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Exam 7: Consumer Buying Behavior

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Question 61

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When evaluating the alternatives, the buyer rates and eventually ranks the brands in the consideration set.

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Question 62

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Cognitive, affective, and behavioral are the three major components of

A) self-concept.
B) motives.
C) lifestyles.
D) consumer socialization.
E) attitudes.

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Question 63

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Situational influences generally have the greatest influence during the initial stage of the consumer buying decision process.

The development of a person's self-concept is a function of

Problem recognition occurs when a consumer

The evaluative criteria are objective but not subjective product characteristics that are important to a specific buyer when purchasing a product.

The five categories of situational influences are:

A consumer may receive a marketer's information and perceive it differently from the way the marketer intended.

Marketers can control the perception of potential buyers.

Kellogg's is introducing a new bran waffle for toasters. Television commercials will be a key element in communicating the benefits associated with this product. Based on that decision, Kellogg's is expecting consumers to engage in what form of problem solving?

Evaluative criteria for brands within the consideration set are both

A reference group acts as a point of comparison and as a source of information for an individual.

Scenario 7.2 Use the following to answer the questions. Both the Toyota Sienna and the Nissan Quest were very popular choices for family vans. Toyota noticed that the majority of its customers were families with 3 or more children, and so they developed commercials that featured larger families. They also produced commercials that featured Hispanic-looking actors and for some markets, in Spanish. Alicia Desario and her husband were currently shopping for a van for their family. As Alicia listened to an advertisement on the television about the Nissan Quest, she noticed that the Nissan cost about $27,000 and had gas mileage of about 17 mpg. She recalled an earlier ad for the Toyota Sienna, that also cost about $27,000, but had gas mileage of about 21 mpg. She also liked the way the family was portrayed in the Toyota ad, showing the children in the back seats having plenty of room, watching the DVD players, and having their own sound controls. When she spoke to Carlos, her husband, about how much she liked the Toyota van, he replied that it had too low of gas mileage at only 16 mpg. Since Alicia didn't agree with that number, he produced a magazine ad that supported his claim of the 16 mpg for the Toyota. Alicia couldn't believe that she had made such an error in hearing what the gas mileage was for the Toyota and the Nissan. -Refer to Scenario 7.2. Since Alicia and Carlos were using gas mileage as one of their evaluative criteria, they are most likely in the ____ phase of the consumer buying process.

Consumers tend to remember information inputs that support their feelings and beliefs and forget inputs that do not. This is known as selective

In what ways can situational influences affect the consumer buying decision process?

An opinion leader is likely to be most effective under all of the following conditions except when the

Psychological influences that determine where a person purchases products on a regular basis are called

A consumer market consists of buyers intending to use the product with the main purpose of making a profit.

Why is it important for marketers to recognize the stages that a consumer goes through in making a purchase decision?

Stuart's little brother Kyle joined the boy scouts recently. Stuart notices that in addition to wearing the boy scout uniform, Kyle has been better about keeping his everyday clothes neat and clean, has been searching online for camping gear, and has become interested in "green" products. Stuart believes that the boy scouts are now a reference group for Kyle because he