Exam 6: Understand Consumer and Business Markets

The invitation to go skiing for the weekend forced Donna to look at her current wardrobe.She decided she needed a much warmer coat.Donna was in which stage of the purchase decision?

The three main categories of influences that affect the consumer decision-making process are ________.

When using ________,a consumer exerts little effort in making a purchase decision.

There are people who have similar income and education levels and often share tastes in clothing,decorating styles,and leisure activities.These people also share many political and religious beliefs as well as ideas regarding valued activities and goals.These people could all be categorized as being in the same ________.

A consumer who is considering purchasing a house would probably use ________.

A ________ is a set of people a consumer wants to please or imitate.

Heuristics can be used to explain why Madelyn always buys a specific brand of deodorant and why Ralph always buys whatever brand he happens to see first.

The belief that a high price for a product means high product quality is an example of a heuristic.

________ are Web applications that can help online shoppers find what they are looking for at the lowest available price.

________ occurs whenever a consumer sees a significant difference between his current state of affairs and some desired or ideal state.

In a laboratory experiment,a rat in a maze learns the quickest route to a piece of cheese after several attempts.This is an example of observational learning.

How do heuristics affect a consumer's decision-making process? Give two examples of heuristics you might use when shopping.

Cognitive learning theories assume that ________.

Explain the role of marketers in the information search step of the consumer decision-making process.Give an example of how the marketer might execute this role.

A consumer purchase decision made with a great deal of consumer effort is a type of ________.

For marketers,racial and ethnic subcultures are less important than more easily defined microcultures such as avid Green Bay Packers fans or devotees of Southern gospel music.

Discuss how marketers may be able to reduce postpurchase cognitive dissonance.

Worthington Farm raises chickens.For years,it has used wooden coops to haul its poultry to market.When Bob Worthington went to reuse some of his coops,he noticed many of them could not be sufficiently cleaned for reuse and ought to be replaced.Worthington was at which stage of the business buying process?

When a consumer is determining her overall feelings or attitudes about a product after purchasing it,she is involved in the ________ step of the consumer decision-making process.

The founder of the upscale shoe company Harry's Shoes Ltd.persuaded actors to wear prototypes of his company's shoes to the Oscars.This shoe company believed that the actors would be ________ for the company.