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Consumer Behavior in Decision Making
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Consumer Behavior in Decision Making

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Questions and Answers

What are the three categories of motivation in the ERG Model?

  • Experience, Relationship, Growth
  • Existence, Relatedness, Growth (correct)
  • Existence, Relation, Gain
  • Engagement, Recognition, Growth

    • What does consumer satisfaction primarily reflect?

  • A measure of brand loyalty
  • An emotional state of regret
  • A reflection of product quality
  • A comparison of actual performance against expectations (correct)

    • Which consumer evaluation model emphasizes the importance of various attributes?

  • Lexicographic Model
  • Compensatory Model (correct)
  • Disjunctive Model
  • Elimination-by-aspects Model

    • What is the recommended product policy approach for Abercrombie & Fitch?

    <p>Hybrid approach of standardization and adaptation</p> Signup and view all the answers

    Which factor does the circular economy NOT focus on?

    <p>Maximizing consumerism</p> Signup and view all the answers

    What demographic is Abercrombie & Fitch primarily targeting with their marketing strategy?

    <p>Young adults aged 15-24</p> Signup and view all the answers

    What primarily defines behavioral loyalty in consumer behavior?

    <p>Frequency of repeat purchases</p> Signup and view all the answers

    What is a significant aspect of positioning for Abercrombie & Fitch?

    <p>Focusing on perceived elitism in fashion</p> Signup and view all the answers

    What image does Abercrombie & Fitch aim to project?

    <p>Premium, casual luxury with an exclusive edge</p> Signup and view all the answers

    Which of the following is a core characteristic of the collaborative economy?

    <p>Platforms that offer shared access to resources</p> Signup and view all the answers

    Why should Nicolas rely on advice from experienced trail-running friends?

    <p>To receive personalized recommendations for shoe models</p> Signup and view all the answers

    When evaluating trail shoes, which factor is most crucial for performance?

    <p>Grip, comfort, weight, and durability</p> Signup and view all the answers

    What additional step should Nicolas take when selecting trail shoes?

    <p>Review performance rankings from trusted sources</p> Signup and view all the answers

    Why is it essential for Nicolas to use a trial period for his new trail shoes?

    <p>To evaluate the shoes in real-world conditions</p> Signup and view all the answers

    What aspect of trail shoes contributes to long-distance running comfort?

    <p>Lightweight materials and effective lacing systems</p> Signup and view all the answers

    What should Nicolas appreciate about the performance of his trail shoes?

    <p>The durability of the shoes over time</p> Signup and view all the answers

    How did Louise react to Margot wearing the suit?

    <p>She praised Margot for wearing it.</p> Signup and view all the answers

    What outfit did Margot ultimately decide on?

    <p>She decided on the jumpsuit.</p> Signup and view all the answers

    What was Margot relieved about after trying on outfits?

    <p>That she finally made her choice.</p> Signup and view all the answers

    How did Isabelle reassure Margot after her choice?

    <p>By saying Margot is beautiful as she is.</p> Signup and view all the answers

    What did the sales assistant offer Margot regarding the outfits?

    <p>To keep them until Monday.</p> Signup and view all the answers

    What was Margot's emotional state after leaving the boutique?

    <p>Joyful and satisfied with her choice.</p> Signup and view all the answers

    What comments did Anna give about Margot's suit?

    <p>Positive feedback but skeptical.</p> Signup and view all the answers

    Why did Margot feel the need to choose an outfit?

    <p>It was for a formal event she was attending.</p> Signup and view all the answers

    What is the first step in the purchasing process?

    <p>Problem Recognition</p> Signup and view all the answers

    Which of the following factors does NOT influence consumer behavior?

    <p>Unrelated Personal Interests</p> Signup and view all the answers

    Maslow's Hierarchy of Needs is used to explain which concept in consumer behavior?

    <p>Motivation</p> Signup and view all the answers

    Which step follows the Evaluation of Alternatives in the purchasing process?

    <p>Purchase Decision</p> Signup and view all the answers

    What type of products typically require more thorough decision-making?

    <p>High-Involvement Products</p> Signup and view all the answers

    Which of the following is an example of a sociocultural factor influencing consumer preferences?

