Marketing 3000 Exam 2 Joel Poor Final
Test Questions with Guaranteed Pass
Solutions 2025-2026 Updated.
Consumer Behavior - Answer how buyers make purchase decisions
Social Factors of Consumer Buying Process - Answer Family- most important group influence
(trends: wives-outside home, husbands-inside home, children-influence family purchases)
Reference Groups- groups that serve to influence buying behavior (opinion leaders- Warren
buffet, aspirational group influence-buying shoes like Lebron James)
Role and Status- person's role in a group may influence buying behavior
Cultural Factors of Consumer Buying Process - Answer Culture- the set of basic values and
behaviors shared by members of society (U.S. health concerns)
Subculture- smaller groups within a culture (US latino market, US mature consumers trying to
buy age-defying products)
Social Class- society's ordered divisions, determined by income, education, and wealth with
occupation being the most important
Personal Factors of Consumer Buying Process - Answer Age and Life-Cycle Stage- over
people's lifetimes, their buying purchases change (bigger family, bigger car)
Occupation- (blue-collar workers)
Economic Situation- buying behavior depends on economy (great value brands during
recession)
Personality- relatively enduring psychological characteristics (brands try to match consumers
personalities, hard to determine)
,Perception- process people use to select, organize, and interpret info (selective attention,
selective distortion, selective retention)
Learning- changes in behavior arising from experience; a drive becomes a motive when it is
directed toward a stimulus object; a cue determines when, where, and how a person might
respond (marketers increase demand for products by associating it with strong drives, using
motivating cues, and providing a good consumer experience that will reinforce another
purchase)
Beliefs- a descriptive thought ("that's too expensive")
Attitudes- a person's relatively consistent evaluation toward some thing or idea ("you should
pay more for good furniture") harder to change
Stages of Consumer Buying Process - Answer 1. Need Recognition
2. Information Search
3. Alternative Evaluation
4. Purchase Decision
5. Post-purchase Decision
1. Need Recognition - Answer A need or want that needs satisfaction. A stimulus triggers
this:
-Internal Stimulus/Innate Needs: hunger or thirst
-External Stimulus/Acquired Need: seeing or hearing an advertisement (two types: having a
problem with product, or marketing mix elements stimulate this)
Most frequently used marketing mix stimulus - Answer Promotion, specifically
advertisements
2. Information Search - Answer consumer engages in a search for information about
alternative that may satisfy the need:
-internal search: memory
-external search: asking family or friends/reading reviews
*Consumers have most confidence in internal sources*
, How marketers reduce the cost of information search - Answer Provide trained sales help,
point of purchase information, an informative website thats easy to use, and informative
advertising
3. Alternative Evaluation - Answer consumer evaluates their set of preferred alternatives
(evoked set or consideration set)
-perfectly rational consumer: rate each alt. on every attribute, multiply each attribute
importance by each rating, then sum up the totals for each
-typical consumer: partial process; rate top 3 attributes of each alt. or eliminate alt.'s if they
don't rate above a certain point on the most important attribute
Hierarchical Heuristic - Answer use one attribute to exclude alternatives , then make a
comparison of remaining alternatives based on another attribute or two
4. Purchase Decision - Answer includes whether to buy as well as where and how to buy
5. Post-purchase Evaluation - Answer sometimes consumers have cognitive dissonance
(anxiety or regret of purchase) which causes returns or negative relations to brand
To avoid: marketers can use personal selling or advertising communication
performance - expectations =level of satisfaction
*expectancy gap theory is particularly important for service contexts*
The imperative and difficulty for marketers - Answer deliver on performance through quality
products and services and attract customers without over-exaggerating
Three Categories of Involvement - Answer -Routine
-Limited
-Extensive
*the more expensive, the more time invested in the product decision (relative to consumer)*,
also if perceived risk
Routine Decisions - Answer low involvement
low-priced, everyday items (gum, magazines)
Test Questions with Guaranteed Pass
Solutions 2025-2026 Updated.
Consumer Behavior - Answer how buyers make purchase decisions
Social Factors of Consumer Buying Process - Answer Family- most important group influence
(trends: wives-outside home, husbands-inside home, children-influence family purchases)
Reference Groups- groups that serve to influence buying behavior (opinion leaders- Warren
buffet, aspirational group influence-buying shoes like Lebron James)
Role and Status- person's role in a group may influence buying behavior
Cultural Factors of Consumer Buying Process - Answer Culture- the set of basic values and
behaviors shared by members of society (U.S. health concerns)
Subculture- smaller groups within a culture (US latino market, US mature consumers trying to
buy age-defying products)
Social Class- society's ordered divisions, determined by income, education, and wealth with
occupation being the most important
Personal Factors of Consumer Buying Process - Answer Age and Life-Cycle Stage- over
people's lifetimes, their buying purchases change (bigger family, bigger car)
Occupation- (blue-collar workers)
Economic Situation- buying behavior depends on economy (great value brands during
recession)
Personality- relatively enduring psychological characteristics (brands try to match consumers
personalities, hard to determine)
,Perception- process people use to select, organize, and interpret info (selective attention,
selective distortion, selective retention)
Learning- changes in behavior arising from experience; a drive becomes a motive when it is
directed toward a stimulus object; a cue determines when, where, and how a person might
respond (marketers increase demand for products by associating it with strong drives, using
motivating cues, and providing a good consumer experience that will reinforce another
purchase)
Beliefs- a descriptive thought ("that's too expensive")
Attitudes- a person's relatively consistent evaluation toward some thing or idea ("you should
pay more for good furniture") harder to change
Stages of Consumer Buying Process - Answer 1. Need Recognition
2. Information Search
3. Alternative Evaluation
4. Purchase Decision
5. Post-purchase Decision
1. Need Recognition - Answer A need or want that needs satisfaction. A stimulus triggers
this:
-Internal Stimulus/Innate Needs: hunger or thirst
-External Stimulus/Acquired Need: seeing or hearing an advertisement (two types: having a
problem with product, or marketing mix elements stimulate this)
Most frequently used marketing mix stimulus - Answer Promotion, specifically
advertisements
2. Information Search - Answer consumer engages in a search for information about
alternative that may satisfy the need:
-internal search: memory
-external search: asking family or friends/reading reviews
*Consumers have most confidence in internal sources*
, How marketers reduce the cost of information search - Answer Provide trained sales help,
point of purchase information, an informative website thats easy to use, and informative
advertising
3. Alternative Evaluation - Answer consumer evaluates their set of preferred alternatives
(evoked set or consideration set)
-perfectly rational consumer: rate each alt. on every attribute, multiply each attribute
importance by each rating, then sum up the totals for each
-typical consumer: partial process; rate top 3 attributes of each alt. or eliminate alt.'s if they
don't rate above a certain point on the most important attribute
Hierarchical Heuristic - Answer use one attribute to exclude alternatives , then make a
comparison of remaining alternatives based on another attribute or two
4. Purchase Decision - Answer includes whether to buy as well as where and how to buy
5. Post-purchase Evaluation - Answer sometimes consumers have cognitive dissonance
(anxiety or regret of purchase) which causes returns or negative relations to brand
To avoid: marketers can use personal selling or advertising communication
performance - expectations =level of satisfaction
*expectancy gap theory is particularly important for service contexts*
The imperative and difficulty for marketers - Answer deliver on performance through quality
products and services and attract customers without over-exaggerating
Three Categories of Involvement - Answer -Routine
-Limited
-Extensive
*the more expensive, the more time invested in the product decision (relative to consumer)*,
also if perceived risk
Routine Decisions - Answer low involvement
low-priced, everyday items (gum, magazines)
