Consumer Behaviour

Consumer Behaviour - 4 Match The Following Question Correct Answer Your Answer Smell Cosmetics and food products
Cosmetics and food products Feel Paper products, fabrics Paper products, fabrics Red colour Warm and sensual Warm and sensual Blue colour Cool and friendly Cool and friendly
Question Correct Answer Your Answer Intuitive thinking Least price conscious Least price conscious Aggression, hunger, sex Id Id Sensing-thinking type personality Own decision maker Own decision maker Sensitive thinking Short term consideration Short term consideration Question Correct Answer Your Answer Market research Regular process Regular process Complaint resolution mechanism Integration with decision making level Integration with decision making level Marketer's challenge Satisfaction of each customer Satisfaction of each customer Xerox synonymous with photocopy machine Brand level expectation Brand level expectation Match The Following Question Correct Answer Your Answer Market research Regular process Regular process Complaint resolution mechanism Integration with decision making level General level expectation Marketer's challenge Satisfaction of each customer Satisfaction of each customer Xerox synonymous with photocopy machine Brand level expectation Category level expectation Match The Following Question Correct Answer Your Answer No black marketing Social responsibility Social responsibility Infancy stage Consumerism Consumerism Statutory regulation Trade Marks and Merchandise Marks Act, 1958 Trade Marks and Merchandise Marks Act, 1958 Full time forcing Variation of tie-up sales Variation of tie-up sales Match The Following Question Correct Answer Your Answer Reports by Federation of Indian Chambers of Commerce Non-government publication Government publication Types of data Primary and secondary Primary and secondary New product launch Non routine problem Communication problem Survey research Communication problem Non-government publication Formal product Image, quality etc of company Traditional organisation No customer complaints handling Feedback Service oriented industries Customer orientation Maximum customer delight Multiple suppliers Avoid the possibility of supplier failure
Buying centre roles Influencer, buyer, decider, gatekeeper, initiator Buying centre Decision makers Breakdown High opportunity cost Question Correct Answer Your Answer Survey Data collection method Internal/Govt. agency Consumer Research Analysis of information Analysis of information Primary Data Source Data collection method ORG External agency Internal/Govt. agency Question Correct Answer Your Answer Physical risk Risk to human body Risk to human body Psychological risk Risk of losing self esteem Risk of losing self esteem Social risk Risk in purchasing items which enhance social attractiveness Risk in purchasing items which enhance social attractiveness Performance risk the purchased product not achieving desired results the purchased product not achieving desired results Market research Regular process Regular process Complaint resolution mechanism Integration with decision making level Marketer's challenge Satisfaction of each customer Xerox synonymous with photocopy machine Brand level expectation No black marketing Social responsibility Infancy stage Consumerism Statutory regulation Trade Marks and Merchandise Marks Act 1958 Full time forcing Variation of tie-up sales Match The Following Question Correct Answer Your Answer Brand Ambassadors Celebrities in different fields Celebrities in different fields Sacred consumption Consumption of goods that promote beauty Consumption of goods that promote beauty Secular consumption Promotes technology Promotes technology Opinion leaders Involve in social activity Involve in social activity Match The Following Question Correct Answer Your Answer Intuitive thinking Least price conscious Least price conscious Aggression, hunger, sex Id Id Sensing-thinking type personality Own decision maker Own decision maker Sensitive thinking Short term consideration Short term consideration Match The Following Question Correct Answer Your Answer No black marketing Social responsibility Social responsibility Infancy stage Consumerism Consumerism Statutory regulation Trade Marks and Merchandise Marks Act, 1958 Trade Marks and Merchandise Marks Act, 1958 Full time forcing Variation of tie-up sales Variation of tie-up sales Match The Following Question Correct Answer Your Answer Reports by Federation of Indian Chambers of Commerce Non-government publication Government publication Types of data Primary and secondary Primary and secondary New product launch Non routine problem Communication problem Survey research Communication problem Non-government publication
Match The Following Question Correct Answer Your Answer Formal product Image, quality etc of company Services bought by the consumer Traditional organisation No customer complaints handling Image, quality etc of company Feedback Service oriented industries Maximum customer delight Customer orientation Maximum customer delight Customer benefits and experience of service Match The Following Question Correct Answer Your Answer Brand Ambassadors Celebrities in different fields Celebrities in different fields Sacred consumption Consumption of goods that promote beauty Consumption of goods that promote beauty Secular consumption Promotes technology Is type of standard consumption Opinion leaders Involve in social activity Involve in social activity Match The Following Question Correct Answer Your Answer Market research Regular process Regular process Complaint resolution mechanism Integration with decision making level Satisfaction of each customer Marketer's challenge Satisfaction of each customer Integration with decision making level Xerox synonymous with photocopy machine Brand level expectation Brand level expectation Question Correct Answer Your Answer Advance info and knowledge on products leads to Reduction in brand loyalty Are same as olden times Today's male purchasing roles Include childcare and involvement in cooking also Imply no change in Buying Patterns Today's female purchasing roles Are changed because of more financial independence Reduction in brand loyalty Greater time pressures for individuals result in More convenience utilization thru use of vending machines / internet buying etc More convenience utilization thru use of vending machines / internet buying etc Match The Following would like the Question Correct Answer Your Answer Optimum stimualtion level is less than the present status Relief seeking Relief seeking Ideal self image How they would like to see themselves How they actually see them Optimum stimulation level is more than present status Restless How they would like to see themselves Optimum stimulation level is equal to present living status Satisfied How they society to see them Match The Following Question Correct Answer Your Answer Unforeseen factors Breakdown, bankruptcy Decides number of members in DMU Perceived risk Decides number of members in DMU Breakdown, bankruptcy Degree of centralisation Company specific problems Influences expectations Perceptual distortion Influences expectations Product specific problem The Following Question Correct Answer Your Answer Brand Ambassadors Celebrities in different fields Celebrities in different fields Sacred consumption Consumption of goods that promote beauty Consumption of goods that promote beauty Secular consumption Promotes technology Promotes technology Opinion leaders Involve in social activity Involve in social activity Match The Following Question Correct Answer Your Answer
Unforeseen factors Breakdown, bankruptcy Breakdown, bankruptcy Perceived risk Decides number of members in DMU Decides number of members in DMU Degree of centralisation Company specific problems Company specific problems Perceptual distortion Influences expectations Influences expectations Match The Following Question Correct Answer Your Answer Formal product Image, quality etc of company Maximum customer delight Traditional organisation No customer complaints handling No customer complaints handling Feedback Service oriented industries Image, quality etc of company Customer orientation Maximum customer delight Customer benefits and experience of service Match The Following Question Correct Answer Your Answer Ideal self image How they would like to see themselves How they would like to see themselves Optimum stimulation level is more than present status Restless Restless Optimum stimulation level is equal to present living status Satisfied Satisfied Optimum stimualtion level is less than the present status Relief seeking Relief seeking Match The Following Question Correct Answer Your Answer Formal product Image, quality etc of company Image, quality etc of company Traditional organisation No customer complaints handling No customer complaints handling Feedback Service oriented industries Service oriented industries Customer orientation Maximum customer delight Maximum customer delight Match The Following Question Correct Answer Your Answer Unforeseen factors Breakdown, bankruptcy Breakdown, bankruptcy Perceived risk Decides number of members in DMU Decides number of members in DMU Degree of centralisation Company specific problems Company specific problems Perceptual distortion Influences expectations Influences expectations 1. It constitutes the moral factor of personality:Ego 2. JND is that difference below which consumer perceives a difference. False 3. __________ attempts to define good and bad and induces a person to attain perfection. Superego 4. Name the market whose product has a universal application: Horizontal 5. Question Characteristics of Reference price :Correct Answer Changes, More knowledge less price range Your Answer More knowledge less price range 6. In Which model, Consumers identifies the attribute of the product he is interested in and assigns weight age? Lexicographic model 7. In________________ Approach marketers consider rural markets to be totally different from the urban market Differentiated 8. Select The Blank Question Individuals have a specific perception and image of themselves called ________. Correct Answer Self concept Your Answer Self concept 9. True/False Question Consumer has a right to voice grievances or suggestions. Correct Answer True Youre Answer False 10. Multiple Choice Single Answers Question It is a method of collecting past and current data by recording information :Correct Answer Observation survey
