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UNIT 1

1. What is consumer Behaviour? What is the importance of studying consumerbehaviour?

 2. Ho can the study of consumer behaviour assist mar!eters in segmentingmar!ets and positioning products?

". Ho is the !no#edge of consumer behaviour usefu# to the mar!eter?

$. In hat aspects an urban consumer i## be di%erent from a rura# consumer?

&. What are the various shopping patterns of the consumers? '(p#ain.

). '(p#ain the various approaches to study of consumer behaviour.

*. +e,ne consumer behaviour. What is the interre#ationship beteen the

consumer behaviour discip#ine and the mar!eting concept?

 -. +escribe the impact of digita# revo#ution on mar!eting and on consumerbehaviour.

UNIT 2

+iscuss the ro#e of attitude in consumer decision process.

 2. Why it is important for a successfu# mar!eter to c#ear#y understand consumerneeds and motivation?

 ". '(p#ain the motivationa# process and ro#e of motives

 $. ar!eters don/t create needs0 needs pree(ist mar!eters. +iscuss thisstatement.

 &. What is #earning? '(p#ain the #earning process of a consumer in a ne buyingsituation.

). '(p#ain the re#ationship beteen persona#ity and buyer behaviour.

*. '(p#ain the di%erent motives behind the choice of #o priced consumer items.

-. +iscuss the signi,cance of consumer perception in pricing and promotiona#

decisions.

 . '(p#ain the concept of motives con3ict/ in consumer behaviour.

14. Ho does se#f5concept a%ect consumer behaviour?

11. '(p#ain the prob#ems of Indian 6onsumers in re#ation to serviceorgani7ations.

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12. What is the re#evancy of 8av#ov/s theory in mar!eting?

1". +e,ne se#ective e(posure9 se#ective retention and se#ective distortion.

1$. +iscuss the re#evance of as#o/s hierarchy in the conte(t of needs ofIndian consumers.

UNIT "

1. '(p#ain the in3uence of cu#ture on consumer behavior

 2. :;ami#y is the #earning ground for any consumer<5 +o you agree?=ubstantiate your anser.

". Brie3y e(p#ain cross5cu#tura# consumer ana#ysis.

$. +oes media patronage di%er ith socia# c#ass? '(p#ain

&. '(p#ain the re#ationship beteen cu#tura# settings and choice criteria of foodproducts.

). +oes product consumption di%er ith socia# c#ass? '(p#ain.

*. What is the ro#e of reference groups in in3uencing the consumer behaviour?

-. What is reference group? Name to reference groups that are important inyou. In hat ay do they in3uence you in your purchasing behaviour?

. '(p#ain the various reference group types.

14. What is socia# c#ass? Ho does it he#p mar!eters to devise their strategies?

11. +e,ne the concept of cu#ture. Ho does it a%ect the consumer behaviour?

12. '(p#ain the techni>ues of measurement of opinion #eadership and discussho does it in3uence consumer behaviour.

1". What are the systematic approaches to measuring =ocia# 6#ass? '(p#ain theimpact of socia# c#ass on consumer buying behaviour.

1$. 6u#ture is shared9 dynamic and can be measured. 6omment.

UNIT $

1. What is cognitive dissonance? Ho does it a%ect consumer behaviour?

2. What is meant by cognitive dissonance? Ho is it reduced?

". +e,ne the ,ve types of adopter categories.

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$. '(p#ain ho consumer behaviour app#ies to strategic mar!eting decisions.

&. Why is an opinion #eader a more credib#e source of product information thanan advertisement for the same product?

). '(p#ain the factors that a%ect the di%usion of an innovation.

 *. What is meant by automatic response behaviour?

-. What is meant by di%usion of innovation?

. Brie3y out#ine the app#ication of consumer behaviour princip#es to strategicmar!eting.

14. Ho does the study of consumer behaviour he#ps in mar!eting decisions?

11. +escribe consumer adoption process.

12. '(p#an in detai# the Hoard5=heth mode# of consumer behaviour.

1". '(p#ain in detai# the 'nge#5o##at mode# of consumer behaviour.

1$. What are the factors that in3uence the information search stage/ in theconsumer decision ma!ing process?

1&. Write a detai#ed note on post purchase behaviour.

1). '(p#ain any one mode# of consumer decision ma!ing process.

1*. Ho do consumers reduce post5purchase dissonance? Ho can mar!etersprovide reinforcement to consumers after the purchase to reduce theirdissonance? '(p#ain.

UNIT &

1. '56ommerce necessitates ne #egis#ative measures for consumer protection/.'#ucidate.

2. '(p#ain the cha##enges of predicting the on#ine consumer behaviour?

". +iscuss advantages and disadvantages of on5#ine mar!eting.

$. +escribe the constituents of on#ine buyer behaviour.

&. What do you mean by consumerism? @#so e(p#ain the various consumerprotection measures in India for consumers.

). '(p#ain the industria# buying process.

*. 6onsumer behaviour o%ers severa# aspects to the internet mar!eters. +o youagree?

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-. What are the factors in3uencing organi7ationa# buying behaviour? '(p#ainindustria# buying behaviour process.