Exam 3: Buyer Behaviors

In using the affect referral approach to decision making, the person considers:

If an advertisement by Pampers is designed to appeal to a person's emotions first, the ad addresses which component of an attitude?

A straight rebuy is a reorder from the same vendor.

Advertisements for food products and cleaning supplies once directed exclusively to women now must also be geared towards men. This is an example of the consumer behavior trend of:

The members of the buying center who control the flow of information and keep vendors in or out of the process are called:

The purchase decision that requires the least effort and is often made quickly is a(n):

If a potential vendor offers what is perceived by a member of the buying center to be a better buy, the company may want to revisit the purchase decision. This type of situation is typically a:

The need for cognition is a personality characteristic that links the drive to consider alternatives with the drive to take action quickly.

Upon recognizing a need, if a consumer chose a given brand in the past that resulted in a positive experience, the consumer will likely purchase the same brand and not engage in an information search.

A spin-off sale occurs when a brand used at work is also purchased for personal home use.

When a person conducts an internal search for product information and already has sufficient information, the next step of the purchase decision process will be to:

A new task purchase situation exists when a new, potential vendor offers a company what is perceived to be a better buy than the company is getting now from the current vendor, and members of the buying center want to reconsider the purchase decision.

Starbucks would be an example of a company involved in dual-channel marketing because the company sells coffee:

A modified rebuy may occur when someone in the buying center believes the current vendor should be reevaluated.

The inert set is the set of brands:

The behaviors of each member of the buying center are influenced by both organizational and individual factors.

The affective part of an attitude is the part most directly related to making the actual purchase.

In a buying center, who would say, "Since I'm the one who actually has to use this product, you should listen to me"?

An internal information search for product information occurs when:

People with a high need for cognition will gather more information and spend more time searching for information prior to a purchase than individuals with a low need for cognition.