Exam 6: Consumer Decision Making

Cassandra,an accounting major,read an article stating that accounting graduates are receiving the highest starting salary offers for business majors.The article also stated that marketing majors start with lower salaries but surpass all other majors' salaries within ten years.A week later Cassandra doesn't remember reading this last part of the article,just the first part.This is an example of:

_____ are learned tendencies to respond consistently toward a given object.

The fact that mothers in Japan feed their babies freeze-dried sardines and rice and most mothers in the United States would not eat a freeze-dried sardine,much less feed it to their babies,indicates how _____ influences the consumer decision-making process.

While looking at the DVDs at Wal-Mart,Tee tried to remember the name of the action movie starring Harrison Ford as an archeologist so he could buy the DVD.Which step of the consumer decision-making process is this?

_____ is a form of learning that occurs when one response is extended to a second stimulus similar to the first.

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.One person who Juan has seeking advice from is his guidance counselor,Mr.More,at school.Mr.More is respected by students and parents alike and knows a lot about the schools Juan is considering.Mr.More can be considered a(n):

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.Which type of consumer buying decision does Zena's purchase represent?

_____ occurs when consumers remember only information that supports their personal feelings or beliefs.

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' opinion that he will get a better education if he attends a prestigious school rather than a community college is an example of:

_____ is the learned ability to differentiate between similar objects such as packages of different brands of aspirin.

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:

Kim places huge importance on what she wears to sing in front of her church and therefore takes her time to shop for the right clothes and shoes.This is due to the:

While Robinson was looking at the CDs at Wal-Mart,he was trying to remember the name of the group that sang the song he liked on last night's episode of his favorite TV show so he could buy it.Since recording companies pay to have their CDs promoted on television shows,the source of information Robinson is trying to recall is:

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's uncertainty about whether she made the correct decision and the feelings that go along with this uncertainty are called:

The socialization process involves adopting the values of the culture in which a person was raised and is usually strongly influenced by the family.

A(n)_____ is a way a consumer goes about addressing a need.

Which of the following is an organized pattern of knowledge that an individual holds as true about his or her world?

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.

_____ is the set of values,norms,attitudes,and other meaningful symbols that shape human behavior and is transmitted from one generation to the next.

The type of decision making that requires a moderate amount of time for gathering information and deliberating about an unfamiliar brand in a familiar product category is referred to as: