Consumer behaviour process

Question 1

2 ways to categorise human behaviour

Answer 1

Rational or Logical

Question 2

(6) The consumer proposition acquisition process

Answer 2

Motive development
Information gathering 
Proposition evaluation
Proposition selection
Acquisition/Purchase
Re-evalution

Question 3

4 Factors affecting the consumers’ preferences

Answer 3

Culture
Social grouping
Personal characteristics
Psychology/Perception

Question 4

Classical conditioning

Answer 4

We learn by associating one thing with another

Question 5

Operant conditioning

Answer 5

Learning through behavioural reinforcement

Question 6

Social learning

Answer 6

Learning from how others respond in situations

Question 7

3 factors affecting memory and learning

Answer 7

Importance of context
Input mode
Repetition effects

Question 8

3 Theories of personality

Answer 8

Psychoanalytic approach
Trait Theory
Self-concept approach

Question 9

Psychoanalytic approach

Answer 9

Self-reported unconscious desires

Question 10

Trait theory

Answer 10

Models behaviour by personality types using bipolar scales

Question 11

Self-concept approach

Answer 11

Concerned with how we perceive ourselves

Question 12

Opinions are…

Answer 12

Cognitive (based on thoughts) snap judgements

Question 13

Attitudes are…

Answer 13

Affective (linked to emotions) and more likely to influence behaviour as they are LT and powerful

Question 14

Values are…

Answer 14

Conative (linked to behaviour and motivation) underpinning our attitudinal and behavioural systems