MBA'T-SIT | Roll No. ODD SEMESTER EXAMINATION, 2019-20 MBA (Semester-HHI) Consumer Behaviaur Fime: 3 hours Max. Mark Potal no. of printed pages: £ Note: Attempt all questions. Qa, Write short note on any fone parts: (ix8.S44) (a) Seope of Consumer Behavior (b) Outline basis for Market sepmentation, (c) Consumer Motivation (d} Cross cultusal influences on consumer behavior (e) Outline the impact of media and globalization in consumer behavior QL. Attempt any four: (ax: (a) Consumer purchase deeision process, £4) (b) Customer loyalty (c) Information processing (d) Bases of segmentation (e) Post purchase behavior Q3- Attempt any avo Oxt=14) (a) “The importance of knowing and understanding consumer behavior in modera marketing is vital” Blucidate this statement (b) How important is customer satisfaction i satisfaction level of consumer. retail business? What factor influence the (c) Explain in detail the four bas elements of diffusion process, Qé4. Attempt any vo QxT14) (2) What is culture? Explain the influgnce of culture on consumer behavior with the help of suitable examples. (b) Explain various types of groups that have influence on consumer purchase decision, How do they influence? {c) Discuss the measurement of consumer satisfietion and dis-satistnetion QS. Attempt any ove (Qx7=14) (a) Discuss the consumer bel ov model in detail (b) What do you understand! by attitude and chan; ng. attitude of consumer? Discuss. (c) What the criteria for effective targeting of marker? Explain.MBA-204Mi 1282 ‘ Odd Semester Examination 2018-19 MBA (Business Administration) (SEMESTER-II1) CONSUMER BEHAVIOUR ‘Time: 03:00 Hours Max Marks : 70 Note ; Attempt the following 1 Answer any four [4x3,5=14] (a) What do you mean by consumer behavior ? Discuss the need for study of Consumer Behaviour {b) Briefly Explain the Buying Motives, (c) What is Market Segmentation ? What is the different basis of Market Segmentation ? (4) Explain the Masiow’s theory of Hierarchy of needs and ils relevance to consumer behavior (e) Explain the Model of Low and High involvement of the consumer in the purchasing process. Answer any four [4«3.5=14] t fa) Explain the Perceptual Process. What factors are responsible for perceptual distortion ? (b) What is Personality ? Discuss the role of personality in influencing consumer behaviour. MBA-304M1/1080 ay) [PTO]What are ihe fundamental principles of learning and how are they involved in influencing buyer behaviour ? (@) Define Attitude and dis the role of alffiude'in consumer decision process, {e) Define the tem seiimage and self-concept, How does it affect consumer behaviour ? 3. Answer any four [4x3.5>14] (a) Consumer reference groups are groups that serves as frames of reference for individuals in their purchase decisions. With reference fo this statement explain the various types of reference groups with example: (b) Discuss the role of socio-cultural dimensions in Consumer Behaviour (©) Explain the concept of diffusion of innovation. How does product characteristics influence the rate of diffusion ? (d) Who is a family group ? Explain the rote of family group on consumer behaviour, illustrate your answer with example (ec) Whal is the impact of social media and internet revolution on consumer behaviour ? 4, Answer any Two [2x7=14} (a) Discuss in detail the stages of Consumer Decision Making Process, with the help of model (0) Discuss the Organizational buying Behaviour and Buying Decision Process. (c) How do consumers reduce post purchase dissonance ? How can marketer provide reinforcement to consumers after the purchase to reduce their dissonance ? Explain. MBA-304M 1/1080. (2)5. Answerany Two [ox7=14] (a) ) () t Who is an opinion leader ? Why ible source of opinion leader is product information than an advertisement for the same product ? State your reasons with suitable example: What do you mean by Brand switching ? What strategies can be opted by the marketer to enhance customer loyaity ? Explain with the help of examples What Dec) hase a smart jon making proce 5 you go through when you pl phone for yourself ? MBA-304(M1)/1080 (3)MB-304M1 1394 Odd Semester Examination, 2017-18 MBA (SEMESTER-III) CONSUMER BEHAVIOR Time: 03:00 Hours Max. Marks: 70 Note : Answer alll questions 1 ‘Answer any four (4x3.5=14) (2) Howis niche marketing different than differentiated marketing? (6) Discuss and give an illustration of each type of motivational conflict. How do ‘marketers apply them when developing