Questions BBA-IV SEM
1. Define consumer behavior and describe its relevance in marketing decision making.
2. How would you formulate the Marketing Strategy for consumer behaviour?
3. Discuss and illustrate the Input, Output Process Model by means of a diagram.
4. What is a Reference group? Explain the Types of Reference group.
5. What do you mean by advertising campaign?
6. What is E-Business?
7. What is the need to protect the consumer?
8. Discuss the situational factors in buying.
9. What are various sets for making the choice of a brand?
10. What is Segmentation? What are its bases?
11. Explain culture and its characteristics.
12. What are the classifications of adopters?
13. What is the importance of motivation in consumer behaviour?
14. Describe briefly the influences that affect or alter brand choices.
15. How does the external environment help and influences the individual determinants in
consumer behaviour?
16. What are factors affecting the influence of reference groups? What are the bases of social
power?
17. How is consumer behaviour influenced by relationships within families? Discuss with
context to various family types.
18. What are various types of diffusion? List and explain the factors that are responsible for
the spread of innovation
19. What are the sources of information and the factors leading to high and low information
search?
20. What are the factors leading to satisfaction and dissatisfaction and, what are the responses
of a dissatisfied customer?
21. What do you mean by Promotion Mix? Describe all its elements.
22. Describe the advantages and disadvantages of advertising and other promotional tools.
23. What do you mean by appeals? What are different types of appeals? Illustrate with
example.
24. What is Motivation? Explain Two Factor theory of Motivation.
25. How do organizational buyers manage risk in buying?
26. Outlining the key differences between individual buying and organizational buying.
Explain what variations in marketing effort will have to be made by a manufacturer of
stationery items, who now intends to enter organizational markets, after successfully
established himself in the individual consumer market.
27. Briefly discuss the Behaviour Intention Model of attitudes. Can markets 'manage'
attitudes? Use examples to support your answer.
28. What do you understand by 'consumer socialization'?
29. How would you use the family life cycle concept to plan your marketing effort for
i. launching compute training courses
ii. marketing of housing schemes offering 1, 2 or 3 bedroom houses in metropolitan town.
30. How do simple problem recognition and complex problem recognition vary? How can
marketers apply the knowledge of this variation?
31. How can marketers influence the information search process of their consumers?
Illustrate by taking suitable example.
32. You are planning to buy your first personal home computer though you have been using
one for a long time in your office. Explain your buying behavior in terms of the Bittman
information processing model.
33. You are the brand manager of a new line of light weight autofocus, economically priced
digital cameras. Describe how an understanding of consumer behaviour will help you in
your segmentation strategy and promotion strategy. What are the consumer behaviour
variables that are crucial to your understanding of this market ?
34. Gillette, an established market leader in shaving products, is planning a foray into skin
care products for men. How can the company use stimulus generalisation to market these
products ? Can instrumental conditioning also be applied in this marketing situation ?
How ?
35. Which of the stages of the family life cycle would constitute the most lucrative
segment/segments for the following products and services?
(a) Domino's pizza
(b) Mobile telephones
(c) Mutual funds Justify your answer.
36. What do you understand by extensive problem solving, limited problem solving and
reutilized response behaviour? What kind of decision process can you expect in the
following cases and why?
37. Purchase of a greeting card for a close friend.
38. Purchase of an after shave lotion/moisturizer.
39. Write short notes on any tree of the following :
40. Factors likely to increase pre purchase search for information
(b) Economic model of buyer behaviour
(c) Howard Sheth Model
(d) Post purchase dissonance
(e) Trait theory of personality
41. You have been asked to advise a mens wear apparel manufacturer, to help them suitably
segment their market and identify the most appropriate target segment. The company
manufactures both formal and casual wear, and has a stylish, upmarket range. You want
or to apply the VALSII typology to help them identify the target segments. Explain how
would you utilise this approach and which segments would be the most appropriate for
this manufacturer ?
42. Discuss the components of an attitude. Taking the example of a consumer enable
purchase decision, explain what functions do attitudes play in consumer decision making.
43. Which stage in the family life cycle would constitute the most attractive segment for the
following products and services? Give reasons for your answer
(a) Home theatre system
(b) Package tours
(c) Fitness centers
44. How as a marketer of home appliances, would you use the knowledge of post purchase
evaluation by consumer, to ensure that your consumers do not experience any dissonance
? Describe the response strategies you will follow.
45. Write short notes on any 3 of the following
(a) Situational influences on buying process.
(b) Components of Alternative evaluation.
(c) Problem recognition stage in the consumer decision process
(d) Bett man’s information processing model
(e) Types of problem solving behaviour.
46. Explain the term Institutional buying behaviour.
47. What is social class and caste ?
48. Explain economic model of consumer behaviour.
49. Explain post purchase behaviour.
50. What is meant by cross cultural behaviour?
51. What do you mean by diffusion of innovation?
52. What is reference groups?
53. What are the objectives of consumer motivation?
54. What are the importance and applications of consumer behaviour?
55. How consumers interpret perceptions?
56. Is culture environmentally dependent – Explain.
57. How do you classify the determinants of consumer behaviour ? Explain any one set.
58. Explain digital revolution. How it is influencing consumer behaviour in India ?