Ch 11.2

Today's shoppers can visit stores to interact with salespeople and products so they can make an informed decision. Once the product is selected, they can then go online to find the cheapest price. This is called:

What aspects are generally valued by consumers in the online shopping experience?

Social shopping refers to:

Innovative merchants have turned to retail theming to provide new ways to stimulate and encourage consumers during their shopping experience. Which of the following themes would be used if the retailer used a simulated environment to attract outdoor enthusiasts to the retail store?

John was just at a grocery store. When he got home he was asked by his wife how his trip was, to which he responded, "I really like that place." John's evaluation reflects:

Retailers concerned with a store's personality will design it with conscious attention to layout and utilization of space, and use of scents, sounds, and colours to evoke specific feelings and moods in buyers. The resulting combination of elements is known as:

A store image is comprised of location, merchandise suitability, and:

Which of the following is an atmospheric that will have a positive effect on the patrons?

The Rainforest Café provides patrons with a dark atmosphere, surrounded by trees, sounds of the jungle, and animatronic animals. This is an example of using a _____ theme.

Samuel is on his weekly trip through the grocery store. When he sees a jar of cinnamon in the spice aisle, he remembers that he is out of cinnamon. Cinnamon is not on his grocery list. Samuel has just experienced which of the following buying situations?

Daniel is going through the checkouts at his local Maritime area Sobeys grocery store when he notices a new flavour of Trident gum and adds it to his items. This gum is an example of a(n):

What is the primary purpose of a point-of-purchase stimulus?

One of the most important in-store factors is the salesperson. This influence can be understood in terms of _____, which stresses that each participant gives something to the other and hopes to receive something in return.

Both salespeople and customers vary individually in their approaches to sales interactions, for example, in assertiveness, intimidation, knowledge of traits, and preferences of people, etc. This variability is known as:

In today's consumer world, online shopping tools are escalating, and consumers are becoming more knowledgeable about store products than the salespeople are.

With the migration to e-commerce, businesses risk the loss of trade secrets and other proprietary information.

The features of a store profile typically work together to create an overall impression.

The importance of the salesperson in influencing buying behaviour can be understood in terms of exchange theory, which stresses that there must be an effective store policy for the exchange of products or refund of money if the consumer is unhappy with a purchase.

Salespeople have discovered that consumer traits are not important; all that is important are their product/service needs.

Identity negotiation is the process by which the salesperson and the customer reach some agreement about the roles each will play during the sales interaction.

The model where consumers purchase or own fewer goods and instead share ownership is sometimes called:

Max lives in Vancouver and only occasionally needs a car. Instead of buying they have a car-share membership that lets them use a car when needed without the cost and hassle of maintaining their own vehicle. This is an example of:

Higher psychological ownership from an individual towards an object will encourage prospective renters.

Kathy has decided to purchase a new Sony Home Theatre System with a 52" TV. She is at first uncertain what to do with the old 27" it is replacing. After some deliberation, she decides to keep it in case of emergency. This is an example of:

According to one study in Calgary, when loss frames, focusing on what would be lost without recycling, were combined with one other element people were more likely to recycle. This element was:

A garage sale is an example of:

Jason works for the provincial government. The province is concerned because the receipts from sales tax are much lower than the projections, even though the projections of population, salaries, and unemployment have been right on target. Jason does a detailed study and finds that much of the below projection results of sales tax revenue is most likely due to:

The steps that consumers practise to gradually distance themselves from things they treasure so that they can sell or recycle them are called:

Before Alan resells items he owns, he takes pictures of them. Alan engages in which kind of divestment ritual?

When Dylan sells his used guitar on Facebook Marketplace, this is an example of:

Meghan was now a teenager so she packed up her childhood toys carefully into boxes and asked to have them stored in the attic. Meghan just displayed what divestment ritual?

The two disposal options available to consumers are to keep the item or permanently dispose of it.

Bilateral cycling is a process where already-purchased objects are sold to others or exchanged for other items.

An economic downturn stimulates the lateral cycling process.