Consumer Decision Making

Question 0

Five step process used by consumers when buying goods or services

Answer 0

Consumer decision making process

1. Need recognition
2. Information search
3. Evaluation of alternatives
4. Purchase
5. Post purchase behavior

Question 1

Process a consumer used to make purchase decisions, as well as to use and dispose of purchased goods or services; also includes factors that influence purchase decisions and product use

Answer 1

Consumer behavior

Question 2

Result of an imbalance between actual and desired states

Answer 2

Need recognition

Question 3

Recognition of an unfulfilled need and a product that will satisfy it

Answer 3

Want

Question 4

The process of recalling past information stored in the memory

Answer 4

Internal information search

Question 5

The process of seeking information in the outside environment

Answer 5

External information search

Question 6

A product information source that is not associated with advertising or promotion

Answer 6

Non marketing controlled information source

Question 7

A product information source that originated with marketers promoting the product

Answer 7

Marketing-controlled information source

Question 8

A group of brands, resulting from an information search, from which a buyer can choose

Answer 8

Evoked set (consideration set)

Question 9

One way companies employ categorization to their advantage: A well known and respected brand name from one product category is extended into other product categories

Answer 9

Brand extensions

Question 10

Inner tension that a consumer experienced after recognizing an inconsistency between behavior and values or opinions

Answer 10

Cognitive dissonance

Question 11

All consumer buying decisions generally fall along a continuum of what 3 broad categories?

Answer 11

Routinized Response Behavior
Limited Decision Making
Extensive Decision Making

Question 12

The amount of time and effort a buyer invests in the search, evaluation, and decision processes of consumer behavior

Answer 12

Involvement

Question 13

The type of decision making exhibited by consumers buying frequently purchased, low-cost goods and services; requires little search and decision time

Answer 13

Routinized response behavior

Question 14

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

Answer 14

Limited decision making

Question 15

The most complex type of consumer decision making, used when buying an unfamiliar, expensive product or an infrequently bought item; required use of several criteria for evaluating options and much time for seeking information

Answer 15

Extensive decision making

Question 16

The level of involvement in a purchase depends on what 5 factors

Answer 16

Precious experience
Interest
Perceived risk of negative consequences
Situation
Social visibility

Question 17

A group of people in a society who are considered nearly equal in status or community esteem, who regularly socialize among themselves both formally and informally and who share behavioral norms

Answer 17

Social class

Question 18

A group in society that influenced an individual’s purchasing behavior -informal or formal

Answer 18

Reference group

Question 19

A reference group with which people intact regularly in an informal, face to face manner, such as family, friends, and coworkers

Answer 19

Primary membership group

Question 20

A reference group with which people associate less consistently and more formally than a primary membership group, such as a club, professional group, or religious group

Answer 20

Secondary membership group

Question 21

A group that someone would like to join

Answer 21

Aspirational reference group

Question 22

A value or attitude deemed acceptable by a group

Answer 22

Norm

Question 23

A group with which an individual does not want to associate

Answer 23

Non aspirational reference group

Question 24

Three important implications of reference groups

Answer 24

1. They serve and information sources and influence perceptions
2. They affect individuals aspiration levels
3. Their norms right constrain or stimulate consumer behavior

Question 25

An individual who influences he opinions of others

Answer 25

Opinion leader

Question 26

How cultural values and norms are passed down to children

Answer 26

Socialization process

Question 27

The process by which people select, organize, and interpret stimuli into a meaningful and coherent picture

Answer 27

Perception

Question 28

The process whereby a consumer notices certain stimuli and ignores others

Answer 28

Selective exposure

Question 29

A process whereby a consumer changes or distorts information that conflicts with his or her feelings

Answer 29

Selective distortion

Question 30

A process whereby a consumer remembers only that information that supports his or her beliefs

Answer 30

Selective retention

Question 31

A method of classifying human needs and motivations into five categories in ascending order of importance: physiological, safety, Social, esteem, and self-actualization

Answer 31

Maslow’s hierarchy of needs

Question 32

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

Answer 32

Stimulus generalization

Question 33

A learned ability to differentiate among similar products

Answer 33

Stimulus discrimination