Exam 7: Consumer Buying Behavior

Evelyn wants to buy a new car. She turns to her friend who is a car enthusiast for his recommendation. He tells her Toyota is by far the best brand. Evelyn goes to a Toyota dealership. She notices a Toyota Corolla that is at a reasonable price point. However, she likes the fact that the Toyota Camry is a mid-sized car, but it is more expensive. Evelyn tries to remember what her friend told her but is having trouble. She starts weighing the benefits of both vehicles in an attempt to make her final decision. The fact that Evelyn sought advice from her friend is an example of _________________. Her attempt to weigh the benefits of the vehicles against one another is _______________.

When Julia goes to the first class of her Operations Management course, she finds out that in addition to the textbook she already purchased, she also needs a copy of the book The Goal. At which stage of the consumer buying decision process is Julia?

After certain inputs have been selected to reach an individual's awareness, the next step in the perceptual process is perceptual

The phenomenon of selective exposure is associated with perception.

Logan loves Chipotle Mexican Grill. He views it as being socially responsible and loves the food. The other day he read in the paper that several people got sick from E. coli from Chipotle Mexican Grill restaurants. The article also detailed safety measures Chipotle was instituting to prevent this from happening again. Logan would expect nothing less from Chipotle. He feels confident that Chipotle will institute highly effective safety measures. This is most likely an example of ______________.

High involvement products tend to be those that are expensive and visible to others.

Maslow's hierarchy of needs is an explanation of how motives operate.

The time that a buyer has to make a purchase decision is a situational influence.

Dissatisfaction may occur shortly after a purchase; this is called cognitive dissatisfaction.

The primary psychological influences on consumer behavior are

After purchasing a new Lexus, Brandon sees an Infinity pass by on the street and begins to wonder if he made the right choice. Brandon is experiencing

Changing people's attitudes toward a firm and its marketing program is

In the consumer buying decision process, the information search stage

During the evaluation of alternatives stage of the consumer buying decision process, the buyer selects the seller from whom he or she will purchase the product.

Motives include knowledge and positive or negative feelings about an object.

Compare and contrast the three major influences on the consumer's decision-making processes.

Evan has just been hired as a product manager for a major technology firm. Currently, he is making purchases for his new apartment and upcoming job. His purchase of _____ would most likely be done through extended decision making, while his purchase of ____ would be made through limited decision-making behavior.

Problem recognition speed can vary from quite rapid to very slow.

Learning associated with purchase behavior is not particularly affected by reinforcement.

A reference group acts as a point of comparison and as a source of information for an individual.