UCF MAR 3023 EXAM 2 REVIEW (STUDY GUIDE/ QUIZZES) QUESTIONS ANSWERED CORRECTLY
LATEST UPDATE 2026
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Consumer Decision Process - Answers Need Recognition, Information Search, Alternative Search,
Alternative Evaluation, Purchase, Post-Purchase
Need Recognition - Answers 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 - Answers Pertain to the performance of a product or service.
Psychological Needs - Answers Pertain to the personal gratification consumers associate with a
product or service.
Search for Information - Answers 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 - Answers 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 - Answers Occurs when the buyer seeks information outside his or
her personal knowledge base to help make the buying decision.
Evaluation of Alternatives - Answers 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 - Answers 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 - Answers Percentage of consumers who buy a product after viewing it.
Post-purchase - Answers 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 - Answers Psychological, Situational, Social,
Marketing Mix
Psychological Factors - Answers Motives, Attitude, Perception, Learning, Lifestyle
Social Factors - Answers Family, Reference Groups, Culture
Situational Factors - Answers Purchase, Shopping, Temporal
Marketing Mix - Answers Product, Price, Place, Promotion
Involvement - Answers Consumer's interest in a product or service.
High Involvement - Answers Develops strong attitudes and purchase intentions.
Low Involvement - Answers Generates weak attitudes and increased use of cues.
Extended Problem Solving - Answers 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 - Answers Occurs during a purchase decision that calls for, at most, a
moderate amount of effort and time.
4 types of B2B Markets - Answers Resellers, Institutions, Government, Manufacturers/Service
Providers
Manufacturers - Answers Manufacturers buy raw materials, components, and parts that allow them
to make and market their own goods and ancillary services.
Resellers - Answers Marketing intermediaries that resell manufactured products without significantly
altering their form.
Institutions - Answers Institutions, such as hospitals, educational organizations, and religious
organizations, also purchase all kinds of goods and services
Government - Answers In most countries, the central government is one of the largest purchasers of
goods and services.
B2B Buying Process - Answers Need Recognition, Product Specification, RFP Process, Proposal
Analysis and Supplier Selection, Order Specification, Vendor/Performance Assessment using Metrics
LATEST UPDATE 2026
If you found this helpful, *Venmo* me @*ASerros* to show your appreciation! Good luck! - Answers
Consumer Decision Process - Answers Need Recognition, Information Search, Alternative Search,
Alternative Evaluation, Purchase, Post-Purchase
Need Recognition - Answers 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 - Answers Pertain to the performance of a product or service.
Psychological Needs - Answers Pertain to the personal gratification consumers associate with a
product or service.
Search for Information - Answers 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 - Answers 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 - Answers Occurs when the buyer seeks information outside his or
her personal knowledge base to help make the buying decision.
Evaluation of Alternatives - Answers 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 - Answers 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 - Answers Percentage of consumers who buy a product after viewing it.
Post-purchase - Answers 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 - Answers Psychological, Situational, Social,
Marketing Mix
Psychological Factors - Answers Motives, Attitude, Perception, Learning, Lifestyle
Social Factors - Answers Family, Reference Groups, Culture
Situational Factors - Answers Purchase, Shopping, Temporal
Marketing Mix - Answers Product, Price, Place, Promotion
Involvement - Answers Consumer's interest in a product or service.
High Involvement - Answers Develops strong attitudes and purchase intentions.
Low Involvement - Answers Generates weak attitudes and increased use of cues.
Extended Problem Solving - Answers 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 - Answers Occurs during a purchase decision that calls for, at most, a
moderate amount of effort and time.
4 types of B2B Markets - Answers Resellers, Institutions, Government, Manufacturers/Service
Providers
Manufacturers - Answers Manufacturers buy raw materials, components, and parts that allow them
to make and market their own goods and ancillary services.
Resellers - Answers Marketing intermediaries that resell manufactured products without significantly
altering their form.
Institutions - Answers Institutions, such as hospitals, educational organizations, and religious
organizations, also purchase all kinds of goods and services
Government - Answers In most countries, the central government is one of the largest purchasers of
goods and services.
B2B Buying Process - Answers Need Recognition, Product Specification, RFP Process, Proposal
Analysis and Supplier Selection, Order Specification, Vendor/Performance Assessment using Metrics
