MGT 103 - Chapters 5-7 Exam Questions and
Answers with Verified Solutions | Latest
Updated 2026
Consumer Behavior The actions a person takes in purchasing
and using
products and services, including the
mental and
social processes that come before and
after these
actions.
Purchase Decision Process The stages a buyer passes through in
making
choices about which products and services
to buy.
Purchase Decision Process Five 1. Problem recogition
Stages 2. Information search
3. Alternative evaluation
4. Purchase decision
5. Postpurchase behavior.
Problem Recognition The initial step in the purchase decision, is
perceiving a difference between a person's
ideal
and actual situations big enough to trigger
a
decision
,Internal Search You may scan your memory for previous
experiences with products or brands
External Search This is needed when past experience or
knowledge is insufficient, the risk of
making a
wrong purchase decision is high, and the
cost of
gathering information is low
Alternative Evaluation Stage clarifies the problem for the consumer by
(1) sug-
gesting criteria to use for the purchase, (2)
yielding
brand names that might meet thcriteria,
and (3)
developing consumer value perceptions.
Consideration Set The group of brands a consumer would
consider
acceptable from among all the brands in
the
product class of which they are aware
Involvement The personal, social, and economic
significance of
the purchase to the consumer
Five Situational Influences 1. The purchased task
Impacting 2. Social surroundings
Purchase Decision Process 3. Physical surroundings
4. Temporal effects
5. Antecedent states
, Motivation Energizing force that stimulates behavior
to satisfy
a need
Personality A person's consistent behaviors or
responses to
recurring situations
Key Traits Enduring characteristics within a person or
in their
relationships with others
Perception The process by which an individual
selects,
organizes, and interprets information to
create a
meaningful picture of the world
Selective Perception Filtering of exposure, comprehension, and
retention
Selective Exposure Occurs when people pay attention to
messages
that are consistent with their attitudes and
beliefs
and ignore messages that are inconsistent
with
them
Selective Comprehension Involves interpreting information so that it
is
consistent with your attitudes and beliefs
Answers with Verified Solutions | Latest
Updated 2026
Consumer Behavior The actions a person takes in purchasing
and using
products and services, including the
mental and
social processes that come before and
after these
actions.
Purchase Decision Process The stages a buyer passes through in
making
choices about which products and services
to buy.
Purchase Decision Process Five 1. Problem recogition
Stages 2. Information search
3. Alternative evaluation
4. Purchase decision
5. Postpurchase behavior.
Problem Recognition The initial step in the purchase decision, is
perceiving a difference between a person's
ideal
and actual situations big enough to trigger
a
decision
,Internal Search You may scan your memory for previous
experiences with products or brands
External Search This is needed when past experience or
knowledge is insufficient, the risk of
making a
wrong purchase decision is high, and the
cost of
gathering information is low
Alternative Evaluation Stage clarifies the problem for the consumer by
(1) sug-
gesting criteria to use for the purchase, (2)
yielding
brand names that might meet thcriteria,
and (3)
developing consumer value perceptions.
Consideration Set The group of brands a consumer would
consider
acceptable from among all the brands in
the
product class of which they are aware
Involvement The personal, social, and economic
significance of
the purchase to the consumer
Five Situational Influences 1. The purchased task
Impacting 2. Social surroundings
Purchase Decision Process 3. Physical surroundings
4. Temporal effects
5. Antecedent states
, Motivation Energizing force that stimulates behavior
to satisfy
a need
Personality A person's consistent behaviors or
responses to
recurring situations
Key Traits Enduring characteristics within a person or
in their
relationships with others
Perception The process by which an individual
selects,
organizes, and interprets information to
create a
meaningful picture of the world
Selective Perception Filtering of exposure, comprehension, and
retention
Selective Exposure Occurs when people pay attention to
messages
that are consistent with their attitudes and
beliefs
and ignore messages that are inconsistent
with
them
Selective Comprehension Involves interpreting information so that it
is
consistent with your attitudes and beliefs
