Chapter 3

Question 1

stages of purchase decision process

Answer 1

1. problem recognition- where the consumer perceives a need
2. information search- consumer seeks value in potential purchase option
3. evaluation of alternatives
4. executes the purchase decision
5. consumer determines the value of the purchase

Question 2

3 variations of the consumer purchase decision

Answer 2

1. routine problem solving
2. limited problem solving
3. extended problem solving

Question 3

routine problem solving

Answer 3

purchasing tissues when you have a cold

Question 4

limited problem solving

Answer 4

deciding upon different brands, such as refreshments

Question 5

extended problem solving

Answer 5

involves time and consideration- purchasing electronics

Question 6

4 situational influences that impact the consumer purchase decision process

Answer 6

1. purchase task- reason for engaging in decision
2. social surroundings- who else is present in the process
3. physical surroundings- ex. a busy store may have an effect on the consumer
4. temoral effect- when the purchase is made

Question 7

5 psychological influences affecting consumer behaviour

Answer 7

1. motivation
2. perception
3. consumers
4. values and beliefs
5. lifestyle

Question 8

2 influences

Answer 8

personal influence- created by individuals with social influence

family influence- decisions are made within the household

Question 9

family life cycle

Answer 9

A family’s progression from formation to retirement, with each phase bringing distinct needs and purchasing behaviours