chapter 10 buying using and disposing

Question 1

what are the 3 purchase environments that affect purchasing?

Answer 1

1. the shopping experience
2. point of purchase stimuli
3. sales interactions

Question 2

purchase decisions are strongly influenced by the info provided by a store’s what 3 things?

Answer 2

1. layout 2. website 3. salespeople

Question 3

what is psycological time?

Answer 3

a person’s subjective evaluation of the passage of time, which may not correspond closely to the actual time elapsed

Question 4

what are the 5 hedonic shopping motives?

Answer 4

1. social experiences- community gathering place
2. sharing of common interests
3. affiliation or interpersonal attraction- place to congregrate with same kind of people
4. status
5. the thrill of the hunt

Question 5

what are 4 social and physical surroundings that affect a consumers motives for product usage and product evaluation

Answer 5

1. decor 2. odor 3. temp 4. coconsumers

Question 6

what is the difference between unplanned buying and impulse buying?

Answer 6

unplanned buying happens when you are unfamiliar with a stores layout or you are under time pressure. or you might be reminded you need it when you see it. alot occurs because you recognize a new need while in store. impulse buying is when have sudden urge you cant resist

Question 7

a timestyle is influenced by what two factors?

Answer 7

personal and cultural

Question 8

what is a situational self image?

Answer 8

the role a person plays in a specific social context that helps to determine how he or she feels

Question 9

the ___rate is the percentage of people who open an email message from a marketer

Answer 9

open

Question 10

T/F The information a store’s layout, Web site, or salespeople provides doesn’t strongly influences a purchase decision

Answer 10

F

Question 11

time poverty is a feeling of having less time available than is required to meet the demands of ?

Answer 11

everyday living

Question 12

situation that includes a buyer, a seller, and a product or service but also other factors such as the reason we want to make a purchase and how the physical environment makes us feel.

Answer 12

consumption situation

Question 13

a consumption situation includes what 5 elements.

Answer 13

1. buyer 2. seller 3. product or service 4. reason we want to buy 5. how the physical environment makes us feel

Question 14

situational self image is the _____ a person plays in a specific social context that helps to determine how he or she feels

Answer 14

role

Question 15

states that we form beliefs about product performance based on prior experience with the product or communications about the product that imply a certain level of quality

Answer 15

expectancy disconfirmation model

Question 16

what are the 3 postpurchase processes that affect purchasing

Answer 16

1. consumer satisfaction 2. product disposal 3. alternative markets

Question 17

expectancy disconfirmation model states that we form _____ about product performance based on prior experience with the product or communications about the product that imply a certain level of quality

Answer 17

beliefs

Question 18

secondary markets (flea markets for instance) where transactions are not officially recorded

Answer 18

underground economy

Question 19

where consumers shop stores for product info and then buy the product online cheaper?

Answer 19

showrooming

Question 20

what is an open rate?

Answer 20

the percentage of people who open an email message from a marketer

Question 21

expectancy disconfirmation model states that we form beliefs about product performance based on prior experience with the product or _____about the product that imply a certain level of quality

Answer 21

communications

Question 22

Coconsumers can be a product attribute…. one of the aspects we look at is the ____ of patrons

Answer 22

type

Question 23

What are the 5 antecedent states that affect purchasing

Answer 23

1. situational factors
2. usage contexts
3. time pressure
4. mood
5. shopping orientatiopn

Question 24

according to gemba which is the one true source of info, what do marketers have to do to improve their info.

Answer 24

go to the places where consumers use the product or services rather than do it in a lab

Question 25

what is recommerce?

Answer 25

the pracice of trading or reselling used possessions in the underground economy rather than purchasing new items from retailers

Question 26

the percentage of people who open an email message from a marketer is called?

Answer 26

the open rate

Question 27

the practice of trading or reselling used possessions in the underground economy rather than purchasing new items from retailers

Answer 27

recommerce

Question 28

what is lateral cycling?

Answer 28

when one consumer exchanges something she owns for something the other person owns

Question 29

people organize parties to exchange clothing or other personal possessions with others

Answer 29

swishing

Question 30

what is swishing?

Answer 30

people organize parties to exchange clothing or other personal possessions with others

Question 31

situational self image is the role a person plays in a specific _____ context that helps to determine how he or she feels

Answer 31

social

Question 32

the open rate is the percentage of people who open an email message from a

Answer 32

marketer

Question 33

when one consumer exchanges something she owns for something the other person owns. this is called?

Answer 33

lateral cycling

Question 34

what is a shopping orientation?

Answer 34

ones general attitudes about shopping

Question 35

what is a timestyle?

Answer 35

an individuals priorities regarding how she spends time as influenced by personal or cultural factors

Question 36

a feeling of having less time available than is required to meet the demands of everyday living is called?

