Consumer buying process

Question 1

Identify the 6 stages of consumer buying process.

Answer 1

1. Problem recognition/Need Recognition
2. Information search
3. Evaluation of alternatives
4. Purchase Decision
5. Purchase
6. Post-Purchase Evaluation

Question 2

when the consumer’s current level of
satisfaction does not equal their desired level of
satisfaction

Answer 2

need

Question 3

consumer’s desire for a specific product that will satisfy the need.

Answer 3

want

Question 4

When wants for specific products are
backed up by the customer’s ability and willingness to pay for the product.

Answer 4

demand

Question 5

Approaches use to motivate customers to visit stores

Answer 5

a. advertisements
b. internet promotion
c. direct mail
d. publicity
e. special events

Question 6

2 basis of need

Answer 6

Internal stimuli
external stimuli

Question 7

Hunger, thirst and fatigue

Answer 7

internal stimuli

Question 8

advertisements, posters and window shopping

Answer 8

external stimuli

Question 9

Information search: sources of information

Answer 9

internal sources
Personal sources
External sources

Question 10

personal experiences and
memories

Answer 10

Internal sources

Question 11

word-of-mouth advice
from friends, family and coworker

Answer 11

Personal sources

Question 12

advertising, magazines,
websites, packaging, displays, and
salespeople

Answer 12

External sources

Question 13

POST PURCHASE EVALUATION: ——Four possible outcomes in the post-purchase stage:

Answer 13

Delight
Satisfaction
Dissatisfaction
Cognitive Dissonance

Question 14

(inconsistent thoughts)

Answer 14

Cognitive Dissonance