What are the components of consumer decision making?
Problem recognition, Information search, Evaluation of alternatives, Product choice, outcomes
1 of 12
With regard to branding effects (e.g. pepsi paradox- McClure et al, 2004), what occurs when someone has PFC damage?
The effect is removed
2 of 12
What is reducing cognitive dissonance?
Questioning of purchase
3 of 12
What impact does emotion have on consumer decision making?
Impacts the length and complexity of decision making process
4 of 12
Why are free trials so effective?
Loss aversion
5 of 12
According to the study on tip giving in a restaurant after being offering sweets (Strohmez et al, 2002), what was the outcome?
Reciprocity effect
6 of 12
What term describes acquiring information from others about a product?
External search
7 of 12
Who found evidence that PFC damage alters the pepsi paradox?
Koenigs & Tranel (2007)
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Who found that patients with amygdala damage make better decisions?
Shiv et al (2005)
9 of 12
Who found that shoppers are more likely to buy a popular phone if it is on sale rather than looking at alternative options but if additional products are put on sale, they carry on shopping?
Shafir et al (1993)
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Who conducted a study showing that adding too many alternatives can decrease overall buying?
Iyengar & Lepper (2000)
11 of 12
Who found that salary offers were affected by a joking start rate during negotiations?
Thornsteinson (2011)
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Other cards in this set
Card 2
Front
With regard to branding effects (e.g. pepsi paradox- McClure et al, 2004), what occurs when someone has PFC damage?
Back
The effect is removed
Card 3
Front
What is reducing cognitive dissonance?
Back
Card 4
Front
What impact does emotion have on consumer decision making?
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