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3.1 AMA PCM Consumer Behavior Exam With Complete Solutions
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3.1 AMA PCM Consumer Behavior Exam With Complete Solutions...
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3.1 AMA PCM Consumer Behavior Exam WithComplete 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.
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