Exam 7: Consumer Buying Behavior

The three most widely recognized types of consumer decision making are:

Discuss cognitive dissonance as it relates to post purchase evaluation and describe how marketers can reduce cognitive dissonance in a consumer who has just purchased an expensive product.

Melanie prefers to shop at Target for most of her household needs even though the same products and brands are available at Kmart. She prefers the service, location, and friendliness of the employees at Target. Melanie's reasons that influence her decision to shop at Target are called

An opinion leader is likely to be most effective under all of the following conditions except when the

The actual act of purchase is the second stage of the consumer buying decision process.

​Psychological influences are internal factors that impact a consumer's buying decision process. More specifically, ___________ is one type of psychological influence wherein the consumer has a tendency to twist or change information received to fit their own personal feelings or beliefs.

Which of the following consumer decision-making processes will probably be used in purchasing toothpaste?

The three major types of reference groups are:

Jennifer is interested in joining Kappa Lambda Iota sorority. She begins to shop at Sarah's, a local store where the Kappas buy their clothes. She also asks her family for a new car because all the sorority members have new cars. In these instances, Jennifer is influenced by

Ads for beauty products often suggest that purchasing these products will bring love, helping to fulfill one's social needs.

Which of the following products would probably require extended decision making before a purchase?

Extended problem solving is used when unfamiliar, expensive, or infrequently purchased products are bought.

Maslow's hierarchy of needs refers to the five levels of needs that humans seek to satisfy, from most to least basic to survival. These needs, in order from most to least basic to survival are

Carla is a prosecuting attorney for the city of Cleveland. She is also vice president for the local parent/teacher organization and a coach for her daughter's soccer team. The actions and activities associated with each of these positions constitute Carla's

All of the following are marketer-dominated sources of information except

During the evaluation of alternatives stage of the consumer buying decision process, the buyer selects the seller from whom he or she will purchase the product.

When a product is a conspicuous one, reference-group influence is more likely to affect the brand decision.

Grant Turner makes an appointment to visit with a new dermatologist in town because of a recent bad sunburn. When he arrives at the dermatologist's office, Grant notices a foul odor in the air, worn floor coverings, cluttered rooms that have paint peeling from the walls, and poor lighting. However, the other patients in the waiting room were talking about how much they liked the doctor. While Grant viewed the dermatologist as competent, Grant decided not to visit him again even though the dermatologist recommended a follow-up. Which situational influences are most likely to have affected Grant's decision?

An information input is less likely to reach perceptual awareness if it is related to an event that the person is anticipating.

Patronage motives influence where one purchases products on a regular basis.