chapter 3

Question 1

purchase decision steps

Answer 1

problem recognition, info search, evaluation of alternatives, purchase decision, post-purchase behaviour.

Question 2

energizing force that stimulates behaviour to satisfy a need

Answer 2

motivation

Question 3

a personas character traits that influence behavioural responses

Answer 3

personality

Question 4

selective retention

Answer 4

consumers do not remember all the info they see, read or hear

Question 5

interpreting info so that it is consistent with your attitudes and beliefs

Answer 5

selective comprehension

Question 6

opinion leaders

Answer 6

individuals who have social influence over others

Question 7

word of mouth

Answer 7

people influencing each other during conversations

Question 8

actual state vs ideal state

Answer 8

-what he or she has
-what he or she would like to have

Question 9

some purchases are followed by post-purchase dissonance, doubt or anxiety

Answer 9

cognitive dissonance

Question 10

temporal effects

Answer 10

-product is seasonal, urgently required
-time available for shopping

Question 11

antcedent state

Answer 11

Based on mood