Your Answer Questionnaire method 11. Habit occurs in the absence of Information seeking Evaluation of alternatives 12. _________occurs when expected needs of customers are fulfilled Satisfaction 13. Multiple Choice Single Answers Question What is 'Conative' component of decision making? Correct Answer Purchase decision Your Answer Purchase decision 14. It is a malpractice done by supplier to fix price in terms of sale to lessen competition - Resale price maintenance 15. Lack of customer _________leads to brand extinction Satisfaction 16. Rural respondent generally can't be interviewed individually True 17. Superego operates at concsious and uncounsious level True 18. Toilet soap brand with higher penetration in india is Lifebuoy 19. Question Correct Answer Your Answer Intuitive thinking Least price conscious Least price conscious Aggression, hunger, sex Id Id Sensing-thinking type personality Own decision maker Own decision maker Sensitive thinking Short term consideration Short term consideration 20. ____________occurs when the consumer gets value from product is more than his expectations. Discrepancy 21. _______ approach does not include the developing of questionnaire and involves less bias Observation survey 22.Characteristics of rural market are: Low density of population Low infrastructure level 23. Type of personality are: Extrovert Introvert 24. Economic factors affecting organizational buying are Credit Price 25. Brand beliefs are formed by ________ learning in low involvement hierarchy Active 26. Self sufficient in food grains at - house hold level Irrigated land to land dependent on rains ratio - 30:70 Number of villagers with no primary school within 1 km radius - 1.8 lakh villagers Number of villagers with drinking water problem - 4.5 lakh villagers 27. the most important factor in buying low involvement product is: brand 28. The production of crops like sorghum, pearl milet, barley and ragi has gone down over the years. False 29. Anything which is different from what is normally expected tends to attract attention True 30__________color conveys a friendlier message. Blue 31. Question Trait theory is based on the following assumptions:Correct Answer Relatively stable behavioral tendencies among individuals, Difference in the degree to behavioral tendencies, Relative differences help in characterizing their personalities 32. Primary data has been collected earlier for some other purpose False 33. Question Measures by government to protect the interests of consumer are :Correct Answer Expansion of public sector, statutory regulation Your Answer Expansion of public sector, Expansion of private sector, statutory regulation, Restrictive trade practices 34. Sellers who cater to the needs of buyers in one particular industry is known as __________ market Vertical 35. Which of the following refers to those environmental events which increase the likelihood of specific response in the future Reinforcement 36. The percentage of rural population of rural population of total national population is approximately 70% 37. ________________theory is relevant and important for involving products Cognative 38. The feeling generated due to Id or superego are ascribed to other person to release tension. This defense mechanism called Identification 39. Multiple Choice Single Answer Question It occurs when two stimuli are seen as similar and effects of one substitute for the effects of the other :Correct Answer Stimulus generalization Your Answer Stimulus generalization 40. Important steps of cognative process of brand evaluation are Purchase decision Evaluate brands
Form brand beliefs 41. Various malpractices prevalent in the society are High pressure selling High Price CONSUMER BEHAVIOUR Q 2. Consumer Research is central to the success of a marketing strategy. Critically examine the above statement in the light of the present business environment in India. A. Consumer Research Consumer Research is the systematic collection and analysis of consumer information for the purpose of important decision making in marketing. Consumer Research plays an important role in marketing process, helps in consumer measurement, market potential, sales forecast, each element like product mix distribution mix, price effectiveness of an advertisement campaign, consumer acceptance of a product. In the fiercely competitive situation, it is extremely critical for an organization to monitor the customer satisfaction on a regular basis. Consumer Research is primarily used for two applications. These are : Routine problems analysis i.e., product potential, sales forecasting etc Non-routine problems analysis i.e. new product launch, success of promotional schemes. Relevance of consumer Research Consumer Research has become extremely relevant especially in the present business scenario and the reasons can be stated as under: 1) To days business decisions are extremely complex and a large number of variables are involved. 2) Globalization and liberalization has intensified competition and survival of an organization is at stake. 3) Optimization at all levels to reduce costs. An organization need to know the areas, which offer cost reduc5tions without affecting the consumer expectations. 4) Employees and shareholders are becoming increasingly aware of their rights to participate in decision-making process. 5) The tools used for research has increased and organizations are increasingly participating data mining. Consumer Research and Analysis Consumer Behaviour Environment Marketing Strategy Development Marketing Strategy Implementation Consumer Research and Analysis Need for Consumer Research Marketers are often interested in knowing the feedback of consumers. As it has been discussed earlier the study of Consumer Research is extremely important for the formulation of marketing strategies. A marketer would be interested in knowing the answers to following questions: How do consumers interpret information about marketing stimuli such as products, stores and advertising? How do consumers choose from among alternative product classes, products and brands? How do consumers form evaluations for products and brands? How do consumers interpret the benefits of marketing offerings? How do behaviour and environment affect consumer beliefs and attitudes? Why are consumers more interested or involved in some products or brands than others? How do marketing strategies influence consumers beliefs and attitudes? Q.6. Define and explain the meaning of Attitude. Explain in brief the factors affecting the relationship between Attitude, Belief, and Behaviour. Explain the two theories of Attitude. A. A learned orientation or disposition, toward an object or situation, which provides a tendency to respond favourably or unfavourably to the object or situation. Attitudes are likes and dislikes. Attitude is a combination of beliefs of consumers about the product attributes and the evaluation of these attributes as being beneficial or not. Factors affecting relationships between attitude, Beliefs and Behaviour Lack of involvement If the involvement of an individual in a particular issue is low, then the relationship between attitudes and behaviour is also low. Lack of purchase feasibility An individual may be highly enthusiastic about the cars. He may collect as much information on cars as possible. He may get totally attracted to the new ad of Toyota after seeing the ad and getting more information about Corolla. He may form strong beliefs about the brand but such a belief may not lead to buy basically because the person may not have the buying capacity. Thus a positive attitude may not necessarily lead to the act of purchase. Poor attitude accessibility Consumers retain brand beliefs in memory as scheme representing their associations with the brand. For these beliefs to affect brand evaluations they must be accessible from memory.
Changing market conditions One might have a very positive attitude towards a brand. He may have continued buying it for a long time. But if the prices are suddenly increased beyond his acceptable level or if the brand vanishes from the market then he will have no option but to go in for a different brand. Lack of relation between values and beliefs: An individual may well be aware of the risks of smoking the values an individual has towards smoking can be negative yet the risks of smoking. The values an individual has towards smoking can be negative yet the believes the he does not want to live longer than there will be no association between values and beliefs. Theories of attitude Congruity Theory This theory was developed by C.E. Osgood and P.H. Tannenbaum, is build on the notion of positive and negative attitudes and adds the concept of attitude strength. Congruity exists when a source and concept are positively associated have exactly the same evaluations. This theory helps to rate attitude on a quantitative scale from 3 (highly unfavourable to + 3 (Highly favourable) with a middle zero point. In order to obtain congruity one should take into account the direction as well as the strength. Illustrate this theory with our earlier example of a salesman of microwave oven. Suppose that we are convinced that the microwave is good and will meet our needs well, a rate of +3 may be given. However, if we develop a slight unfavourable for the salesman, a rating of 1 will be given. According to the congruity theory, the final attitude towards the oven is the differences between the two ratings, which in this case will be +1, the mid point between 1 and +3. Final Rating of Oven -3 -2 -1 0 +1 +2 +3 Sales Man Microwave oven Helders Balance Theory: It maintains that people seek to achieve balance between their thoughts (Beliefs) and feelings (Evaluations). It is mainly concerned with the transfer of information between people. There are three elements in attitude formation The person Other person and Object There are two generic types of relationships that exist between the elements. They are (1) linking or sentiment relations and (2) unit relations. Both the relations can be positive or negative. In a three-element system, balance will exist if all three relations are positive or if two are negative and one is positive. Conversely, imbalance exists if all three are negative or if two relations are positive and one is negative people have a tendency to perceive others and objects linked to them such that the system is balanced. This theory is useful to marketers to find ways to communicate better. Balanced situations -++ Object Object AB (Person) (Person) a salesman of a microwave oven has approached you for selling it to you. The process will have three stages, which are as under: Stage I In the first stage the salesman show you the leaflets and understands you needs. He then matches the benefits of the product with your needs, which leads to a positive attitude build by the trust you place on him. Stage II After the sales talk you may either form a positive or negative opinion about the salesman. If you are favourable towards the salesman to achieve stability you will also form a positive opinion about the oven. If you are unfavourable towards the sales man you will also be unfavourable towards the oven. Q. 10. Explain the characteristics of Organizational Buyers, State the factors affecting organizational buying behaviour and clearly differentiate between organizational buying and individual consumer buying behaviours. A. Organizational Buying differs largely from consumers buying. One of the salient features of organizational buying is that it is basically a rational buying process. This means that organizational buying is based purely on utilitarian concept. There is nothing called hedonic buying. By principle, organizational buyers do not bring in emotions in their buying process and as such emotional appeals do not make any impact on their buying process. Factors affecting organizational buyer behaviour Environmental factors Physical: climate, Geographical location. Technological: Procurement related to inventory. Economic: Price Credit, cost, inventory etc.
