Marketing Chapter 6
Which statement illustrates an external locus of control?
"No matter how hard I study, the test will be too hard."
When a consumer uses many evaluative criteria, such as fuel economy, acceleration speed, and the availability of extra features, to make a decision about purchasing a car, the consumer is doing what?
Basing the decision on important features of the car
In addition to customer satisfaction and loyalty, which of the following is also one of the potential postpurchase outcomes?
Cognitive dissonance
Which statement illustrates an internal locus of control?
Consequences are the result of my actions."
Which of the following consist of a set of salient, or important, attributes about a particular product?
Evaluative criteria
Jamie wants to buy a car. She reads car reviews online, asks her friends for advice, and visits the websites of all the major car manufacturers. Next, she goes to several car dealerships to test-drive cars. Jamie is engaging in which type of problem solving to select a car?
Extended
An ______ search is when buyers look for information beyond their personal knowledge to help make the buying decision, such as checking the Internet, asking a friend, or visiting a showroom.
External
True or false: The statement "Sometimes things just are not meant to work out" is an example of an internal locus of control.
False
True or false: Universal sets are a subset of retrieval sets and evoked sets.
False
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
Which of the following elements affect the consumer search process?
Perceived benefits versus perceived costs The locus of control Actual or perceived risk
Determinant attributes and consumer decision rules are examples of which of the following?
Shortcuts consumers use to simplify purchase decisions
Which of the following factors typically influence the consumer decision process the same way each time? (Check all that apply.)
Social Psychological
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
Which best describes the purpose of determinant attributes?
To help consumers differentiate between competing brands or stores that seem similar
True or false: Consumers often evaluate alternatives while still engaged in the search process.
True
True or false: The statement "Life tends to unfold the way it should with or without my actions" is an example of an external locus of control.
True
When does the consumer decision process begin?
When consumers realize they have an unfulfilled need and want to reach a different desired state
Limited problem solving is most likely to occur under which condition?
When the consumer has a purchase decision that calls for, at most, moderate effort and time
When does self-actualization occur?
When you feel completely satisfied with your life and how you live
Which of the following are examples of external searches for information when looking to purchase a new car? (Choose every correct answer.)
You ask your brother how he likes his new car. You browse the manufacturer's website. You purchase a copy of Consumer Reports.
One of the factors that affects a consumer's search process involves weighing the perceived benefits of a search against the perceived
costs
In Maslow's hierarchy of needs allow people to satisfy their inner desires. (Enter one word in the blank.)
esteem
Julio is familiar with several brands of mobile phones, but he plans to consider only two brands when he purchases his next phone. Those two brands are his_______ set
evoked
Octavia is in the market for purchasing a new automobile, but she will only consider buying models made by American companies. The American car makers are part of Octavia's Blank______ set.
evoked
Accessing information from one's own memory and knowledge is known as a(n) _____________ information search
internal
Horace needs a new pair of running shoes, he first thinks about the last pair he bought, how comfortable they are, and how well they have held up in this example, Horace is conducting a __________ search for information
internal
two key types of information searches
internal and external
The social influences that affect a consumer's behavior do NOT include Blank______.
perceptions
The motive that drives Conrad to buy a large bottle of Gatorade after running 3 miles and drink it quickly is a(n) Blank______ need.
physiological
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 the market mix, social influences, ______ factors, and sociological factors.
psychological
All of the brands that Miguel can easily call to mind for laundry detergents, whether he would consider buying them or not, comprise his Blank______ set.
retrieval
When Akeelah is thinking about where she would like to eat lunch, she remembers five places close by where she has eaten before. Although she would not revisit some of them, these restaurants are part of Akeelah's Blank______ set.
retrieval
Which stage of the consumer decision process comes immediately after need recognition
search for information
Retailers use Blank______ to see how well they are doing at turning potential buyers into actual buyers.
the conversion rate
The collection of all possible alternatives for a decision, even those the buyers would not consider and might not even be aware of, is referred to as the Blank______.
universal set
