surroundings

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

Stephanie buying bottled water

What consumer research method is a means of measuring consumer attitudes by gauging the intensity of individuals' reactions to adjectives, phrases, or sentences about an object?

attitude scale

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

attitudes

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

closure

As Gillian has become more knowledgeable about health, obesity, and quality ingredients, her attitude toward soft drinks and fast food have become less favorable, while her attitude toward healthier brands like Panera and Bubly has improved. This best relates to the _______ component of attitude.

cognitive

When shopping for detergent, Dylan looks at Arm & Hammer, Gain, Method, and Cheer and chooses the one that is on sale. These four brands make up his ____ set.

consideration

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

enduring

Which of the following products would probably require extended decision making before a purchase?

expensive products

Emelia 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 decision-making process is she using?

extended

Manny has just been hired as a product manager for a major technology firm. Currently, he is making purchases for his new apartment and upcoming job. His purchase of _____ would most likely be done through extended decision making, while his purchase of ____ would be made through limited decision-making behavior.

flat screen TV; bath towels

All of the following are marketer-dominated sources of information except

friends

For which of the following products would a consumer most likely use limited decision making?

hair dryer

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

inexperienced

In the process of perception, individuals receive sensations through sight, sound, taste, smell, and hearing. These sensations are called

information inputs.

In the consumer buying decision process, a buyer will search his or her memory for information about products that might solve the problem they have identified in the

internal search

Extended decision making is the type of consumer decision-making process that

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

A major determining factor in deciding which type of decision-making 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

Julia 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. Julia is engaging in

limited decision making

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

Evaluative criteria for brands within the consideration set are both

objective and subjective

As Danielle walks to classes, she selects, organizes, and interprets the sensations she is receiving through her sense organs. Danielle is experiencing the process of

perception

Dalip makes an appointment to visit with a new dermatologist in town because of a recent bad sunburn. When he arrives at the dermatologist's office, Dalip notices a foul odor in the air, worn floor coverings, cluttered rooms that have paint peeling from the walls, and poor lighting. However, the other patients in the waiting room were talking about how much they liked the doctor. While Dalip viewed the dermatologist as competent, Dalip decided not to visit him again even though the dermatologist recommended a follow-up. Which situational influences are most likely to have affected Dalip's decision?

physical surroundings

Marylyn now feels that her teeth are not white enough after seeing advertisements for whitening toothpaste. Marketers promote these brands based on ____ needs, appealing to sex appeal.

physiological

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.

Jhumpa is questioning whether she has made the right decision about purchasing a new HP laptop after she sees a friend with a new iMac. Jhumpa's doubt whether she made the right decision occurs during the ___________ of the buying decision process.

postpurchase evaluation phase

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

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

During which stage of the consumer buying decision process does a consumer decide from which seller he or she will buy the product?

purchase

The five categories of situational influences are:

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

Quita reads through her e-mails 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. Quita has engaged in selective

retention

The most significant factor influencing a buyer's level of involvement is

risk

Ming went to Costco to shop for a party she was hosting on the weekend. She knew that she could buy larger quantities of food items than she normally did, and they would also be much less expensive. She checked everything off her list and proceeded to the checkout lines. Passing a display of fresh flowers, she thought, "Wouldn't those be nice for the party?" She selected one of the bouquets and placed it in her cart. Ming has most likely engaged in ______ when selecting the food for her party, and ____ when selecting the flowers.

routinized decision making; impulse buying

Perception is a three-step process that involves

selecting, organizing, and interpreting information inputs.

Benedict is in the market for a new car. He believes that lately there have been more car ads than usual on TV. The need Benedict has is most likely driving which of the following phenomena?

selective exposure

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

self-actualization

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

situational influences, social influences, and psychological influences

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.

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 decision making

When a new variety of EnviroKids whole-grain breakfast cereals is first introduced, consumers will most likely engage in ____ when deciding whether or not to purchase this new product.

limited decision making

Courtney is a market research analyst for a global consulting firm. She will be traveling to Frankfort next month to present her research to a meeting of company executives from around the world. This presentation could be instrumental in the company's decision of whether she should be promoted at the end of this year. Courtney has been thinking about the trip, which will be the first time she has been out of the country. She has decided to retire her old college luggage for a more professional-looking version and has begun to evaluate various brands. Courtney is most likely facing _____ for this particular purchase.

situational involvement