SEM III - MARKETING - CORE - CONSUMER BEHAVIOUR

SR.NO QUESTION

According to research, there are four factors that psychological, personal,

1 influence consumer buyer behavior:
social, CRM systems
motivation, perception,
The psychological factors influencing consumer learning, beliefs and
2 behavior are
attitudes
A segment of a larger culture whose members
share distinguishing values and patterns of
3 behavior is known as a(n) _____.

Market segment

the extent to which the

The degree to which an individual behaves in a individual identifies with
4 manner unique to a subculture depends on _____. that subculture
Which of the following are bases for subcultures
5 in the United States?
Ethnic groups

Which of the following statements about the

6 nature of personality is true?

Personality mainly arises

from genetic traits

Generally speaking, marketers aim their most

luxurious products or services at consumers in
which of the four traditional family life cycle
7 stages?

Young marrieds

Which of the following statements most

8 accurately defines social class?

Social class is the

hierarchical categorisation
of people based on each
individual's sense of
social group membership

Consumer researchers determine social class

9 membership based on

a composite of
socioeconomic factors

Consumer behaviourists are interested in social

10 class for which of the following reasons?

social class can be linked

to where consumers shop

Maslow has a list of human needs from the most

pressing to the least pressing. They include all of
11 the following except _____
Physiological needs
What can we say about the size of the business
12 market compared to consumer markets?

It is approximately the
same

The buyer decision process consists of five

stages. Which of the following is not one of these
13 stages?
Need recognition
The buying process starts with _____the buyer
14 recognizes a problem or need
Need recognition
The marketers job does not end when the
product is bought. After purchasing the product,
the consumer will be satisfied or dissatisfied and
15 will engage in _____.
habitual buying behavior
Almost all major purchases result in _____, or
16 discomfort caused by post-purchase conflict

Opinion leaders

_____ is a key to building lasting relationships

17 with consumers.

Personality

Family is one of the _____ factors that influence

18 consumer behavior
Cultural

19 Which statement is true regarding social class?

Social class is determined

primarily by income level

Consumers who purchase a Harley-Davidson

motorcycle can receive which of the following in
20 addition to the purchase of the product?
Membership in a group

Two or more individuals who share a set of

norms, values, or beliefs and have certain
implicitly or explicitly defined relationships to
one another such that their behaviors are
21 interdependent is known as a(n) _____.

Family

Tara is a marketing professor and is a member of

the American Marketing Association. The
members of this organization are associated with
the discipline of marketing, either as
academicians or as practitioners. The purpose of
this organization is to disseminate research about
marketing, to share best practices, and to foster
the professional development of marketers. The
American Marketing Associate is an example of a
22 _____.
Group
Which of the following is NOT a criterion used to
23 classify groups?
Membership
Which type of group includes family and friends
24 and involves strong ties and frequent interaction? Primary group

Which type of group includes organizations such

as professional associations and neighborhood
associations that involve relatively weak ties and
25 less frequent interaction among its members?
Primary group
_______ are society's relatively permanent and
ordered divisions whose members share similar
26 values, interests, and behaviors

Social classes

Which of the following would be the best

27 illustration of a subculture?

A religion

A person's ________ consist(s) of all the groups

that have a direct (face-to-face) or indirect
28 influence on his/her attitudes or behavior
Sub-culture

29 Consumer behavior is defined as

Conspicuous consumption

_____ are factors that compel or drive a

30 consumer to take a particular action

Motives

According to Abraham Maslow's hierarchy of

needs theory, the highest level of needs are
31 ______ needs

Physiological

Lower level needs such as hunger and thirst are

32 important to marketers because these needs:

are the hardest to satisfy

___ is an approach to the structure and

development of personality that focuses on the
33 underlying motivations for human behavior

Maslow's hierarchy of
needs

Clothing manufacturers like Calvin Klein and

DKNY often employ sexy models in an attempt
to attract attention to their ads. The theoretical
explanation that would most support the idea that
stimulating the consumer's sex drive would lead the cognitive learning
34 to product purchase is:
theory

Martha took part in a marketing research

experiment in which she was given two pictures
of two distinctly different kitchens and asked to
write a description of the person who owned each
one. What kind of motivation research was
35 Martha participating in?
projective techniques
A discrepancy between the self-concept and the
36 ideal self results in

Ego defense mechanism

Freud believed that personality is formed around

37 ________ structures
Three
38 Freud's theories form the basis of ________.

