Exam 5: Consumer Decision Making

Mai Jing perceives herself as reasonably intelligent,sociable,and well-liked by her peers.This is her ideal self-image

A direct reference group is composed of:

Ralph played mediocre golf for twenty years.The 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.

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 Women's Athletic Wear.To capture the female market for sports attire,sporting goods retailers are trying to change customers' _____ the stores by sprucing up their stores,brightening interiors,and setting up women's sections in the fronts of the stores.

When Bianca buys underwear,she makes her selection from the following brands: Bali,Playtex,and Hanes These brands make up Bianca's consideration set.

Jakob feels the only type of consumers who would live in the Meadow Lake subdivision where the houses sell for a half million dollars or more are wasteful and materialistic,and he would never consider owning one himself.The people who typically live in that neighborhood are in Jakob's _____ group for that type of purchase.

As Grace looks for a mystery book to read this weekend,she will only consider buying books written by Joan Hess,Dorothy Cannell,or Tamara Meyers.This group of authors is called her:

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 Daycare.Fiona spent a significant amount of time and effort in selecting the daycare center for Kate.This suggests the center is a(n)_____ product for Fiona.

After Gina saw a documentary on Egypt,she scheduled a visit there for this coming summer.The documentary acted as a(n):

Qwest is a company that markets software to protect computer files from computer hackers and other unauthorized users.Its ad shows a large evil-looking monster gobbling up data,and asks,"Are these your files?" These advertisements are designed to appeal to customers':

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 discrimination.

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

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 Coca-Cola.Ed knows Michael Jordan (a basketball all-star)drinks Gatorade,and he remembers he can be more like Jordan if he drinks it.Because Ed very much wants to be like Jordan he purchases Gatorade in addition to Coke.In this example,Michael Jordan is acting as a(n):

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 Women's Athletic Wear.The fact many women do not develop store loyalty and perceive all athletic clothes retailers to be similar indicates a tendency to engage in:

A stimulus is a unit of input from either an external or internal source that can affect sight,smell,taste,touch,or hearing

The purchase of products like soda,cleaning products,and gasoline always exemplify routine response behavior.

Homogeneous groups within a culture that share elements of the overall culture as well as have elements that are unique to that group are 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 Women's Athletic Wear.Andrea purchased a copy of Fit magazine because it contained an article about selecting the right jog bra.The acquiring of the magazine indicates that Andrea is engaged in:

Name and briefly define the three types of selective perception.

Assume you have been invited to join a social club whose members typically wear leather bombardier jackets.You have never bought or worn a leather jacket before.List and briefly describe four factors that could influence your level of involvement in the purchase of the leather jacket.How involved will you be in this purchase and why?