Analyzing Consumer Behavior: How People Make Buying Decisions

1.

When consumers realize there is a difference between their current state and their desired state, they have entered the ______ stage of the buying process.
- A.
  
  Need recognition
- B.
  
  Search for information
- C.
  
  Product evaluation
- D.
  
  Product purchase
- E.
  
  Post-purchase evaluation
Correct Answer
A. Need recognition

Explanation
When consumers become aware of a discrepancy between their current situation and their desired situation, they experience a need recognition. This is the first stage of the buying process where consumers realize that they have a need or a problem that needs to be addressed. It is at this stage that they start to actively seek out information and consider potential solutions to fulfill their needs.

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2.

Consumer Reports and Epinions.com aid consumers engaged in what step of the buying process?
- A.
  
  Need recognition
- B.
  
  Search for information
- C.
  
  Product evaluation
- D.
  
  Product purchase
- E.
  
  Both b and c
Correct Answer
E. Both b and c

Explanation
Consumer Reports and Epinions.com aid consumers in both the search for information and product evaluation stages of the buying process. Consumer Reports provides unbiased reviews and ratings on various products, helping consumers gather information about different options available in the market. Epinions.com, on the other hand, allows consumers to read and write reviews about products, aiding in the evaluation process. Both platforms assist consumers in making informed decisions by providing valuable information and insights about products they are considering to purchase.

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3.

Roger offers a money-back guaranteee on his new salsa flavor to try to prevent ____________.
- A.
  
  Extended problem solving
- B.
  
  Impluse buying
- C.
  
  Buyer's remorse
- D.
  
  Post-pruchase pleasure
- E.
  
  Habitual decision making
Correct Answer
C. Buyer's remorse

Explanation
Roger offers a money-back guarantee on his new salsa flavor to try to prevent buyer's remorse. This means that if customers are not satisfied with the product after purchasing it, they can get their money back. By offering this guarantee, Roger aims to reassure potential customers and reduce their hesitation in trying out the new salsa flavor. This can help prevent buyer's remorse, which is the feeling of regret or disappointment that a customer may experience after making a purchase.

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4.

Purchasing a product with no planning or forethought is called ____________.
- A.
  
  High-involvement purchasing
- B.
  
  Post-purchase dissonance
- C.
  
  Impulse buying
- D.
  
  Extended problem solving
Correct Answer
C. Impulse buying

Explanation
Impulse buying refers to the act of purchasing a product without any prior planning or forethought. It is characterized by spontaneous and unplanned decisions, often driven by emotions or immediate desires. This behavior is typically influenced by factors such as attractive packaging, sales promotions, or the desire for instant gratification. Impulse buying is different from other types of purchasing behaviors, such as high-involvement purchasing or extended problem solving, which involve more rational decision-making processes and careful consideration of options. Post-purchase dissonance, on the other hand, refers to the feeling of regret or uncertainty that may occur after making a purchase, which is not synonymous with impulse buying.

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5.

Buyer's remorse is known as _________.
- A.
  
  Unfulfilled need recognition
- B.
  
  Product purchase neglect
- C.
  
  Post-purchase dissonance
- D.
  
  Purchase condolences
Correct Answer
C. Post-purchase dissonance

Explanation
Post-purchase dissonance refers to the feeling of regret or doubt that a buyer may experience after making a purchase. It is the psychological discomfort that arises when there is a discrepancy between the buyer's expectations and the actual product or service received. This term is used to describe the cognitive dissonance that occurs when a buyer questions their decision and wonders if they made the right choice. It can lead to feelings of dissatisfaction and can prompt buyers to seek reassurance or return the product.

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6.

________ are temporary conditions that affect how buyers behave.
- A.
  
  Situational influences
- B.
  
  Subliminal advertisements
- C.
  
  Opinions
- D.
  
