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

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

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

Miller has just purchased a new Allez A1 Specialized bicycle for $1,000.Miller realizes that the Allez A1 costs more than most bikes,and even at that price it doesn't come with a set of pedals.Even though other brands of bicycles cost much less than the Allez A1,Miller tells himself that the Allez A1 is more comfortable and has greater durability than most road bikes.As Miller wonders if he made the right purchase decision,he is experiencing:

While lifestyle research is useful for describing individual consumers,it is not useful for segmenting consumer groups.

Compare and contrast beliefs and attitudes.

Once an individual's evoked set has been established,evaluation of those alternatives will determine what information must be obtained during the information search.

A few years ago,Toro introduced a small,lightweight snowblower called the Snow Pup.Even though the product worked great,sales failed to meet expectations because consumers perceived the name to mean that the Snow Pup was a toy or too light to do any serious snow removal.This is how _____ can influence the consumer decision-making process.

Assume you have gone to the corner convenience store to pick up your usual brand of potato chips.What type of decision making will take place? How would this differ from the decision making that would take place if the store was out of your regular brand?

The slogan used by the manufacturer of Jaguar automobiles,"Don't dream it.Drive it." was intended to appeal to consumers':

You have decided to work all summer to save money for the ultimate $2,000 high-definition television with surround sound.Trace the steps of your decision process for purchasing your new television.

An enduring belief that a specific mode of conduct is personally or socially preferable to an alternative mode of conduct is called a(n):

The process by which people select,organize,and interpret stimuli into a meaningful and coherent picture is called:

All of the following influence the extent to which an individual conducts an external search for information EXCEPT:

Physicians need to be aware of how _____ influences consumer behavior.For example with Chinese patients the doctor should remember the Chinese believe foods can assist in healing disease so he or she would need to inquire about food choices and preferences.When dealing with Muslim patients,a doctor may need to share a small bit of personal information about himself or herself to gain the patient's trust.When dealing with a Russian patient,bad news is given to accompanying friends and relatives,not the patient.

You are the brand manager for a new line of allergy relief drugs.Which of the following methods might you employ to use opinion leadership/reference groups to help stimulate demand for your products?

Cultural values and norms are passed down to children through the process of:

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.A consumer who was in the market for floor covering would be most likely to locate information on the biodegradable floor tiles during which stage of the consumer decision-making process?

Dennis Haysbert stars in Allstate ads reminding consumers that they could be in a car crash or another event requiring insurance.Hence the slogan "You are in Good Hands with All State." These ads focus on which of Maslow's needs?:

Which of the following statements about reference groups is true?