Exam 7: Consumer Buying Behavior

Scenario 7.2 Use the following to answer the questions. Both the Toyota Sienna and the Nissan Quest were very popular choices for family vans. Toyota noticed that the majority of its customers were families with 3 or more children, and so they developed commercials that featured larger families. They also produced commercials that featured Hispanic-looking actors and for some markets, in Spanish. Alicia Desario and her husband were currently shopping for a van for their family. As Alicia listened to an advertisement on the television about the Nissan Quest, she noticed that the Nissan cost about $27,000 and had gas mileage of about 17 mpg. She recalled an earlier ad for the Toyota Sienna, which also cost about $27,000, but had gas mileage of about 21 mpg. She also liked the way the family was portrayed in the Toyota ad, showing the children in the back seats having plenty of room, watching the DVD players, and having their own sound controls. When she spoke to Carlos, her husband, about how much she liked the Toyota van, he replied that its gas mileage was too low at only 16 mpg. Since Alicia didn't agree with that number, he produced a magazine ad that supported his claim of the 16 mpg for the Toyota. Alicia couldn't believe that she had made such an error in hearing what the gas mileage was for the Toyota and the Nissan. Refer to Scenario 7.2. Toyota's production of commercials that featured Hispanic actors and the Spanish language is an example of marketing to

Purchasers who purchase products for personal or household use and not for business purposes are called the

A consumer belongs to only one subculture.

Esteem needs are the highest level in Maslow's hierarchy of needs.

Perception is a three-step process that involves

Buying behavior refers to the decision processes and actions of people involved in buying and using products.

Perception is a process in which an individual selects, organizes, and interprets information received through the sense organs.

A major determining factor in deciding which type of decision-making process should be used depends on the individual's intensity of interest in a product and the importance of the product for that person. This is known as an individual's

During which stage of the consumer buying decision process does a consumer decide from which seller he or she will buy the product?

Routinized response behavior is what a consumer does when

The forces that other people exert on one's buying behavior are called social influences. These come from reference groups and opinion leaders, social classes, culture and subcultures, roles, and

Limited decision making is used when purchasing frequently bought, low-cost items needing very little decision effort.

Define consumer misbehavior and discuss three types of consumer misbehavior described in the text.

Children often achieve ____ by observing parents and older siblings in purchase situations and then through their own purchase experiences.

Ads for beauty products often suggest that purchasing these products will bring love, helping to fulfill one's social needs.

When a buyer receives information that is inconsistent with his or her beliefs, the buyer may distort the information to bring it more in line with those beliefs.

An opinion leader is likely to be most influential when consumers have high product involvement and high product knowledge.

Beth Hines is buying furniture for her apartment for the first time. She is spending considerable time and effort comparing the products that different stores offer. Which type of decision-making process is she using?

Salina is shopping for low-calorie frozen dinners to take to work for lunch. Salina has always been mindful of the total calories and the number of fat grams in these dinners. However, after reading an article about the high sodium counts in frozen meals and the maximum grams of sodium a woman should eat daily, she now pays attention to the sodium as well. The changes in Salina's thought processes and behavior caused by this information are called

Marketers must consider the different nationalities represented within the Hispanic and Asian-American subcultures because of the unique culture, history, and buying patterns of each ethnic group.