  Mental positions
Correct Answer
A. Situational influences

Explanation
Situational influences refer to temporary conditions that can impact how buyers behave. These influences can include factors such as the physical environment, social surroundings, time constraints, and the buyer's mood or momentary needs. For example, a buyer may be more likely to make impulsive purchases when they are in a crowded and busy store, or they may be more influenced by discounts and promotions when they have a limited budget. Situational influences can have a significant impact on consumer behavior and can vary from one situation to another.

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7.

Al, the grocery store manager, puts the bread in aisle #1 and the milk next to aisle #10. He is controlling his store's ____ to increase the time his customers spend in the store, which will hopefully translate into increase sales.
- A.
  
  Motivation
- B.
  
  Atmospherics
- C.
  
  Mood
- D.
  
  Time sensitive situation
Correct Answer
B. Atmospherics

Explanation
The correct answer is atmospherics. Atmospherics refers to the elements and factors that create a certain atmosphere or ambiance in a store, such as the layout, lighting, music, and product placement. By strategically placing the bread in aisle #1 and the milk next to aisle #10, Al is using atmospherics to control the flow of customers and increase the time they spend in the store. This is done in the hopes that the longer customers stay, the more likely they are to make additional purchases, ultimately leading to increased sales.

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8.

Situational factors that affect people's buying behavior include all of the following EXCEPT _________.
- A.
  
  The consumer's lifestyle
- B.
  
  The consumer's mood
- C.
  
  The reason for the consumer's purchase
- D.
  
  The consumer's social situation
- E.
  
  The consumer's physical situation
Correct Answer
A. The consumer's lifestyle

Explanation
Situational factors that affect people's buying behavior include the consumer's mood, the reason for the consumer's purchase, the consumer's social situation, and the consumer's physical situation. However, the consumer's lifestyle is not considered a situational factor. Lifestyle refers to the way a person lives and the choices they make, which can influence their buying behavior but is not specific to a particular situation.

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9.

A person's self concept is ________.
- A.
  
  An individual's motivation
- B.
  
  How a person would like to view himself
- C.
  
  How a person sees himself
- D.
  
  An individual's disposition as other people see it
Correct Answer
C. How a person sees himself

Explanation
The correct answer is "how a person sees himself." Self-concept refers to an individual's perception and understanding of themselves, including their beliefs, thoughts, feelings, and overall identity. It is the way individuals define and evaluate themselves based on their own self-perception, which can include aspects such as their values, abilities, appearance, and personality traits. This self-perception plays a crucial role in shaping an individual's behavior, attitudes, and interactions with others.

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10.

A person's ideal self is ___________
- A.
  
  An individual's motivation
- B.
  
  How a person would like to view himself
- C.
  
  How a person sees himself
- D.
  
  An individual's dispositoin as other people see it
Correct Answer
B. How a person would like to view himself

Explanation
The correct answer is "how a person would like to view himself." This refers to the concept of an individual's ideal self, which represents their aspirations, goals, and the characteristics they strive to possess. It reflects the image that a person desires to project and the qualities they want to be associated with. It may differ from their actual self or how others perceive them, as it is based on their own subjective perspective and self-perception.

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11.

BONUS: Define the term routine response behavior.

Analyzing Consumer Behavior: How People Make Buying Decisions

When consumers realize there is a difference between their current state and their desired state, they have entered the ______ stage of the buying process.

Consumer Reports and Epinions.com aid consumers engaged in what step of the buying process?

Roger offers a money-back guaranteee on his new salsa flavor to try to prevent ____________.

Purchasing a product with no planning or forethought is called ____________.

Buyer's remorse is known as _________.

________ are temporary conditions that affect how buyers behave.

Al, the grocery store manager, puts the bread in aisle #1 and the milk next to aisle #10. He is controlling his store's ____ to increase the time his customers spend in the store, which will hopefully translate into increase sales.

Situational factors that affect people's buying behavior include all of the following EXCEPT _________.

A person's self concept is ________.

A person's ideal self is ___________

BONUS: Define the term routine response behavior.