Consumer Behaviour
Consumer Behaviour
Consumer Behaviour
UNIT-I
1. Any individual who purchases goods and services from the market for his/her end-use is
called a..................
2. ------------ is nothing but willingness of consumers to purchase products and services as per
3. ------------- is a branch which deals with the various stages a consumer goes through before
Answer: A
Answer: D
5. “----------- is the action and decisions process or people who purchase goods and services for
personal consumption.”
Answer: A
6. ________________ emphasize(s) that profitable marketing begins with the discovery and
understanding of consumer needs and then develops a marketing mix to satisfy these needs.
a. The marketing concept b. The strategic plan c. The product influences d. The price influences.
Answer: A
7. ________________ is one of the most basic influences on an individual’s needs, wants, and
behaviour.
8. In terms of consumer behaviour; culture, social class, and reference group influences have
9. Many sub-cultural barriers are decreasing because of mass communication, mass transit, and a
___________________.
c. Strong awareness of brands in the market d. Strong awareness of pricing policies in the market.
Answer: A
Answer: D
11. _____________ (is) are transmitted through three basic organizations: the family, religious
organizations, and educational institutions; and in today’s society, educational institutions are
Answer: D
UNIT-II
12. In large nations, the population is bound to lose a lot of its homogeneity, and thus
_________________ arise.
a. Multilingual needs b. Cultures c. Subcultures d. Product adaptation requirements
Answer: C
13. _______________ are based on such things as geographic areas, religions, nationalities,
Answer: C
14. Marketing managers should adapt the marketing mix to ___________________ and
constantly monitor value changes and differences in both domestic and global markets.
Answer: C
15. _____________ has become increasingly important for developing a marketing strategy in
recent years.
a. Change in consumers’ attitudes b. Inflation of the dollar c. The concept and the brand
d. Age groups, such as the teen market, baby boomers, and the mature market. Answer: D
16. Two of the most important psychological factors that impact consumer decision-making
17. Which of the following is the most valuable piece of information for determining the social
a. The number of years schooling that they had b. Their ethnic backgrounds
18. Changes in consumer values have been recognized by many business firms that have
Answer: B
19. Many sub cultural barriers are decreasing because of mass communication, mass transit, and
________________.
20. Different social classes tend to have different attitudinal configurations and _______ that
21. __________ is the single factor that best indicates social class.
a. Buy at a market that sells at a whole sale rates. b. Buy what is popular
d. Analyze the market and select the best at the lowest prices Answer: B
24. ____________ is individuals and households who buy goods and services for personal
consumption.
a. The target market b. A market segment c. The consumer market. d. The ethnographic market.
Answer: C
25. Understanding consumer buying behavior is not easy. The answers are often locked deep
within the consumer’s head. The central question for marketers is:
b. How much does the consumer need the product being offered for sale?
d. How do consumers respond to various marketing efforts the company might use?
Answer: .D
26. The starting point in understanding how consumers respond to various marketing efforts the
Answer: B
27. According to the stimulus-response model of buyer behavior , the place where consumers process
marketing stimuli prior to making purchase decision is called_______________
28. Consumer purchases are influenced strongly by cultural, social, personal, and __________
29. ______________ is the most basic cause of a person’s wants and behaviors.
30. Marketers are always trying to spot ____________ in order to discover new products that
might be wanted.
31. The cultural shift toward _____________ has resulted in more demand for casual clothing and
32. A ________________ is a group of people with shared value systems based on common life
33. The greatest barrier to effectively marketing to the Asian American market is thought to be ________
c. The urban nature of their neighborhoods. d. Lack of a mass media that reaches this group.
Answer: B
34. Relatively permanent and ordered divisions in a society whose members share similar
35. As a form of a reference group, the _______________ are ones to which the individual
wishes to belong.
36. The __________________ is a person within a reference group who, because of special skills,
37. Even though buying roles in the family change constantly, the ___________ has traditionally
38. A major reason for the changing traditional purchasing roles for families is that:
d. Men and women now shop together or “shop until you drop” for entertainment Answer: B
39. A(n) ________________ consists of the activities people are expected to perform according to
40. The stages through which families might pass as they mature over time is a description of
a. Adoption process. b. Lifestyle cycle. c. Values and Lifestyle. d. Family life cycle. Answer: D .
UNIT-III
42. ______________ is(are) a person’s unique psychological characteristics that lead to relatively
43. The basic premise of the _____________ is that people’s possessions contribute to and reflect
44. A _____________ is a need that is sufficiently pressing to direct the person to seek satisfaction
of the need.
