Exam 5: Consumer Decision Making

Marketing managers often use in-store promotions to stimulate sales of:

Elliott loves to compete in mountain biking.He subscribes to all the bicycling magazines and reads them as soon as they arrive each month.Champion bikers like Golden Brainard,Chris Sheppard,and Carl Swenson are often used in the product advertisements in these magazines.The ads convince Elliott to buy these products because these champions are a(n)_____ group for Elliott.

Maslow's hierarchy of needs categorizes human needs into five levels: physiological needs,safety needs,social needs,esteem needs,and self-actualization.

A weekend artist would likely experienced a need recognition for a new painting smock when she spilled a couple of drops of black paint on the one she always wore when she painted.

Manning bought a Schwinn Circuit bike for $1,300.After the purchase,he read an article about bicycles made by the Giant Bicycle Company,which makes a bike with most of the same features as the Schwinn Circuit.Manning processed this newly received information to make it more consistent with his prior opinion that the Schwinn is better than the Giant bike.Manning engaged in:

When Lee goes to the grocery store each week,he buys the same brands of bread,luncheon meat,breakfast bars,and orange juice.This type of buying behavior is called:

SCENARIOS New Car Purchase Zena has been promoted to vice-president at the management consulting firm she works for.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 vice-president,has 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 made a trip to the library to study Consumer Reports magazine 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.However,now that she has purchased the car,she saw more advertisements touting its features then she had ever noticed before.She also noticed many models of her car on the road.Zena views the fact so many others are driving the same model car she 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.

On any given day,a person may be subjected to over 1,500 advertising messages but may only be aware of ten to twenty of them.This is called:

While Robinson was looking at the CDs at Wal-Mart,he was trying to remember the name of the group that sang a song he liked on last night's episode of Smallville on the WB.He wanted to buy a CD by that group.This part of the consumer decision-making process is called a(n):

The steps of the consumer decision-making process in order are:

Assume that you have gone to the corner convenience store to pick up another bar of your usual brand of deodorant soap.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?

SCENARIOS New Car Purchase Zena has been promoted to vice-president at the management consulting firm she works for.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 vice-president,has 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 made a trip to the library to study Consumer Reports magazine 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.However,now that she has purchased the car,she saw more advertisements touting its features then she had ever noticed before.She also noticed many models of her car on the road.Zena views the fact so many others are driving the same model car she is proof that she made a good decision. -Refer to Interface.Which of the following is the BEST example of a nonmarketing-controlled information source for floor tiling?

Neava Locke is developing an advertising campaign targeted to the same young audience that watched the X Games (a weeklong competition in a variety of extreme sports)on television.Which of the following actions might Locke take to help enhance the chances her targeted customers will pay attention to her ads?

Although beliefs and attitudes are separate concepts,they are closely interrelated.

Maurice's purchase behavior is influenced by his love of mountain bike riding,his fascination with extreme sports,his interest in rap music,and his belief that politics is for old people.All of these things are part of which personal influence on the consumer decision making process?

The electricity for lighting outdoor billboards is powered by transformers.The operator of a company that installs and manages billboards has purchased many such transformers.Today he plans to buy a replacement for one that was destroyed by a recent hurricane.Before making this purchase,he will look at cost and to see if he can find one that is more weatherproof.He wants to make sure he buys the best signal for the job and that he does not pay more money than he should.In other words,he will engage in _____ decision making.

Assume that you and some of your fellow students have decided to dine at a five-star restaurant upon successfully completing this marketing class.What type of consumer decision making will take place? Why did you choose this type?

If consumer behavior is not well understood,a marketer will have difficulty creating an appropriate marketing mix.

Another name for evoked set is:

A few years ago,Toro introduced a small,lightweight snow blower 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 toy or too light to do any serious snow removal.This is how _____ can influence the consumer decision making process.