CONSUMER BEHAVIOR 8TH EDITION HOYER
EXAM Q&A 2026 STUDY PAPER WITH
COMPLETE SOLUTIONS
◉ 5 steps in buying process. Answer: 1. Need (problem) awareness
2. Information search
3. external search
4. Purchase
5. Post-purchase
◉ Why study consumer behavior. Answer: Marketers have to
understand the wants and needs of different consumer segments.
Our choices as consumers relate in powerful ways to the rest of our
lives.
Our motivations to consume are complex and varied.
◉ Modern consumer behavior. Answer: Technology and culture
create a new "always on" consumer.
Many types of specialists study consumer behavior.
, ◉ internal search for information. Answer: occurs when the buyer
examines his or her own memory and knowledge about the product
or service, gathered through past experiences
◉ external search for information. Answer: occurs when the buyer
seeks information outside his or her personal knowledge base to
help make the buying decision
◉ level of involvement. Answer: An individual's degree of interest in
a product and the importance of the product for that person
◉ multi-attribute model. Answer: A model of customer decision-
making based on the notion that customers see a product as a
collection of attributes or characteristics. The model uses a weighted
average score based on the importance of various attributes and
performance on those issues.
◉ cognitive dissonance. Answer: Inner tension that a consumer
experiences after recognizing an inconsistency between behavior
and values or opinions
◉ Buyer's remorse. Answer: Feeling regret or concern after making
a large purchase
EXAM Q&A 2026 STUDY PAPER WITH
COMPLETE SOLUTIONS
◉ 5 steps in buying process. Answer: 1. Need (problem) awareness
2. Information search
3. external search
4. Purchase
5. Post-purchase
◉ Why study consumer behavior. Answer: Marketers have to
understand the wants and needs of different consumer segments.
Our choices as consumers relate in powerful ways to the rest of our
lives.
Our motivations to consume are complex and varied.
◉ Modern consumer behavior. Answer: Technology and culture
create a new "always on" consumer.
Many types of specialists study consumer behavior.
, ◉ internal search for information. Answer: occurs when the buyer
examines his or her own memory and knowledge about the product
or service, gathered through past experiences
◉ external search for information. Answer: occurs when the buyer
seeks information outside his or her personal knowledge base to
help make the buying decision
◉ level of involvement. Answer: An individual's degree of interest in
a product and the importance of the product for that person
◉ multi-attribute model. Answer: A model of customer decision-
making based on the notion that customers see a product as a
collection of attributes or characteristics. The model uses a weighted
average score based on the importance of various attributes and
performance on those issues.
◉ cognitive dissonance. Answer: Inner tension that a consumer
experiences after recognizing an inconsistency between behavior
and values or opinions
◉ Buyer's remorse. Answer: Feeling regret or concern after making
a large purchase
