BUS2-130 EXAM 2 | QUESTIONS AND ANSWERS |
2026 UPDATE | WITH COMPLETE SOLUTION!!
What are the Psychological Factors of Consumer Behavior? Answer -
Buying/decision making;
Motivation;
Perception;
Attitude formations
What are Social/Cultural Factors of Consumer Behavior? Answer - Reference
Groups and Cultural Differences
The five steps in the Buying Decision Making Process are: Answer - Problem
recognition;
Information search;
Alternative evaluation;
Purchase decision;
Post purchase behavior
Motivation (Psychological Factors) Answer - A need pressing enough to cause a
person to seek satisfaction.
, Maslow's Hierarchy of Motivation 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 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) Answer - The development of associations based on
past experience.
What are the various types of Interferences (Perception) in regard to Consumer
Behavior? 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 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 Answer - Individuals alter their perceptions to
maintain consistency between beliefs and evaluations
Triads.
Evaluation Triads Answer - Evaluation Triads consist of a person,
an attitude object, and
2026 UPDATE | WITH COMPLETE SOLUTION!!
What are the Psychological Factors of Consumer Behavior? Answer -
Buying/decision making;
Motivation;
Perception;
Attitude formations
What are Social/Cultural Factors of Consumer Behavior? Answer - Reference
Groups and Cultural Differences
The five steps in the Buying Decision Making Process are: Answer - Problem
recognition;
Information search;
Alternative evaluation;
Purchase decision;
Post purchase behavior
Motivation (Psychological Factors) Answer - A need pressing enough to cause a
person to seek satisfaction.
, Maslow's Hierarchy of Motivation 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 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) Answer - The development of associations based on
past experience.
What are the various types of Interferences (Perception) in regard to Consumer
Behavior? 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 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 Answer - Individuals alter their perceptions to
maintain consistency between beliefs and evaluations
Triads.
Evaluation Triads Answer - Evaluation Triads consist of a person,
an attitude object, and
