Roll No. ......................

Total No. of Questions : 13] [Total No. of Pages : 02

Paper ID [B0152]
(Please fill this Paper ID in OMR Sheet)

BBA 804 (S05) (Sem. - 5th/6th)

CONSUMER BEHAVIOR

Time : 03 Hours Maximum Marks : 75

Instruction to Candidates:
1) Section -A is Compulsory.
2) Attempt any Nine questions from Section - B.

Section - A <

(15 × 2 = 30)
Q1)
a) Define Consumer Behavior and give its importance.
b) Differentiate between a Personal Consumer and an organizational
consumer.
c) Give the difference between Generic Goal and Product Specific Goal
along with examples.
d) Describe the Freudian Theory briefly.
e) What do you understand by the “Cognitive Dissonance Theory”.
f) Define Perception and give its salient points.
g) Give the difference between Absolute Threshold and Differential
Threshold.
h) What do you understand by Perceived Risk.
i) Define a Group. Give the various types of groups.
j) What is a Reference Group. Which are the major consumer reference
groups.
k) Define social class. How can social class be measured.
l) What do you understand by composite-variable Index.
m) What is culture. Give the difference between beliefs and values.
n) Give the importance of sub-culture analysis in Consumer Behavior.
o) Define the term family and give the functions of the Family.

J-8022[S-9700439 ] P.T.O.
 Section - B
(9 × 5 = 45)
Q2) Discuss in detail the factors influencing Consumer Behavior.

Q3) Define Motivation. Discuss the Model of Motivation Process.

Q4) Discuss the KarenHorney’s CAD Theory of Personality.

Q5) Describe the Tricomponent Attitude Model.

Q6) Discuss the concepts of Stimulus Generalization and Stimulus Discrimination.

Q7) Explain the Classical Conditioning theory and give its importance in
Consumer Behavior.

Q8) Explain the Model of Consumer Decision Making in detail.

Q9) Discuss the ways in which celebrities can be used as reference group appeals.

Q10) Discuss the various family consumption roles in family decision-making

process.

Q11) What do you understand by FLC. Give and explain the various stages of
FLC.

Q12) Discuss the techniques used for studying and examining culture.

Q13) Give the Model of Communication and discuss the components of

Communication.

bbbb

J-8022[S-9700439] 2