3.1 AMA PCM Consumer Behavior Exam With
Complete Solutions
Cognitive Dissonance (post-purchase dissonance) - ANSWER A state of psychological
tension that results when there is a discrepancy between two or more of a person's
beliefs or between a person's beliefs and overt behavior.
Cognitive Learning - ANSWER Form of altering behavior that involves mental processes
and may result from observation or imitation.
Consideration Set (Evoked Set) - ANSWER Group of brands that a consumer would
consider acceptable from among all the brands in the product class of which he or she
is aware.
Consumer Behaviour - ANSWER Processes a consumer uses to make purchase
decisions, as well as to use and dispose of purchased goods or services; also includes
factors that influence purchase decisions and product use
Consumer Socialization - ANSWER The process by which people acquire the skills,
knowledge and attitudes necessary to function as consumers.
Cue - ANSWER An action or event that is a signal for somebody to do something.
Decision Heuristics- ANSWER Mental shortcuts that simplify choice decisions; examples
include price, brand, and product presentation.
Determinant Attributes- ANSWER Product or service attributes that are important to the
buyer and on which competing brands or stores are perceived to differ.
, Dissociative Group- ANSWER Group to which a consumer does not want to belong.
Esteem Needs - ANSWER Need for recognition and respect from others to build sense of
achievement, competence and independence.
Evaluative Criteria - ANSWER The product attributes or performance characteristics on
which consumers base their product evaluations
Extended Problem Solving - ANSWER A purchase decision process during which the
consumer devotes considerable time and effort to analyzing alternatives; often occurs
when the consumer perceives that the purchase decision entails a lot of risk.
External Locus of Control - ANSWER Individuals perceive others on control of health
decisions and health status. External sources may be fate, chance, luck, God, or
powerful others.
External Search - ANSWER An information search in which buyers seek information
from sources other than their memories
Family Life Cycle - ANSWER A series of stages determined by a combination of age,
marital status, and the presence or absence of children
Financial Risk - ANSWER Risk associated with a monetary outlay; includes the initial
cost of the purchase, as well as the costs of using the item or service
Impulse Buying - ANSWER A buying decision made by customers on the spot when they
see the merchandise.
Internal Locus of Control - ANSWER The belief that an individual has more control over
life circumstances than the environment does.
The benefits of buying summaries with Stuvia:
Guaranteed quality through customer reviews
Stuvia customers have reviewed more than 700,000 summaries. This how you know that you are buying the best documents.
Quick and easy check-out
You can quickly pay through credit card or Stuvia-credit for the summaries. There is no membership needed.
Focus on what matters
Your fellow students write the study notes themselves, which is why the documents are always reliable and up-to-date. This ensures you quickly get to the core!
Frequently asked questions
What do I get when I buy this document?
You get a PDF, available immediately after your purchase. The purchased document is accessible anytime, anywhere and indefinitely through your profile.
Satisfaction guarantee: how does it work?
Our satisfaction guarantee ensures that you always find a study document that suits you well. You fill out a form, and our customer service team takes care of the rest.
Who am I buying these notes from?
Stuvia is a marketplace, so you are not buying this document from us, but from seller Easton. Stuvia facilitates payment to the seller.
Will I be stuck with a subscription?
No, you only buy these notes for $8.99. You're not tied to anything after your purchase.