1

BBA N 401 CONSUMER BEHAVIOUR COURSE CAPSULE

BBA IV SEMESTER
BBA N 401 CONSUMER BEHAVIOUR
COURSE CAPSULE
SECTION-A
Very Short Answer Type Questions
1. Differentiate between Consumer Behaviour and Consumption Behaviour.
2. How self concept differs from life style?
3. Distinguish between buyer and consumer?
4. State the models of Consumer Behaviour.
5. What do you mean by Consumer Behaviour audit?
6. What are emotional motives?
7. What is ANOVA?
8. What do you mean by diffusion of innovation?
9. What do you mean by Psychographics?
10. What is sample design?
11. What is hypothesis?
12. Define Marketing Research.
13. What is Segmentation? What are its bases?
14. Define consumer behaviour and describe its relevance in marketing decision making.
15. How would you formulate the Marketing Strategy for consumer behaviour?
16. Discuss and illustrate the Input, Output Process Model by means of a diagram.
17. What is a Reference group? Explain the Types of Reference group.
18. What is an advertising agency?
19. What do you mean by advertising campaign?
20. What is E-Business?
21. What is the need to protect the consumer?
22. Discuss the situational factors in buying.
23. What are various sets for making the choice of a brand?
24. What is Service Marketing?
25. Explain in brief Industrial Buying Behaviour.
26. What are after sales services?
27. What is power of persuasion?
28. What is consumer decision making?
2

BBA N 401 CONSUMER BEHAVIOUR COURSE CAPSULE
29. Define perceptual process.
30. Describe briefly the communication process.
31. What do you mean by Attitude measurement?
32. What are the features of industrial markets?
33. What is Motivation?
34. What do you mean by Service Marketing?
35. What is the scope of consumer research?
36. What is marketing implication of operant conditioning?
37. Write a note on Maslows Hierarchy of needs.
38. Explain the relationship between consumer behaviour and marketing management.
39. Explain industrial buying situations.
40. Write a note on service marketing mix.
41. What is family life cycle?
42. How informational influence can affect consumer behaviour?
43. What are the categories of social class?
44. What are the characteristics of culture?
45. Write a note on reference groups.
46. Explain customer satisfaction.
47. What are the applications of social class influences?
48. What is lifestyle?
49. Define consumer attitude.
50. Write a note on classical conditioning.
SECTION-B
Short Answer Type Questions
1. Why should the marketer be concerned with post-purchase behaviour?
2. What do you mean by life style? What factors determine and influence that life style?
3. How can marketing managers identify opinion leaders and how can they utilize opinion leaders?
4. Distinguish between structured non-disguised and non-structured disguised questionnaires.
5. 'Every consumer is unique'. Comment on the statement.
6. Briefly model, how a consumer of the following products would buy them: (a) car (b) salt. Discuss using the
concept of decision-making.
7. What is consumer behaviour? What is the difference between organizational buying and consumer
buying?
8. Define market? What do you understand by market segmentation? What is the criterion for
Segmentation?
3

BBA N 401 CONSUMER BEHAVIOUR COURSE CAPSULE
9. Explain perception and its key elements?
10. Define personality. Explain neo-Freudian personality theory and trait theory?
11. Explain the major influences on Industrial buying?
12. Differentiate between classical and instrumental conditioning theory of consumer behaviour.
13. Explain culture and its characteristics.
14. What are the classifications of adopters?
15. What is the importance of motivation in consumer behaviour?
16. Describe briefly the influences that affect or alter brand choices.
17. Write a note on Maslows need hierarchy.
18. What are the characteristics of self concept?
19. Discuss the structural models of attitude.
20. What are the components of self concept?
21. Discuss the elements of Nicosia Model.
22. What is the scope of consumer research?
23. Explain the concept of consumer behaviours.
24. Write a note on Economic Model.
25. Define social stratification.
26. Write a note on family life cycle.
27. Explain the classification of services.
28. What are reference groups?
29. Explain the theories of personality.
30. Explain Quantitative research.
SECTION-C
Long Answer Type Questions
1. Describe the factors that affect the diffusion rate for an innovation, how can these factors be utilized
in developing marketing strategy?
2. Describe personality trait theory. Discuss how personality traits can be used in consumer research.
3. Discuss with example Howard-Sheth model of consumer behaviour.
4. Using college students as the market segment describe most relevant reference group(s) and indicate
the probable degree of influence on decision for each of the following:
a) Brand of mouthwash.
b) Brand new bike.
c) Becoming a vegetarian.
4

BBA N 401 CONSUMER BEHAVIOUR COURSE CAPSULE
5. "Marketing Research is undertaken to guide managers is the analysis of marketing problems".
Critically examine this statement.
6. Explain the principles of (a) classical conditioning theory and (b) instrumental conditioning theory.
How can they be applied to the development of marketing strategies?
7. Consumer behaviour as a field of study examines both direct and indirect influences on
consumption decisions. Discuss. Also, highlight the importance of understanding consumer
behaviour for developing marketing strategies.
8. How does the external environment help and influences the individual determinants in consumer
behaviour?
9. What are factors affecting the influence of reference groups? What are the bases of social power?
10. How is consumer behaviour influenced by relationships within families? Discuss with context to
various family types.
11. What are the factors leading to satisfaction and dissatisfaction and, what are the responses of a dis-
satisfied customer?
12. How does the external environment help and influences the individual determinants in consumer
behaviour?
13. What are factors affecting the influence of reference groups? What are the bases of social power?
14. How is consumer behaviour influenced by relationships within families? Discuss with context to
various family types.
15. What are various types of diffusion? List and explain the factors that are responsible for the spread of
innovation.
16. What are the sources of information and the factors leading to high and low information search?
17. What are the factors leading to satisfaction and dissatisfaction; and what are the responses of a dis-
satisfied customer?
18. What do you mean by Promotion Mix? Describe all its elements.
19. Describe the advantages and disadvantages of advertising and other promotional tools.
20. What do you mean by appeals? What are different types of appeals? Illustrate with example.
21. What is Motivation? Explain any one theory of Motivation.
22. Explain the factors influencing consumer satisfaction. How marketer builds consumer satisfaction.
23. What are the characteristics of Services? Explain the classification of services.
24. Explain the steps in decision process of Multi-mediation Model. What are the implications of Engel-
Kollat-Blackwell Model on marketing decisions?
25. Bring out the objectives of industrial buying. Explain the factors influencing industrial markets.
26. What are the steps involved in consumer research process?
27. What are the components of self-concept? Explain the influence of self-concept on consumer
behaviour.
28. Define consumer personality. Explain the theories of personality.
29. What is consumer communication? Explain the communication influence on consumer behaviour.
30. What is the need for studying consumer behaviour? Explain the different buying roles of consumers
with example.
5

BBA N 401 CONSUMER BEHAVIOUR COURSE CAPSULE