MKTG 633 Chapter 9 Cards

C) Problem recognition

23) The first step in the cognitive decision-making process is ________. A) information search B) evaluate alternatives C) problem recognition D) per purchase search

C) Determinant

24) Features actually used to differentiate among choices are called ________ attributes. A) evaluation B) search C) determinant D) segmentation

C) Evaluative criteria

25) Dimensions we use to judge the merits of competing options are called ________. A) rational factors B) attributes C) evaluative criteria D) emotional factors

B) The long tail

26) According to ________, a company can make money if it sells small amounts of items that only a few people want, if the company sells enough different items. A) feature creep B) the long tail C) Zipf's Law D) neuromarketing

C) Sophisticated software programs that use collaborative filtering technologies to learn from past user behavior to recommend new purchases

27) Which of the following best describes intelligent agents? A) Cookies used to track IP addresses of computer users B) People who can help computer users with problems they encounter when trying to shop online C) Sophisticated software programs that use collaborative filtering technologies to learn from past user behavior to recommend new purchases D) Search engines specifically designed for online marketing and other forms of e-commerce

D) Post-purchase evaluation

28) Which of the following occurs when a consumer uses a selected product and decides whether it merits his/her expectations? A) Feature creep B) Inertia C) Framing D) Post-purchase evaluation

D) Cybermediaries

82) Directories and portals, Web site evaluators, forums, fan clubs, and user groups are all forms of which of the following? A) Web retailers B) Cybercash C) Design groups D) Cybermediaries

B) Innovative rebuy

83) Which of the following is NOT a category in the buyclass theory of purchasing? A) Straight rebuy B) Innovative rebuy C) Modified rebuy D) New task

A) New task

84) Which buying decision situation has the highest level of risk and the most buyers involved in the process? A) New task B) Straight rebuy C) Modified rebuy D) Innovative rebuy

B) Straight rebuy

85) Pam Henry is a purchasing agent for MicroTell. Each Tuesday she places an order for ten boxes of photocopier paper with her supplier. Ms. Henry is participating in which type of buying situation? A) New task B) Straight rebuy C) Modified rebuy D) Innovative rebuy

A) Whether the woman works

88) Two important factors determine how a couple spends time and money. One of these factors is whether the couple has children. What is the other factor? A) Whether the woman works B) Whether they have jobs that require extensive travel C) Whether they have extended family members living with them D) Whether they live in an urban or suburban setting

D) Juggling lifestyle

89) ________ is a frenzied, guilt-ridden compromise between conflicting cultural ideals of motherhood and professionalism. A) Kin-network system B) Dad advertising C) Home shopping D) Juggling lifestyle

A) Extended problem solving

9) A customer buying an unfamiliar product which carried a fair degree of risk would most likely engage in what type of problem solving? A) Extended problem solving B) Limited problem solving C) Habitual problem solving D) Recognition problem solving

B) Mental Budget

1) Tomorrow, Janice will be attending a party with a buffet. In anticipation of splurging on delicious food, she is eating very little today. Janice is using a ________ to help her estimate consumption over time and regulate her behavior. A) constructive process B) mental budget C) diet D) cognitive process

A) Affective

10) Decisions driven by our emotional responses to a product are called ________. A) affective B) habitual C) cognitive D) compensatory

C) Constructive perspective

19) ________ is the process by which the consumer surveys his or her environment for appropriate data to make a reasonable decision. A) Problem recognition B) Evaluation of alternatives C) Constructive perspective D) Behavioral influence perspective

C) Constructive Processing

2) According to ________, we evaluate the effort we'll need to make a particular choice and then we tailor the amount of cognitive "effort" we expend to make that choice. A) cognitive processing B) mental processing C) constructive processing D) behavioral processing

D) Problem recognition

20) ________ occurs whenever the consumer sees a significant difference between his or her current state of affairs and some desired state. A) Information search B) Evaluating alternatives C) Evaluating of evoked set D) Problem recognition

D) No problem recognition

21) If a consumer's ideal state is very near or identical to his or her actual state, which of the following best describes the type of problem recognition the consumer would most likely have? A)Opportunity recognition B) Need recognition C) Search recognition D) No problem recognition

C) Information search

22) ________ is the process by which the consumer surveys the environment for appropriate data to make a reasonable decision. A) Problem recognition B) Evaluation of alternatives C) Information search D) Product choice

D) Interia

29) Latrell finds that every time he goes to select athletic shoes he always buys the same brand. In fact, he doesn't even remember trying on any of the other competitive brands even though some of these brands have attractive styles and prices. Latrell's purchase decision process has become one of less and less effort. Latrell's decision process in an example of ________. A) cognitive dissonance B) brand loyalty C) ineptness D) inertia

A) Cognitive

3) A customer buying an unfamiliar product that carries a fair degree of risk would most likely engage in ________ decision making? A) cognitive B) limited C) habitual D) affective

B) Ongoing

30) Tanya type scans the newspaper ads every day for new information about current fashion styles and trends, even though she isn't thinking about buying clothes anytime soon. Tanya is engaging in a(n) ________ search. A) pre-purchase B) ongoing C) internal D) delayed

B) Knowledge structures

31) Kraft has repackaged its salad dressings as "anything" dressings to encourage people to shift their ________ and consider the dressings as a complement to more than just salads. A) demonstration signals B) knowledge structures C) mental maps D) mean-end chains

C) Problem recognition

4) The first stage in the consumer decision-making process is ________. A) information search B) evaluation of alternatives C) problem recognition D) product choice

Determinant attributes are features we actually use to differentiate among choices.

40) What are determinant attributes?

