Exam 6: Consumer Decision Making

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.If you evaluate Zena's choice of a Chrysler based on Maslow's needs hierarchy,the car was bought to meet _____ needs.

How can marketers reduce consumers' cognitive dissonance?

College Decision Juan is a senior in high school and is deciding which university to go to after he graduates.He has received several pieces of mail from local universities with information on scholarship opportunities because he has a good GPA and a high ACT score.He and his parents have visited several schools and talked to advisors regarding his chosen major,marketing.Juan is thinking about going to the local community college where all of his friends are planning to go,but his parents want him to go to a more prestigious school because they think he will get a better education there. -Refer to College Decision.Juan's parents and friends would be classified as _____ factors influencing his decision.

Rod saw a television commercial for a Honda S2000 and wants to test drive one.The commercial is an example of a(n)_____ stimulus.

Dustin is a member of a fraternity that sees no problem of underage drinking.In fact,it is encouraged and expected the members will party and drink alcohol regardless of their age.For this group,drinking is considered a(n):

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

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):

Which of the following statements about reference groups is true?

Nellie's boss sells merchandise through Internet auctions.He needs to mail a $1,500 hexagonal antique picture frame.He has instructed Nellie to buy packaging that will make sure the oddly shaped frame arrives at its new owner's home undamaged,but he has not told her how or where she will find such packaging.Given that she frequently has to purchase packaging supplies,what kind of purchase decision process would she most likely employ?

Jackson has moved to a new community and can no longer attend his old church.He is currently visiting churches to make a decision about which one best serves his needs.In making his decision,Jackson will engage in _____ decision making.

If an advertiser wanted to create ads for a restaurant that stimulate the self-actualization motivation,it would create ads that:

A value or attitude deemed acceptable by a group is called a(n):

Day Care Fiona is considering a day-care facility for her five-week-old daughter Kate.She has been visiting day-care centers for the past two weeks and has interviewed caregivers at eight different centers.It is extremely important to Fiona that Kate be stimulated intellectually and fed according to schedule.After considering all eight day-care centers,Fiona chose PerfectCare.While she is quite pleased with her choice,she does continue to wonder if she made the correct decision. -Refer to Day Care.Fiona spent a significant amount of time and effort in selecting the day-care center for Kate.This suggests the center is a(n)_____ product for Fiona.

Assume you have decided to purchase a new automobile.Describe your internal information search.Then name the two types of external information sources.For each source,give two specific examples of information sources you might use.

Which of the following is LEAST likely to be described as a subculture?

The purchase of products like soft drinks,cleaning products,and gasoline generally exemplify routine response behavior.

Families of police officers often alter information they hear about officers who die in the line of duty.This _____ allows them to live and function without constant anxiety while their loved one is engaged in a potentially dangerous job.

Andrea just purchased a trip to Jamaica as a present to her husband for their tenth wedding anniversary.Andrea is anxious about the trip,afraid Bill will not like her choice of location and worried she spent too much money.Andrea is experiencing:

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

Coca-Cola It is almost 100 degrees outside,and Ed is on his way to the supermarket to buy groceries.His air conditioner is broken,so he is hot and thirsty.Ed notices a billboard featuring an ice-cold Coca-Cola.Ed remembers he is out of Coke.Once in the store,Ed heads straight for the soft-drink aisle and picks up a twelve-pack of Coke. -Refer to Coca-Cola.Ed's Coke purchase best represents which type of consumer buying decision?