Answer 36

time poverty

Question 37

What are the 4 retail themes?

Answer 37

1. landscape themes- rely on associations with nature, earth,animals, and the physical body 2. marketscape theme- build on associations with man made places . ex. venetian hotel in vegas recreates venice 3. cyberspace theme- buld on images of info and communications tech. ex. ebay retail interface instills sense of community 4. mindscape theme- draw on abstract ideas and concepts, introspection and fantasy and spiritual overtones. ex. kiva spa has theme of american indian healing ceremonies

Question 38

what are 4 important dimensions of a stores image?

Answer 38

1. location 2. merchandise 3 suitability, 4 knowledge and congeniality of sales staff

Question 39

T/F situational self image helps a person determine what she wants to buy

Answer 39

T

Question 40

the role a person plays in a specific social context that helps to determine how he or she feels is called?

Answer 40

situational self image

Question 41

what is a pretailer?

Answer 41

when a site provides exclusive styles by having the manufacturer produce runway pieces they wouldn't otherwise make to sell in stores

Question 42

The interpretation of arousal when it applies to large numbers of coconsumers is concerned with ____ vs \_\_\_\_\_

Answer 42

density crowding

Question 43

a consumption situation includes a buyer, seller, and product or service. what 2 other factors are involved in this consumption situation

Answer 43

1. the reason we want to buy 2. how the physical environment makes us feel

Question 44

Coconsumers can be a product attribute because large numbers of people = ____ or because of the ____ of patrons

Answer 44

arousal type

Question 45

a person's subjective evaluation of the passage of time, which may not correspond closely to the actual time elapsed is called?

Answer 45

psychological time

Question 46

what is atmospherics?

Answer 46

the conscious designing of space and its various dimensions to evoke certain effects in buyers

Question 47

when a site provides exclusive styles by having the manufacturer produce runway pieces they wouldn't otherwise make to sell in stores. they are called

Answer 47

pretailers

Question 48

what is the expectancy disconfirmation model?

Answer 48

states that we form beliefs about product performance based on prior experience with the product or communications about the product that imply a certain level of quality

Question 49

expectancy disconfirmation model states that we form beliefs about product \_\_\_\_\_based on prior experience with the product or communications about the product that imply a certain level of quality

Answer 49

performance

Question 50

strategy where stores create imaginative environments that transport shoppers to fantasy worlds or provide other kinds of stimulation

Answer 50

retail theming

Question 51

the conscious designing of space and its various dimensions to evoke certain effects in buyers

Answer 51

atmospherics

Question 52

what is time poverty?

Answer 52

a feeling of having less time available than is required to meet the demands of everyday living

Question 53

what are the 2 dimension that determine whether we will react positively or negatively in a consumption environment

Answer 53

1. pleasure 2. arousal- whether or not we are stimulated

Question 54

\_\_\_\_\_ self image is the role a person plays in a specific social context that helps to determine how he or she feels

Answer 54

situational

Question 55

situational ____ \_\_\_\_is the role a person plays in a specific social context that helps to determine how he or she feels

Answer 55

self image

Question 56

an individuals priorities regarding how she spends time as influenced by personal or cultural factors is called their?

Answer 56

timestyle

Question 57

expectancy ______ model states that we form beliefs about product performance based on prior experience with the product or communications about the product that imply a certain level of quality

Answer 57

disconfirmation

Question 58

T/F Many factors at the time of purchase dramatically influence the consumer’s decision-making process

Answer 58

T

Question 59

what is showrooming?

Answer 59

where consumers shop stores for product info and then buy the product online cheaper

Question 60

ones general attitudes about shopping is their?

Answer 60

shopping orientation

Question 61

the open rate is the percentage of people who open an ___ message from a marketer

Answer 61

email

Question 62

what is an underground economy?

Answer 62

secondary markets (flea markets for instance) where transactions are not officially recorded

Question 63

what is a consumption situation?

Answer 63

situation that includes a buyer, a seller, and a product or service but also other factors such as the reason we want to make a purchase and how the physical environment makes us feel.

Question 64

what are 4 store factors that affect store evaluation?

Answer 64

1. interior design 2. types of patrons 3. return policies 4. credit availability

Question 65

\_\_\_\_\_ disconfirmation model states that we form beliefs about product performance based on prior experience with the product or communications about the product that imply a certain level of quality

Answer 65

expectancy

Question 66

expectancy disconfirmation model states that we form beliefs about product performance based on prior experience with the product or communications about the product that imply a certain level of \_\_\_\_

Answer 66

quality

Question 67

expectancy disconfirmation model states that we form beliefs about product performance based on ____ experience with the product or communications about the product that imply a certain level of quality

Answer 67

prior

Question 68

what is retail theming?

Answer 68

strategy where stores create imaginative environments that transport shoppers to fantasy worlds or provide other kinds of stimulation