Chapter 5

Question 1

individual forces

Answer 1

Motives, perception, information processing, learning, attitudes, self-concept and lifestyle

Question 2

Selective exposure

Answer 2

Stimuli come into close proximity of senses

Question 3

Selective attention

Answer 3

Senses are activated and information is processed

Question 4

when will Fear Appeal work?

Answer 4

Consumers recognize severity of threat
Consumer recognize they can be affected by the threat
Ad shows how to deal with the problem
Proposed course of action is easily implemented

Question 5

Selective Interpretation

Answer 5

Cultural and experience difference

Question 6

Operant Conditioning

Answer 6

impulse purchase causing satisfaction

Question 7

Iconic Rote Learning

Answer 7

Low involvement, key is repetition

Question 8

Tripartite Theory of Attitudes

Answer 8

Cognitive, affective, and behavior

Question 9

Unidimensional Theory of attitudes

Answer 9

Cognition cause attitude cause behavioral intention

Question 10

Brand Image

Answer 10

if it matches self concept it is most likely to sell

Question 11

Routine consumer Decision Making

Answer 11

Problem Recognition
Minimal search
Choice
Minimal Evaluation

Question 12

Extensive consumer Decision Making

Answer 12

Problem recognition
Extensive search
Evaluation
Choice
Post purchase Evaluation

Question 13

Physical risk

Answer 13

product is harmful