Political: Tariff barriers, Defense spending, lobbying Legal: Local, State, Central regulations Organizational Factors Tasks: Buying task performed to achieve corporate goals Structure Technology People Interpersonal factors The buying Center: Comprises of those people who interact during the buying process (Decision makers) Buying center roles i.e. initiators, influences, buyers, deciders, gatekeepers. Power Relationships: Invisible nature of power wielded by individual in an organization Individual factors Motivation of buying personnel It is well-known fact that the buyers overall responsibility is to buy efficiently and at the best possible terms and conditions so as to reduce overall costs of purchase. The purchase department has targets set for them at the beginning of every year. Perceptions of buying personnel It is to be clearly understood that although the personnel involved in the buying professional are rational, being human beings, they have their own perceptions. Sellers need to work around their perceptions to effectively achieve their goals. It is known fact that sellers try to collect as much information about the buyers so that they are in better position. Learning of buying personnel Organizations take special efforts to train their personnel in improving their buying skill sets. Often, such personnel are not for advanced training programs to sharpen their skills. Organizational V/s consumer Buying Geographical concentration Organizational buyers are concentrated in specific locations. Such concentration can be due to number of reasons like infrastructure availability, nearness to port, and closeness to raw material supply points. Fewer, larger buyers Organizational buyers are considerably fewer in number then the individual consumers but at the same time, these are very high volumes. Companies like Bajaj Auto, Telco, Marutietc are huge buyers having purchase running in hundreds of crores. Vertical or horizontal markets When the product of the seller is such that it has a universal application, then it can cater to a large number of buyers in diverse industries. Computers are used in automotive, chemical, pharmaceutical, textile and other industries. Similar is the case with seller of generating sets, transformers, stapler pins and so on. There is the case with sellers of generating sets, transformers etc are referred to as horizontal markets. Sellers who cater to the needs of buyers in one particular industry will have vertical markets. Fluctuating demand Organizational buyers do not have uniform demand. This is because the demands are directly related to consumer demands. In India for example the industrial demand goes up just before the festival season. Q.12. Define consumer learning Explain the various components of learning process. A. Consumer learning: Learning is defined as a permanent change in the behavior of consumer as a result of past experience. Learning involves change in behaviour. It is a process it can occur by increase in knowledge through reading of books, articles, observation, and thinking and through discussions. Components of learning process Everyday an individual receives a variety of stimulus inputs. When a specific stimulus becomes associated with a specific response in a sufficiently permanent manner then the occurrences of the stimulus tends to bring a particular responses. The components are as under: Drive Drive is said to be a strong stimuli that forces action. The drive arouses in an individual an urge to respond to the stimuli and thus forms the basis of motivation. One needs to differentiate motive from a drive. Cues A cue is an object existing in the environment, as perceived by the individual cues give direction to the motives. Hence marketers need to determine the conditions that a cue will increase the probability of getting a specific response. Responses A stimulus leads to responses. It is the reaction of an individual to a stimulus. Such a response may be in the physical form or maybe in terms of complex phenomena such as attitudes, perceptions etc. psychologists have the opinion that responses must be operationally defined and physically observable. Reinforcement Reinforcement is a very basic condition of learning. Without it we cannot observe any measurable modification of behaviour. Reinforcement is closely associated to the psychological process of motivation. Reinforcement refers to those environmental events. Retention The stability of learned behaviour maintained by the individual over a period of time is called retention. Under repeated conditions of positive reinforcement, there is a tendency for the condition response to continue for a long period of time. Q. 14. Explain the various Attitude measurement techniques. It is possible to change the attitude of consumers towards products and brands? Attitude Measurement Techniques Thurston Scale:
This scale also known as thrustone and clave scale is one of the best technique of measuring attitude with the help of equal appearing intervals. In this large number of statements are collected regarding a subject. This can be done through past experience, brain storming, expert opinions etcThurstone and Clave had collected 130 statements regarding the attitude of the respondents towards church. Respondents were asked to sort these statements into 11 piles evenly divided into those having extremely favourable to extremely unfavourable attitude. Summated Rating Scale The methodology used in development of this scale for the purpose of attitude measurement is as under: Researcher collects a large number of statements and eliminates those, which are ambiguous, irrelevant or deficient. The remaining statements are administered to one or more respondents for there reaction using a five point rating system i.e. strongly approve, approve, undecided, disapprove and strongly disapprove. Scalogram Analysis Guttman proposed this attitudinal scale. This method of scaling is based on the assumption that, an individual with a more favourable attitude score than another must be just as favourable or more favourable in his response to every statement. Semantic Differential This technique involves three dominant factors viz. evaluation potency and activity factor. It is a bi-polar scale confirming to the basis concept of motivation, attraction or repulsion from an object. Here respondents are asked to give their opinion on the several point scale. Attitude Change Beliefs are easier to change than desired benefits Desired benefits are more enduring, ingrained, and internalized than beliefs as they are more closely linked to consumer values. A manufacturer of pain relievers produces a brand that consumers regard as significantly stronger and as providing more immediate relief. But however may consumers put more value on the benefits of a mild safe brand that doctors recommend. Brand beliefs are easier to change than brand attitudes Cognitions are easier to change than affect. A change in beliefs precedes a change in brand attitudes. When consumers are involved. Changing their beliefs is easier than changing brand attitudes. For hedonic products, attitudes are a more relevant, vehicle for change than beliefs When consumers buy a product based on emotion or fantasy, they are relying on affect rather than cognitions. Hence attitudes are more relevant strategic vehicle for change. Attitudes are easier to change when there is a low lever of involvement Consumer attitudes are easier to change if there is little self-identification with the product, little emotional attachment to it and no badge value associated with it. Consumer Behaviour assgn Select The Blank Question Correct Answer Your Answer In organisational buying, formal buying is represented by an official and formal ________ . Purchase order Purchase order
Multiple Choice Multiple Answer Question Correct Answer Your Answer Ways to reduce chances of failure are:Buying lowest price item , Warranties and guarantees , Not too much to expect Buying lowest price item , Warranties and guarantees , Not too much to expect
True/False Question Correct Answer Your Answer Land reforms are largely failure in India. True True
Match The Following Question Correct Answer Your Answer
Brand Ambassadors Celebrities in different fields
Celebrities in different fields
Sacred consumption Consumption of goods that promote beauty Consumption of goods that promote beauty
Secular consumption Promotes technology Promotes technology
Opinion leaders
Involve in social activity
True/False Question Correct Answer Your Answer In comparison to outdoor publicity of products/ brands, electronic media is relatively becoming more important. True True
Multiple Choice Single Answer Question Correct Answer Your Answer Characteristic of organisational buyer is:Few in number, high volume business Few in number, high volume business
Multiple Choice Multiple Answer Question Correct Answer Your Answer Political factors affecting organisational buying are :Defense spending , Lobbying Defense spending , Lobbying
Multiple Choice Single Answer Question Correct Answer Your Answer Attitudes are resultant of the combination of :Beliefs and Values Beliefs and Values
True/False Question Correct Answer Your Answer Today the focus and challenge before all marketers is to rebuild themselves around their customers. True True
Multiple Choice Multiple Answer Question Correct Answer Your Answer Why marketers focus on high involvement decisions? Marketers assume consumers to be equally involved as they are , They believe consumers think before they act Marketers assume consumers to be equally involved as they are , They believe consumers think before they act
True/False Question Correct Answer Your Answer The value and volumes of purchases are high in organisational buying. True True
Multiple Choice Multiple Answer Question Correct Answer Your Answer Primary use of consumer research is for which applications? Routine problem , Non routine problem Routine problem , Non routine problem
True/False Question Correct Answer Your Answer Agriculture is mainly subsistence oriented. True True
Multiple Choice Multiple Answer Question Correct Answer In depth interviewing tech of consumer research is known for :Informal approach , Appropriate questions , Identify record subtle reaction
Your Answer
Informal approach , Appropriate questions , Discover hidden motivation
True/False Question Correct Answer Your Answer Attitude towards any product/ brand has nothing to do with the final act of purchase of that product. False False
Multiple Choice Single Answer Question Correct Answer Your Answer Who is the ' father ' of modern consumer movement? Ralph Nader Ralph Nader
True/False Question Correct Answer Your Answer Consumer has a right to voice grievances or suggestions. True True
Multiple Choice Single Answer Question Correct Answer Your Answer Buying process involves the following :Users, Influence and buyer Users, Influence and buyer
Intuitive thinking
Least price conscious Least price conscious
Aggression, hunger, sex
Id
Id
Sensing-thinking type personality
Own decision maker Own decision maker
Sensitive thinking
Short term consideration
Multiple Choice Multiple Answer Question Correct Answer Your Answer Managerial approach of Consumer behavior is :Micro in nature , Cognitive in nature , Overemphasis rationality of consumers Micro in nature , Cognitive in nature , Overemphasis rationality of consumers
