MBA 706 REVISED EXAM 2025/2026 GRADED A+
QUESTIONS AND 100% ANSWERS
Consumer Behaviour - the study of how individuals, groups and organizations select, buy, use, and
dispose of goods, services, ideas or experiences to satisfy their needs and wants.
What Influences Consumer Behaviour? - Cultural Factors
Social Factors
Personal Factors
Cultural Factors - Culture
Subculture
Social Class
Social Factors - Reference Groups
Family
Reference Groups - include all groups that have a direct or indirect effect on a person's beliefs,
decisions and behaviour
Personal Factors - Age/Stage in life cycle
Occupation and economic circumstances
Personality and self-concept
Lifestyle and values
Consumer Psychology - Consumer motivation
Perception
Learning
Memory
Consumer Needs - o Basic Human Requirements
- Biological
, - Psychological
o Wants
o Demands
Maslow's Hierarchy of Needs - 1. Physiological
2. Safety
3. Social
4. Esteem
5. Self-actualization
Consumer Motivation - A need becomes a motive when it is aroused to a sufficient level of intensity
to drive us to act
Perception - The process by which we select, organizes and interpret information inputs to create a
meaningful picture of the world
Selective Attention - Marketers must work hard to attract the notice of consumers
Subliminal Perception
Selective Distortion - Tendency to interpret information in a way that fits our preconceptions
Emotions - Leverage emotional appeal
Memory Models - Short term and Long term
Short-Term Memory - a temporary and limited repository of information
Long-Term Memory - a more permanent, essentially unlimited repository
· Episodic memory
· Semantic memory
· Procedural memory
QUESTIONS AND 100% ANSWERS
Consumer Behaviour - the study of how individuals, groups and organizations select, buy, use, and
dispose of goods, services, ideas or experiences to satisfy their needs and wants.
What Influences Consumer Behaviour? - Cultural Factors
Social Factors
Personal Factors
Cultural Factors - Culture
Subculture
Social Class
Social Factors - Reference Groups
Family
Reference Groups - include all groups that have a direct or indirect effect on a person's beliefs,
decisions and behaviour
Personal Factors - Age/Stage in life cycle
Occupation and economic circumstances
Personality and self-concept
Lifestyle and values
Consumer Psychology - Consumer motivation
Perception
Learning
Memory
Consumer Needs - o Basic Human Requirements
- Biological
, - Psychological
o Wants
o Demands
Maslow's Hierarchy of Needs - 1. Physiological
2. Safety
3. Social
4. Esteem
5. Self-actualization
Consumer Motivation - A need becomes a motive when it is aroused to a sufficient level of intensity
to drive us to act
Perception - The process by which we select, organizes and interpret information inputs to create a
meaningful picture of the world
Selective Attention - Marketers must work hard to attract the notice of consumers
Subliminal Perception
Selective Distortion - Tendency to interpret information in a way that fits our preconceptions
Emotions - Leverage emotional appeal
Memory Models - Short term and Long term
Short-Term Memory - a temporary and limited repository of information
Long-Term Memory - a more permanent, essentially unlimited repository
· Episodic memory
· Semantic memory
· Procedural memory
