Tabor MKT 481 Exam 3 Review (CH12) | Questions
with 100% Correct Answers | Verified | Latest
Update 2026/2027
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Terms in this set (22)
(5) activities of decision-making > decision-making - making a selection among
process activities
> need recognition - stimulus triggers a need
> info search - can be internal & external
> evaluation of alternatives - pick out a few criteria
> choice - should we buy, when to buy, what brand
to buy, where to buy, how to pay
> postchoice evaluation - buyer's remorse,
cognitive dissonance
what are the most common price, quality, service
attributes?
anchoring/adjustment > starting w/ initial evaluation and adjusting it w/
additional info
> first piece of info weighs heavily on our decision-
making
, (3) perspectives of decision-making > affective - experiential, emotional, instantaneous;
consumers base purchase decisions on feelings
and emotions (hedonic value)
> habitual - behavioral, automatic
> cognitive - rational, deliberate, sequential;
consumers diligently gather info abt purchases;
compare brands based on salient attributes
value-seeking behavior consumers seek new products as a response to
boredom or to satisfy a perceived need for change
(form of affective decision-making)
behavioral influence decision- > environmental influences shape our purchasing
making perspective behavior
> helps explain how consumers react to store
layout, store design, and point-of-purchase
displays
> ex: product displays lead to shoppers buying
snacks
with 100% Correct Answers | Verified | Latest
Update 2026/2027
Save
Terms in this set (22)
(5) activities of decision-making > decision-making - making a selection among
process activities
> need recognition - stimulus triggers a need
> info search - can be internal & external
> evaluation of alternatives - pick out a few criteria
> choice - should we buy, when to buy, what brand
to buy, where to buy, how to pay
> postchoice evaluation - buyer's remorse,
cognitive dissonance
what are the most common price, quality, service
attributes?
anchoring/adjustment > starting w/ initial evaluation and adjusting it w/
additional info
> first piece of info weighs heavily on our decision-
making
, (3) perspectives of decision-making > affective - experiential, emotional, instantaneous;
consumers base purchase decisions on feelings
and emotions (hedonic value)
> habitual - behavioral, automatic
> cognitive - rational, deliberate, sequential;
consumers diligently gather info abt purchases;
compare brands based on salient attributes
value-seeking behavior consumers seek new products as a response to
boredom or to satisfy a perceived need for change
(form of affective decision-making)
behavioral influence decision- > environmental influences shape our purchasing
making perspective behavior
> helps explain how consumers react to store
layout, store design, and point-of-purchase
displays
> ex: product displays lead to shoppers buying
snacks
