26) Over a period of time, many of us acquire product information just by being exposed toadvertising, store promotions, or by observing what other people use. This acquisition is termed:D
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Type: MCPage Ref: 249Skill:ConceptObjective:L9-02 Understand that a purchase decision is composed of a series of stages thatresults in the selection of one product over competing options.27) Store managers realize that under conditions of low involvement, consumers are affected byproduct placement and other cues in the shopping environment such as surprise specials.Managers with the behavioural influence perspective try to facilitate "impulse" buying decisions.
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Type: TFPage Ref: 244Skill:ApplicationObjective:L9-02 Understand that a purchase decision is composed of a series of stages thatresults in the selection of one product over competing options.28) The decision-making continuum is anchored at one end by limited problem solving, and byextended problem solving at the other end.Type: TFPage Ref: 245
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Skill:ConceptObjective:L9-02 Understand that a purchase decision is composed of a series of stages thatresults in the selection of one product over competing options.29) When shopping at the supermarket, Russ always unconsciously grabs a carton of milk. Thisis an example of an automatic purchase.Type: TFPage Ref: 245
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Skill:ApplicationObjective:L9-02 Understand that a purchase decision is composed of a series of stages thatresults in the selection of one product over competing options.30) Ian discovers the apartment has run out of toilet paper. This is an example of necessityrecognition.
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Type: TFPage Ref: 247Skill:ApplicationObjective:L9-02 Understand that a purchase decision is composed of a series of stages thatresults in the selection of one product over competing options.
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mental budget | One can use THIS to estimate consumption over time and regulate his/her behavior |
cognitive | buying an unfamiliar product that carries a fair degree of risk would most likely engage in what type of decision-making |
cognitive | most common when the decision is related to the person's self-concept and the outcome has a high degree of risk |
problem recognition | The first stage in the cognitive decision-making process |
problem | If a consumer's ideal state is very near or identical to his or her actual state, then it is likely that a consumer will not have one of THESE |
Information search | the process by which the consumer surveys the environment for appropriate data to make a reasonable decision |
habitual | A consumer who uses a few simple decision rules to arrive at a purchase decision is using THIS type of decision making |
framing | making a decision based on the way a problem was posed |
satisficing | A decision strategy that seeks to deliver an adequate solution rather than the best possible solution |
consideration set | The alternatives actively considered during a consumer's choice process |
Evaluative criteria | dimensions used to judge the merits of competing options |
perceived risk | The higher the THIS the higher the level of product involvement as the consumer makes the decision |
ethnocentrism | The tendency for people to prefer products from their own culture rather than those of another culture |
Television, print | THIS a low-involvement medium because the role of the audience is passive, while THIS is a high-involvement medium because the role of the audience is active |
purchase momentum | an example of this is when a customer buys something and finds it very satisfying and then buys another even though not initially planning to do so and doesn't needs another |
novel stimuli | By using THIS a marketer boost a person's motivation to process relevant information |
ongoing search | type of information search where a customer scans the newspaper ads every day for new information on something, even though not thinking of buying anything anytime soon |
exemplar | a product that characterizes an entire category of products |
inertia | THIS is characterized by someone who always buys the same brands, doesn't think of any competition, uses less and less effort to buy |
attitude | is a major distinction between customers who purchase a product because they are brand loyal and those who purchase by inertia is by whtether THIS toward the product is very positive or weak |
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