Marketing MKT 300 UKY Exam 2 Study Guide and Practice
Questions
Buying Behavior - correct answer ✔✔ the decision processes and actions of people involved in
buying and using products
Consumer Buying Behavior - correct answer ✔✔ the decision process and purchasing activities
of ultimate consumers, those people who purchase products for personal or household use and
NOT business purposes
Consumer Buying Decision Process - correct answer ✔✔ A 5 stage purchase decision process
which includes
1. Problem Recognition Stage
2. Information Search
3. Evaluation of Alternatives
4. Purchase Stage
5. Post-Purchase Evaluation
Problem Recognition Stage - correct answer ✔✔ occurs when a buyer becomes aware of a
difference between a desired state and an actual condition
some consumers are unaware of their problems or needs
Internal Search - correct answer ✔✔ Buyers search their memories for information about
products that might solve their problem
,External Search - correct answer ✔✔ When an internal search is not sufficient, consumers seek
additional information from outside sources
Consideration Set (Evoked Set) - correct answer ✔✔ a group of brands within a particular
product category that the buyer views as alternatives for possible purchase
Evaluation Criteria - correct answer ✔✔ objective and subjective product characteristics that
are important to the buyer
consumer will develop a set of criteria
marketers can influence customers by framing the alternatives in a certain way
Purchase Stage - correct answer ✔✔ choose the product or brand to be bought
product availability may influence the decision
negotiate the terms of the transaction
make the purchase, or terminate
Post-Purchase Evaluation - correct answer ✔✔ is either satisfied or dissatisfied
Cognitive Dissonance - correct answer ✔✔ a buyers doubts shortly after purchase about
whether the decision was the right one
often occurs after expensive, high-involvement purchases
Situational Involvement - correct answer ✔✔ temporary or dynamic involvement resulting from
a particular set of circumstances
, EX: need to buy a new car after being in an accident
Types of Consumer Problem Solving Strategies - correct answer ✔✔ Routine Response
Limited Problem Solving
Extended Problem Solving
Impulse Buying - correct answer ✔✔ involves no conscious planning; a powerful urge to buy
something immediately
NOT a strategy
Routine Response - correct answer ✔✔ used when buying frequently purchased, low-cost items
that require very little search-and-decision effort
Limited Problem Solving - correct answer ✔✔ Utilized when buying products occasionally or
when one needs to obtain information about an unfamiliar brand in a familiar product category
Six Categories of Psychological influences on consumer behavior - correct answer ✔✔
Perception
Motives
Learning
Attitudes
Personality and Self Concept
Lifestyles
Perception - correct answer ✔✔ Selecting, organizing and interpreting information to produce
meaning
Questions
Buying Behavior - correct answer ✔✔ the decision processes and actions of people involved in
buying and using products
Consumer Buying Behavior - correct answer ✔✔ the decision process and purchasing activities
of ultimate consumers, those people who purchase products for personal or household use and
NOT business purposes
Consumer Buying Decision Process - correct answer ✔✔ A 5 stage purchase decision process
which includes
1. Problem Recognition Stage
2. Information Search
3. Evaluation of Alternatives
4. Purchase Stage
5. Post-Purchase Evaluation
Problem Recognition Stage - correct answer ✔✔ occurs when a buyer becomes aware of a
difference between a desired state and an actual condition
some consumers are unaware of their problems or needs
Internal Search - correct answer ✔✔ Buyers search their memories for information about
products that might solve their problem
,External Search - correct answer ✔✔ When an internal search is not sufficient, consumers seek
additional information from outside sources
Consideration Set (Evoked Set) - correct answer ✔✔ a group of brands within a particular
product category that the buyer views as alternatives for possible purchase
Evaluation Criteria - correct answer ✔✔ objective and subjective product characteristics that
are important to the buyer
consumer will develop a set of criteria
marketers can influence customers by framing the alternatives in a certain way
Purchase Stage - correct answer ✔✔ choose the product or brand to be bought
product availability may influence the decision
negotiate the terms of the transaction
make the purchase, or terminate
Post-Purchase Evaluation - correct answer ✔✔ is either satisfied or dissatisfied
Cognitive Dissonance - correct answer ✔✔ a buyers doubts shortly after purchase about
whether the decision was the right one
often occurs after expensive, high-involvement purchases
Situational Involvement - correct answer ✔✔ temporary or dynamic involvement resulting from
a particular set of circumstances
, EX: need to buy a new car after being in an accident
Types of Consumer Problem Solving Strategies - correct answer ✔✔ Routine Response
Limited Problem Solving
Extended Problem Solving
Impulse Buying - correct answer ✔✔ involves no conscious planning; a powerful urge to buy
something immediately
NOT a strategy
Routine Response - correct answer ✔✔ used when buying frequently purchased, low-cost items
that require very little search-and-decision effort
Limited Problem Solving - correct answer ✔✔ Utilized when buying products occasionally or
when one needs to obtain information about an unfamiliar brand in a familiar product category
Six Categories of Psychological influences on consumer behavior - correct answer ✔✔
Perception
Motives
Learning
Attitudes
Personality and Self Concept
Lifestyles
Perception - correct answer ✔✔ Selecting, organizing and interpreting information to produce
meaning
