University of Texas, El Paso

MKT MISC

Chapter 9

1)Luke wants to treat Jessie to an expensive ghost tour and mystery dinner theatre with an all-you-can-eat buffet on Saturday evening. In anticipation of the large expenditure, he intends to pack his lunch on Monday, Wednesday, and Friday and forego lunch on Tuesday and Thursday. What has Luke created in anticipation of the dinner andexpenditure?

2. Jessie just moved into her first home and her mother is shopping for some household items. She plans to buy just a few sets of towels and a much- needed rug. She selects a few items, but becomes increasingly excited and soon the shopping cart is overflowing with couch pillows, wall art, and kitchen gadgets (and don't forget the towels and the rug). How do marketers describe these unplanned purchases?

3. Mike is attempting to change his eating actions over the next six months. In preparation, he is planning how to respond when asked to join his friends at their weekly all-you-can-eat buffet night out. The term that marketers would use to describe these actions is                                                         .

4. Marketers refer to a customer's "if-then" plan as                                                                                     .

5. What term would marketers use to describe a situation in today's information-rich environment where buyers have too many choices?

6. Luke owns several relatively new business suits that he enjoys wearing. One day at the office, he notices an especially attractive suit worn by a coworker and decides he needs to buy a new suit. As described in

this chapter, what type of problem recognition has taken place?

7. A comparison shopping website such as Bizrate.com is a good example of (a) .

8. A                   is considered successful when a marketer persuades consumers to buy or use a product outside of its givencategory, such as eating bacon as a dessert topping.

9. If you have ever conducted research online for a product, you've probably found that your search triggered ads for similar or related products to start popping up in your sidebar. What is occurring in this scenario?

10. Financial planning offers many consumer choices and requires a great deal of thinking, planning, researching, and careful decision making. Marketers use the term         to refer to this type of decision making.

11. Luke is getting ready to buy a new car. Since this is a large expense, he is going to gather a great deal of data to make the best decision. According to the Stages of Consumer Decision Making, the correct marketing term for this stage of the process is                                                       .

12. The marketing term upper funnel refers to                                                   .

13. TJ buys the same type of soda every time he goes to the grocery store. In fact, the purchase is so routine, that he no longer even looks at the other items in that shopping aisle. is the best phrase to describe routine shopping choices made without conscious effort.

14. While grocery shopping, Luisa passes an end cap with ketchup and suddenly realizes that she has little left at home. She grabs a bottle of Heinz to replace the same brand that she has at home. At what level of involvement is Luisa making her decision?

15. Patti believes that price and quality are closely related for some product categories. When she buys makeup, forexample, she always buys the most expensive option. Which term applies to Patti's shortcut to decision making?

16. Consumers might strongly associate certain products with where they are made (such as Toyotas with Japan). Savvy marketers find ways to take advantage of this association that people have between a product and its specific    .

17.                 occurs when a consumer has an intense dislike for a manufacturer. In some cases, the dislike can lead to boycotts.

18. Chandler says he only buys American-made vehicles because he feels that cars built in other countries are inferior to local manufacturing. This is an example of             .

19. Much of the current work in behavioral economics demonstrates how a nudge, described as a(n)                , can result in dramatic effects.

20. A prime is a stimulus that encourages people to focus on some specific aspect of their lives such as their financialwell-being or the environment. Which of the following is NOT an example of a prime or a study of prime-related behavior?

21. A good example of a simple                                              that changes how people act would be to switch from asking consumers to opt in to a program, and instead ask them to opt out of a program if they don't want to participate.

22. Much of the emerging work in behavioral economics focuses on the role of    , which is a strategy that involves using cues in the environment that make consumers more likely to react in a certain way even though they are unaware of these influences.

23. When Devon originally purchased and set-up her new iPhone, she was surprised that many popular apps would not download without permission to access her photos, contacts, and location. Based

on research, consumers are more likely to comply with a requirement, rather than make the effort not to comply. Marketers refer to this

as                       .

24. If you are a person who hates losing things more than you like getting things, then you would fit right in with the term                                                                                                                           .