Multiple Choice Multiple Answer Question Correct Answer Your Answer Consumer behavior is based on studies of :Social science , Economics , Psychology Social science , Economics , Psychology
Multiple Choice Single Answer Question Correct Answer Your Answer It is the individual's self concept :Ego Ego
Select The Blank Question Correct Answer Your Answer ________has opened new avenue in collection of data in actual users. Information technology Information technology
Select The Blank Question Correct Answer Your Answer Higher ________ level helps in understanding consumer behavior. Sophistication Selective behavior
Multiple Choice Single Answer Question Correct Answer Your Answer Per capita household expenditure is maximum in which state of India? Punjab Punjab
Multiple Choice Single Answer Question Correct Answer Your Answer Under this practice, manufacturer draws line for the supplier to make supplies only in a fixed area :Area restriction Area restriction
Multiple Choice Single Answer Question Correct Answer Your Answer It is the stimulus below which consumer cannot detect the stimulus at all :Absolute threshold Subliminal perception
Multiple Choice Multiple Answer Question Correct Answer Your Answer Factors affecting organisational buying behaviour :Environmental , Organisational , Inter personal Environmental , Organisational , Inter personal
True/False Question Individuals belonging to elite professions as Civil Services, Business executives etc. are accorded same level of status as of ordinary graduates. Correct Answer Your Answer False False
Multiple Choice Multiple Answer Question Correct Answer Your Answer Disadvantages of observation survey is :Slow and expensive , Interpretation , Less bias Slow and expensive , Interpretation
Select The Blank Question Correct Answer Your Answer ________ gradually leads to brand loyalty. Habit Habit
Select The Blank Question Correct Answer Your Answer ________ has a symbolic meaning tied to consumer values. Product Product
Select The Blank Question Correct Answer Your Answer ________ is defined as repetitive behaviour in absence of evaluation of alternative choices. Habit Habit
Multiple Choice Single Answer Question Correct Answer Your Answer Per capita household expenditure is lowest in which state of India? Bihar Bihar
Select The Blank Question Correct Answer Your Answer Individuals have a specific perception and image of themselves called ________. Self concept Self concept
Multiple Choice Single Answer Question Correct Answer This model refers to the actual buying process & product and company factors affect the process of buying :Characteristics of product and organisation
Your Answer
Characteristics of product and organisation
Multiple Choice Single Answer Question Correct Answer Your Answer Name the Primary need of Human being :Medicine Medicine
Multiple Choice Single Answer Question Correct Answer Your Answer The Managerial approach in Consumer Behavior :Is micro level & cognitive in nature Is micro level & cognitive in nature
Multiple Choice Multiple Answer Question Correct Answer Your Answer Characteristics of rural market in relation to marketing stimuli are :Low product exposure , Low brand awareness Low product exposure , Low brand awareness , Low rate of retail outlets
Multiple Choice Multiple Answer Question Correct Answer Your Answer In the present business scenario CB is complex due to :Competition , Rapid pace of innovation , Declination of product differentiation Competition , Rapid pace of innovation , Declination of product differentiation
Multiple Choice Single Answer Question Correct Answer Your Answer It is the data which is collected at first hand either by the researcher or by some other person for the study purpose :Primary data Primary data
Select The Blank Question Perception of a stimulus below the conscious level is called ________.
Correct Answer Your Answer
Absolute threshold Absolute threshold
Multiple Choice Multiple Answer Question Correct Answer Your Answer Ways to increase low involvement product's purchase are :Coupons , Displays , Price deals Coupons , Displays , Price deals
Multiple Choice Single Answer Question Correct Answer Your Answer Name the market whose product has a universal application :Horizontal Horizontal
Select The Blank Question Correct Answer Your Answer Attitudes with________ of involvement are relatively easier to change. Low level Low level
Select The Blank Question Correct Answer Your Answer Consumer has a right to get redressal of ________. Grievances Grievances
Multiple Choice Multiple Answer Question Correct Answer Your Answer Peculiar social relations found in rural India are :More frequent interaction between same people , Caste influence is strong , Status determined by birth in the family More frequent interaction between same people , Caste influence is strong , Status determined by birth in the family
Consumer Behaviour assgn :02: Vaishali
Multiple Choice Single Answer Question Correct Answer Your Answer Factor of convenience in purchasing :Is very important Is very important
Multiple Choice Single Answer Question Correct Answer Your Answer Industries in India depend to a major extent on :Rainfall Rainfall
Select The Blank Question Correct Answer Your Answer With consumers becoming more cost-conscious, they are now more ________ to pay premiums for brand. Reluctant Reluctant
True/False Question Correct Answer Your Answer Proper analysis of characteristics of social class helps the marketers to gain better understanding of target market. True True
True/False Question Correct Answer Your Answer Consumers who are highly involved in product are information gatherers. False True
True/False Question Correct Answer Your Answer Print media is the most important vehicle for communication for low involvement products. False True
Multiple Choice Multiple Answer Question Correct Answer Your Answer Characteristics of EBM model are :Coherent , Flexible Coherent , Flexible
Multiple Choice Multiple Answer Question Correct Answer Your Answer States with poor unemployment level are :Bihar , West Bengal Andhra pradesh , Bihar , West Bengal
True/False Question Correct Answer Your Answer Unforeseen factors can also affect the purchasing organisation or supplies. True True
Multiple Choice Single Answer Question Correct Answer Your Answer Pulse Polio Movement conducted by Govt. of India through media advertisement is based on advertisement by :Influential Personalities Influential Personalities
Select The Blank Question Correct Answer Your Answer ________ data has the possibility of becoming outdated. Secondary Secondary
Multiple Choice Single Answer Question Correct Answer Your Answer A more isolated style becoming more predominant is an outcome of :Increased TV channels and electronic media in India Increased TV channels and electronic media in India
Multiple Choice Single Answer Question Correct Answer Your Answer Persons with high authority are accorded :High status in the society High status in the society
Select The Blank Question Correct Answer Your Answer ________ leads to either satisfaction or dissatisfaction to the consumer. Discrepancy Research
Multiple Choice Multiple Answer Question Correct Answer Your Answer Types of personality are :Extrovert , Introvert Extrovert , Introvert
True/False Question The rank of India among other countries in the world has gone down in terms of poverty, unemployment and level of development after independence. Correct Answer Your Answer False False
Multiple Choice Single Answer Question Correct Answer Your Answer The first major reason for the companies to think differently in eighties Increasing competition Increasing competition
Multiple Choice Multiple Answer Question Correct Answer Your Answer In depth interviewing tech of consumer research is known for :Informal approach , Appropriate questions , Identify record subtle reaction Appropriate questions , Identify record subtle reaction , Informal approach
Select The Blank Question Correct Answer Your Answer ________ of India has formulated a regulatory code which is applicable to all concerned in Advertising. Ad club Press club
Multiple Choice Multiple Answer Question Correct Answer Your Answer Theories based on the principle of perceptual equilibrium are :Social judgement theory , Heider's balance theory , Cognitive dissonance theory Social judgement theory , Heider's balance theory , Cognitive dissonance theory
Multiple Choice Multiple Answer Question Correct Answer Your Answer Various purchase situations can be :In-store , Gift-giving , Unanticipated purchase In-store , Gift-giving , Unanticipated purchase
No black marketing
Social responsibility Social responsibility
Infancy stage
Consumerism
Consumerism
Statutory regulation
Trade Marks and Merchandise Marks Act, 1958
Full time forcing
Variation of tie-up sales
Reports by Federation of Indian Chambers of Commerce
Non-government publication
Government publication
Types of data
Primary and secondary
New product launch Non routine problem Communication problem
Survey research
Communication problem
Multiple Choice Single Answer Question Correct Answer Your Answer Attitudes mean a learned orientation towards an object that provides a tendency to respond :Favorably or unfavorably Favorably or unfavorably
Multiple Choice Multiple Answer Question Correct Answer Your Answer The essential components towards completing the act of purchase include :Awareness of Product , Desire to buy , Feasibility of purchase Awareness of Product , Desire to buy , Feasibility of purchase
Multiple Choice Multiple Answer Question Correct Answer Your Answer Various statutory regulations enforced by government are :MRTP Act , 1969 , Essential commodities Act, 1955 , Drugs control Act , 1950 MRTP Act , 1969 , Essential commodities Act, 1955 , Drugs control Act , 1950
Select The Blank Question Correct Answer Your Answer ________ gives clues to the firm about what existing or prospective customers think. Research Research
Select The Blank Question Correct Answer Your Answer ________ are interested in knowing the feedback of consumers. Marketers Management team
True/False Question Correct Answer Your Answer Minority group consumers tend to be more barnd loyal. True True
True/False Question Correct Answer Your Answer Various sources of information like exhibitions, trade shows, etc influences one's expectations. True True
Multiple Choice Multiple Answer Question Correct Answer Your Answer Heider's Theory talks about :Balanced Situations , Imbalanced Situations Balanced Situations , Imbalanced Situations
Select The Blank Question Correct Answer Your Answer Consumers in U.S are exposed to ________ ads in a day. 600 600
True/False Question Correct Answer Your Answer When the product benefits are clear cut, the operating principle is perceptual defense. False True
Multiple Choice Multiple Answer Question Correct Answer Your Answer How is stimulus generalisation used for brand leveraging? Extension of brand under successful brand , Extension in a different product category Extension of brand under successful brand , Extension in a different product category
Multiple Choice Single Answer Question Correct Answer Your Answer Changes in female purchasing roles are mainly attributed to :Economic and financial independence Economic and financial independence
