Exam 6: Consumer Decision Making

Define perception and describe the three types of selective perception.Use personal examples in your discussion.

After a need or want is recognized,a consumer may search for information about the various alternatives available to satisfy it.This occurs during which part of the consumer decision-making process?

New Car Purchase Zena has been promoted to vice-president at the management consulting firm she works for.Her status has led her to consider the need for a new car.Her trusty little Volkswagen Beetle had over 100,000 miles on it and no longer seemed appropriate.Susanne,another vice-president,suggested that Zena consider a car produced in the United States because the consulting firm she works for has a policy of supporting U.S.businesses.Zena began her quest for a new car by visiting several car dealers and obtaining pamphlets on the models she is considering.She also studied Consumer Reports magazine,Car and Driver ratings,and other consumer rating publications to see what the experts think.Finally,after evaluating all options,Zena decided to purchase a new Chrysler.She believes the car is a good fit with her new image and position in her company.Now that she has purchased the car,she has seen more advertisements touting its features than she ever noticed before.She also has noticed many models of her car on the road.Zena thinks the fact that so many others are driving the same model car as hers is proof that she made a good decision. -Refer to New Car Purchase.Susanne has influenced Zena's choice of a new automobile.In this instance,Susanne is acting as a(n):

Interface,a manufacturer of floor covering products,has recently entered into an agreement with Cargill,Inc.and Dow Chemical Company to develop a carpeting manufactured from corn fiber,rather than the traditional nylon.Interface hopes to develop a biodegradable carpet tile that will be sold to the public at prices only slightly higher than nylon carpet tiles.Interface's CEO has repeatedly said the mission of his company is to look for manufacturing materials that are renewable and are not petroleum dependent. -Refer to Interface.To reduce potential _____,Interface could include a letter in every box of corn-fiber carpet tiles congratulating the buyer on helping to protect the environment.

Stimulus discrimination is a learned ability to differentiate among similar products.

Lisa has to have a Diet Coke for breakfast.At a breakfast meeting,she was offered coffee and refused.She only wanted a Diet Coke.This illustrates that Lisa needs Diet Coke to:

Arm & Hammer is a well-known and respected brand of baking soda.The company has put its brand name on several products,such as laundry detergent,toothpaste,kitty litter,and many more.These are examples of:

Laurie would like to be fashionable and trendy.This would be considered her real self-image.

Ralph played mediocre golf for over 20 years.Then he retired and vowed to improve his golf game by buying one of the new golf clubs that promise increased distance and have a $700 price tag.According to Maslow's hierarchy of needs,Ralph is most likely trying to satisfy his _____ needs.

If consumer behavior is not well understood,a marketer will have difficulty creating an appropriate marketing mix.

Define cognitive dissonance and describe how can consumers and marketers can reduce it.

Which step in the consumer decision-making process is a result of an imbalance between actual and desired states?

Which of the following represents the way an individual actually perceives himself or herself?

Danny and Ron are coworkers in an office.When they have a conversation about work,they stand about 2-3 feet from each other as they chat.The amount of personal space people expect to have when interacting with a coworker is an example of which cultural component?

Which of the following activities is most likely to be an example of routine response behavior?

The types of products people purchase using only an internal search are typically:

A(n)_____ is a group of people in a society who are considered nearly equal in status or community esteem,who regularly socialize among themselves both formally and informally,and share behavioral norms.

David and Steven are best friends.Steven loves to compete in triathlons.David would love to compete with Steven but is a weak swimmer.David decides to take swim lessons to improve his breathing and stroke rhythms.Triathletes are a(n)_____ reference group for David.

All of the following are examples of marketing-controlled information sources EXCEPT:

What is self-monitoring? What are the three distinct individual differences involved in self-monitoring?