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Test Bank for Consumer Behavior (Solomon) 12e Ch. 9 (8th Canadian Edition by Solomon)
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Test Bank for Consumer Behavior (Solomon) 12e Ch. 9 (8th Canadian Edition by Solomon)
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Test Bank for Consumer Behavior(Solomon) 12e Ch. 9 (8th Canadian
Edition by Solomon)
accommodative purchase decision - ANSthe process of using bargaining, coercion,
compromise, and the wielding of power to achieve agreement among group members who have
different preferences or priorities
autonomic decision - ANSwhen one family member chooses a product for the whole family
behavioral economics - ANSthe study of the behavioral determinants of economic decisions
bounded rationality - ANSa concept in behavioral economics that states because we rarely have
the resources (especially the time) to weigh every possible factor into a decision, we settle for a
solution that is just good enough
brand loyalty - ANSrepeat purchasing behavior that reflects a conscious decision to continue
buying the same brand
business-to-business e-commerce - ANSinternet interactions between two or more business or
organizations
business-to-business marketers - ANSspecialists in meeting the needs of organizations such as
corporations, government agencies, hospitals, and retailers
buyclass theory of purchasing - ANSa framework that characterizes organizational buying
decisions in terms of how much cognitive effort is involved in making a decision
buying center - ANSthe part of an organization charged with making purchasing decisions
category exemplars - ANSbrands that are particularly relevant examples of a broader
classificaction
collective decision making - ANSsituations in which more than one person chooses the products
or services that multiple consumers use
compensatory rule - ANSa rule that allows information about attributes of competing products to
be averaged in some way; poor standing on one attribute can potentially be offset by good
standing on another
, conjunctive rule - ANSthe decision maker establishes cutoffs for each attribute and chooses a
brand if it meets all the cutoffs, but rejects a brand that fails to meet any one cutoff
consensual purchase decision - ANSa decision in which the group agrees on the desired
purchase and differs only in terms of how it will be achieved
consideration set - ANSthe products a consumer actually deliberates about choosing
counteractive contrual - ANSexaggerating the negative aspects of behaviors that will impede the
attainment of a goal as a strategy to avoid them and reach the goal
constructive processing - ANSa thought process in which a person evaluates the effort be or
she will need to make a particular choice, and then tailors the amount of cognitive "effort"
expended to make this decision
consumer hyperchoice - ANSthe profusion of options in the modern marketplace that forces use
to make repeated decisions that may drain psychological energy while decreasing our abilities
to make smart choices
country of origin (COO) - ANSoriginal country from which a product is produced; it can be an
important piece of information in the decision-making process
covariation - ANSassumed associations among events that may or may not actually influence
one another
crowdsourcing - ANSthe growing practice of soliciting ideas for new products and even
advertising campaigns from a user community
cybermediary - ANSintermediary that helps to filter and organize online market information so
that consumers can identify and evaluate alternatives more efficiently
dadvertising - ANSa new trend that depicts fathers as wise and benevolent in advertising
default bias - ANSa tendency in decision making that makes it more likely for people to comply
with a requirement than to make the effort not to comply
determinant attributes - ANSthe attributes actually used to differentiate among choices
elimination-by-aspects rule - ANSa rule that selects the brand that is the best on the most
important attribute, but that imposes specific cutoffs or "must haves"
evaluative criteria - ANSthe dimensions used by consumers to compare competing product
alternatives
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