Lecture 4: Understanding Consumer and Business Buyers - Consumer Behaviour

When a consumer frequently purchases low-cost products requiring little search and decision effort, he or she will most likely engage in:

• enduring purchase behaviour

• routinised response behaviour

• extended problem solving

• impulse searching

• limited problem solving

John has just bought a new swing set for his kids, but now thinks that he should have bought a new set of Ping golf clubs for himself instead. John is experiencing:

• attitude formation

• belief assessment

• role inconsistency

• cognitive dissonance

• personality

Julia has been enjoying driving her new Hyundai Genesis coupe for the past year, but there is excessive wind noise and the transmission and air-conditioning compressor need to be replaced. What state of the consumer decision-making process is Julia at?

• Purchase

• Evaluation of alternatives

• Post-purchase evaluation

• Information search

• Problem recognition

When an individual alters information to make it consistent with their personal feelings or beliefs, they are using:

• perception

• selective distortion

• selective exposure

• cognitive dissonance

• selective retention

Which type of problem solving is frequently used for purchasing high-involvement products?

• Impulse

• Routinised

• Extended

• Limited

• Selective

If a business owner buys a specimen of the product, which buying method is she using?

• Description

• Sampling

• Negotiation

• Ordering

• Inspection

Administrative assistants that control the flow of information to other people in the organisation often play the ________ role in the buying centre.

• gatekeeper

• user

• influencer

• buyer

• controller