Marketing 3000 Exam 2 (Lecture - Joel
Poor) Latest Questions with Complete
Verified Solutions 2025-2026 Update.
What does every decision process start with? - Answer buyer need recognition
What are the steps in the consumer buying process? - Answer Problem recognition ->
Information search ->
Evaluation of alternatives ->
Purchase decision ->
Post purchase behavior
What are innate needs? - Answer physiological needs (aka biogenic/primary needs) for food,
water, air, clothing, shelter, and sex
other innate needs: social interaction, medication, SLEEP
What are acquired needs? - Answer (aka psychogenic/secondary needs) Needs that are
learned in response to one's culture or environment (such as the need for esteem, prestige,
affection, or power), there's more acquired needs than innate needs
What are the trio of acquired needs? - Answer 1. Power (ex: guns, security systems, houses,
automobiles, birth control)
2. Affiliation (ex: dogs, motorcycles, sororities, social media, college, SPORTS MERCHANDISE)
3. Achievement (ex: workout equipment, school, honors program, clothing)
What is Maslow's Hierarchy of Needs? - Answer Self-actualization
Ego needs (prestige, status, self-esteem)
Social needs (affection, friendship, belonging)
Safety and security needs (protection, stability)
Innate needs (breathing, food, etc. -most important obvi)
, What sources are there in the information search? - Answer Internal sources (stored in
memory, the most reliable)
Group sources (shopping with a friend)
Marketing sources (advertising)
Public sources (consumer reports)
Experiential sources (test driving a car, can be effective and become internal)
How does social networking influence the information search process? - Answer false
information, direct contact by businesses, posts by friends
Why are consumers' evaluations often incorrect? - Answer inexperience or bias
What is the difference between a compensatory decision method and a non-compensatory
one? - Answer compensatory: used only in a high-importance situation (ex: buying a car)
non-compensatory: short cut
What decisions might be made when purchasing a product? - Answer 1. specific product
features options
2. where and when to buy (when is where to buy important? home location (nice neighborhood
vs. sketchy), work location, car location (carfax vs. craigslist
3. how to take possession (delivered or picked up)
4. method of payment (up front payment, monthly payment)
When does postpurchase doubt occur the most? - Answer with larger purchases
How can marketers reduce doubt? - Answer reassuring buyers through ads and personal
communications, providing quality post-sale service
What is the Expectancy Gap Theory? - Answer Level of satisfaction = actual performance -
expectations
positive gap = happy
negative gap = sad
either lower consumers' expectations or increase performance level
Poor) Latest Questions with Complete
Verified Solutions 2025-2026 Update.
What does every decision process start with? - Answer buyer need recognition
What are the steps in the consumer buying process? - Answer Problem recognition ->
Information search ->
Evaluation of alternatives ->
Purchase decision ->
Post purchase behavior
What are innate needs? - Answer physiological needs (aka biogenic/primary needs) for food,
water, air, clothing, shelter, and sex
other innate needs: social interaction, medication, SLEEP
What are acquired needs? - Answer (aka psychogenic/secondary needs) Needs that are
learned in response to one's culture or environment (such as the need for esteem, prestige,
affection, or power), there's more acquired needs than innate needs
What are the trio of acquired needs? - Answer 1. Power (ex: guns, security systems, houses,
automobiles, birth control)
2. Affiliation (ex: dogs, motorcycles, sororities, social media, college, SPORTS MERCHANDISE)
3. Achievement (ex: workout equipment, school, honors program, clothing)
What is Maslow's Hierarchy of Needs? - Answer Self-actualization
Ego needs (prestige, status, self-esteem)
Social needs (affection, friendship, belonging)
Safety and security needs (protection, stability)
Innate needs (breathing, food, etc. -most important obvi)
, What sources are there in the information search? - Answer Internal sources (stored in
memory, the most reliable)
Group sources (shopping with a friend)
Marketing sources (advertising)
Public sources (consumer reports)
Experiential sources (test driving a car, can be effective and become internal)
How does social networking influence the information search process? - Answer false
information, direct contact by businesses, posts by friends
Why are consumers' evaluations often incorrect? - Answer inexperience or bias
What is the difference between a compensatory decision method and a non-compensatory
one? - Answer compensatory: used only in a high-importance situation (ex: buying a car)
non-compensatory: short cut
What decisions might be made when purchasing a product? - Answer 1. specific product
features options
2. where and when to buy (when is where to buy important? home location (nice neighborhood
vs. sketchy), work location, car location (carfax vs. craigslist
3. how to take possession (delivered or picked up)
4. method of payment (up front payment, monthly payment)
When does postpurchase doubt occur the most? - Answer with larger purchases
How can marketers reduce doubt? - Answer reassuring buyers through ads and personal
communications, providing quality post-sale service
What is the Expectancy Gap Theory? - Answer Level of satisfaction = actual performance -
expectations
positive gap = happy
negative gap = sad
either lower consumers' expectations or increase performance level