True/False Question Correct Answer Your Answer Marketing research is a part of consumer research which in turn is a part of product research. False True
Multiple Choice Multiple Answer Question Correct Answer Your Answer Characteristics of learning process are :Change in behaviour, temporary or permanent , Continuously evolves , Change in behaviour based on experience Change in behaviour, temporary or permanent , Continuously evolves , Change in behaviour based on experience
Select The Blank Question Correct Answer Your Answer A Social class is________. Hierarchical Hierarchical
Multiple Choice Single Answer Question Correct Answer Your Answer It is purposeful and directed towards the specific goal Motives Motives
Select The Blank Question Correct Answer Your Answer The behaviourist theory gives little emphasis on consumer ________. Attitude Behaviour
Multiple Choice Single Answer Question Correct Answer Your Answer retification is the :Division of members of society Division of members of society
Consumer Behaviour assgn :03: Seema True/False Question Correct Answer Your Answer Study of CB is more complex in India due to multilingual, multicultural& ethical status. True True
Multiple Choice Multiple Answer Question Correct Answer Your Answer Individuals are strong in which activities while gathering information? Sensation , Intuition Thinking , Feeling , Intuition
Multiple Choice Multiple Answer Question Correct Answer Your Answer More product knowledge through advanced information leads to consumers being :More cost conscious , Less brand loyal More cost conscious
True/False Question Correct Answer Your Answer The unit in which secondary data are expressed may not be the same as is required in the research project. True True
Select The Blank Question Correct Answer Your Answer Lack of customer ________ leads to extinction of brand. Satisfaction Satisfaction
Multiple Choice Single Answer Question Correct Answer Your Answer The upper class consists of :Very small percent of the population Very small percent of the population
Multiple Choice Single Answer Question Correct Answer Your Answer When a consumer buys product he goes through the stage of purchase :Dissonance Dissonance
Select The Blank Question Correct Answer Your Answer The behaviourist theory gives little emphasis on consumer ________. Attitude Attitude
Multiple Choice Single Answer Question Correct Answer Your Answer Customer expectation built up from a particular class of product is at which level? Category Brand
True/False Question Correct Answer The production of crops like sorghum, pearl milet, barley and ragi have gone down over the years. True
Your Answer
True
True/False Question Correct Answer Your Answer Feedback is a very critical element for service oriented industries. True True
Multiple Choice Multiple Answer Question Correct Answer Your Answer Political factors affecting organisational buying are :Defense spending , Lobbying Defense spending , Lobbying , Central regulations
Multiple Choice Single Answer Question personality? Correct Answer Your Answer Which theory is based on the premise that biological needs are the root forces that determine human motivation and
Freud's psychoanalytical theory Freud's psychoanalytical theory
Multiple Choice Multiple Answer Question Correct Answer afterward Your Answer afterward Characteristics of low involvement products :Brand beliefs are formed first by passive learning , Purchase decision is made , Brand may/may not be evaluated
Brand beliefs are formed first by passive learning , Purchase decision is made , Brand may/may not be evaluated
Select The Blank Question Correct Answer Your Answer The success of consumer research depends upon the cooperation of ________. Public Marketer
Multiple Choice Single Answer Question Correct Answer Your Answer Social Stratification is the :Division of members of society Division of members of society
Multiple Choice Multiple Answer Question Correct Answer Your Answer Managerial approach of Consumer behavior is :Micro in nature , Cognitive in nature , Overemphasis rationality of consumers Micro in nature , Cognitive in nature
True/False Question Correct Answer Your Answer More members will be involved in decision making if the problem is an extentive one. True True
Select The Blank Question Correct Answer Your Answer Attitudes based on ________ information are relatively easy to change. Ambiguous Ambiguous
Select The Blank Question Correct Answer Your Answer ________ is used as a means of maintaining regular contact and dialogue with the consumer. Feedback Feedback
Multiple Choice Single Answer Question The objective of this Act is to protect the interests of consumers by establishing consumer councils for settlement of consumer disputes :Correct Answer Your Answer Consumer Protection Act 1986 Consumer Protection Act 1986
True/False Question Correct Answer Your Answer The defense mechanism works at the conscious state. False True
Formal product
Image, quality etc of company
Services bought by the consumer
Traditional organisation
No customer complaints handling
Feedback Service oriented industries
Maximum customer delight
Customer orientation Maximum customer delight
Customer benefits and experience of service
True/False Question Land reforms are largely failure in India.
True True
Multiple Choice Single Answer Question product is :Correct Answer Your Answer A Brand Evaluation that is an outcome of various factors and which creates a positive or negative attitude about the
One Dimensional Multi Dimensional
Multiple Choice Single Answer Question Correct Answer Your Answer Expectations built up at the time of transaction between company and consumer is at which level ? Transaction Transaction
Multiple Choice Multiple Answer Question Correct Answer Your Answer Unforeseen factors that can affect supplies/purchase are :Labour , Cash flow , Bankruptcy Labour , Cash flow , Bankruptcy
Multiple Choice Multiple Answer Question Correct Answer Your Answer The essential components towards completing the act of purchase include :Awareness of Product , Desire to buy , Feasibility of purchase Awareness of Product , Desire to buy , Feasibility of purchase
Multiple Choice Single Answer Question Correct Answer Your Answer It is the stimulus below which consumer cannot detect the stimulus at all :Absolute threshold Absolute threshold
Select The Blank Question Correct Answer Your Answer The ego defensive function of attitude explains how attitudes ________ the ego from anxieties & threats. Protects develop
Multiple Choice Single Answer Question Correct Answer Your Answer Repetition is important in case of :Convenience goods Convenience goods
Multiple Choice Multiple Answer Question Correct Answer Your Answer Theories based on the principle of perceptual equilibrium are :Social judgement theory , Heider's balance theory , Cognitive dissonance theory Social judgement theory , Heider's balance theory , Cognitive theory
Multiple Choice Single Answer Question Correct Answer Your Answer Buying crackers in Diwali time is an example of :Consumption situation Consumption situation
Select The Blank Question Correct Answer Your Answer ________ is considered as a social institution forming an integral part of social system. Consumerism Statutory regulation
True/False Question Correct Answer Your Answer Cultural values are dynamic in nature. True False
Select The Blank Question Correct Answer Your Answer Congruity theory of Attitudes is developed by Osgood &________. Tannenbaun Tannenbaun
Select The Blank Question Correct Answer Your Answer ________ leads to either satisfaction or dissatisfaction to the consumer. Discrepancy Discrepancy
Multiple Choice Multiple Answer Question Correct Answer Your Answer Consumerism in India has not progressed due to following reasons :Ignorance , Consumerism disorganised , Wealth imbalance in the country Ignorance , Consumerism disorganised , Wealth imbalance in the country
Multiple Choice Multiple Answer Question Correct Answer Your Answer The basic levels of organisational buyers are :Purchaser , Initiator Purchaser , Initiator , Buyer
Multiple Choice Multiple Answer Question Correct Answer Your Answer Customer orientation includes :Complaint's redressal , Customer's need satisfaction , Customer focussed product Complaint's redressal , Customer's need satisfaction , Customer focussed product
No black marketing
Social responsibility Consumer Protection Act, 1986
Infancy stage
Consumerism
Consumerism
Social responsibility
Full time forcing
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CB assgn: Binu True/False Question Correct Answer Your Answer Evaluation of brand is done before purchase for low involvement products. False True
Multiple Choice Multiple Answer Question Correct Answer Your Answer Consumption rituals are series of symbolic behaviour that :Occur in sequence , Are repeated frequently Resemble religious rituals , Induce God fearing sentiments
Select The Blank Question Correct Answer Your Answer Employment growth in agriculture is as low as ________ %. 0.01 0.02
Select The Blank Question Correct Answer Your Answer Individuals have a specific perception and image of themselves called ________. Self concept Actual self image
Select The Blank Question Correct Answer Your Answer There is relatively ________ in the dressing styles of urban women as compared to the rural in past couple of years. More change Insignificant change
Select The Blank Question Correct Answer Your Answer ________ involvement may not always lead to a complex decision making. High Direct
True/False Question Correct Answer Your Answer More members will be involved in decision making if the problem is an extentive one. True True
Multiple Choice Multiple Answer Question Correct Answer Your Answer The components of attitude are :Cognitive Component , Conative Component , Affective Component Cognitive Component , Cohesive Component , Conative Component
Multiple Choice Multiple Answer Question Correct Answer Your Answer Peculiar social relations found in rural India are :More frequent interaction between same people , Caste influence is strong , Status determined by birth in the family More frequent interaction between same people , Status determined by birth in the family
Multiple Choice Multiple Answer Question Correct Answer Your Answer Unforeseen factors that can affect supplies/purchase are :Labour , Cash flow , Bankruptcy Labour , Bankruptcy , Technical problem
Select The Blank Question Correct Answer Your Answer Industrial growth in rural India has ________. Slowed down Improved
True/False Question Correct Answer Your Answer When the product benefits are clear cut, the operating principle is perceptual defense. False True
Multiple Choice Single Answer Question Correct Answer Your Answer Industries in India depend to a major extent on :Rainfall Company's profit margin
No black marketing
Social responsibility Consumer Protection Act, 1986
Infancy stage
Consumerism
Measure to protect consumer rights
Full time forcing
Multiple Choice Multiple Answer Question Correct Answer Your Answer Heider's Theory talks about :Balanced Situations , Imbalanced Situations Balanced Situations , Correct Situations
Multiple Choice Single Answer Question Correct Answer Your Answer Name the market whose product has a universal application :Horizontal Proportional
Select The Blank Question Local, state, central regulations etc are ________ factors affecting organisational buying behaviour.
