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Test Bank for Chapt 8 Consumer Behavior Buying, Having, Being 8th Canadian Edition by Solomon
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Test Bank for Chapt 8 ConsumerBehavior Buying, Having, Being 8th
Canadian Edition by Solomon
Cosumer purchase is - ANSa response to a problem
Purchasing steps - ANS1. problem recognition 2. information search 3. evaluation of
alternatives 4. product choice 5. outcomes
3 steps - ANShow we recognize the problem, how we search for info, how we evaluate
alternatives
biggest problem consumers face - ANShaving too many choices
consumer hyperchoice - ANSlarge numer of options forces us to make repeated choices..drains
energy and saps ability to make smart decision
rational perspective - ANSused to understand decision making by calmly and carefully
integrating as much information as possible with what we already know about a product,
weighed the plus/minuses of each alternative, and make a satisfactory decision.
economics of information approach - ANScollec just enough data to make informed decision
purchase momentum - ANSoccurs when our initial impulse purchases actually increase the
likelihood that we will buy even more
cognitive processing style - ANSa predisposiosion to process information. Some of us tend to
have a rational system of cognition that processes informtion analytically and sequentially using
roles of logic, while others rely on an experiential system of cognition that that processes
information more hollistically and in parallel
constructive processing - ANSevaluate the effort to make a choice and then choose the strategy
best suited to the level of effort required
behaviorial influence perspective - ANSex. attention grabbing packages/selling the sizzle not the
steak
experiential perspective - ANSAssumes that consumers often make purchases and reach
decisions based on the affect or feeling attached to the product or behavior under consideration
, extended problem solving - ANShigh risk and involvement, extensive search, multiple sources
consulted,strongly held beliefs
limited problem solving - ANSuse simple decision rules, low risk, little search, weakly held
beliefs
habitual decision making - ANSChoices we make with little to no conscious effort
problem recogniton - ANSexperience significant difference between current state of affairs and
some state we desire
need recognition/actual state - ANSThe beginning of the consumer decision process; occurs
when consumers recognize they have an unsatisfied need and want to go from their actual,
needy state to a different, desired state.
opportunity recogniton/ideal state - ANSdeciding to upgrade one's computer because of a great
deal and the store takes trade ins
information search - ANSprocess w survey environment for appropriate data to make decision
maximizing vs satisficing - ANSdecision strategy that seeks to deliver best possilbe results vs
one that yields an adequate solution
internal serch - ANSscanning memory banks to assemble information to assist a purchase
decision
maximizing consumer vs satisfier consumer - ANShigh involvement consumer vs low involvment
bounded rationality - ANSdescribes making decisions within the constraints of limited
information and alternatives...settling for just good enough
Sisyphus effect - ANSdecision makers who are so thorough they don't even rely on their past
experiences to guide their current choice. Instead they start almost from scratch to research
options for each unique decision situation
mental accounting - ANSthe way we pose a problem and whether it is phrased in terms of gains
or loses
sunk cost fallacy - ANSa framing effect in which people make decisions about a current situation
based on what they have previously invested in the situation..if we paid for something we are
more reluctant to waste it
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