Jeff Needs to Buy His Textbooks for the Coming Semester

question 28

Multiple Choice

Jeff needs to buy his textbooks for the coming semester of college. It is only two weeks before the first day of class, and he still has not made a purchase. Jeff wants to buy them somewhere other than the bookstore since he is still living at his parents' home and won't be on campus until the day before class. Jeff goes online and looks for sites that sell the textbook. Then he remembers that one of his friends had said something earlier about finding the book for a great price. Jeff then calls his friend to get the name of the site. In terms of Jeff's buying decision process, his calling a friend was .

• A) problem recognition
• B) internal informational search
• C) external information search
• D) cognitive dissonance
• E) evaluation of alternatives

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Definitions:

Skimming

A high pricing strategy, generally used for new products or services that face very little or even no competition.

No Competition

A market condition or business scenario where a company faces little to no competition in its industry or for its products.

McClelland's Three Needs Theory

A motivational theory that suggests individuals are driven by three primary needs: the need for achievement, the need for affiliation, and the need for power.

Management Styles

The various strategies and approaches used by leaders to direct, motivate, and plan the activities of their team members.