Question 1

Describe transformational motives in brief.

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Question 2

What are the two routes to persuasion according to the Elaboration Likelihood Model?

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Question 3

Which step in the consumer decision process follows problem recognition?

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Question 4

Write a note on business markets.

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Question 5

Write a short note on customer needs and product utility.

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Question 6

When buying a new backpack,Maria assessed four brands.The _____ that she used to make a purchase decision were sturdiness,weight,and design.

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The evaluative criteria are the standards the consumers use to judge the features and benefits of alternative products.

Question 7

What are government markets?

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Question 8

Write a short note on opinion leaders.

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Question 9

What is the alternative term for cognitive dissonance?

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Question 10

What is the importance of consumer behavior in marketing?

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Question 11

An advertisement for a plaque removing kit in a leading dental magazine encourages dentists to first use it and then recommend it to their patients.Which type of market does the advertisement address? Briefly explain your answer.

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Question 12

What are the three aims related to habits that companies have in the quest for brand loyalty?

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Question 13

When buying a new backpack,Maria selected four different brands in the shop and checked them for durability and quality.In this scenario,the alternative brands that she evaluated comprised the _____.

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At the point of making a purchase decision, though, consumers typically search, consider, and compare alternative brands. Consumers evaluate selection alternatives (called the evoked set).

Question 14

At the point of making a purchase decision,consumers establish _____ to judge selection alternatives.

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Consumers evaluate selection alternatives (called the evoked set). To do this, they establish evaluative criteria, the standards they use to judge the features and benefits of alternative products.

Question 15

List the three general categories of customers.

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Question 16

Johann buys an expensive microwave oven for his wife from an online retailer.After having made the purchase,he begins to wonder whether he should have bought a different model.He starts to weigh the pros and cons of both models but decides that the one he had bought was better anyway.This is an example of _____.

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Cognitive dissonance occurs when there is inconsistency between what the consumer perceived to be true and reality.

Question 17

Write a short note on how the nonpersonal influence of place can affect a consumer's final purchase decision.

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Question 18

According to the _____,people strive to justify their behavior by reducing the inconsistency between their perceptions or beliefs and reality.

Accepted Answer

The theory of cognitive dissonance (also called postpurchase dissonance) holds that people strive to justify their behavior by reducing the dissonance, or inconsistency, between their cognitions (their perceptions or beliefs) and reality.

Question 19

Write a short note on psychological screens.

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Question 20

Briefly describe mental files.

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Quiz 5: Marketing and Consumer Behavior