UCF MAR 3023 Exam 2 Review (Study
Guide/ Quizzes) correctly answered
updated to pass
Consumer Decision Process - correct answer Need Recognition, Information Search, Alternative
Search, Alternative Evaluation, Purchase, Post-Purchase
Need Recognition - correct answer The beginning of the consumer decision process; occurs when
consumers recognize they have an unsatisfied need and want to go from their actual, needy state to
a different, desired state.
Functional Needs - correct answer Pertain to the performance of a product or service.
Psychological Needs - correct answer Pertain to the personal gratification consumers associate with
a product or service.
Search for Information - correct answer The second step, after a consumer recognizes a need, is to
search for information about the various options that exist to satisfy that need.
Internal Search for Information - correct answer Occurs when the buyer examines his or her own
memory and knowledge about the product or service, gathered through past experiences.
External Search for Information - correct answer Occurs when the buyer seeks information outside
his or her personal knowledge base to help make the buying decision.
Evaluation of Alternatives - correct answer Once a consumer has recognized a problem and explored
the possible options, he or she must sift through the choices available and evaluate the alternatives.
Alternative evaluation often occurs while the consumer is engaged in the process of information
search.
Purchase and Consumption - correct answer After evaluating the alternatives, customers are ready
to buy. However, they don't always patronize the store or purchase the brand or item on which they
had originally decided. It may not be available at the retail store, for example. Retailers therefore
turn to the conversion rate to measure how well they have converted purchase intentions into
purchases.
, Conversion Rates - correct answer Percentage of consumers who buy a product after viewing it.
Post-purchase - correct answer The final step of the consumer decision process is postpurchase
behavior. Marketers are particularly interested in post purchase behavior because it entails actual
rather than potential customers.
Factors Influencing the Consumer Decision Process - correct answer Psychological, Situational, Social,
Marketing Mix
Psychological Factors - correct answer Motives, Attitude, Perception, Learning, Lifestyle
Social Factors - correct answer Family, Reference Groups, Culture
Situational Factors - correct answer Purchase, Shopping, Temporal
Marketing Mix - correct answer Product, Price, Place, Promotion
Involvement - correct answer Consumer's interest in a product or service.
High Involvement - correct answer Develops strong attitudes and purchase intentions.
Low Involvement - correct answer Generates weak attitudes and increased use of cues.
Extended Problem Solving - correct answer A purchase decision process during which the consumer
devotes considerable time and effort to analyzing alternatives; often occurs when the consumer
perceives that the purchase decision entails a lot of risk.
Limited Problem Solving - correct answer Occurs during a purchase decision that calls for, at most, a
moderate amount of effort and time.
4 types of B2B Markets - correct answer Resellers, Institutions, Government, Manufacturers/Service
Providers
Guide/ Quizzes) correctly answered
updated to pass
Consumer Decision Process - correct answer Need Recognition, Information Search, Alternative
Search, Alternative Evaluation, Purchase, Post-Purchase
Need Recognition - correct answer The beginning of the consumer decision process; occurs when
consumers recognize they have an unsatisfied need and want to go from their actual, needy state to
a different, desired state.
Functional Needs - correct answer Pertain to the performance of a product or service.
Psychological Needs - correct answer Pertain to the personal gratification consumers associate with
a product or service.
Search for Information - correct answer The second step, after a consumer recognizes a need, is to
search for information about the various options that exist to satisfy that need.
Internal Search for Information - correct answer Occurs when the buyer examines his or her own
memory and knowledge about the product or service, gathered through past experiences.
External Search for Information - correct answer Occurs when the buyer seeks information outside
his or her personal knowledge base to help make the buying decision.
Evaluation of Alternatives - correct answer Once a consumer has recognized a problem and explored
the possible options, he or she must sift through the choices available and evaluate the alternatives.
Alternative evaluation often occurs while the consumer is engaged in the process of information
search.
Purchase and Consumption - correct answer After evaluating the alternatives, customers are ready
to buy. However, they don't always patronize the store or purchase the brand or item on which they
had originally decided. It may not be available at the retail store, for example. Retailers therefore
turn to the conversion rate to measure how well they have converted purchase intentions into
purchases.
, Conversion Rates - correct answer Percentage of consumers who buy a product after viewing it.
Post-purchase - correct answer The final step of the consumer decision process is postpurchase
behavior. Marketers are particularly interested in post purchase behavior because it entails actual
rather than potential customers.
Factors Influencing the Consumer Decision Process - correct answer Psychological, Situational, Social,
Marketing Mix
Psychological Factors - correct answer Motives, Attitude, Perception, Learning, Lifestyle
Social Factors - correct answer Family, Reference Groups, Culture
Situational Factors - correct answer Purchase, Shopping, Temporal
Marketing Mix - correct answer Product, Price, Place, Promotion
Involvement - correct answer Consumer's interest in a product or service.
High Involvement - correct answer Develops strong attitudes and purchase intentions.
Low Involvement - correct answer Generates weak attitudes and increased use of cues.
Extended Problem Solving - correct answer A purchase decision process during which the consumer
devotes considerable time and effort to analyzing alternatives; often occurs when the consumer
perceives that the purchase decision entails a lot of risk.
Limited Problem Solving - correct answer Occurs during a purchase decision that calls for, at most, a
moderate amount of effort and time.
4 types of B2B Markets - correct answer Resellers, Institutions, Government, Manufacturers/Service
Providers
