As A Situational Influence Antecedent States Include

As a situational influence, antecedent states include:

the amount of cash on hand.
the time of day.
other people present.
the crowding in retail stores.
the purpose of the purchase.

the amount of cash on hand.

Toro introduced a small, lightweight snowblower called the Snow Pup, which worked well but suffered from slow sales. Toro found that consumers perceived the Snow Pup name to mean that it was a toy or too light to do any serious snow removal. Poor sales may have been the result of __________ because of customers' interpretation of the name.

selective comprehension
stimulus discrimination
selective exposure
selective retention
stimulus generalization

selective comprehension

In routine problem solving, the number of external information sources used is typically which of the following?

one
a few
there is wide variation
many
none

none

Satisfaction or dissatisfaction affects consumer communications; while the satisfied buyer typically tells about three other people about her experience, the dissatisfied buyer:

- usually tells no one except the company.
- is very unpredictable but often attempts to tell as many people as possible during a confrontation.
- is likely to complain to about nine people.
- tells only one or two.
- is often too embarrassed about the situation to tell anyone.

is likely to complain to about nine people.

To allay mothers' concerns about ingredients in its mayonnaise, Hellmann's successfully communicated the product's high Omega 3 content, which is known to be essential to human health. This is an example of using which attitude change strategy?

adding new attributes to the product
encouraging the consumer to use stimulus discrimination
changing the importance of attributes
changing beliefs about the extent to which a brand has certain attributes
encouraging the consumer to use stimulus generalization

changing beliefs about the extent to which a brand has certain attributes

Which of the following is a psychological influence on the consumer behavior decision process?

temporal effects
reference groups
promotion
lifestyle
culture

lifestyle

Opinion leaders are considered to be __________, so their opinions influence others' choices.

ethical and principled in their actions
highly connected to others in social terms
successful in business or otherwise possessing high status
knowledgeable about or users of particular products
active, experimental, and embracing of risk

knowledgeable about or users of particular products

For the purchase of a smartphone, Consumer Reports expects that many consumers use price, display, web browsing, and battery life as __________, since it tests products on these dimensions.

the consideration set
a cognitive cluster
selective features
evaluative criteria
value attributes

evaluative criteria

The problem recognition stage of the consumer purchase decision process will be activated if the consumer perceives a difference between his or her actual and ideal situations and:

- he or she knows that a solution to the problem exists.
- the difference is big enough to trigger a decision.
- the evaluative criteria to use for the purchase have previously been developed.
- he or she has the resources, both time and money, to devote to solving the problem.
- there is no current cognitive dissonance.

the difference is big enough to trigger a decision.

The study of consumer __________ helps marketers understand why people choose one brand over another and how they make these choices.

efficiency
behavior
routines
search patterns
life cycles

behavior