Need Recognition
Consumer Decisions
Information Search
Evaluative Criteria
Outlet Selection and Purchase
Outlet Selection and Purchase 2
Post Purchase
100
Another term for need recognition, the first stage in the Consumer Buying Process
What is Problem Solving?
100
This is a routine purchase......buying your favorite brand of yogurt each week at the Wegmans
What is Nominal Decision Making?
100
Search of long-term memory to determine if
1.a satisfactory solution is known
2.what are types of potential solutions, and
3.ways to compare the possible solutions.
INTERNAL OR EXTERNAL?
What is Internal Search?
100
This Involves the use of general attitudes, summary impressions, intuitions, or heuristics; no attribute-by-attribute comparisons are made at the time of choice.
Attitude Based choice or Attribute Based Choice
What is Attitude Based Choice?
100
Name two reasons why someone would choose to shop online?
What are?:
100
What percentage of supermarket decision purchases are made in store?
What is Two Thirds?
100
This occurs when a consumer has doubts or anxiety regarding the wisdom of a purchase made and is a function of the following:
• The degree of commitment or irrevocability of the decision
• The importance of the decision to the consumer
• The difficulty of choosing among the alternatives
• The individual’s tendency to experience anxiety
What is Post Purchase or Cognitive Dissonance?
200
a specific requirement you have to live and function in society.
What is a Need?
200
Middle ground between nominal and extended decision making.
What is Limited Decision Making?
200
If a resolution is not reached through internal search, then the search process is focused on relevant external information.
INTERNAL OR EXTERNAL?
What is External Search?
200
This Requires the knowledge of specific attributes at the time the choice is made, and it involves attribute-by-attribute comparisons across brands.
What is attribute based choice?
200
Name two Barriers that people have to Internet Shopping?
What are?:
200
Name 2 Influences on brand choice (for in store and online).
What are:
1.Point-Of-Purchase Materials
2.Price Reductions and Promotional Deals
3.Outlet Atmosphere
4.Stockouts
5.Website Functioning and Requirements
6.Mobile Apps
7.Sales Personnel
200
Marketers must also consider that their products will be disposed of after they are no longer used. Give 2 examples of product disposition:
What are:
Recycle
Throw away
Donate
Trade in
Sell
300
A means by which needs are satisfied.
What is a Want?
300
This Decision making involves extensive internal and external search followed by a complex evaluation of multiple alternatives.
What is Extended Decision Making?
300
These are the alternatives that the consumer is aware of:
What is the Awareness Set?
300
This is a type of Evaluative Criteria to compare attributes of different products.
What is Perceptual Mapping?
300
Name two reasons why someone wouldn't want to shop in a Brick and Mortar store:
300
Name one point of purchase material that can influence a brand choice:
What are:
300
If someone is dissatisfied with their product purchase, what are some possible actions that they can take?
What are:
400
Sue decides on a Lexus to get her to school versus a Ford Fiesta.
What is a Want?
400
In the Process of Problem Recognition, there is a discrepancy between the actual state and the ___________ state.
Give an example
WHAT IS DESIRED STATE?
400
These are the alternatives that are given consideration:
What is the Evoked Set?
400
This Decision Rule Establishes minimum required performance for each evaluative criterion.
Price: 3
Weight: 4
Processor:3
Battery life:1
After-sale support:2
Display quality:3
What is the Conjunctive Rule?
400
How are retailers trying to enhance the instore shopping experience?
Give a real world example.
What is Layout, music, personal shoppers, gift wrap, champagne?
400
Give an example of each:
Coupon
Multi-item discounts
Gift
ex. $1 off coupon for Kelloggs cereal
Buy 2 diet Pepsi get 1 free
Get a free Sabres Bottle opener with purchase of Labbatt Blue
400
These people continue to buy the same brand though they do not have an emotional attachment to it.
Who are repeat purchasers?
500
Name one category of a need:
What is physiological, personal or socioeconomic?
500
John needs to get a new vehicle after he retired. What type of Decision Making Process does he go through?
What is Extended Decision Making?
500
There are Five primary sources of information available to consumers:
Name 2
What are:
Memory of past searches, personal experiences, and low-involvement learning
Personal sources, such as friends, family, and others.
Independent sources, such as magazines, consumer groups, and government agencies
Marketing sources, such as sales personnel, websites, and advertising
Experiential sources, such as inspection or product trial
500
This Decision Rule
Establishes a minimum required performance for each important attribute (often a high level).
All brands that meet or exceed the performance level for any key attribute are acceptable.
What is the Disjunctive Rule?
500
These are consumers who browse and/or purchase in more than one channel simultaneously. They are Digital savvy, with heavy reliance on mobile shopping apps. Younger Gen Yers, upscale and tech savvy Gen X and older Gen Y
Spend 15%-30% more with a retailer than multi-channel shoppers!
Who are Omni Channel shoppers?
500
Give an example of how the store atmosphere can have an influence on your brand choice
What is:
500
This is is a turnover in a firm’s customer base.
What is a "Churn"?