Consumer purchasing decisions

1. What is the first step in the information search when a consumer decides that they need to make a purchase and there are alternatives open to them?

2. What is “level of motivation” and what are the three factors that determine it?

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3. Distinguish between cognitive and conative components as part of an assessment of consumer attitudes. Give examples of each.

1. What is meant by affect referral? When is a person likely to rely on such a cognitive approach to evaluating purchasing alternatives?

2. What new trends in the consumer buying environment affect consumer purchasing decisions?

3. Name and describe the five roles played in a buying center.

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