Exam 9: Decision Making

Evaluative criteria are the dimensions we use to judge the merits of competing options.

Tanya type scans the newspaper ads every day for new information about current fashion styles and trends, even though she isn't thinking about buying clothes anytime soon. Tanya is engaging in a(n) ________ search.

Pepsi A.M. was positioned as a coffee substitute. In one test market, Pepsi A.M. was introduced onto a university campus. It was both an immense hit and a total failure. The product always sold out in vending machines, but the consumption of coffee stayed the same and the sale of other Pepsi products declined. In terms of levels of categorization, discuss what created the problem in the test market.

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

The evaluation of alternatives is the third stage of the consumer decision-making process.

People often make decisions on the basis of a mental accounting. One facet of this accounting is making a decision based on the way a problem was posed. This is called ________.

Chen Lo uses a decision rule that says "Only buy well-known brand names" when selecting a set of golf clubs. He does not look at price, the store, or even discounts when purchasing clubs. Chen Lo's purchasing pattern is an example of a consumer using a ________.

A nudge is deliberate change by an organization that intends to modify behavior-can result in dramatic effects.

If a consumer's ideal state is very near or identical to his or her actual state, which of the following best describes the type of problem recognition the consumer would most likely have?

Evaluating the effort when we need to make a particular choice is called the ________.

Needs are created when the actual state of a customer declines.

The first step in consumer decision making is ________, when the consumer realizes he or she must take some action.

A consumer's overall reaction to a product after it was purchased is called feature creep.

People often make decisions on the basis of mental accounting. One facet of this accounting is making a decision based on the way a problem was posed. This is called ________.

According to this view, people calmly and carefully integrate as much information as possible with what they already know about a product, painstakingly weigh the pluses and minuses of each alternative, and arrive at a satisfactory decision.

Features actually used to differentiate among choices are called ________ attributes.

A hot and thirsty customer buys a cool drink and finds it very satisfying. He then buys another drink even though he had not initially planned on buying two and even though he is no longer thirsty. This is an example of ________.

What are determinant attributes?

________ describes consumption at the low end product involvement by the consumer.

Cybermediaries describes a website or app that helps to filter and organize online market information so that customers can identify and evaluate alternatives more efficiently.