advertising campaigns? (0) C. Why have multi-attribute attitude models become so popular among marketing researchers? (4) _D. What are the various factors that influence the consumer buying behavior? (e) _E. Discuss the Trait theory of personality. How do personality traits of an individual can explain his/her consumption behavior? Give examples. Answer any four (4x3.5=14) (a) Explain the term consumer behavior. What are the various types of Buying-Decision Behavior? (b) Explain the Engel Kollat model of decision making. (©) Describe the role of young children in the family consumption process. What role do teenagers play in family decision making? (4) Explain model of consumer Decision making process in detail, (e) What factors influence the amount of search that most consumers will exert when buying a smart phone or a tablet? Answer any two (2x7=14) (a) Explain the process of communication with the help of Shannon Weaver's model? What role does Feedback play in communication? Differentiate between formal & informal communication with suitable examples? MB-304M1/1040 (1) (P.T.0](b) Discuss the concept of value in the context of the consumption process. Your discussion of the concept of value needs to include the notion of utilitarian value and hedonic value. (c) _ C. What types of programs or tactics would you suggest the owner institute to break the fear of Baby Boomers and change their attitude toward rock climbing 4. Answer any two : (2x7=14) (2) Identify and discuss the five factors that influence the amount of search performed by consumers in a typical decision making process. (b) How do the various types of risks influence consumer decision-making approaches? (c) What do the terms acculturation and enculturation mean and how do they relate to consumer socialization? 5. Answer any two (2x7=14) (2) What is the difference between an internal influence and an external influence as described by the consumer Value Framework (CVF)? (b) What is meant by the term “personality”. What does it mean that personality is unique to the individual? (c) What are the various power bases of reference groups? Give examples of how these power bases may influence consumers in their consumption decisions MB-304M1/1040 (2)MBA-304(M1) 270 Printed Pages : 3 Paper Code & Roll No. to be filled in your Answer Book Roll No. Odd Semester Examination-2016 MBA (Semester-I) CONSUMER BEHAVIOUR Time : 3 Hours] [Maximum Marks :70] Note : Attempt all questions. 1, Answerany four: [3.5*4=14] (a) What is the need of understanding consumer behaviour? (b) Write short note on changing pattern of consumer behavior with respect to FMCG industry. (c) | What are the factors that influence consumer behaviour? (4) What are the diffferences in organizational buying and consumer buying ? (e) What are the bases of consumer market segmentation ? MBA-304 (M1)/1080 «a PTO]Answer any Four: [B.5x4=14] (a) Explain the positive and negative motivation. (6) Discuss those consumer motives on which fast food chains have made a good space in Indian market with two suitable examples. (c) Whatdo youmean by consumer involvement? What - are the types of consumer involvement? (d) What do you mean by perception? (ec) What are the different ways of measuring consumer learning? Answer any two: [7*2=14] (a) Discuss the role of fam (6) How does the family influence the consumer socialization of children? What role does television advertising play in consumer socialization? (c) Discuss the cultural diversity and their possible impacts on consumer behavior in In MBA-304 (M1)/1080 Q) ‘Answer any two: [27-14] (a) Whatare the variables that shape decision making ofa consumer? (b) Explain the different types of decision behavior. (c) What is the consumer information processing model? ‘Answer any two : [7x2=14] (a) What do you mean by consumer satisfaction and dissatisfaction? Prepare a questionnaire from which consumer satisfaction and dissatisfaction can be measured. (b) What do you mean by’ loyalty? How loyalty different from repeat buying behavior? (c)_ Whatis opinion leadership? What are the roles of MBA-304 (M1)/1080 ))MBA-304(M1) 1142 Printed Pages : 3 Paper Code & Roll No. to be filled in your Answer Book RollNo. [| l MBA II Year (III Sem.) Odd Semester Examination-2015 CONSUMER BEHAVIOUR Time : 3 Hours] [Maximum Marks :100 Unit ‘Answer Any Four (4x5=20) 1.1 Explain the importance of studying consumer behaviout. 1.2 Explain the scope of consumer behaviour: ‘in B to C businesses. 