Exam 5: Consumer Decision Making

Which of the following products would most likely require the purchaser to use only an internal information search?

Marc approaches the purchase decision of underwear with much lower level of human involvement than the purchase of a motorcycle due to:

Sixty percent of drinkers of whisky in Great Britain are over 50.The dangers of an aging market are obvious.Whiskey manufacturers have taken staid traditional symbols of their whiskey and placed them in incongruous situations to appeal to a youthful market.If young consumers saw these attempts to influence their purchasing behavior as ridiculous because they believe whisky is an old person's drink,they would miss the advertising message the manufacturers hoped to send._____ would have occurred.

Opinion leaders are often the first to try new products and services out of pure curiosity.

When consumers change or distort information that conflicts with their feelings or beliefs,it is called:

Which of the following terms accurately describe a culture?

How do marketers differentiate between beliefs and attitudes?

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 an example of a culture influence on consumer buying decisions?

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

You are the brand manager for a new line of allergy relief drugs.Which of the following methods might you employ to influence opinion leadership/reference groups to help stimulate demand for your products?

A newly hired employee at a advertising agency chose the clothes she purchased for work by observing the clothes she saw worn in The Apprentice,a popular television reality show.In this example,the women hoping to work for Donald Trump served as primary reference groups.

An individual's _____ is a composite of psychological makeup and environmental forces.It provides consistency to an individual's reactions to situations.

Selective exposure occurs when consumers change information that conflicts with their feelings or beliefs.

Advocacy groups lobbying for support money may be inflating the number of people who suffer or die from particular maladies such as AIDS,types of cancer,and Alzheimer's.These groups are using fear as a marketing tool to specifically target the _____ needs in Maslow's hierarchy.

The activities,values,and goals of reference groups directly influence consumer behavior.What are reference groups? What are the three important implications reference groups have for marketers?

If you were developing a promotional campaign for vocational classes to appeal to the working class,which of the following alternatives might you employ?

Why do marketers study consumer behavior?

A(n)_____ is a group of people who are considered nearly equal in community esteem,who regularly socialize among themselves both formally and informally,and who share behavioral norms.

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 enduring belief that it is a person's responsibility is to take good care of his or her body and engage in regular exercise to ensure its well-being is an example of:

It's a ten-hour trip from Empress's home in Georgia to her new job in North Carolina.After driving eight hours toward North Carolina,Empress became very sleepy.As a result,she found an inexpensive motel to spend the night.The fact Empress became sleepy is an example of a(n):