18. The two factors that make up the Buyer\'s Behavior Black Box are: a. Culture

Question

18. The two factors that make up the Buyer's Behavior Black Box are: a. Culture and Demographics b. Perception and Cognitive Dissonance c. Buyer Characteristics and Buyer Decision Process d. Behavior and Attitudes e. Deal and No Deal 19. At one time American Airlines determined that they had fewer airline fatalities than other airlines over the past several years. However, they scrapped an advertising campaign that promoted their safety record when research showed that consumers felt that safety records would even out in the future and thus, American Airlines would start having more accidents. The way that the consumers viewed and interpreted the American Airlines advertisement is an example of a. Cognitive Dissonance b. Selective Distortion c. Self Concept d. Marketing Myopia e. Acid reflux 20. The fact that status-conscious middle-market shoppers are skimping on the money they spend for everyday needs to make room in their budgets to afford some more expensive luxury items is an example of marketers needing to understand: a. Social Class b. Reference Groups c. Aspirational Groups d. All of the above When marketers create images with their advertising of situations that are "up market" from their target market's current "position", such as showing a clean sparkling white Kitchen to a target market whose kitchen usually looks just the opposite, marketers are using the concept of a. Jealousy b. Aspirational Groups c. Reverse Degenerate Cognition d. Cognitive Dissonance e. The "WOW" factor 21.

Explanation / Answer

18. The correct option is c. Buyer characteristics and decisin process

19. The correct option is a. Cognitive dissonance

20. The correct option is c. Aspirational groups

21. The correct option is b. Aspirational groups

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