Exam 6: Consumer Decision Making

Ralph played mediocre golf for over 20 years.Then he retired and vowed to improve his golf game by buying one of the new golf clubs that promise increased distance and have a $700 price tag.According to Maslow's hierarchy of needs,Ralph is most likely trying to satisfy his _____ needs.

Which of the following is the BEST example of an internal stimulus that would create need recognition?

David is shopping for tires for his Audi.He looks in the yellow pages of the local phone book and calls Costco,Sam's club,Sears and a local car repair shop.In his decision-making process,David is using:

Another name for evoked set is:

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:

Madison announced to her family last night that she wanted a pair of inline skates.Her sister Bailey said she thought it was a stupid idea.Their mother,Wanda,said Madison deserved a special treat for winning the science fair.Because her father Ned said nothing,Madison knew she was not getting the skates.In terms of the roles played by family members in the consumer decision-making process:

As a marketing tool in the United States,social class:

A group in society,such as family,friends,or a professional organization,that influences an individual's purchasing behavior is called a(n):

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 friends might influence him to go to the local community college. What type of reference group characterizes his friends?

A few years ago,tea was a product with relatively little growth and was considered to be a product for the old and the middle-aged.Then tea manufacturers started promoting the health benefits of tea.Since the introduction of the research on how tea provides the body with useful anti-oxidants,tea consumption has increased by more than 25 percent,and it appears its market share will continue to grow,especially among young women in their twenties.This is an illustration of how promotion can:

On any given day,a person may be subjected to over 2,500 advertising messages but may only be aware of 10 to 20 of them.This is called:

Apply the three methods of changing attitudes or beliefs about brands to possibilities for the marketing activities of Kellogg's Corn Flakes (or another breakfast cereal you are more familiar with).

When a consumer is purchasing an unfamiliar or expensive product,the consumer often uses the _____ process.

Which of the following is the minimum difference in a stimulus that the consumer will notice?

The processes individuals use when making a purchase decision are called _____.

By keeping the blue triangle in the corner and the Nabisco name on several similar Nabisco snack products,Nabisco is attempting to capitalize on stimulus generalization.

A product information source that originates with marketers promoting the product are referred to as a:

A direct reference group is composed of:

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.

Which step in the consumer decision-making process is a result of an imbalance between actual and desired states?