Carlos currently drives a sedan, which doesn$$t allow him to go off$-$road for hiking, hunting, or camping trips. He$$s traveled with his friends in their trucks and likes the ability to have the cabin comfort of a car but the flexibility of cargo space for hauling equipment. Carlos$$ friends agree that Chevrolet, Ford, and Dodge are all good brands for Carlos to research. Carlos$$ friends represent his $\_\_\_\_\_\_\_,$ a $\_\_\_\_\_\_\_$ influence that impacts consumer decision making.

Question $1$Answer

a$.$

family; cultural

b$.$

social class; cultural

c$.$

ideal self; psychological

d$.$

reference group; social

Question $2$

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The search and evaluation process lasted a full month for Carlos. His level of involvement in the purchase of his truck was $\_\_\_\_\_\_\_,$ and he had a $\_\_\_\_\_\_\_$ level of involvement.

Question $2$Answer

a$.$

extensive decision making; high

b$.$

limited decision making; high

c$.$

routinized response behavior; low

d$.$

limited decision making; low

Question $3$

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Carlos ends up purchasing the Ford F$-150.$ The sales representative was able to obtain the color and options Carlos wanted, plus offered a great financing package. After the sale, the dealership sent Carlos gift cards to the local car wash and reminded him that he had made a great decision. The dealership was likely $\_\_\_\_\_\_.$

Question $3$Answer

a$.$

appealing to Carlos$$ safety needs

b$.$

becoming an opinion leader for Carlos

c$.$

attempting to increase Carlos$$ selective retention

d$.$

trying to reduce cognitive dissonance