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Buyer Behavior Ch 9
Terms in this set (39)
__________________ occurs when we are likely to buy even more of a product (vs. less) after an initial impulse purchase.
When we specify in advance how we want to respond to information and purchase situations, we are using _____.
When researchers assume consumers integrate as much information as possible into their decision making, they use ________.
a rational perspective
How do marketers use marketing efforts when they assume consumers use a rational perspective?
by developing promotional strategies that supply specific information
When expert consumers have a strong sense of what information is relevant to their decision-making process, they use ________ searches so their efforts are more focused and efficient.
When a consumer is faced with several alternatives, the alternatives he or she seriously considers make up the ________ set.
Intelligent agents are software programs that use ________ to learn from a user's past behavior to make recommendations on new purchases.
Many marketers subscribe to the idea that they do not need a big hit to produce profit. Instead, marketers sell small amounts of products that a few consumers in the ________ want.
What do marketers use to communicate the benefits associated with a product in order to convince a consumer to consider a product within a specific category?
Which features do consumers consider when attempting to differentiate choices among products?
How is buying for an organization different than buying for personal use?
organizations often use precise technical specifications that require knowledge about a product
What type of corporate purchasing decision requires limited decision making, and is used when the organization wants to repurchase a product with minor modifications?
What type of purchase decision making takes place when family members agree on the goals and desired outcomes for a purchase?
What type of purchase decisions involves both partners, which tends to happen more often as the couple's education level increases?
TJ wants to treat Alex to an expensive dinner theatre on Saturday. In anticipation of the expenditure, he intends to pack his lunch on Monday, Wednesday, and Friday. He plans to forego lunch on Tuesday and Thursday. What has TJ "created" in anticipation of the expenditure?
___________ describes the choices we make with little or no conscious effort. Many purchase decisions are so routine we may not realize we've made them until we look in our shopping carts!
habitual decision making
Jessie is grocery shopping and she passes an end cap with ketchup and suddenly realizes that she has little left at home. She grabs a bottle of Heinz to replace the one that is almost empty. At what level of involvement is Jessie making her decision?
Luke owns several relatively new business suits that he enjoys wearing. One day at the office, he notices an especially attractive suit worn by a coworker and decides he needs to buy a new suit. As described in this chapter, what type of problem recognition has taken place?
What term describes a Web site or app that helps to filter and organize online market information so that customers can identify and evaluate alternatives more efficiently?
People associate foods with categories such as fattening, healthy, breakfast, lunch, or snacks, and these categories influence their decisions about what to eat and when. The success of a marketer's __________ depends on their ability to persuade a consumer to consider its product within a given category (such as drinking soda for breakfast or the idea that orange juice is a refreshing drink one could have any time of the day).
Much of the current work in behavioral economics demonstrates how a nudge, described as a(n) _____________________, can result in dramatic effects.
deliberation change by an organization that intends to modify behavior
A prime is a stimulus that encourages people to focus on some specific aspect of their lives such as their financial well-being or the environment. Which of the following is not an example of a prime or a study of prime-related behavior?
Richard made certain assumptions instead of conducting an extensive information search for a product. He assumed that the selection at Zany Zack's was more than sufficient, so he did not bother to shop at any other stores.
A simple _______ that changes how people act is to switch from asking consumers to "opt in" to a program to asking them to "opt out" of a program if they don't want to participate.
Much of the emerging work in behavioral economics focuses on the role of _______, which is a strategy that involves using cues in the environment that make consumers more likely to react in a certain way even though they are unaware of these influences.
Jessie just moved into her first home and her mother is shopping for some household items; she plans to buy just a few sets of towels and a much needed rug. She picks a few select items, but she becomes increasingly excited and soon the shopping cart is overflowing with couch pillows, wall art, and kitchen gadgets (and don't forget the towels and the rug). How do marketers describe these unplanned purchases?
Due to ______________, a consumer is more likely to comply with a requirement than to make the effort not to comply.
Patti believes that price and quality are closely related for some product categories. When she buys makeup, for example, she always buys the most expensive of her choices. Which term applies to Patti's shortcut to decision making?
Consumers might strongly associate certain products with specific countries (such as Toyotas with Japan) and savvy marketers will find a way to link a brand with a country in order to take advantage of the associations people have with a specific _________.
Luke works for a small start-up bank. The organizational structure is flat and collective decision making is the norm. He is fed up with the firm'' copying machine's constant breakdowns and approaches his fellow employees about purchasing a new one. What is Luke's role in this decision?
Marketers often need to understand consumers' behavior rather than a consumer's behavior. For instance, ______________ is a situation in which more than one person chooses the products or services that multiple consumers use.
collective decision making
In collective decision making, the choice may include some or all of the group members, and different group members play important roles in what can be a complicated process. Which of the following is not a member of the collective decision-making group?
As described in this chapter, which common characteristic of B2C decision making is not always common in B2B decision making?
impulse buying is common
A toy manufacturer contacts one of its parts suppliers and informs the supplier that a new production technique requires a different thickness of plastic sheeting than the company has been providing. Which type of organizational buying decision is involved?
A(n) ______________ is one of the hottest trends in organizational decision-making techniques. This approach asserts that groups of people with knowledge about an industry are, collectively, better forecasters of the future than are any of them as individuals.
Prediction markets are one element of ________, which describes the growing practice of soliciting ideas for new products and even advertising campaigns from a user community.
A family is deciding whether to invest in a large saltwater aquarium. The whole family is excited about the prospect, but they have some concerns about the labor and time commitment required to keep the aquarium clean and safe. The author has identified specific factors that determine how much conflict a family decision will elicit. Which of the following is a likely source of conflict involved in this decision?
When Maria and Luke plan their annual vacation, they always make sure to plan some relaxing time intermingled with more adventurous sight-seeing expeditions so that they both enjoy the trip. Which type of decision does this describe?
______________ tend to command more power in purchasing decisions; however, the significant growth in the number of stay-at-home fathers also influences this dynamic.
One important similarity between family units and corporations is that in both cases individuals or groups play a number of specific roles when they choose products or services for their organizational unit. This statement represents the study of ______________________.
collective decision making
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