Understanding Consumer Behavior: Key Concepts and Insights

What is the final test of motivating customers to become regular purchasers? enticing customers to purchase with little financial risk getting customers to try the product motivating customers to purchase the item at a moderate cost getting customers to buy the product at full price Your friend has composed a list containing products associated with each level of Maslow's hierarchy of needs: * physiological needs: food * safety needs: antivirus software * belongingness needs: cars * esteem needs: luxury watches * self-actualization: education What is incorrect about your friend's list? Cars should be listed under self-actualization. Your friend's list is accurate. Food should be listed under safety needs. Education should be listed under esteem needs and luxury watches should be listed under belongingness needs. What is the term for the imbalance between a consumer's actual state and desired state? esteem needs motives self-actualization The values, beliefs, and preferences shared by members of a social group in a time and place is known as which of the following? culture sociology consumer behaviour reference group

At which stage do customers notice a gap between their current situation and a desired situation? evaluation of alternatives purchase act need recognition post-purchase evaluation Cognitive dissonance is least likely to increase when which of the following is true? The purchase has a big effect on the buyer. The dollar value of the product or service increases. Rejected alternatives have desirable features unseen in the selected purchase. The purchase is low involvement. Which of the following is an internal search? talking to salespeople mental review reading online reviews asking a colleague Attitudes are an example of which of the following? consumer decision process interpersonal determinant psychological influence feedback Elvira has opened up a new restaurant, the Gomez Eatery, in her neighbourhood. Elvira would like décor to stimulate appetite. What colour should she paint her walls? blue red yellow orange Which of the following statements regarding learning is least accurate? Learning relies on a cue of some sort. As a response becomes more rewarding, the consumer is more likely to make future purchases. Reinforcement is the increase of drive as a result of a proper response.

Pain avoidance is an example of drive. Which of the following is true regarding high and low-involvement purchases? Consumers will usually spend more time in buying decisions for high-involvement products than for low-involvement products. Consumers will usually spend the same amount of time in buying decisions for both high and low-involvement products. Consumers will usually spend more time in buying decisions for high-involvement products with high social consequences than for high-involvement products with high economic consequences. Consumers will usually spend less time in buying decisions for high-involvement products than for low-involvement products. What is the fourth level in Maslow's hierarchy of needs? safety needs esteem needs safety needs physiological needs What are specialized subgroups with their own distinct characteristics and behaviours? culture subcultures ethnic mix social groups What is the second stage of the consumer decision process? purchase act evaluation of alternatives information search problem or opportunity recognition Which of the following statements regarding attitudes is most accurate? As attitudes form over time, they are less resistant to change. As attitudes form over time, they are more resistant to change.

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There is no relationship between time and attitudes' resistance to change. As attitudes form over time, they are moderately resistant to change. How many steps are there in the consumer decision process? 3 5 6 4 Attitudes are an example of which of the following? interpersonal determinant consumer decision process feedback psychological influence Research has found that people suffering from mental health issues are often requiring a sense of belonging to help manage their symptoms. What level of Maslow's hierarchy does this example show? social needs esteem needs safety needs physiological needs What are the three interpersonal determinants? cultural influences, social influences, family influences technological influences, social influences, reference group influences reference group influences, technological influences, social influences cultural influences, family influences, technological influences A farmer sells honey at a farmers' market, and decides to alter his selling price to determine the ideal number. He changes the price by lowering it and increasing it by 5%, 10%, and 20% over a few months. He realizes that the ideal spot is a 20% decrease in order to truly attract interest and differentiate him from store bought competitors. He is using a marketing perception concept called: selective price adjustment threshold level of perception retained threshold price discerning price perception

What are measures that a customer considers when deciding on alternatives? evaluative criteria search criteria routinized response limited problem solving Which of the following is NOT a product marketed to meet physiological needs? life insurance mattresses medicine staple foods Selma wants to buy a budget smartphone with good features. However, she cannot decide which one to buy. She asks her coworkers for their advice. In this scenario, Selma's buying decision is likely to be influenced by a(n) ________. primary membership group nonaspirational reference group aspirational reference group secondary membership group In the context of factors that affect consumer decision making, which of the following statements is true of cultural values? They are passed down as part of the socialization process. They are exerted only as conscious decisions. They are inherent rather than learned or acquired. They are static and do not experience change. Consider the following products below: * water * vitamins

* carbon monoxide detector * antibacterial cleaners Where does each product fit under Maslow's hierarchy of needs? physiological needs: antibacterial cleaners, carbon monoxide detector safety needs: vitamins, water physiological needs: antibacterial cleaners, carbon monoxide detector, water safety needs: vitamins physiological needs: water, vitamins safety needs: carbon monoxide detector, antibacterial cleaners physiological needs: water, carbon monoxide detector safety needs: vitamins, antibacterial cleaners At which stage do customers notice a gap between their current situation and a desired situation? evaluation of alternatives post-purchase evaluation purchase act need recognition Kendall is setting up some holiday decorations and has realized that some glass ornaments were smashed during a recent move. Kendall's surviving glass ornaments are in the shape of spheres; however, she has decided that the spheres do not match her décor theme for the coming year. Kendall is in what stage of the consumer decision process? purchase decision need recognition search purchase act Ashton owns a small chain of bakeries in Ontario and is interested in opening another store in Quebec City. Recently, Ashton hired an advertising agency to develop some creative pieces to promote the bakeries. The advertising agency developed one magazine advertisement, ensuring that the copy was translated word-for-word into French in order to appeal to Quebecois consumers. The advertisement ran for one month in four magazines and contained information about the bakery's unique

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products. The advertisement featured a QR code that customers could scan for more details. What is the most valid criticism of Ashton's approach? Ashton should be consider marketing his products to Canadians of Chinese and East Indian origin specifically. Magazine advertisements are not effective for the food industry. QR codes are highly ineffective in magazines. Ashton is using the same advertising strategy for the Quebec market and the Ontario market. Cognitive dissonance is least likely to increase when which of the following is true? The purchase has a big effect on the buyer. The purchase is low involvement. The dollar value of the product or service increases. Rejected alternatives have desirable features unseen in the selected purchase.

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