Consumer Behavior Theory in a Nutshell

8/11/2019 Consumer Behavior Theory in a Nutshell

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Consumer Behavior Theoryin a Nutshell

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Consumer Behavior Answers The Following Questions

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Major Motivators Of Consumer Behavior - 1

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Major Motivators Of Consumer Behavior - 2

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The Consumer Value Equation

Value Is A Personal Assessment Of The Net Worth

Obtained From An Activity6


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Factors That Influence The Purchase Decision

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Internal Influences

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External Influences

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Understanding How Perception Forms

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The Consumer Decision-Making Process Consists Of Five Steps

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Evaluating The Purchase

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Sample Consumer Behavior Questions - 2

5. A

External influences are called external

because theyre outside influences. External

influences come from the outside and dont

pertain to the internal or psychological

influences of a consumer.

6. C

When a consumer considers a purchase, he

enters the decision-making process. In the

decision-making process, he decides to call

a best friend or text his spouse, but first he

must acknowledge that he has an unmet

need (the first step in the decision-making

process).

7. C

You can use six strategies to change the

attitudes of consumers. These strategies

include changing the basic motivational

function, associating your products with

different groups, relating to a conflicting

attitude, altering components in your

product attributes, changing beliefs about

competing brands, and using the elaboration

likelihood model.

8. C

A consumers actual self refers to the self

thats a realistic perception of the individual

at that moment.

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Sample Consumer Behavior Questions - 3

9. B

When a consumer changes her marital

status, she will change her spending

patterns. When a consumers consumptionpatterns change, her spending patterns also

change.

10. A

You can encourage consumer loyalty and

repeat buying by creating an emotional

connection with your customers. The

emotional connection is what creates

committed loyalty from consumers.

Consumer Behavior Theory in a Nutshell

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