Legal Legal
Intuitive thinking
Least price conscious Id
Id
Dogmatism
Sensitive thinking
Optimum stimulation level
Multiple Choice Single Answer Question Correct Answer Your Answer He is considered the father of psychoanalysis :Sigmund Freud Karen Horney
True/False Question As per scalogram analysis technique if a respondent replies positively to a difficult question he will respond positively to all questions which are simpler than the earlier question. Correct Answer Your Answer True True
Select The Blank Question Correct Answer Your Answer Lack of customer ________ leads to extinction of brand. Satisfaction Discrepancy
Multiple Choice Single Answer Question Correct Answer Your Answer Any communication by experts in that fields makes that communication more:Credible Attractive
Multiple Choice Multiple Answer Question Correct Answer Your Answer Types of personality are :Extrovert , Introvert Leading , Following
Select The Blank Question Correct Answer Your Answer ________ is considered as a social institution forming an integral part of social system. Consumerism Consumerism
Multiple Choice Single Answer Question Correct Answer Your Answer Per capita household expenditure is maximum in which state of India? Punjab Maharashtra
Multiple Choice Single Answer Question Correct Answer Your Answer It is a method of collecting past and current data by recording information :Observation survey Questionnaire method
Multiple Choice Multiple Answer Question Correct Answer Your Answer Consumer behavior is based on studies of :Social science , Economics , Psychology Psychology
True/False Question Correct Answer Your Answer Pre-purchase decision are unimportant as compared to post purchase decision. False False
True/False Question Correct Answer Your Answer Education does not constitute as a parameter for measuring value & status of individual in society. False True
Select The Blank Question Correct Answer Perception of a stimulus below the conscious level is called ________. Absolute threshold
Your Answer
Threshold level
Multiple Choice Single Answer Question Correct Answer Your Answer It is the process wherein all employees of the firm are required to interact directly with customers :Orientation Orientation
Multiple Choice Multiple Answer Question buying behaviour :Correct Answer Your Answer Environmental , Organisational , Inter personal Environmental , Organisational Factors affecting
Multiple Choice Multiple Answer
Question Correct Answer Your Answer
Reasons for rural urban disparities are:Low priority to agriculture , Failure of land reforms Low priority to agriculture , Failure of land reforms
Multiple Choice Single Answer Question Correct Answer Your Answer It is a permanent change in the consumer's behaviour due to past experience :Learning Perception
Multiple Choice Single Answer Question Correct Answer Your Answer When individual deliberately searches for information about product before purchase, it is called :Intentional learning Intentional learning
Select The Blank Question Correct Answer Your Answer The behaviourist theory gives little emphasis on consumer ________. Attitude Stimuli
Multiple Choice Single Answer Question Correct Answer Your Answer Expectations related to reliability, durability, style etc of the product is at which level? General Brand
Multiple Choice Single Answer Question Correct Answer Your Answer Customer expectation built up from a particular class of product is at which level? Category Brand
Multiple Choice Multiple Answer Question Correct Answer Your Answer States with poor unemployment level are :Bihar , West Bengal Andhra pradesh , Bihar , West Bengal
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LIST OF ATTEMPTED QUESTIONS AND ANSWERS
Multiple Choice Single Answer Question Correct Answer Your Answer Characteristics of vertical market :High risk for seller High risk for seller
Select The Blank Question Correct Answer Your Answer There is relatively ________ in the dressing styles of urban women as compared to the rural in past couple of years. More change More change
True/False Question When the product is important to consumer but its benefits are not clear, the operating principle is perceptual
vigilance. Correct Answer Your Answer False True
True/False Question The rank of India among other countries in the world has gone down in terms of poverty, unemployment and level of development after independence. Correct Answer Your Answer False True
Multiple Choice Single Answer Question Correct Answer Your Answer This method involves questioning respondents and recording their responses :Survey research Questionnaire method
Secular consumption Promotes technology Is type of standard consumption
Opinion leaders
Multiple Choice Single Answer Question Expectations built up based on customer's knowledge and information about a particular brand and organisation owning that brand is at a level of :Correct Answer Your Answer Brand General
Multiple Choice Multiple Answer Question Correct Answer Your Answer Ways to increase low involvement product's purchase are :Price deals , Coupons , Displays Displays , Using a film star
Multiple Choice Single Answer Question Correct Answer Your Answer This model refers to the actual buying process & product and company factors affect the process of buying :Characteristics of product and organisation Nature of decision making process
Multiple Choice Single Answer Question Correct Answer Your Answer The salt brand maximum used in India is :Tata Tata
Multiple Choice Single Answer Question Correct Answer Your Answer Expectations related to reliability, durability, style etc of the product is at which level? General General
True/False Question Brand personality is a metaphor for the emotional relationship that exists between a consumer and a brand.
True True
Select The Blank Question Correct Answer Your Answer More frequent interactions take place between the same people in ________ market. Rural Urban
Multiple Choice Multiple Answer Question Correct Answer Your Answer Characteristics of Reference price :Changes , More knowledge less price range Static , Changes
Multiple Choice Multiple Answer Question Correct Answer Your Answer The Degree measure of attitude by any person towards any object / situation is :How much he likes it , How much he dislikes it How much he likes it , How he evaluates it
Select The Blank Question Correct Answer Your Answer Nicosia model establishes a link between organisation and its prospective ________. Consumer Consumer
Select The Blank Question Correct Answer Your Answer ________ of India has formulated a regulatory code which is applicable to all concerned in Advertising. Ad club ISO 14000
Today's consumers are greatly influenced by those individuals with whom they share :Some common traits & Values , Behavioural peculiarities Some common traits & Values , Behavioural peculiarities , Same financial worth
Multiple Choice Multiple Answer Question Correct Answer Your Answer More product knowledge through advanced information leads to consumers being :More cost conscious , Less brand loyal More cost conscious , Less choosy
Select The Blank Question Correct Answer Your Answer The ego defensive function of attitude explains how attitudes ________ the ego from anxieties & threats. Protects Exposes
Select The Blank Question Correct Answer Your Answer ________ data has the possibility of becoming outdated. Secondary Primary
Multiple Choice Multiple Answer Question Correct Answer Your Answer Ways to reduce chances of failure are:Buying lowest price item , Warranties and guarantees , Not too much to expect Warranties and guarantees , Buy well known brands
True/False Question Correct Answer Your Answer Cultural values are dynamic in nature. True True
True/False Question Correct Answer Your Answer Primary data has been collected earlier for some other purpose. False True
Select The Blank Question Correct Answer Your Answer Perceptual defense says that one should use ________ language in advertisements. Ambiguous Clear
Multiple Choice Single Answer Question Correct Answer Your Answer If the outcome of post purchase experience is not in line with the expectation, it is called :Negative discrepancy Negative discrepancy
Select The Blank Question class. Correct Answer Your Answer A social class is ________ rather than concrete with individuals able to move into a higher class or drop into a lower
Continuous Uniform
Multiple Choice Single Answer Question aspirations? Correct Answer Your Answer Which approach is based on the assumption that rural buyers observe their urban counterparts and have similar
Trickle down approach Trickle up approach
True/False Question Correct Answer Your Answer Perceptual vigilance helps consumers to collect more information on products about their benefits before purchase. True True
Select The Blank Question Correct Answer The success of consumer research depends upon the cooperation of ________. Public
Your Answer
Public
Multiple Choice Multiple Answer Question Correct Answer Your Answer The basic levels of organisational buyers are :Purchaser , Initiator Purchaser , Initiator , Buyer
Multiple Choice Multiple Answer Question Correct Answer Your Answer Managerial approach of Consumer behavior is :Micro in nature , Cognitive in nature , Overemphasis rationality of consumers Cognitive in nature , Macro in nature , Overemphasis rationality of consumers
Multiple Choice Multiple Answer Question Correct Answer Your Answer States with poor unemployment level are :Bihar , West Bengal Bihar , West Bengal
Select The Blank Question Correct Answer Your Answer Caste influence is ________in rural India. Strong Strong
Multiple Choice Single Answer Question Buying process involves the following :-
Users, Influence and buyer Users, Influence and buyer
Multiple Choice Single Answer Question Correct Answer Your Answer Neutral Sources who give opinion about the product are :Not paid by the manufacturer Hired by the manufacturer
Multiple Choice Multiple Answer Question Correct Answer Your Answer Economic factors affecting organisational buying are :Price , Credit , Inventory Price , Credit , Inventory
True/False Question Correct Answer Your Answer Attitude towards a brand is more easier to change than belief about that brand. False True
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Select The Blank Question Correct Answer Your Answer ________ of India has formulated a regulatory code which is applicable to all concerned in Advertising. Ad club Ad club
Select The Blank Question Correct Answer Your Answer Price perceptions________ influence the purchasing behaviour of consumer. Directly Directly
Multiple Choice Multiple Answer Question Correct Answer Your Answer Enculturation takes place through a process of instilling values from key institutions like :The family & school , Religious institutions The family & school , Offices & workplaces
True/False Question Correct Answer Your Answer Minority group consumers tend to be more barnd loyal. True False
Select The Blank Question Correct Answer ________ is used as a means of maintaining regular contact and dialogue with the consumer. Feedback
Your Answer
Feedback
True/False Question Correct Answer Your Answer Any person's attitude towards any brand/products is largely influenced by his peer group. True True
Multiple Choice Single Answer Question Correct Answer Your Answer The average rural household spend on consumables (excluding food grains, milk, vegetables) in Rs is :215 215
