3.1 AMA PCM Consumer Behavior Questions and Answers (100% Pass)

Attitude A positive or negative evaluation or belief held about something, which in turn may affect one's behavior; attitudes are typically broken down into cognitive, affective, and behavioral components. Behavioral Learning Forms of learning such as classical conditioning and operant conditioning, that can be described in terms of stimuli and responses. Beliefs Conceptions that people accept as true, concerning how the world operates and where the individual fits in relationship to others. Buying Behavior The decisions and actions of people involved in buying and using products. Cognitive Dissonance (post-purchase dissonance) Master01 | October, 2024/2025 | Latest update 1 | P a g e | © copyright 2024/2025 | Grade A+ A state of mental discomfort arising from a discrepancy between two or more of a person's beliefs or between a person's beliefs and overt behavior. Cognitive Learning Form of altering behavior that involves mental processes and may result from observation or imitation. Consideration Set (Evoked Set) 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 Behavior 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 The process by which people acquire the skills, knowledge and attitudes necessary to function as consumers. Master01 | October, 2024/2025 | Latest update 1 | P a g e | © copyright 2024/2025 | Grade A+ Cue An action or event that is a signal for somebody to do something. Decision Heuristics Mental shortcuts that help consumers narrow down choices; examples include price, brand, and product presentation. Determinant Attributes Product or service features that are important to the buyer and on which competing brands or stores are perceived to differ. Dissociative Group Group to which a consumer does not want to belong. Esteem Needs Need for recognition and respect from others to build sense of achievement, competence and independence. Evaluative Criteria Master01 | October, 2024/2025 | Latest update 1 | P a g e | © copyright 2024/2025 | Grade A+ The product attributes or performance characteristics on which consumers base their product evaluations Extended Problem Solving 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 Individuals perceive others on control of health decisions and health status. External sources may be fate, chance, luck, God, or powerful others. External Search An in