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Many purchase decisions involve products that the entire family will consume or use.

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The imminent approach of Halloween pushes millions of homeowners to go out and purchase candy corn. Halloween stimulates a(n) ________, which forms a part of the buying process.


A) choice of alternatives
B) need recognition
C) information search
D) postpurchase satisfaction
E) evaluation of consideration sets

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Parents shopping for their children's school uniforms and stationery are motivated by ________, which involve accomplishing a specific task.


A) emotional needs
B) hedonic needs
C) utilitarian needs
D) cultural requirements
E) impulse buying desires

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Changing importance weights is difficult because


A) it involves the addition of a new benefit.
B) importance weights reflect customers' personal values.
C) many customers make purchases based on a single attribute.
D) the retailer needs to improve performance on all benefits.
E) the retailer has to include a wide range of fair trade merchandise.

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In the 1960s, bands like the Beatles and the Rolling Stones influenced culture. Students grew their hair, wore beads, and became more socially conscious about war, segregation, and family. The culture looked to bands like these for inspiration and encouragement. Therefore, the members of these bands whose style was emulated by people are known as


A) social stereotypes.
B) ethnic groups.
C) reference groups.
D) peer groups.
E) private communities.

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How do reference groups influence buying decisions?

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Reference groups affect buying...

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A retail market segment is a group of customers who are attracted to the same retail mix because they have similar needs.

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Reference groups can influence buying decisions by


A) encouraging impulse purchasing.
B) entering into a customer's consideration set.
C) focusing on a specific customer.
D) enhancing a consumer's image.
E) promoting lavish spending.

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Gabriella needs copper wire to make hanging candle lanterns out of antique glass canisters. Based on her previous craft projects, she feels she would find this particular type of wire at Michael's, a large arts and crafts store. Gabriella is relying on a(n) ________ source for her buying situation.


A) rational information
B) internal information
C) primary data
D) motivational data
E) selective data

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Consumers engage in habitual decision making for all the following except


A) for purchases that aren't important to the consumers.
B) for merchandise they have purchased in the past.
C) when they are loyal to a store.
D) when they haven't developed brand loyalty.
E) when they use little or no conscious effort to make their decision.

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How can a retailer use the multiattribute model to encourage customers to shop more frequently?

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The multiattribute attitude model is bas...

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In order to get into a customer's consideration set, a retailer should


A) develop programs to ensure that customers remember them.
B) limit the options for return and money-back guarantees.
C) encourage cross-shopping.
D) limit the information provided to customers on its website.
E) target its offerings toward satisfying hedonic needs.

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Veronica walks into a drugstore to buy a quick pain relief drug. In the past, she has used Advil, an Ibuprofen product. Although there are several other brands containing Ibuprofen, she decides to purchase Advil because it has worked for her in the past. What kind of decision-making process is she using when choosing her pain relief?


A) Limited problem solving
B) Complex decision making
C) Extended problem solving
D) Attribution
E) Composite segmentation

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Since it set up a free daycare center for its shoppers, Ingrid has developed great ________ for the Raleigh County Kroger store. She wouldn't consider going to another store and having to contend with her two-year old while she is trying to decide what to buy.


A) store awareness
B) consumer attachment
C) retailer loyalty
D) brand recognition
E) brand awareness

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Every morning, Peter goes to one of the nearby convenience stores and buys a carton of Levin's chocolate milk for breakfast. When the store is out of Levin's, Peter goes without milk rather than buying other popular brands of chocolate milk. Therefore, Peter has a high


A) brand loyalty.
B) extended decision-making capacity.
C) retailer loyalty.
D) impulse buying tendency.
E) conversion rate.

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Eve's is a retail store selling skincare products. It recently introduced fair trade products such as handmade soaps, herbal skin creams, and shampoos made by rural workers. Eve's also claimed that a part of the sales proceeds of these products would be utilized for the workers' welfare. The store aims to attract customers who are interested in social causes. Therefore, including fair trade merchandise involves


A) decreasing an importance weight.
B) increasing a performance belief.
C) decreasing the performance belief for competitive retailer.
D) adding a new benefit.
E) focusing on a single attribute.

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A retailer that uses an everyday low pricing (EDLP) strategy


A) relies on discount coupons to persuade customers to return to their stores.
B) creates low prices through the use of sales promotions.
C) focuses more on economy rather than assortments.
D) is attempting to limit the customer information search to the retailer's offering.
E) uses the multiattribute attitude model for fixing product prices.

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The Brainchild is a store that specializes in educational toys for children. In order to increase the probability of customers visiting the store, it has now introduced offers such as discounts, gift wrapping, and free shipping. The Brainchild is looking to increase the chances of customer purchases by


A) decreasing an importance weight.
B) increasing a performance belief.
C) decreasing the performance belief for a competitive retailer.
D) adding new benefits.
E) focusing on all benefits.

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Which of the following is an internal source of product information for a customer?


A) Past shopping experiences
B) Product demonstrations
C) Blogs
D) Search engines
E) Websites

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Which of the following is used by a customer when making a choice of a retailer to patronize? 


A) Conversion rate
B) Consideration set
C) Multiattribute attitude model
D) Habitual decision making
E) Lifestyle segmentation

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Showing 101 - 120 of 124

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