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Questions and Answers

What is the term used for the realization of a problem triggered by an external stimulus?

Life stage changes

Opportunity recognition (correct)

Stock depletion

Developing new tastes

Which situation exemplifies stock depletion as a problem recognition trigger?

Deciding to start a new hobby

Developing a passion for art

Emptying a box of cereal (correct)

Feeling hungry for gourmet food

What type of problem recognition occurs as individuals transition through various life stages?

Encounter with new technology

Opportunity recognition

Stock depletion

Life stage changes (correct)

Which of the following describes the concept of developing new tastes?

An aspiration to enjoy previously unexplored experiences Signup and view all the answers

How can marketers assist in recognizing invisible problems for consumers?

By highlighting solutions that may not be consciously acknowledged Signup and view all the answers

What subtle problem recognition might occur with exposure to new technology or products?

Underestimating the relevance of certain products Signup and view all the answers

What does 'solution stimuli' refer to in consumer problem recognition?

External factors compelling a need or desire Signup and view all the answers

In the context of consumer behavior, how do automatic replenishment systems function?

They eliminate the need for conscious problem recognition. Signup and view all the answers

What is the primary aim of primary demand creation?

To convert nonusers into users by making them recognize a problem Signup and view all the answers

Which of the following sets includes brands that consumers do not remember during decision making?

Inert set Signup and view all the answers

In the context of information search, what is typically found first by a consumer?

One specific alternative and its features Signup and view all the answers

What does the consideration set include?

Brands consumers will actively consider for purchase Signup and view all the answers

Marketers often engage in secondary demand creation to:

Strengthen the existing user base for their brand Signup and view all the answers

What characterizes the evoked set in consumer decision-making?

Brands that the consumer is actively remembering at the time of decision making Signup and view all the answers

If a consumer considers certain brands but finds them unsuitable, these brands belong to which set?

Inept set Signup and view all the answers

What role do market leaders typically play in primary demand creation?

They create awareness for previously unaware consumers Signup and view all the answers

What characterizes independent sources of information?

They are not known personally to the consumer. Signup and view all the answers

What distinguishes an extender from a simplifier in consumer search styles?

Extenders are satisfied with minimal information. Signup and view all the answers

Which type of problem is characterized by frequent past solutions and minimal new information?

Routine problems Signup and view all the answers

What does the term 'information overload' refer to?

A condition when consumers have too much information to process effectively. Signup and view all the answers

What main factors influence perceived risk in decision making?

The degree of uncertainty and severity of consequences. Signup and view all the answers

What is a hallmark of limited problem solving?

Minimal time and energy invested in decision making Signup and view all the answers

How does cognitive style affect consumer information processing?

It influences how much time and effort a consumer invests in searching for information. Signup and view all the answers

Which type of problem requires extensive information search due to high risks and unfamiliarity?

Extended problems Signup and view all the answers

What type of risk is associated with the possibility of experiencing negative social perceptions from others regarding a product?

Social risk Signup and view all the answers

Which factor tends to increase the thoroughness of a consumer's information search prior to making a purchase?

High involvement Signup and view all the answers

What is the term for the knowledge and understanding of product attributes that influences consumer decisions?

Expertise Signup and view all the answers

Which consumer shopping style is characterized by thorough comparison shopping for better value?

Extenders Signup and view all the answers

What term describes the standards consumers use to assess a product's attributes during decision-making?

Evaluation criteria Signup and view all the answers

In which evaluation model do consumers trade off a product's perceived weaknesses against its strengths?

Compensatory model Signup and view all the answers

What typically causes consumers experiencing time pressure to adjust their shopping behavior?

Cut short their information search Signup and view all the answers

What does the term 'determinant attributes' refer to in consumer evaluation?

Attributes that are significant for a specific consumer Signup and view all the answers

What does familiarity imply regarding consumer decision-making when purchasing a product?

Quick resolution of purchasing problems Signup and view all the answers

Which of the following accurately describes the behavior of brand loyal consumers?

They stick to known brands and avoid new options Signup and view all the answers

What is the first step in the consumer decision process?

Problem recognition Signup and view all the answers

Which of the following best defines problem recognition in consumer behavior?

Realization of a gap between current and desired states Signup and view all the answers

Which stimulus type represents discomfort arising from inner thoughts or feelings?

Internal stimuli Signup and view all the answers

What type of external stimuli serves as a source of information that directly points to a problem?

Problem stimuli Signup and view all the answers

Which scenario exemplifies internal stimuli in problem recognition?

Noticing you feel bored and want a new hobby Signup and view all the answers

What does solution stimuli refer to in the context of consumer decision making?

Information from a solution that arouses recognition of a need Signup and view all the answers

Which of the following is NOT an avenue of problem recognition?

Second-hand stimuli Signup and view all the answers

When does problem recognition occur in the consumer decision process?

Before searching for information Signup and view all the answers

What distinguishes the disjunctive model from the compensatory model?

It focuses on the presence or absence of attributes. Signup and view all the answers

In the lexicographic model, what is the first step a consumer must take?

Rank the product attributes in terms of importance. Signup and view all the answers

How does the elimination by aspects model differ from the lexicographic model?

It requires defining minimum required values for attributes. Signup and view all the answers

What is a primary characteristic of decision heuristics?