1.3 Whattype ofinformation about the consumers required by the business organisation? 1.4 Define segmentation. What are the bases of market segmentation? 1.5 Whatare the pre- requisites of'a good segment? Unit2 Answer any four (4%5=10) 2.1 Whatare the extemal factors that affect the buying behaviour process? a) MBA-304-M1 / 10202.2 Explain the two components of self concept- actual concept and ideal concept in brief. 2.3. Whatistraittheory of personality? 2.4 — Explain any two ofthe memory applications? 2.5 Of the four attitude functions i.e. utilitarian function, ego- defensive function, value expressive function, and knowledge function, which one do you consider as the most important function and why? Unit3 Answer any two (2x10=20) 3.1 Explain the four varying perspectives for defining innovation, 3.2 Whatare social classes? Explain the types of social classes. 3.3 Whatare reference groups? Whatis the importance of reference groups? Unit4 Answer any two (2x10=20) 4.1 Explain the decision making process ofa consumer. 4.2 Inwhattype of products do family plays an important role in buying process? Explain @) 1304 4.3 Whatis post- purchase dissonance? Explain the reasons behind it, Units Answer any two (2x10=20) 5.1 Whatare the challenges and difficulties in predicting consumer behaviour? 5.2 What are the levels of three tier machinery for redressal of consumer's grievances? Explain the features ofeach of them, 5.3 Whyrelationship marketing gaining importance nowadays. What measures are organisations taking nowadays to retain their customers? x @)MBA-304-M1 69 Printed Pages : 2 * RollNo. [4 Roll No. to be filled in your Answer Book MBA Examination 2014 Consumer Behaviour Time : Three Hours] [Max. Marks : 70 Note : Attempt all questions: SECTION-A Q1. Youare in a mode of investing in property purchase. What are various factors those would be deter jing your purchase behavior in such a situation?Explain the role of each factor and the process of this purchase. (16) (SECTION-B) Q2. Write short notes (up to 50 words) on any four of the following: (3x4=12) a) Learning theories b) Selfconcept. ©) Attitude change and measurement d) Nicosia model ) Market segmentation. ) Social class and stratification. 9) Types of consumer buying behaviour h) Consumer behavior research. a MBA-304-M1 / 840 /2Q3. 4. What do you understand by personality? How personality makes uniqueness for the individual in the world?What are various theories taught to you mention at least three ofthose? OR A) There has been a remarkable impact of Globalisation on retail landscape of Indian market. Considering the statement give your view about changing consumer buying behavior in this regard. i) B) _Whatis the process of perception?What are various, phenomenon (short cuts) involved in the process of perception? 2) Memory plays an important role in consumer decision making.As per the model given by Engel ,Kollat and Blackwell what are various impacts of various variables of consumer decision making?Explain the model with suitable example. (14, OR A) Purchase by individual and purchase by institutions are having a different perspective. How? @) B) Customer loyalty management has become a challenge for the companies in most of the sectors. How? (7) @ MBA-304-M1 / 840 / 2 Q5. Culture is shared set of values and brief, how this set decides the nature of consumer behaviour in a particular country? What ate various impacts of subculture groups in this? (14) OR A) Who is an opinion leader? What are various (7) B) Family life cycle's various stages give a different market segment to the marketers how? Also explain ly purchase process. ” an @) MBA-304-M1 / 840 /4MBA-304 M-1 . Printed Pages : 3 Roll No. to be filled in your Answer Book Roll No. BA Sem. III) UTU EXAMINATION, 2013-14 Consumer Behaviour sme: Three Hours Maximum Marks : 70 Note: Allthe sections are compulsory. SECTION-A 1 16 Marks You are the manager of a highly sought brand of apparel that offers a complete range of highly priced but good quality trendy wears for both boys and girls. Describe how an understanding of consumer behavior would be useful you in deciding on your i. Segmentation strategy qa) MBA-304-M-1/ 1920 / 4New product introduction Promotion strategy What aspects of consumer behavior would be most relevant for you to study and why? SECTION-B Write short notes on any four : 3x4=12 (a) Differentiate between fashion and style (b) Cognitive dissonance (©) Whatis classical conditioning ()_ Shaping (©) Types of loyalty (Importance of studying consumer behaviour (@)_ Nicosia model (ht) Pas e learning @ ‘SECTION-C How does the external environment help and influences the individual determinants in consumer behaviour? 