Exam 2
High buyer involvement is likely to lead to what kind of problem solving?
Extended problem solving
True or false: The consumer decision process starts with need recognition and ends with the purchase itself.
Fales
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 ________ is the first stage in the consumer decision process.
Recognition
After consumers complete the need recognition stage in the consumer decision process, they begin the ______ stage.
Search for information
What are common characteristics of shopping in brick-and-mortar stores? (Select all that apply.)
Sensory experiences Reduced perceived risk of purchase
One of the most difficult of situational factors with which to deal is the ______ state. The marketer often is unaware of the preceding or antecedent events that customer experienced.
Temporal
The consumer decision process is best defined as ______.
The steps consumers experience when making a purchase
Why would a firm record the number of abandoned virtual carts on its website?
To assess the conversion rate
What are common characteristics of shopping online? (Select all that apply.)
Transactions are quick and efficient. There is greater sensory distance. Search costs are lower.
True or false: Consumers often evaluate alternatives while still engaged in the search process.
True
True or false: Situational factors sometimes override psychological and social issues.
True
When does the consumer decision process begin?
When consumers realize they have an unfulfilled need and want to reach their desired state
The final step in the consumer decision-making process includes three possible outcomes: a satisfied customer, customer loyalty, or ______.
cognitive dissonance
Consumers often use ______ problem solving for risky purchase decisions.
extended
Typically, consumers exhibit two types of behavior when buying based on the type of product or service they are purchasing. They commonly engage in ______ problem solving when buying a car or washing machine and in ______ problem solving when buying shampoo or a box of noodles.
extended; limited
As a fairly complex decision-making product and a category that is new to most buyers, a hybrid car would most likely be a(n) ______ purchase for the average buyer.
high involvement
Consumers may have different levels of ______, which is known as the consumer's degree of interest in a product or service.
involvement
Jim considers the purchase of a six-pack of beer rather indifferently, as 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 has bought over 15 laptop computers for himself and his family. To buy a new one he does no searching online or in any stores but goes straight to the HP website and orders a slightly newer version of the last one he bought. For him, the laptop is a(n) ______ problem-solving experience.
limited
Gerry has already bought a hybrid car for his wife and is going back to the same dealer for a second hybrid car. He spends far less time reviewing the ads and has developed several heuristics for purchase from the process he went through the first time. With this purchase, he is considered a(n) ______-involvement consumer for the hybrid car.
low
A(n) ______ is a basic need that drives the consumer to solve the problem and satisfy the need such as purchasing a pain reliever when she has a headache.
motive
The drive or need that pushes the consumer to satisfy his unmet needs, such as having no laundry detergent to do the wash or running out of printer paper, is a(n) ______.
motive
The social influences that affect a consumer's behavior do NOT include _______.
perceptions
The final step in the consumer decision-making process, and a very important element in retaining and building a loyal customer base, is _____________ behavior.
postpurchase
Consumer decision making about products and services is influenced by the configuration of all of the following; market mix, social influences, ______ factors, and sociological factors.
psychological
Which factors usually influence the consumer decision process the same way each time? (Select all that apply.)
psychological and social
In a special situation where the consumer is purchasing a gift or a product to be shared with others, a situational factor is altering the outcome. This is a ______ situation that may change the buyer's normal consumption pattern.
purchase
When Bill buys a box of candy to take to his boss's house for dinner, he buys an expensive gold box of Godiva chocolates instead of his own favorite of Peanut Butter Cups. The factor influencing his choice is a ______ situation.
purchase
The search for information is the ______ step in the consumer decision process.
second
Factors that influence consumer behavior and are a part of the external ______ environment, include consumers' family, friends, reference groups, and culture in which they operate.
social
Ben normally buys a newspaper and cup of coffee on his way to work in the morning. Today, though, his dog ran away, and he did not have time to stop by the convenience store for his regular purchases. A(n) ______ situational factor altered his regular behavior.
temporal
Retailers measure ______ to see how well they are doing at turning potential buyers into actual buyers.
the conversion rate
True or false: Situational factors sometimes override psychological and social issues.
true