They involve an organized approach to specific questions. Signup and view all the answers

In the context of the disjunctive model, what implication does having a finished basement or an extra bedroom have?

It indicates more living space available. Signup and view all the answers

If a consumer using the elimination by aspects model finds multiple options that meet the minimum requirement on the first attribute, what do they do next?

Evaluate those options based on the next most important attribute. Signup and view all the answers

What is a key difference between the compensatory and disjunctive models in decision-making?

The disjunctive model does not allow for trading of different attributes. Signup and view all the answers

What is the primary focus of questions addressed by systematic decision approaches?

Evaluating the relative merits and demerits of various options. Signup and view all the answers

Study Notes

Consumer Decision Process

The consumer decision process begins when a consumer recognizes a problem or need that needs solving.
A problem can be physical, such as hunger, or psychological, such as boredom or anxiety.
Problem recognition is the consumer's realization of the gap between their current state and desired state.
Problem recognition has four avenues: internal stimuli, external stimuli, stock depletion, and life stage changes.

Information Search

Information search involves finding out about available alternatives and their features in the marketplace.
When consumers are unfamiliar with a product, they initially explore one alternative, then learn more about it and others, until they feel they've gathered enough information.
This creates an awareness set (all known brands) and an evoked set (the subset of brands remembered during decision making).

Evaluation of Alternatives

Consumers evaluate alternatives by comparing them against criteria, which can be product attributes.
Judgment models are procedures for evaluating alternatives based on different criteria.
Compensatory models evaluate alternatives by weighing the positive and negative attributes and choosing the one with the most positives.
Noncompensatory models, such as the conjunctive method, assess alternatives based on minimum cutoffs on attributes and eliminate alternatives that don't meet these.

Purchase

Choosing and purchasing a product or service follows determining the most preferred alternative.
This includes purchase intent, making the transaction process and taking possession.

Post-purchase

The post-purchase experience provides feedback for future decision-making.

Involvement

Consumers have different levels of involvement in the decision process.
Low involvement purchases include frequently bought items (cereal, milk).
High involvement purchases include significant decisions (expensive items, first-time purchases).

Decision Heuristics

Quick decision-making methods.
Consumers use shortcuts such as brand names or past experiences to make choices quickly.

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Questions and Answers

What is the term used for the realization of a problem triggered by an external stimulus?

Which situation exemplifies stock depletion as a problem recognition trigger?

What type of problem recognition occurs as individuals transition through various life stages?

Which of the following describes the concept of developing new tastes?

How can marketers assist in recognizing invisible problems for consumers?

What subtle problem recognition might occur with exposure to new technology or products?

What does 'solution stimuli' refer to in consumer problem recognition?

In the context of consumer behavior, how do automatic replenishment systems function?

What is the primary aim of primary demand creation?

Which of the following sets includes brands that consumers do not remember during decision making?

In the context of information search, what is typically found first by a consumer?

What does the consideration set include?

Marketers often engage in secondary demand creation to:

What characterizes the evoked set in consumer decision-making?

If a consumer considers certain brands but finds them unsuitable, these brands belong to which set?

What role do market leaders typically play in primary demand creation?

What characterizes independent sources of information?

What distinguishes an extender from a simplifier in consumer search styles?

Which type of problem is characterized by frequent past solutions and minimal new information?

What does the term 'information overload' refer to?

What main factors influence perceived risk in decision making?

What is a hallmark of limited problem solving?

How does cognitive style affect consumer information processing?

Which type of problem requires extensive information search due to high risks and unfamiliarity?

What type of risk is associated with the possibility of experiencing negative social perceptions from others regarding a product?

Which factor tends to increase the thoroughness of a consumer's information search prior to making a purchase?

What is the term for the knowledge and understanding of product attributes that influences consumer decisions?

Which consumer shopping style is characterized by thorough comparison shopping for better value?

What term describes the standards consumers use to assess a product's attributes during decision-making?

In which evaluation model do consumers trade off a product's perceived weaknesses against its strengths?

What typically causes consumers experiencing time pressure to adjust their shopping behavior?

What does the term 'determinant attributes' refer to in consumer evaluation?

What does familiarity imply regarding consumer decision-making when purchasing a product?

Which of the following accurately describes the behavior of brand loyal consumers?

What is the first step in the consumer decision process?

Which of the following best defines problem recognition in consumer behavior?

Which stimulus type represents discomfort arising from inner thoughts or feelings?

What type of external stimuli serves as a source of information that directly points to a problem?

Which scenario exemplifies internal stimuli in problem recognition?

What does solution stimuli refer to in the context of consumer decision making?

Which of the following is NOT an avenue of problem recognition?

When does problem recognition occur in the consumer decision process?

What distinguishes the disjunctive model from the compensatory model?

In the lexicographic model, what is the first step a consumer must take?

How does the elimination by aspects model differ from the lexicographic model?

What is a primary characteristic of decision heuristics?

In the context of the disjunctive model, what implication does having a finished basement or an extra bedroom have?

If a consumer using the elimination by aspects model finds multiple options that meet the minimum requirement on the first attribute, what do they do next?

What is a key difference between the compensatory and disjunctive models in decision-making?

What is the primary focus of questions addressed by systematic decision approaches?

Study Notes

Consumer Decision Process

Information Search

Evaluation of Alternatives

Purchase

Post-purchase

Involvement

Decision Heuristics

Studying That Suits You

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