Chapter 3 ("Consumer Behavior: How People Make Buying Decisions")

Question 1

6 stages in the Consumer’s Purchasing Process

Answer 1

1. Need Recognition
2. Search for Product Information
3. Product Evaluation
4. Product Choice and Purchase
5. Postpurchase Use and Evaluation of Product
6. Disposal of the Product

Question 2

12. Which term describes the combination of consumer lifestyle traits, personality styles, and an analysis of attitudes, activities, and value?

atmospherics
psychographics
cognitive age
self-concept
gender

Answer 2

psychographics

Question 3

operant conditioning

Answer 3

a type of behavior that’s repeated when it’s rewarded.

Question 4

The Consumer’s Personality
Personality describes a person’s disposition as other people see it. The following are the “Big Five” personality traits that psychologists discuss frequently:

Answer 4

Openness. How open you are to new experiences.
Conscientiousness. How diligent you are.
Extraversion. How outgoing or shy you are.
Agreeableness. How easy you are to get along with.
Neuroticism. How prone you are to negative mental states.