14 OR What are factors affecting the influence of reference groups? What are the bases of social power? How is consumer behaviour influenced by relationships s? Discuss with context to various family types. 14 OR What are various types of diffusion? List and explain the factors that are responsible for the spread of innovation. What are the consumption differences you can observe with references to durable and non-durable products based on social factors. 14 OR Elaborate the impact of involvement towards purchase? Also state the possible results of involvement based on marketing factors? @) MBA-304-M-1/ 1920 / 4=. Sy me a.303-1 Printed Pages : 3 =. be BE Fy [ever or at not be ln your anaver Book = Roll No. T. Ee L LT ] =. M.B.A. = {SEM. lll) (ODD SEM.) (REG. & BACK) EXAMINATION, 2012-13 rm CONSUMER BEHAVIOUR Time : 3 Hours} {Total Marks : 70 Please read the following case and answer the questions given at the end Case Study — SCRIPTS BIG PLANS FOR ‘NANO’ Tata Motors is scripting a major strategy for its small car ‘Nano’ aimed at addressing the wider set of buyers while ‘ tapping families who want to acquire cars for the first time. With the new 2,50,000 unit plant at Sanand in Gujrat, set for full stream production by January 2011, it would be able to churn out a wider range of models on the new platform. This would include models with higher capacity engines of 800cc and 1000cc engines appealing to buyers willing to spend more and possibly a larger ‘Nano’ “The entire vender network of 41 suppliers would be operational at Sanand by December. We except the production he 2,50,000 unit a year plant, to provide the flexibility ad offer much wider range of cars on the ‘Nano’ platform’, said ‘Mr. R Ramakrishnan, Vice President - Commercial, Passenger Car Business Unit, Tata Motors. Having sold 67,000 Nanos, : most of them through bookings, the company found that contrary to intial plans majority of buyers already owned cars. 7037] 1 [ Contd...“A closer analysis showed that two-wheeler owners who want to buy ‘Nano’ are wary of visiting automotive dealerships Most of them do not have even driving licence and need special assistance and guidance, Therefore, we have decided to set up about 800 Nano outlets in country by March next. This will be supported by a tie up with clutch of banks offering attractive finance schemes making Nano more affordable’, he said Questions : a Discuss the consumer owing a two-wheeler 10 about acquiring a Nano, Explain your answer elaborately? b. How do small cars fit in the mind of consumers 6 in India? Answer any three of the following 4x3 a, What is customer value, and why is it important to marketers? b, What are demographics? Why are they important to international marketers c, What is green marketing? 4. Why is population growth an important concept for marketers? e. What is subculture? f£ How does a group differ from a reference group? a. Is a country’s culture more likely to be reflected 8 in its art museums or its television commercials? Why? b. What are the major uses or applications 6 of an understanding of consumer behavior? OR | | 7037) [ Contd... Describe a segmentation system for the female 7 market based on employment status and gender role orientation b, What is meant by the phrase class to mass 7 and how does it relate to upward-pull? a. How does family decision making differ from 6 most organizational decision making? b. What is opinion leader? How does opinion 8 leader relate to the multistep flow of communication? OR a, What is information overload? How should 7 marketers deal with information overload? b. What are the dimensions on which VALS is 7 based? Describe each. a. What is meant by the term situation? Why is it 8 important for marketing manager to understand situational influences on purchasing behavior? b. What factors influence customer satisfaction? 6 In what way do they influence consumer satisfaction? OR How would you determine the best product position 14 for the following? a. A candidate for student body president at your university b. A cell phone targeting children ¢. A local animal shelter dA line of kitchen appliances targeting women e. A brand of toothpaste. 7037] 3 13500]