46. The theory of motivation that views people as responding to urges that are repressed but
47. According to Maslow’s Hierarchy of Needs, the lowest order of needs are called:
48. According to Maslow’s Hierarchy of Needs, the highest order of needs are called:
a. Self-actualization needs. .b. Social needs. c. Safety needs. d. Physiological needs. Answer: A
49. __________________ is the process by which people select, organize, and interpret
50. People can form different perceptions of the same stimulus because of three perceptual
53. If a consumer describes a car as being the “most economical car on the market,” then this
descriptor is an ___________
54. If a consumer tells friends “I like my car more than any other car on the road,” then the
55. ___________ puts people into a frame of mind of liking or disliking things, of moving
56. Which of the following is NOT one of the five stages of the buyer decision process?
57. According to the buyer decision process suggested in the text, the first stage is characterized
58. The buying process can be triggered by a(n) __________ when one of the person’s normal
59. The stage in the buyer decision process in which the consumer is aroused to search for
more information is called____________
Answer: A
60. The consumer can obtain information from any of several sources. If the consumer were to
obtain information from handling, examining, or using the product, then the consumer would
61. How the consumer processes information to arrive at brand choices occurs during which stage
Answer: C
62. Generally, the consumer’s purchase decision will be to buy the most preferred brand, but two
factors can come between the purchase intention and the purchase decision. These two factors
63. With respect to post purchase behavior, the larger the gap between expectations and
performance:
d. The less likely the consumer will need sales confirmation and support. Answer: B
64. Cognitive dissonance occurs in which stage of the buyer decision process model?
Answer: D
65. A company must always guard against dissatisfying customers. On average, a satisfied
customer tells 3 people about a good purchase experience. A dissatisfied customer, however,
a. 7 b. 9 c. 11 . d. 30 Answer: C
UNIT-IV
66. The _________________ is the mental process through which an individual passes from first
67. All of the following are part of the adoption process that consumers may go through when
68. With respect to adopter categories, the _______________ are guided by respect, are the
opinion leaders in their communities, and adopt new ideas early but carefully.
69. With respect to adopter categories, the ___________________ are skeptical and they adopt
adoption. _________ is the degree to which the innovation may be tried on a limited basis.
71. If a company makes products and services for the purpose of reselling or renting them to
others at a profit or for use in the production of other products and services, then the
Answer: A
72. All of the following are among the primary differences between a business market and a
a. Purchase decisions to satisfy needs. . b. Market structure and demand. c. The nature of the buying
unit. d. The types of decisions and the decision process involved. Answer: A
73. The business marketer normally deals with _____________ than the consumer marketer
does.
a. far greater but smaller buyers b. far greater and larger buyers c. far fewer but far larger buyers
74. When demand comes (as it does in the business market) from the demand for consumer
75. General Motors buys steel because consumers buy cars. If consumer demand for cars
drops, so will General Motors’ demand for steel. This is an example of the relationships
found in___________
76. That business markets have more buyers involved in the purchase decision is evidence of
markets?
a. market structure and demand b. the nature of the buying unit . c. types of decisions made
77. The place in the business buying behavior model where interpersonal and individual
a. habitual re buying b. straight re buying c. modified re buying d. new task buying Answer: B
a. habitual re buy b. straight re buy c. modified re buy . d. new task buy Answer: C
80. When a firm buys a product or service for the first time, it is facing a _____________
81. The “in” suppliers are most likely to get nervous and feel pressure to put their best foot
a. modified re buy . b. new task buying c. straight re buy d. indirect re buy Answer: A
82. The decision-making unit of a buying organization is called its _____________ all the
UNIT-V
83. Considering the major influences on business buyer behavior, as shown in a model in
the text, under which influence stage would you expect to find the influences of authority,
84. The stage of the business buying process where the buyer describes the characteristics and
85. If a buying team is asked by the purchasing department to rank the importance of reliability,
durability, price, and other attributes of an item, then the team is going through a business
86. ________________ is the stage of business buying where an organization decides on and
specifies the best technical product characteristics for a needed item.
a. Problem recognition b. General need description c. Product specification .d. Proposal solicitation.
Answer: C
carefully to determine if they can be redesigned, standardized, or made by less costly methods
of production.
88. Factors such as supplier reputation for repair and servicing capabilities are important criteria
Answer: C
89. Blanket contracts are typically part of which of the following stages in the business buying
process?
90. The _______________ may lead the buyer to continue, modify, or drop the arrangement
91. For the marketing manager, social class offers some insights into consumer behavior and is
93. __________ are factors that have been shown to affect consumer behavior.
94. The reason that higher prices may not affect consumer buying is _______________.
b. 70% of the total population looks for quality services and is willing to pay higher
prices
95. ___________ are the groups that individuals look to when forming attitudes and opinions.
96. For which of the following products would the reference group influence be the strongest?
a. College students b. Office colleagues c. Family and close friends .d. Sports groups Answer: B
a. Family and close friends b. Sports groups c. Ethnic and religious groups d. Fraternal
organizations and professional associations . Answer: C
99. Marketing strategies are often designed to influence _______________ and lead to
profitable exchanges.
100. __________ refers to the information a consumer has stored in their memory about a
product or service.
Answer: A
18 UBM 620-CONSUMER BEHAVIOUR K2, QUESTION BANK
UNIT-I
5. Define Influencers.
6. Define Disposers.
UNIT-II
UNIT-IV
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18 UBM 620-CONSUMER BEHAVIOUR
K3 QUESTIONS
UNIT-I
UNIT-II
7. Write down the factors that affect the influence of reference group. (K3)
10. Explain the roles of family members in decision making process. (K3)
UNIT-III
UNIT-IV
25. Explain the factors Influencing consumer store choice decisions. (K3)
UNIT-V
K4 QUESTIONS
UNIT-I
UNIT-II
UNIT-III
UNIT-IV
UNIT-V