Had a a social perceptual incongruence b a

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had: A. a social- perceptual incongruence. B. a psychological need. C. a cognitive learning failure. D. a universal shopping need. E. an unsatisfied need. Need recognition is the first step in the consumer buying process. AACSB: Analytic Blooms: Remember Difficulty: 1 Easy Learning Objective: 05-02 Describe the difference between functional and psychological needs. Topic: Need Recognition 25. (p. 97) The greater the discrepancy between a consumer's needy state and the desired state, the greater: A greater discrepancy will create a stronger drive to satisfy the need. AACSB: Analytic Blooms: Understand Difficulty: 2 Medium Learning Objective: 05-02 Describe the difference between functional and psychological needs. Topic: Need Recognition 26. (p. 97) The greater the discrepancy between a consumer's __________, the greater the consumer's need recognition will be. A. financial risk and performance risk
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B. search for alternatives and alternatives found C. needy state and desired state D. universal set and evoked set E. external and internal information search A greater discrepancy between the two states will create a stronger drive to satisfy the need. AACSB: Analytic Blooms: Understand Difficulty: 2 Medium Learning Objective: 05-02 Describe the difference between functional and psychological needs. Topic: Need Recognition 27. (p. 97) Upscale men's and women's clothing stores primarily appeal to consumers' __________ needs. Upscale clothing can improve a person's image or make them feel a certain way, both of which are examples of psychological needs. AACSB: Analytic Blooms: Understand Difficulty: 2 Medium Learning Objective: 05-02 Describe the difference between functional and psychological needs. Topic: Need Recognition 28. (p. 97) When mountain climbers purchase clothing for scaling Mount Everest, their purchases are primarily addressing __________ needs. A. functi onal B. prepurchase C. social D. psychological E. functional and psychological Mountain climbers need clothing that will allow them to handle the tough conditions on a Mount Everest climb. This is an example of a functional
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need. AACSB: Analytic Blooms: Understand Difficulty: 3 Hard Learning Objective: 05-02 Describe the difference between functional and psychological needs. Topic: Need Recognition 29. (p. 97) Laura has a nearly new economy car, but she wants a sports car because she thinks it would be exciting to own one. If she decides to purchase a sports car, she will be primarily fulfilling __________ needs. A. functi onal B. postpurchase C. safety D. psychological E. functional and psychological Since Laura already has a car that works, she does not have a functional need for a car. A choice to purchase a sports car would represent a psychological need. Perhaps the car makes her feel "cool" or adventurous.
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  • Fall '12
  • Chris
  • Decision Making, consumer decision process, Brenda, D. Maslow

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