Marketing Chapter 6

cognitive dissonance

When a consumer begins to feel dissatisfied with a product or service recently purchased, the anxiety they feel is called:

Norms

When groups establish values and behaviors they deem appropriate for their members, those values and behaviors are called group _____.

In the area of self-concept theory, the real self is:

the objective view of the total person.

Syncratic

​Before deciding how to market the houses designed by your architectural firm, you want to understand the role of each spouse in making this type of purchasing decision. After researching the topic, you learned that most house purchases fall into a particular role-based category. This category is:

equilibrium between the actual and desired states.

A motive is an inner state that directs a person to create:

affective

An advertisement that creates warm feelings of goodwill toward the advertiser and his products is altering the _____ component of attitude.

compare the prices and features of all the available brands in his list.

Edward is looking to purchase a new laptop because he is not satisfied with the features of his old one. He gathers information from his coworkers about the new models available in the market with the desired features and lists down all the available options. The next step in Edward's decision-making process is to:

Marketing strategies that prove successful in one country are invariably applied successfully in international markets as well.

FALSE

extended problem solving

First time drivers who are trying to decide which car to buy and how to select an insurance company, and newlyweds looking to buy their first home, both undergo the same problem solving processes with respect to their level of involvement in their buying decisions. Which of the following best describes this common buying process?​

represent the trendsetters who purchase products before others in the group and then influence the buying decisions of other group members.

It is crucial for marketers to focus their marketing strategies on opinion leaders in a group as opinion leaders:

Belongingness

Joining a local bowling league for social interaction is an attempt to meet _____ needs.

they belong to multiple ethnic groups with their own language, religion, and value systems.

Marketing to Asian American consumers is challenging as:

Culture

Mateo recently graduated from high school and it's always been assumed that he would go to college after graduation. His family believe education is important to success in life and know that Mateo will be able to achieve success with a combination of hard work, persistence, and knowledge. Mateo has been influenced by

cognitive

Maya is in the purchase process for a new car and is considering a Hyundai Sonata and believes their Assurance or warranty program is the best available since it offers 10-years or 100,000 miles of coverage including a 5-year 24X7 roadside assistance plan. Maya's belief about Hyundai represents the _______ component of her attitude.

high involvement

Ryder and Reagan have been dating for several years and Ryder has started browsing for engagement/wedding rings. He has heard that it's typical to spend the equivalent of 5 months of salary on a ring which would equate to approximately $15,000. He is excited about making a life commitment and is willing to invest in the relationship by purchasing the ring. What type of purchase decision does the engagement/wedding ring represent for Ryder?

A life insurance salesperson explaining the benefits of a policy to both husband and wife in a two-income family is perceiving the adoption of the policy to be a syncratic purchase decision.

TRUE

According to Maslow's hierarchy of needs, some people fixate on a need and fail to move beyond it.

TRUE

Behavioral

The _____ component of attitude specifically involves tendencies to act in a certain manner.

Culture

The broadest environmental determinant of consumer behavior is:

Subcultures

The demographics of people living in the United States continues to diversify and several groups - Hispanics, African Americans, and Asians represent the largest _______.

health insurance

The purchase of which of the following products will follow a syncratic pattern?

Children

The single group within society that is most vulnerable to reference group influence is:

Repeat Purchase behavior

Which of the following actions is shaped by the effective application of learning theory within the marketing strategy context?

Routinized response behavior

Which of the following consumer problem-solving behaviors requires the least effort?

Unique Packaging

Which of the following is most likely to break through a person's perceptual screen?

Consumer behavior; personal factors

​The engine in Marcel's lawn mower recently stopped working. Marcel has decided that it's a better financial decision to purchase a new lawn mower rather than to replace the engine. He has decided to purchase either a Craftsman or a John Deere model. Marcel feels that the Craftsman is a high-quality lawn mower. On the other hand, his father has used a John Deere mower for years and has recommended it to him. Marcel decides to purchase the Craftsman lawn mower. ​ __________ is the process that Marcel is undergoing in deciding which lawn mower to purchase, and his purchase is being affected by ___________.

Age Rural vs. Urban Locations Geographic Distriutions Religion

​Your boss often talks about the importance of marketing to subcultures, but he includes only Hispanic Americans, African Americans, and Asian Americans. You know that a subculture can be defined by characteristics other than nationality or ethnicity. In a memo, you identify some of these characteristics, including: