Exam 7: Consumer Buying Behavior

Psychological influences are internal factors that impact a consumer's buying decision process. More specifically, ___________ is one type of psychological influence wherein the consumer has a tendency to twist or change information received to fit their own personal feelings or beliefs.

In Maslow's hierarchy of needs, the most fundamental need is safety.

When Shannon started high school, she dated a boy on the football team. The relationship ended badly, and Shannon swore off jocks forever. She avoids sports games and tells everyone she knows how lame school sports are. Recently, she started dating a new boyfriend who has embraced the Goth persona. Shannon thinks he is very cool and wants to be just like him. Shannon views jocks as a(n) _____________________, while she views those who embrace the Gothic lifestyle as a(n) _____________________.

Buyers' actions are affected by one or more internal energizing forces geared toward satisfying needs, which are called

An opinion leader is likely to be most effective under all of the following conditions except when the

During the evaluation of alternatives stage of the consumer buying decision process, framing most likely influences the decision process of ____ buyers.

Expecting ethical business behavior reflects our culture.

Maggie has been a loyal customer of Apple for years. She likes to own the latest products and looks forward to announcements about product releases. She owns an Apple phone, iPad, and MacBook and hopes to purchase the new model phone when it's released in the fall. Maggie was talking to one of her friends about Apple and was surprised to learn that Apple was involved in some workforce-related issues at their overseas plant. Her friend was telling her that Apple paid very low wages and people were required to work long hours. Maggie reasoned that this issue must be related to a third-party manufacturer since Apple would never treat their employees this way. She dismisses the incidence and explained to her friend that it must have been an honest mistake. What type of process is Jeremy utilizing with regard to the information about Apple?

There are situational influences that cannot be controlled.

When buying frequently purchased, low-cost items, a consumer uses extensive decision making.

A culture can be divided into subcultures according to

Experience has shown you that your customers' buying decisions can be significantly impacted by situational influences. You are analyzing past sales activities to better understand how these factors translate into sales impacts. Which of the following statements is true about situational influences on the consumer's buying decision process?

Jennifer was flying to Belize for vacation when she realized she forgot her sunglasses. She purchased some at an airport shop even though they were more expensive than she would normally have paid. Jennifer was influenced by situational influences.

An information search, once completed, should identify for the buyer the one brand that he or she views as the best alternative.

Vanessa went to a five-star restaurant that had great reviews. The atmosphere was wonderful and she enjoyed the company of her friends and her boyfriend, Paul. However, at the table next to them sat a family with five kids. The kids were very loud and often ran around. Vanessa, who is not fond of kids, was very annoyed. When she left the restaurant, she remarked to her friend that she didn't see what all the hype over the restaurant was about. Vanessa was most likely influenced by __________________.

Credit card companies maintain staffs of professionals whose primary responsibility is to monitor the activity on cardholders' accounts to spot potential fraudulent purchases or stolen cards. These staffs are employed to prevent which of the following?

Discuss how reference groups and opinion leaders influence purchase behavior.

Shortly after moving into their new home, Mark and Katherine Gould purchase and install smoke detectors and an alarm system. The Goulds are concerned about fulfilling their need for

Beth is looking for a Mother's Day gift for her mom and wants to purchase some type of perfume or cologne. She knows that her mom currently wears a perfume made by Dolce & Gabbana called Light Blue. When she arrives at the perfume counter, she notices that Dolce & Gabbana has several new scents available and a variety of gift boxes that also include powder and body lotion. Beth is trying to decide what to purchase-whether to try a new fragrance or not. Beth is willing to spend time trying the different scents, but since the gift boxes only cost $75, there's very little risk involved. What type of consumer decision will this purchase most likely be for Beth?

As Brianna walks to classes, she selects, organizes, and interprets the sensations she is receiving through her sense organs. Brianna is experiencing the process of