Multiple Choice Single Answer Question Correct Answer Your Answer Characteristics of Attitudes include a feature as " ATTITUDES HAVE AN .." :OBJECT OBJECT
Multiple Choice Multiple Answer Question Correct Answer Your Answer Two excellent examples that can show that products are means of sharing experience are :Food & drinks on social occasions , Flowers for happy/ sad events Food & drinks on social occasions , Flowers for happy/ sad events
Select The Blank Question Correct Answer Your Answer The success of consumer research depends upon the cooperation of ________. Public Public
Multiple Choice Multiple Answer Question Various purchase situations can be :-
In-store , Gift-giving , Unanticipated purchase Adhoc , Gift-giving , Unanticipated purchase
Select The Blank Question Correct Answer Your Answer EBM model is criticised on the ground that it gives vague definition of the role of ________ . Influencing variables Influencing variables
Select The Blank Question Correct Answer Your Answer ________ in India has been the major cause for slow rise of consumerism . Illiteracy Illiteracy
Freud's psychoanalytical theory Karen horney theory
Multiple Choice Single Answer Question Correct Answer Your Answer Human process that is included in the EBM model is :Memory Satisfaction
Multiple Choice Single Answer Question Correct Answer Your Answer The Managerial approach in Consumer Behavior :Is micro level & cognitive in nature Is macro level & cognitive in nature
Multiple Choice Single Answer Question Correct Answer Your Answer Opinion Leaders are looked upon by others as :Trend setters Trend setters
True/False Question Correct Answer Your Answer Ego is a balancing act between Id and superego. False True
Multiple Choice Single Answer Question Correct Answer Your Answer What is 'Conative' component of decision making? Purchase decision Purchase decision
Multiple Choice Single Answer Question Correct Answer Your Answer Neutral Sources who give opinion about the product are :Not paid by the manufacturer Not paid by the manufacturer
Multiple Choice Single Answer Question Correct Answer Your Answer Repetition is important in case of :Convenience goods Convenience goods
Multiple Choice Multiple Answer Question Correct Answer Characteristics of rural market in relation to marketing stimuli are :Low product exposure , Low brand awareness
Your Answer
Low product exposure , Low brand awareness , Low rate of retail outlets
True/False Question Correct Answer Your Answer Organisational buyers totally depend on consumer demands. True True
Multiple Choice Single Answer Question Correct Answer Your Answer It is relatively difficult to change :Strong attitudes Weak attitudes
Multiple Choice Multiple Answer Question Correct Answer Your Answer Measures by government to protect the interests of consumer are :Expansion of public sector , Statutory regulation Expansion of public sector , Statutory regulation
True/False Question Correct Answer Your Answer Marketers measure attitude towards their brands to help to develop new products or formulate promotional strategies. True True
Select The Blank Question ________ data has the possibility of becoming outdated.
Secondary Secondary
Market research
Regular process
Regular process
Complaint resolution mechanism Integration with decision making level
Satisfaction of each customer
Marketer's challenge Satisfaction of each customer
Integration with decision making level
Xerox synonymous with photocopy machineBrand level expectation
Brand level expectation
True/False Question Correct Answer Your Answer Research provides insight about customer's perception about the competition. True True
Select The Blank Question Correct Answer Your Answer The ego defensive function of attitude explains how attitudes ________ the ego from anxieties & threats. Protects Protects
Multiple Choice Multiple Answer Question Correct Answer Your Answer The basic levels of organisational buyers are :Purchaser , Initiator Purchaser , Initiator
Survey
Data collection method
Internal/Govt. agency
Consumer Research Analysis of information
Analysis of information
Primary Data
Source
ORG
External agency
External agency
True/False Question Correct Answer Your Answer There are high chances of product failure if product categorisation is not there in consumer's mind. True True
One Dimensional One Dimensional
Multiple Choice Multiple Answer Question Correct Answer Customer satisfaction process includes following steps :Product purchase , After sales service , Repeat purchase
Your Answer
Product purchase , After sales service , Repeat purchase
True/False Question Correct Answer Your Answer Marketing research is a part of consumer research which in turn is a part of product research. False False
Multiple Choice Single Answer Question Correct Answer Your Answer This model refers to the actual buying process & product and company factors affect the process of buying :Characteristics of product and organisation Characteristics of product and organisation
Multiple Choice Multiple Answer Question Correct Answer afterward Your Answer Characteristics of low involvement products :Brand beliefs are formed first by passive learning , Purchase decision is made , Brand may/may not be evaluated
Purchase decision is made , Brand may/may not be evaluated afterward
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Select The Blank Question Correct Answer Your Answer With consumers becoming more cost-conscious, they are now more ________ to pay premiums for brand. Reluctant Anxious
Multiple Choice Multiple Answer Question Correct Answer Theories based on the principle of perceptual equilibrium are :Social judgement theory , Heider's balance theory , Cognitive dissonance theory
Your Answer
Social judgement theory , Cognitive theory , Cognitive dissonance theory
True/False Question Correct Answer Your Answer Use of primary data saves more time as compared to secondary data. False True
Advance info and knowledge on products leads to
Reduction in brand loyalty
Are same as olden times
Today's male purchasing roles
Include childcare and involvement in cooking also
Imply no change in Buying Patterns
Today's female purchasing roles Are changed because of more financial independence
Reduction in brand loyalty
Greater time pressures for individuals result in More convenience utilization thru use of vending machines / internet buying etc More convenience utilization thru use of vending machines / internet buying etc
Multiple Choice Single Answer Question Correct Answer Your Answer It is the systematic collection and analysis of consumer information for the purpose of effective decision making :Consumer research Consumer research
True/False Question Correct Answer Your Answer Greater the degree of brand loyalty, less important are situational factors. True True
Multiple Choice Single Answer Question Correct Answer Your Answer In the early seventies companies maximized profits through :Mass production Selling at a very high price
Select The Blank Question Correct Answer Your Answer Members of the same social class show ________ Lifestyles. Similar Variable
Select The Blank Question Correct Answer Your Answer To create product differentiation, manufacturers have to continuously ________ their products. Upgrade Diversify
Multiple Choice Multiple Answer Question Correct Answer Your Answer Critical information required at ' after sales' level to enhance consumer satisfaction are :Repair and maintenance , Consumer follow up Repair and maintenance , Consumer follow up , Courteous and attentive service
Multiple Choice Multiple Answer Question Correct Answer Your Answer More product knowledge through advanced information leads to consumers being :More cost conscious , Less brand loyal Less choosy , Less brand loyal , Less demanding
Multiple Choice Single Answer Question Correct Answer Your Answer Persons with high authority are accorded :High status in the society Low status in the society
Multiple Choice Single Answer Question Correct Answer Your Answer Buying process involves the following :Users, Influence and buyer Users& Buyers
Multiple Choice Single Answer Question Correct Answer Your Answer It is a general sum of traits of characteristics of the person :Personality Personality
Multiple Choice Multiple Answer Question Correct Answer Ways to reduce chances of failure are:Buying lowest price item , Warranties and guarantees , Not too much to expect
Your Answer
Buying lowest price item , Not too much to expect , Buy well known brands
True/False Question Correct Answer Your Answer Attitude towards any product/ brand has nothing to do with the final act of purchase of that product. False True
Multiple Choice Single Answer Question Correct Answer Your Answer The first major reason for the companies to think differently in eighties Increasing competition Dramatic increase in quality of consumer
Optimum stimualtion level is less than the present status
Relief seeking
Relief seeking
Ideal self image
How they would like to see themselves
How they actually see them
Optimum stimulation level is more than present status Restless
Optimum stimulation level is equal to present living status
Satisfied How they would like the society to see them
Multiple Choice Multiple Answer Question Correct Answer Your Answer Characteristics of brand loyal consumers are :Self confident , Store loyal Self confident , Store loyal
The essential components towards completing the act of purchase include :Awareness of Product , Desire to buy , Feasibility of purchase Awareness of Product , Feasibility of purchase , Group purchasing
Continuous Continuous
Select The Blank Question Correct Answer Your Answer Attitudes are ________ in nature. Dynamic Dynamic
Multiple Choice Single Answer Question Correct Answer Your Answer Characteristic of organisational buyer is:Few in number, high volume business More in number, low volume business
Multiple Choice Single Answer Question Correct Answer Your Answer Buying crackers in Diwali time is an example of :Consumption situation Gift giving situation
Select The Blank Question Correct Answer Your Answer In organisational buying, formal buying is represented by an official and formal ________ . Purchase order Negotiation
Multiple Choice Single Answer Question Correct Answer Your Answer Reduction of manpower through voluntary retirement schemes has resulted into :More people being self-employed More people being self-employed
Multiple Choice Single Answer Question Correct Answer Your Answer It refers to an increase in probability of activity without specifying its nature :Drives Drives
Multiple Choice Multiple Answer Question Correct Answer Your Answer The Degree measure of attitude by any person towards any object / situation is :How much he likes it , How much he dislikes it How much he likes it , How he evaluates it
Multiple Choice Single Answer Question Defense mechanism induces a person to unconsciously imitate behaviour of another person who has handled the conflict successfully :Correct Answer Your Answer Identification Repression
Select The Blank Question Correct Answer Your Answer Perceptual defense says that one should use ________ language in advertisements. Ambiguous Ambiguous
True/False Question Correct Answer Your Answer There is a close relationship between brand loyalty and habit. True True
Multiple Choice Single Answer Question Automotive manufacturers in India are concentrated in which place?
