Exam 11: Consumer Decision Making

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

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

While looking at the DVDs at Target,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?

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

The way a consumer goes about addressing a need is called a:

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 have talked to advisors regarding his chosen major of 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 and friends would be classified as _____ factors influencing his decision.

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:

New Car Purchase Zena has been promoted to VP of the management consulting firm where she works.. Her new status has led her to consider the need for a new car. Her trusty little Volkswagen Beetle has over 100,000 miles on it and no longer seems appropriate. Susanne, another VP, suggests that Zena consider a car produced in the United States because the firm 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. After evaluating all options, Zena has decided to purchase a new Chrysler. She believes that the car is a good fit with her new image and position in her company. Since her purchase, she has seen more advertisements touting the car's 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):

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

Warren loves to go to the beach on his vacation but hates to have to worry about the possibility of hurricanes.As Warren looked for where he should go on vacation this summer,he consulted a publication called Smart Money and learned the islands of Aruba,Bonaire,and Curacao are not in the hurricane belt.Now he will only consider these island resorts as possible vacation destinations.This group of resort islands is called Warren's:

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:

A group of brands resulting from an information search,from which a buyer can choose is referred to as the buyer's:

Define each level of Maslow's hierarchy of needs.For each of the five levels,briefly describe a marketing message appealing to the need level.

In general,detailed,informative advertisements are most effective for high-involvement products because consumers actively search for additional information prior to making their decisions.

Arm & Hammer is a well-known and respected brand of baking soda.The company has put its brand name on several products,such as laundry detergent,toothpaste,kitty litter,and many more.These are examples of:

Danny and Ron are coworkers in an office.When they have a conversation about work,they stand about 2-3 feet from each other as they chat.The amount of personal space people expect to have when interacting with a coworker is an example of which cultural component?

Ranked from the lowest to the highest level,Maslow's hierarchy of needs model includes:

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

Noah perceives the purchase of a tattoo to be a socially risky decision because he thinks that people will judge him unfairly if he has a tattoo.Hayley,however,does not perceive getting a tattoo as particularly risky behavior.As far as social risk is concerned,getting a tattoo will be a higher-involvement activity for Noah than for Hayley.

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 have talked to advisors regarding his chosen major of 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?