Exam 6: Consumer Behavior

Differentiate between a high-involvement purchase decision and a low-involvement purchase decision. Give an example for each.

Many characteristics were likely important when you chose which college or university to attend. For instance, students often consider the distance from home, programs of study offered, reputation of the school, success of the athletic teams, and cost of attendance. These different elements represent common:

After purchasing a new oven and a cooking range, Martha was contacted by the store where she purchased the products. The salesperson inquired about the delivery, installation, and her overall satisfaction with the purchase. Such strategies employed by marketers help in reducing cognitive dissonance.

In which of the following steps of the consumer decision-making process does the marketer try to help prospective buyers identify and identify potential needs?

According to Maslow, _____ needs concern essential requirements for survival such as food, water, shelter, and clothing.

Marketers can attempt to change consumer attitudes by engaging them in new buying behavior.

Martin, a marketing manager, is a member of a local professional organization that helps Martin connect with others, develop friendships, and satisfies his _____ needs.

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

Discuss Maslow's hierarchy of needs and list a product that can be promoted to fulfill each of the different levels of needs.

The number of alternatives a consumer actually considers in making a purchase decision is referred to as the _____.

What are evaluative criteria? What are some of the evaluative criteria a consumer might use while searching for an apartment?

Which of the following is a core value emphasized by the American culture?

Rachel, an advertising executive, shops for clothing at a trendy store in town. The sales clerk shows her the latest styles in bright prints and bold colors. Although these are the styles worn at her office, she rejects them and purchases traditionally formal clothes in neutrals and black due to her notion of her self-concept. Rachel's decision is most likely driven by _____ factors.

Which of the following products is aimed at satisfying the esteem needs of people?

If a middle manager buys an Audi automobile because several top executives in the firm own Audis, this demonstrates the influence of reference groups.

Be Wise is an insurance firm that helps people save money for retirement and health purposes. It markets its health and life insurance products with a tag line "save for the future." Be Wise is trying to address which of the following needs in the Maslow's hierarchy of needs?

According to Maslow's hierarchy of needs, people who fail to at least partially satisfy lower-level needs may fail to move beyond it to higher-level needs.

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

Ksenia is excited about going to her first sorority formal next month. However, she is concerned that she does not have anything appropriate to wear. Since realizing that she needs to get a new dress, Ksenia has started paying attention to advertisements, looking at fashion magazines, visiting retail stores, and browsing the Web for the latest fashions. Ksenia is engaged in:

Paul is a sales representative at Midwest Mazda and recently sold a CX9 to Summer and Brian for their growing family. Paul knows how important it is to reassure his clients that they've made the right decision and usually calls his customers within 2-3 days of purchase to ask what they think so far and remind them of all the great features. He provides lots of reassurance and wants his customers to know he cares about them and values their business. Which of the following is a possible reason why Paul might contact his customers and provide reassurance they made the right purchase decision?