    <p>Cultural Norms and Values</p> Signup and view all the answers

    Post-Purchase Behavior primarily concerns a consumer's feelings after what?

    <p>Purchase Decision</p> Signup and view all the answers

    Which motivational theory is represented by the concepts of Existence, Relatedness, and Growth?

    <p>Herzberg’s Two-Factor Theory</p> Signup and view all the answers

    What should Nicolas prioritize to enhance his running comfort with trail shoes?

    <p>The total weight and lacing systems of the shoes</p> Signup and view all the answers

    What action is most effective for Nicolas to avoid cognitive dissonance after making a shoe purchase?

    <p>Research reputable online pricing tools and customer feedback</p> Signup and view all the answers

    Which practice will best help maintain the longevity of trail shoes?

    <p>Air-drying after use to maintain their shape</p> Signup and view all the answers

    What key factors should Nicolas assess during his shoe fitting session?

    <p>Assessing grip, comfort, weight, and durability</p> Signup and view all the answers

    What is a primary risk associated with a differentiated pricing policy?

    <p>Perception of inconsistency in pricing</p> Signup and view all the answers

    What consideration should be made to mitigate risks in the pricing strategy for trail shoes?

    <p>Ensuring pricing reflects local market conditions</p> Signup and view all the answers

    Which description best fits the concept of exclusive distribution?

    <p>Limited sales in specific high-profile locations</p> Signup and view all the answers

    Which situation would most likely lead to brand dilution?

    <p>Differing prices for the same product in various markets</p> Signup and view all the answers

    Study Notes

    Consumer Behavior in Decision Making

    • The purchasing process begins with problem recognition, followed by information search, evaluation of alternatives, purchase decision, and finally, post-purchase behavior.
    • Sociocultural factors, interpersonal factors, and cultural factors influence consumer behavior. Unrelated personal interests do not have a direct impact.
    • Maslow's Hierarchy of Needs is used to understand consumer motivation behind purchases. It ranks human needs in a hierarchy, starting from basic needs like physiological needs, safety needs, and social needs, and moving up to esteem needs and self-actualization needs.
    • High-involvement products, such as cars, involve more thorough decision-making due to their significance and perceived risks compared to low-involvement products.
    • Cultural norms and values shape consumer preferences and attitudes towards products.
    • Post-purchase behavior concerns how consumers feel about their purchase, including satisfaction or regret.
    • The ERG Model categorizes motivation into Existence, Relatedness, and Growth. This model helps explain why consumers make certain purchases based on their current needs.
    • Satisfaction is defined as an emotional state resulting from comparing actual product performance with expectations.
    • The Compensatory Model explains how consumers evaluate different options based on multiple attributes, and allows some attributes to compensate for others.
    • The circular economy focuses on reducing waste, maintaining sustainability, and reusing resources - it does not focus on maximizing consumerism.
    • Behavioral loyalty is measured by tracking repeat purchases. It is based on habit and routine, rather than emotional attachment to the brand.
    • Exclusive distribution primarily refers to limiting sales to specific high-profile locations, creating a sense of exclusivity and premium pricing.
    • The collaborative economy is characterized by sharing platforms such as Uber and Airbnb, which allow individuals to access resources and services without owning them.
    • Cognitive dissonance occurs when a consumer doubts their purchase decision. To avoid this, research reputable online pricing tools and customer feedback to reaffirm the decision.
    • Trail running shoes should be evaluated based on grip, comfort, weight, and durability, as these factors significantly impact performance.
    • Maintaining trail shoes involves air-drying them after use to prevent mold and maintain their shape.
    • Differentiated pricing policies can lead to a perception of inconsistency in pricing, which can damage brand image.
    • Mitigating risks in pricing strategies involves ensuring prices reflect local market conditions and balancing affordability with premium perception.
    • Margot decides on the jumpsuit after trying on several outfits despite initial doubt, highlighting how post-purchase behavior can be influenced by social feedback and self-confidence.

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    Related Documents

    Consumer_Behavior_in_Decision-Making_Answers.pdf

    Description

    Explore the intricate process of consumer decision making through this quiz. It covers stages from problem recognition to post-purchase behavior and highlights influential factors like sociocultural elements and Maslow's Hierarchy of Needs. Test your knowledge on high- and low-involvement products and cultural influences on consumer preferences.

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