3.1 AMA PCM Consumer Behavior Exam Questions and Answers Already Passed
Attitude - Answers 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 - Answers Forms of learning such as classical conditioning and operant conditioning,
that can be described in terms of stimuli and responses.
Beliefs - Answers Conceptions that people accept as true, concerning how the world operates and where
the individual fits in relationship to others.
Buying Behavior - Answers The decisions and actions of people involved in buying and using products.
Cognitive Dissonance (post-purchase dissonance) - Answers 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 - Answers Form of altering behavior that involves mental processes and may result
from observation or imitation.
Consideration Set (Evoked Set) - Answers 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 - Answers 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 - Answers The process by which people acquire the skills, knowledge and
attitudes necessary to function as consumers.
Cue - Answers An action or event that is a signal for somebody to do something.
Decision Heuristics - Answers Mental shortcuts that help consumers narrow down choices; examples
include price, brand, and product presentation.
Determinant Attributes - Answers Product or service features that are important to the buyer and on
which competing brands or stores are perceived to differ.
Dissociative Group - Answers Group to which a consumer does not want to belong.
Esteem Needs - Answers Need for recognition and respect from others to build sense of achievement,
competence and independence.
Evaluative Criteria - Answers The product attributes or performance characteristics on which consumers
base their product evaluations
Attitude - Answers 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 - Answers Forms of learning such as classical conditioning and operant conditioning,
that can be described in terms of stimuli and responses.
Beliefs - Answers Conceptions that people accept as true, concerning how the world operates and where
the individual fits in relationship to others.
Buying Behavior - Answers The decisions and actions of people involved in buying and using products.
Cognitive Dissonance (post-purchase dissonance) - Answers 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 - Answers Form of altering behavior that involves mental processes and may result
from observation or imitation.
Consideration Set (Evoked Set) - Answers 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 - Answers 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 - Answers The process by which people acquire the skills, knowledge and
attitudes necessary to function as consumers.
Cue - Answers An action or event that is a signal for somebody to do something.
Decision Heuristics - Answers Mental shortcuts that help consumers narrow down choices; examples
include price, brand, and product presentation.
Determinant Attributes - Answers Product or service features that are important to the buyer and on
which competing brands or stores are perceived to differ.
Dissociative Group - Answers Group to which a consumer does not want to belong.
Esteem Needs - Answers Need for recognition and respect from others to build sense of achievement,
competence and independence.
Evaluative Criteria - Answers The product attributes or performance characteristics on which consumers
base their product evaluations
