BUSML 3250 Exam 2 2026 Questions and
Answers
CROPing - Correct answer-"CRedible OPinions" Activately seeking out
information and postponing a purchase decision until all options have been
evaluated.
Consumer Behavior - Correct answer-the actions a person takes in purchasing and
using products and services, including the mental and social processes that come
before and after these actions
Purchase decision process - Correct answer-the stages a buyer passes through in
making choices about which products or services to buy.
Five stages:
1) Problem Recognition
2) Information Search
3) Alternative Evaluation
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,4) Purchase Decision
5) Post purchase Behavior
Problem Recognition (Stage 1) - Correct answer-Perceiving a difference between a
person's ideal and actual situations big enough to trigger a decision.
Information Search (Stage 2) - Correct answer-Searching for information on the
product, can be done through internal or external searches.
Internal Search - Correct answer-Scanning your memory for previous experiences
with brands or products
External Search - Correct answer-needed when past experience or knowledge is
insufficient, the risk of making a wrong purchase decision is high, and the cost of
gathering information is low.
3 Primary sources of external information:
1) Personal Sources, i.e. relatives or friends
2) Public Sources, i.e. Consumer reports, government agencies, Tv consumer
programs
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,3) Marketer-dominated Sources, i.e. information from sellers including advertising,
Company websites, salespeople, point-of-purchase displays in stores
Alternative Evaluation (Stage 3) - Correct answer-The alternative evaluation stage
clarifies the problem for the consumer by (1) suggesting criteria to use for the
purchase, (2) yielding brand names that might meet the criteria, and (3) developing
consumer value perceptions.
Evaluative Criteria - Correct answer-both the objective attributes of a brand (Such
as display) and the subjective ones (such as prestige) you use to compare different
products and brands
consideration set - Correct answer-A group of brands that a consumer considers
acceptable from among all the brands in the product class of which he or she is
aware.
cognitive dissonance - Correct answer-feeling of post-purchase psychological
tension or anxiety. To alleviate it, consumers often try to applaud themselves for
making the right choice.
Involvement - Correct answer-the personal, social, and economic significance of
the purchase to the consumer
3 Characteristics of high-involvement purchases - Correct answer-1) Expensive
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, 2) Can have serious personal consequences
3) Could reflect on ones social image
extended problem solving - Correct answer-In extended problem solving, each of
the five stages of the consumer purchase decision process is used and considerable
time and effort are devoted to the search for external information and the
identification and evaluation of alternatives. Several brands are in the consideration
set, and these are evaluated on many attributes. Extended problem solving exists in
high-involvement purchase situations for items such as automobiles and audio
systems.
Limited Problem solving - Correct answer-In limited problem solving, consumers
typically seek some information or rely on a friend to help them evaluate
alternatives. Several brands might be evaluated using a moderate number of
attributes.
Routine problem solving - Correct answer-for products such as table salt and milk,
consumers recognize a problem, make a decision, and spend little effort seeking
external information and evaluating alternatives.
Situational Influences that affect purchase decisions - Correct answer-Five
situational influences have an affect on the purchase decision process:
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Answers
CROPing - Correct answer-"CRedible OPinions" Activately seeking out
information and postponing a purchase decision until all options have been
evaluated.
Consumer Behavior - Correct answer-the actions a person takes in purchasing and
using products and services, including the mental and social processes that come
before and after these actions
Purchase decision process - Correct answer-the stages a buyer passes through in
making choices about which products or services to buy.
Five stages:
1) Problem Recognition
2) Information Search
3) Alternative Evaluation
©COPYRIGHT 2025, ALL RIGHTS RESERVED 1
,4) Purchase Decision
5) Post purchase Behavior
Problem Recognition (Stage 1) - Correct answer-Perceiving a difference between a
person's ideal and actual situations big enough to trigger a decision.
Information Search (Stage 2) - Correct answer-Searching for information on the
product, can be done through internal or external searches.
Internal Search - Correct answer-Scanning your memory for previous experiences
with brands or products
External Search - Correct answer-needed when past experience or knowledge is
insufficient, the risk of making a wrong purchase decision is high, and the cost of
gathering information is low.
3 Primary sources of external information:
1) Personal Sources, i.e. relatives or friends
2) Public Sources, i.e. Consumer reports, government agencies, Tv consumer
programs
©COPYRIGHT 2025, ALL RIGHTS RESERVED 2
,3) Marketer-dominated Sources, i.e. information from sellers including advertising,
Company websites, salespeople, point-of-purchase displays in stores
Alternative Evaluation (Stage 3) - Correct answer-The alternative evaluation stage
clarifies the problem for the consumer by (1) suggesting criteria to use for the
purchase, (2) yielding brand names that might meet the criteria, and (3) developing
consumer value perceptions.
Evaluative Criteria - Correct answer-both the objective attributes of a brand (Such
as display) and the subjective ones (such as prestige) you use to compare different
products and brands
consideration set - Correct answer-A group of brands that a consumer considers
acceptable from among all the brands in the product class of which he or she is
aware.
cognitive dissonance - Correct answer-feeling of post-purchase psychological
tension or anxiety. To alleviate it, consumers often try to applaud themselves for
making the right choice.
Involvement - Correct answer-the personal, social, and economic significance of
the purchase to the consumer
3 Characteristics of high-involvement purchases - Correct answer-1) Expensive
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, 2) Can have serious personal consequences
3) Could reflect on ones social image
extended problem solving - Correct answer-In extended problem solving, each of
the five stages of the consumer purchase decision process is used and considerable
time and effort are devoted to the search for external information and the
identification and evaluation of alternatives. Several brands are in the consideration
set, and these are evaluated on many attributes. Extended problem solving exists in
high-involvement purchase situations for items such as automobiles and audio
systems.
Limited Problem solving - Correct answer-In limited problem solving, consumers
typically seek some information or rely on a friend to help them evaluate
alternatives. Several brands might be evaluated using a moderate number of
attributes.
Routine problem solving - Correct answer-for products such as table salt and milk,
consumers recognize a problem, make a decision, and spend little effort seeking
external information and evaluating alternatives.
Situational Influences that affect purchase decisions - Correct answer-Five
situational influences have an affect on the purchase decision process:
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