Humanistic psychology

The process by which individuals select, use, or

dispose of products to satisfy their needs and
39 wants is known as:

Problem recognition

40 The person who uses a product is:

not always the same

person who selects or
pays for it

Which of the following best describes

41 involvement?

The relationship users

develop with selected
products and services

Which of the following is not normally perceived

42 as a component of culture?
Values

Which of the following levels of Maslow's

Hierarchy of Needs is most likely to be associated
with consumers' purchase of items of ostentatious
consumption, such as a brand of champagne
43 which is widely advertised for its exclusiveness? Social esteem

Hofstede has identified 5 dimensions of culture

44 which consist of:

power distance,
uncertainty avoidance,
individualism, masculinity
and Confucian dynamism

The context of culture can be identified as either the gender and occupation
45 'high' or 'low' context depending on:
of the communicator

46 Trait theory is based on the assumption that

There are cross-situational

generalities in behavior

ANS

cultural, organizational,
personal, psychological

cultural, social, personal,

psychological

none of the above

reference groups, family,

culture, subculture, social class roles and status

All of the above

sub-culture

ethnic group

reference groups

how long the individual has

been in this country

the age of the individual

the education of the

individual

religion

geographic areas

All of the above

Personality is consistent and

enduring

Personality is the most

important factor that
influences consumer
behavior

Personality does not

change over time

young singles

post parenthood

parenthood

Social class is the

hierarchical categorisation
of people based on the
Social class is the hierarchical degree of recognition each
categorisation of people based category receives from the
on their reported income tax
others

Social class is the

hierarchical categorisation
of people into distinct
status classes
d

dollar value of residence

possessions

quality of neighborhood

social class can be linked to

media habits

social class can be linked

to the choice of
recreational and leisure
activities

All of the above

safety needs

need recognition

self-actualization

it is smaller

it is huge

there is no need to
compare them

information search

variety seeking buying

behavior

purchase decision

information search

evaluation of alternatives

separation of needs and

wants

alterative evaluation

post-purchase behavior

product assessment

cognitive dissonance

purchase decisions

complex buying behavior b

need recognition

customer satisfaction

quality

Social

Personal

Psychological

Lines between social classes in Social classes show distinct Wealth is more critical
the United States are fixed and product preferences in
than education level in
rigid
clothing and automobiles measuring social class.

a 20 year warranty

free maintenance for 5

years

greater attention from the

police
a

Organisation

Group

Generation

Generation

Primary Group

Consumer Group

strength of social tie

number of members

attraction

Secondary Group

Reference Group

Consumer Group

Secondary Group

Tertiary Group

Work Group

cultures

reference groups

lifestyles

a group of close friends

your university

your occupation

family

Social Class

reference groups

the process people engage in

when searching for, selecting,
and using products and services the act of physically
they need
purchasing a product

the act of making a final

decision as to which
product to purchase

impulses

wants

attributes

social

self-actualization

esteem

are an ongoing source of

offer marketers a basis for are the source for most
motivation for most consumer differentiating their
market development
purchase behavior
products
strategies

Psychoanalytic theory

Multi-attribute attitude
theory

Operant conditioning

the psychoanalytic theory

the behavioral learning

theory

affective modeling

an association test

a focus interview

subliminal test

subception

the person of tomorrow

incongruence

Five

Four

Two

structuralism

psychoanalysis

trait theory

cognitive behavior

consumer behavior

post purchase evaluation c

always the same person who

selects it

always the same person

who pays for it

by definition the person

who wants the product
initially

The degree of personal

relevance of a product or
service to a consume

Motivation to contribute to Consumers' experience

the improvement of a brand with a product category

Technology

Motivation

Religion

Love

Security

Physiological

power distance, uncertainty

avoidance, individualism,
masculinity and universality

power distance,
power distance, specificity, specificity, collectivism,
individualism, masculinity masculinity and
and universality
Confucian dynamism

the silent or body language of

the culture

the clarity of the spoken

word and they ways in
which communication are the role that each family
influenced by the
member plays in the
surrounding
community

Person and situational variables Peoples behaviour is only Situational influences are
are equally strong in
influenced by their
predominant in human
influencing behavior
personality traits
behavior
a