Podcast
Questions and Answers
Which of the following is NOT a step in the prepurchase stage?
Which of the following is NOT a step in the prepurchase stage?
Purchase involvement is primarily related to the post-purchase stage of decision-making.
Purchase involvement is primarily related to the post-purchase stage of decision-making.
False
What cognitive biases can limit rational decision-making during the consumer choice process?
What cognitive biases can limit rational decision-making during the consumer choice process?
Framing effect and anchoring effect
The three steps involved in the prepurchase stage are problem recognition, information search, and __________.
The three steps involved in the prepurchase stage are problem recognition, information search, and __________.
Signup and view all the answers
What can cause problem recognition in consumers?
What can cause problem recognition in consumers?
Signup and view all the answers
Match the consumer choice processes with their descriptions:
Match the consumer choice processes with their descriptions:
Signup and view all the answers
Omnichannel shoppers only make purchases using one channel.
Omnichannel shoppers only make purchases using one channel.
Signup and view all the answers
In the post-purchase stage, what influences the consumer's next purchase decision?
In the post-purchase stage, what influences the consumer's next purchase decision?
Signup and view all the answers
Study Notes
Consumer Decision-Making Process
- The consumer decision-making process is complex, requiring companies to optimize pre-purchase, purchase, and post-purchase stages for increased sales and loyalty.
Pre-Purchase Stage
- Purchase Involvement: Level of interest in a purchase, affecting problem recognition, information search, and alternatives evaluation.
- Problem Recognition: Triggered by factors like stock depletion, life stage changes, or new preferences.
- Information Search: Driven by the complexity of choices; involves internal, external (e.g., reviews, comparisons), and ongoing searches.
- Evaluation of Alternatives: Involves recognizing cognitive biases like the framing effect and anchoring effect that interfere with rational choices.
Purchase Stage
- Purchase Implementation: Affected by situational factors including retail environment (online and offline), store atmosphere, salesperson interactions, payment options, product acquisition methods, and increasing omnichannel/multichannel shopping.
Post-Purchase Stage
- Customer Satisfaction: Comparison of pre-purchase expectations with perceived value of the purchase; satisfaction influences future purchase decisions.
- Brand Image Impact: Satisfied customers lead to repeat business; dissatisfied customers can harm brand image through word-of-mouth (WOM) effects.
- Product Disposal: Consumer behavior includes actions like product abandonment, recycling, upcycling, reselling, or discarding.
Studying That Suits You
Use AI to generate personalized quizzes and flashcards to suit your learning preferences.
Description
Explore the complexities of the consumer decision-making process, focusing on pre-purchase, purchase, and post-purchase stages. Understand how factors such as purchase involvement, problem recognition, and evaluation of alternatives influence consumer behavior. This quiz will help you grasp the intricacies involved in making informed purchase decisions.