A) Cult

47) Products that consumers are willing to pay more for are called ________ products. A) cult B) limited C) staple D) routine

D) Brand Loyalty

48) A consumer who buys the same brand over and over again exhibits ________. A) staple purchasing B) rational purchase C) customization D) brand loyalty

C) They are computer programs that recommend products based on past purchasing patterns

49) What type of cybermediaries are intelligent agents? A) They are travel agents who answer questions online. B) They are people who can help computer users with problems they encounter when trying to shop online. C) They are computer programs that recommend products based on past purchasing patterns. D) They are search engines specifically designed for marketing online.

B) Constructive Process

5) Evaluating the effort when we need to make a particular choice is called the ________. A) want B) constructive process C) need D) routine process

C) Noncompensatory rule

50) Chen Lo uses a decision rule that says "Only buy well-known brand names" when selecting a set of golf clubs. He does not look at price, the store, or even discounts when purchasing clubs. Chen Lo's purchasing pattern is an example of a consumer using a ________. A) habit decision rule B) compensatory rule C) noncompensatory rule D) conjunctive rule

D) Whether the customers hold a very positive or weak attitude toward the product

51) What is a major distinction between customers who purchase a product because they are brand loyal and those who purchase by inertia? A) The cost of the product B) The social risk of the product C) Whether the purchase is made after a compensatory or noncompensatory decision process D) Whether the customers hold a very positive or weak attitude toward the product

C) Interia

57) ________ describes consumption at the low end. A) Routine buying B) Complex buying C) Inertia D) Utilitarian

A) Framing

58) People often make decisions on the basis of mental accounting. One facet of this accounting is making a decision based on the way a problem was posed. This is called ________. A) framing B) the sunk-cost fallacy C) loss aversion D) positioning

A) Prospect theory

59) According to ________, utility is defined in terms of gains and losses. A) prospect theory B) heuristics C) hyperopia D) Zipf's law

D) All of the above

6) A bucket in consumer decision making is ________. A) cognitive B) habitual C) affective D) all of the above

C) Satisficing

60) A decision strategy that seeks to deliver an adequate solution rather than the best possible solution is referred to as ________. A) inertia B) rationalizing C) satisficing D) anchoring

D) Consideration

61) The alternatives actively measured during a consumer's choice process are the ________ set. A) inert B) evoked C) evaluate D) consideration

C) Heuristic

62) A mental or problem-solving shortcut to make a decision is called a(n) ________. A) determinant B) detail rule C) heuristic D) experience rule

A) Framing

63) People often make decisions on the basis of a mental accounting. One facet of this accounting is making a decision based on the way a problem was posed. This is called ________. A) framing B) the sum-cost fallacy C) loss aversion D) positioning

A) Noncompensatory

64) According to the ________ rule, a product with a low standing on one attribute cannot make up for this position by being better on another attribute. A) noncompensatory B) lexicographic C) elimination-by-aspects D) conjunctive

B) Habitual

65) Buying decisions that are made with little or no conscious effort are called ________. A) close minded B) habitual C) satisficing D) extended

C) Conjunctive

66) When using the ________ rule of decision making, a consumer evaluates brands on the most important attribute, but specific cutoffs are imposed. A) lexicographic B) elimination-by-aspects C) conjunctive D) compensatory

A) Bounded rationality

67) The "good enough" perspective on decision making is known as ________. A) bounded rationality B) framing C) a nudge D) default bias

A) Mental accounting emphasizes the extraneous characteristics of the choice environment even if the results are not rational.

68) Casinos make their interiors very plush and expensive looking, knowing that gamblers who would be reluctant to make a $10 bet in average surroundings would gladly make $100 wagers in luxurious surroundings. Which of the following best explains gamblers' behavior? A) Mental accounting emphasizes the extraneous characteristics of the choice environment even if the results are not rational. B) Most people are unaware of the true risk of making certain decisions and believe that a larger wager has higher odds of winning. C) The luxurious surroundings increase the probability of classical conditioning through mere exposure, which results in behavior that is not rational. D) The functional risk of gambling is decreased in luxurious surroundings, leading gamblers to wager more.

B) Positioning Strategy

7) The success of ________ hinges on the marketer's ability to convince the consumer to consider its product within a given category. A) identifying competitors B) positioning strategy C) exemplar products D) product locations

D) The Sunk-cost Fallacy

75) Les just bought a megaphone of root beer. As he drinks from the giant cup, he eventually becomes full. One of his friend's comments, "If you don't stop drinking that stuff, you will get sick." Les replies, "Hey, I bought it, and I am not going to waste one drop of it." Les's behavior best illustrates ________. A) loss aversion B) hyperopia C) risk positioning D) the sunk-cost fallacy

B) Promotions emphasizing opportunities should attempt to increase the ideal state, while promotions emphasizing needs should give locations where the products can be purchased.

76) A consumer can recognize problems as either an opportunity or a need. How should promotions differ between those emphasizing opportunities and those emphasizing needs? A) Promotions emphasizing needs should attempt to increase a consumer's ideal state, while promotions emphasizing opportunities should simply give locations where the products can be found for purchase. B) Promotions emphasizing opportunities should attempt to increase the ideal state, while promotions emphasizing needs should give locations where the products can be purchased. C) Promotions emphasizing needs should increase the ideal state, while opportunity promotions should attempt to decrease the ideal state. D) Promotions emphasizing needs should decrease the ideal state, while promotions emphasizing opportunities should provide buying locations.

A) Purchase Momentum

8) A hot and thirsty customer buys a cool drink and finds it very satisfying. He then buys another drink even though he had not initially planned on buying two and even though he is no longer thirsty. This is an example of ________. A) purchase momentum B) rational decision making C) behaviorally influenced purchase D) inertia