Mark 3000 Chapter 6

Question 1

what are the steps in the consumer decision process?

Answer 1

-need recognition
-information search
-alternatives evaluation
-purchase
-post purchase

Question 2

what does it mean to need recognition?

Answer 2

consumers SEE that they have a need for something and decide to fulfill that need

Question 3

what does it mean to search for information?

Answer 3

the consumer tries to figure out how they can fulfill their need through two search options

Question 4

what are the two search options consumers use to search for information?

Answer 4

internal and external

Question 5

what does external search for information mean?

Answer 5

using every thing OUTSIDE their personal knowledge

Question 6

what does internal search for information mean?

Answer 6

using their own personal knowledge

Question 7

what is internal locus of control?

Answer 7

when people they they control the outcomes of their outcomes

Question 8

what is external locus of control?

Answer 8

when people tend to leave everything up to fate

Question 9

what type of people tend to not do a lot of research ?

Answer 9

people who use external locus of control

Question 10

what is the evaluation of all options available to solve the problem to see which one is best?

Answer 10

alternative evaluation

Question 11

what includes ALL choices?

Answer 11

universal set of attributes; literally every single choice of product under the sun that could fulfill a person’s need

Question 12

what are those brands or stores that can readily brought forth from memory ?

Answer 12

retrieval set of attributes

Question 13

what are brands that are actually considered when trying to make a choice between alternatives?

Answer 13

evoked set of attributes

Question 14

what type of attributes do firms want to get into by maximizing buying potential for their products?

Answer 14

evoked set of attributes

Question 15

what are consumer decision rules?

Answer 15

a set of criteria that consumers use to select between alternatives

Question 16

what are the two types of consumer decision rules?

Answer 16

compensatory and non compensatory

Question 17

what type of decision rule is when the characteristics between goods are traded off so that good characteristics are balance between bad? (the one will more good will beat the bad)

Answer 17

compensatory decision rule

Question 18

what type of decision rule is when there’s one deal breaking characteristic and a product is chose based on how well it fits that characteristic?

Answer 18

non compensatory decision rule

Question 19

which product did you actually buy?

Answer 19

purchase

Question 20

do you even buy a product or decide to re-evaluate and do more research?

Answer 20

purchase

Question 21

what is the conversion rate?

Answer 21

the percent of customers who actually PURCHASE the product after looking at it

Question 22

how do the customers feel after buying the product?

Answer 22

post purchase

Question 23

what are the three post purchase scenarios ?

Answer 23

-they are satisfied
-they experience buyer’s remorse
-they are NOT happy

Question 24

what psychological factors influence the consumer decision process?

Answer 24

-motives
-attitudes
-perceptions
-learning
-lifestyles
-demographics

Question 25

what method is used to classify peoples methods?

Answer 25

Maslows hierarchy of needs

Question 26

what are Maslows hierarchy of needs?

Answer 26

1. physiological needs 2. safety needs 3. love needs 4. esteem needs 5. self actualization

Question 27

what are physiological needs?

Answer 27

what you need to just survive

Question 28

what are safety needs?

Answer 28

what you need to stay safe

Question 29

what are love needs?

Answer 29

needs expressed through interaction with other people

Question 30

what are esteem needs?

Answer 30

needs that let you fulfill inner desires

Question 31

what is self actualization?

Answer 31

you have no more needs and are completely satisfied

Question 32

what are the 3 types of attitudes?

Answer 32

cognitive, affective and behavioral

Question 33

what is cognitive behavior?

Answer 33

your beliefs

Question 34

what is affective behavior

Answer 34

how do you feel about the issue/brand?

Question 35

what is behavioral attitudes?

Answer 35

what moves do you make to solve a problem?

Question 36

what is a change in a persons thought process or behavior that takes place ?

Answer 36

LEARNING

Question 37

what are social factors that can influence the consumer decision process?

Answer 37

family, reference groups, culture

Question 38

what affect does children have on consumers?

Answer 38

children DIRECTLY influenced buying decisions --->especially snacks, foods, clothes, and family cares

Question 39

what are people that are used by marketers as a BASIS for comparison?

Answer 39

reference groups

Question 40

what are situational factors influencing the consumer decision process?

Answer 40

-purchase situation -shopping situation -crowding -in store demonstrations -promotions -packaging

Question 41

how involved is the customer in the buying decision and how interested are they in the product they end up buying?

Answer 41

you are either very involved or dont really give a shit, depending on what kind of purchase it is

Question 42

what is high involvement?

Answer 42

-you care a lot - a lot of risk involved in this purchase/ expensive -messing up this purchase could mean it negatively impacts your life

Question 43

what is low involvement?

Answer 43

-low risk purchases -low cost

Question 44

what are the types of problem solving?

Answer 44

extended, limited and habitual

Question 45

what is extended problem solving?

Answer 45

you spend a lot of time and effort into analyzing purchase

Question 46

what is limited problem solving?

Answer 46

you put in a medium amount of effort

Question 47

what is habitual problem solving?

Answer 47

you barely put any thought in to it