UCF MAR 3023 EXAM 2 GUIDE | QUESTIONS AND ANSWERS | 2026 UPDATE | WITH
COMPLETE SOLUTION
If you found this helpful, *Venmo* me @*ASerros* to show your appreciation! Good luck! - (ANSWER)
Consumer Decision Process - (ANSWER)Need Recognition, Information Search, Alternative Search,
Alternative Evaluation, Purchase, Post-Purchase
Need Recognition - (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 - (ANSWER)Pertain to the performance of a product or service.
Psychological Needs - (ANSWER)Pertain to the personal gratification consumers associate with a product
or service.
Search for Information - (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 - (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 - (ANSWER)Occurs when the buyer seeks information outside his or her
personal knowledge base to help make the buying decision.
Evaluation of Alternatives - (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 - (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.
, UCF MAR 3023 EXAM 2 GUIDE | QUESTIONS AND ANSWERS | 2026 UPDATE | WITH
COMPLETE SOLUTION
Conversion Rates - (ANSWER)Percentage of consumers who buy a product after viewing it.
Post-purchase - (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 - (ANSWER)Psychological, Situational, Social,
Marketing Mix
Psychological Factors - (ANSWER)Motives, Attitude, Perception, Learning, Lifestyle
Social Factors - (ANSWER)Family, Reference Groups, Culture
Situational Factors - (ANSWER)Purchase, Shopping, Temporal
Marketing Mix - (ANSWER)Product, Price, Place, Promotion
Involvement - (ANSWER)Consumer's interest in a product or service.
High Involvement - (ANSWER)Develops strong attitudes and purchase intentions.
Low Involvement - (ANSWER)Generates weak attitudes and increased use of cues.
Extended Problem Solving - (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.
COMPLETE SOLUTION
If you found this helpful, *Venmo* me @*ASerros* to show your appreciation! Good luck! - (ANSWER)
Consumer Decision Process - (ANSWER)Need Recognition, Information Search, Alternative Search,
Alternative Evaluation, Purchase, Post-Purchase
Need Recognition - (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 - (ANSWER)Pertain to the performance of a product or service.
Psychological Needs - (ANSWER)Pertain to the personal gratification consumers associate with a product
or service.
Search for Information - (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 - (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 - (ANSWER)Occurs when the buyer seeks information outside his or her
personal knowledge base to help make the buying decision.
Evaluation of Alternatives - (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 - (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.
, UCF MAR 3023 EXAM 2 GUIDE | QUESTIONS AND ANSWERS | 2026 UPDATE | WITH
COMPLETE SOLUTION
Conversion Rates - (ANSWER)Percentage of consumers who buy a product after viewing it.
Post-purchase - (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 - (ANSWER)Psychological, Situational, Social,
Marketing Mix
Psychological Factors - (ANSWER)Motives, Attitude, Perception, Learning, Lifestyle
Social Factors - (ANSWER)Family, Reference Groups, Culture
Situational Factors - (ANSWER)Purchase, Shopping, Temporal
Marketing Mix - (ANSWER)Product, Price, Place, Promotion
Involvement - (ANSWER)Consumer's interest in a product or service.
High Involvement - (ANSWER)Develops strong attitudes and purchase intentions.
Low Involvement - (ANSWER)Generates weak attitudes and increased use of cues.
Extended Problem Solving - (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.
