Exam 6: Consumer Decision Making

The process that creates changes in behavior is called:

List and briefly describe the types of reference groups and discuss how these groups influence the consumer decision-making process.

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.According to Maslow's hierarchy of needs model,which need was Ed trying to satisfy when he purchased the Coke?

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):

Christian understands that a Black Diamond brand tent is suitable for several weather conditions,such as rain,snow,and sweltering heat.This is a description of his _____ about the Black Diamond tent

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:

Interface 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.

Alanna is looking into purchasing a scooter as gas prices continue to rise.She needs a reasonably-priced,comfortable,and safe,scooter with room to store her books. She is not familiar with these products and this is a major purchase for her. Purchasing a scooter will probably involve:

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.Zena spent a considerable amount of time and effort on her new car purchase.This suggests the car is a(n)_____ product for Zena.

When Alan buys rock-climbing equipment,he will only buy Black Diamond,Petzl,Edelweiss,or Wild Country brands even though other brands exist.These listed brands make up Alan's awareness set.

Opinion leaders are:

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

All of the following are types of reference groups EXCEPT:

A marketing manager would expect his or her product to be a high-involvement product for most consumers if it:

All of the following are individual factors influencing consumer buying decisions EXCEPT:

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.Zena's visits to the dealers and looking at ratings in magazines best represent which step of the consumer decision-making process?

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

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

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. The direct mail pieces with scholarship information that schools are sending to Juan are examples of which type of information sources?

Interface 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.Which of the following is an example of a cultural influence on consumer buying decisions?