BUS2-130 Exam UPDATED QUESTIONS
AND CORRECT ANSWERS
What are the Psychological Factors of Consumer Behavior? - CORRECT ANSWER
Buying/decision making;
Motivation;
Perception;
Attitude formations
What are Social/Cultural Factors of Consumer Behavior? - CORRECT ANSWER Reference
Groups and Cultural Differences
The five steps in the Buying Decision Making Process are: - CORRECT ANSWER Problem
recognition;
Information search;
Alternative evaluation;
Purchase decision;
Post purchase behavior
Motivation (Psychological Factors) - CORRECT ANSWER A need pressing enough to cause a
person to seek satisfaction.
Maslow's Hierarchy of Motivation - CORRECT ANSWER 1. Self actualization (self
fulfillment; 2. personal needs (status, respect, marriage); 3. Social needs (friendship, belonging love);
Safety needs (freedom from harm, shelter, financial security); 4. Psychological needs (food, water,
oxygen)
Positive Illusions - CORRECT ANSWER favorable views of the self that are not necessarily
rooted in reality. Unrealistically positive self evaluations; illusions of control; pocket of
incompetence; overly optimistic thoughts about the future.
Interferences (Perception) - CORRECT ANSWER The development of associations based on
past experience.
, What are the various types of Interferences (Perception) in regard to Consumer Behavior? -
CORRECT ANSWER Evaluation -Based Interference: whole part, part to whole;
Similarity-Based Interference:
beliefs about an object based on its similarity to other objects;
Correlation-Based Interference:
two attributes are so highly correlated that the presence of one leads to an interference about the
presence of the other.
Attitude Formation - CORRECT ANSWER The two theories on attitude formation are the
Balance Theory (Heider), and the Theory of Resonated Action (Fishbein and Ajzen)
Heider's Balance Theory - CORRECT ANSWER Individuals alter their perceptions to maintain
consistency between beliefs and evaluations
Triads.
Evaluation Triads - CORRECT ANSWER Evaluation Triads consist of a person,
an attitude object, and
another person or object. The relationships between each point of the triad. When a triad has an odd
number of minus signs, it is unbalanced and inconsistent. Inconsistent and unbalanced triads are
uncomfortable.
Consumers may try to reconcile the inconsistencies by changing one of the plus or minus
Signs.
Example of Evaluation Triads - CORRECT ANSWER Suppose that some consumers do not
want to be associated w/ the Macy's store. This is denoted by a minus sign between the two points
connecting them when Macy's hires a popular celebrity endorser. The consumers and the celebrity
remain a plus and the sign between consumers and the sign between the consumers and Macy's
change from minus to plus. deciding in favor of associating w/ Macy's results in three plus signs,
which means the triad has consistency and balance. Inconsistent and unbalanced triads are
uncomfortable.
Consumers may try to reconcile the inconsistencies by changing one of the plus or minus
Signs.
Reasoned Action Model - CORRECT ANSWER A theory that combines situational and
individual factors to predict behavioral intention and behavior.
AND CORRECT ANSWERS
What are the Psychological Factors of Consumer Behavior? - CORRECT ANSWER
Buying/decision making;
Motivation;
Perception;
Attitude formations
What are Social/Cultural Factors of Consumer Behavior? - CORRECT ANSWER Reference
Groups and Cultural Differences
The five steps in the Buying Decision Making Process are: - CORRECT ANSWER Problem
recognition;
Information search;
Alternative evaluation;
Purchase decision;
Post purchase behavior
Motivation (Psychological Factors) - CORRECT ANSWER A need pressing enough to cause a
person to seek satisfaction.
Maslow's Hierarchy of Motivation - CORRECT ANSWER 1. Self actualization (self
fulfillment; 2. personal needs (status, respect, marriage); 3. Social needs (friendship, belonging love);
Safety needs (freedom from harm, shelter, financial security); 4. Psychological needs (food, water,
oxygen)
Positive Illusions - CORRECT ANSWER favorable views of the self that are not necessarily
rooted in reality. Unrealistically positive self evaluations; illusions of control; pocket of
incompetence; overly optimistic thoughts about the future.
Interferences (Perception) - CORRECT ANSWER The development of associations based on
past experience.
, What are the various types of Interferences (Perception) in regard to Consumer Behavior? -
CORRECT ANSWER Evaluation -Based Interference: whole part, part to whole;
Similarity-Based Interference:
beliefs about an object based on its similarity to other objects;
Correlation-Based Interference:
two attributes are so highly correlated that the presence of one leads to an interference about the
presence of the other.
Attitude Formation - CORRECT ANSWER The two theories on attitude formation are the
Balance Theory (Heider), and the Theory of Resonated Action (Fishbein and Ajzen)
Heider's Balance Theory - CORRECT ANSWER Individuals alter their perceptions to maintain
consistency between beliefs and evaluations
Triads.
Evaluation Triads - CORRECT ANSWER Evaluation Triads consist of a person,
an attitude object, and
another person or object. The relationships between each point of the triad. When a triad has an odd
number of minus signs, it is unbalanced and inconsistent. Inconsistent and unbalanced triads are
uncomfortable.
Consumers may try to reconcile the inconsistencies by changing one of the plus or minus
Signs.
Example of Evaluation Triads - CORRECT ANSWER Suppose that some consumers do not
want to be associated w/ the Macy's store. This is denoted by a minus sign between the two points
connecting them when Macy's hires a popular celebrity endorser. The consumers and the celebrity
remain a plus and the sign between consumers and the sign between the consumers and Macy's
change from minus to plus. deciding in favor of associating w/ Macy's results in three plus signs,
which means the triad has consistency and balance. Inconsistent and unbalanced triads are
uncomfortable.
Consumers may try to reconcile the inconsistencies by changing one of the plus or minus
Signs.
Reasoned Action Model - CORRECT ANSWER A theory that combines situational and
individual factors to predict behavioral intention and behavior.