Chennai Chennai
Multiple Choice Multiple Answer Question Correct Answer Your Answer Political factors affecting organisational buying are :Defense spending , Lobbying Defense spending , Lobbying , Central regulations
Multiple Choice Single Answer Question Correct Answer Your Answer It is the source of strong inborn drives and urges :Id Super id
Multiple Choice Multiple Answer Question Correct Answer Your Answer Which are the varoius types of risks? Financial risk , Psychological risk , Physical risk Financial risk , Physiological risk , Psychological risk
Multiple Choice Single Answer Question Correct Answer Your Answer If the outcome of post purchase experience is not in line with the expectation, it is called :Negative discrepancy High discrepancy
Select The Blank Question Correct Answer Your Answer Information about a new product stored in bits and pieces in consumer's mind is called ________. Schema Schema
Advantage of secondary data is :Economical , Time saving , Indicate deficiencies Economical , Time saving , Indicate deficiencies
Select The Blank Question Correct Answer Your Answer Organisational buyers buy products/services from ________. Manufacturer Manufacturer
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Unforeseen factors
Breakdown, bankruptcy
Decides number of members in DMU
Perceived risk
Degree of centralisation
Company specific problems
Influences expectations
Perceptual distortion Influences expectations
Product specific problem
Select The Blank
________ is used as a means of maintaining regular contact and dialogue with the consumer. Feedback Brochures
Multiple Choice Single Answer Question Correct Answer Your Answer It refers to an increase in probability of activity without specifying its nature :Drives Cues
Select The Blank Question Correct Answer Your Answer ________has opened new avenue in collection of data in actual users. Information technology Better road links
Select The Blank Question Correct Answer Your Answer Perception of a stimulus below the conscious level is called ________. Absolute threshold Absolute threshold
Multiple Choice Multiple Answer Question Correct Answer Your Answer Consumer behavior is based on studies of :Social science , Economics , Psychology History , Economics
Multiple Choice Multiple Answer Question Correct Answer Your Answer In the present business scenario CB is complex due to :Rapid pace of innovation , Declination of product differentiation , Competition Competition , Rapid pace of innovation , Lethargy of Young generation
Multiple Choice Single Answer Question Correct Answer Your Answer He is considered the father of psychoanalysis :Sigmund Freud Sigmund Freud
Select The Blank Question Correct Answer Your Answer Involvement is ________ needs specific. Consumer Product
Multiple Choice Single Answer Question Correct Answer Your Answer Which model concentrates on the purchasing process? Sheth EBM
True/False Question Correct Answer Your Answer Organisational buyers do not have a uniform demand. True True
Multiple Choice Single Answer Question Correct Answer Your Answer The first major reason for the companies to think differently in eighties Increasing competition Development of Individual taste
Multiple Choice Multiple Answer Question Correct Answer Your Answer Factors affecting organisational buying behaviour :Environmental , Organisational , Inter personal Organisational , Intra personal , Inter personal
True/False Question Correct Answer Your Answer Pre-purchase decision are unimportant as compared to post purchase decision. False True
True/False Question Correct Answer Your Answer Study of CB is more complex in India due to multilingual, multicultural& ethical status. True True
Multiple Choice Single Answer Question Correct Answer Your Answer It constitutes the moral factor of personality :Ego Super id
Multiple Choice Multiple Answer Question Correct Answer Your Answer Enculturation takes place through a process of instilling values from key institutions like :The family & school , Religious institutions The family & school , Religious institutions , Offices & workplaces
Multiple Choice Multiple Answer Question Correct Answer Your Answer product mix How is stimulus generalisation used for brand leveraging? Extension of brand under successful brand , Extension in a different product category Extension of brand under successful brand , Extension in a different product category , Extension in a different
Multiple Choice Single Answer Question The first step in creating good consumer research is to :-
Define the problem Define the problem
Multiple Choice Single Answer Question Correct Answer Your Answer These are temporary settings that occur in the environment at a specific time and place :Situational influences Situational influences
Multiple Choice Multiple Answer Question Correct Answer Your Answer Marketers try to associate their product with symbols of :Achievement , Personal development Achievement , Other brands & products , Foreign brands & products
Multiple Choice Single Answer Question Correct Answer Your Answer Name the market whose product has a universal application :Horizontal Vertical
Multiple Choice Single Answer Question Correct Answer Your Answer Purchase situation where purchaser does not evaluate alternate brands and price and purchases goods, is called:Unanticipated purchase situation Unanticipated purchase situation
True/False
It is never possible for anybody to change his or her class. False True
True/False Question Correct Answer Your Answer Existing laws of consumerism till date are incapable of implementing and enforcing the objectives of consumerism. True True
Multiple Choice Multiple Answer Question Correct Answer Your Answer Various statutory regulations enforced by government are :MRTP Act , 1969 , Essential commodities Act, 1955 , Drugs control Act , 1950 Essential commodities Act, 1955 , Consumer protection Act
Select The Blank Question Correct Answer Your Answer ________ is the consumer's adaptation to an advertisement over a time due to boredom and familarity. Ad wearout Ad static
Multiple Choice Multiple Answer Question Correct Answer Your Answer The components of attitude are :Cognitive Component , Conative Component , Affective Component Cognitive Component , Conative Component
Multiple Choice Single Answer Question Correct Answer Your Answer It is a general sum of traits of characteristics of the person :Personality Learning
Multiple Choice Multiple Answer Question Correct Answer Your Answer Brand loyalty should have which components? Behavioural , Attitudnal Behavioural , Attitudnal , Primary stimuli
Multiple Choice Multiple Answer Question Correct Answer Your Answer In depth interviewing tech of consumer research is known for :Informal approach , Appropriate questions , Identify record subtle reaction Informal approach , Identify record subtle reaction , Discover hidden motivation
Multiple Choice Multiple Answer Question Correct Answer Your Answer Which are the varoius types of risks? Financial risk , Psychological risk , Physical risk Physiological risk , Psychological risk
Multiple Choice Single Answer Question Correct Answer Your Answer It is the movement of citizens and Government to protect the rights of consumers, is called :Consumerism Statutory regulation
True/False Question Correct Answer Your Answer The defense mechanism works at the conscious state. False True
Select The Blank Question Correct Answer Your Answer Consumer has a right to get redressal of ________. Grievances Sufferings
Psychological risk
Risk of losing self esteem
Risk in purchasing items which enhance social attractiveness
Social risk Risk in purchasing items which enhance social attractiveness
Risk due to loss of property
Performance risk
the purchased product not achieving desired results
Risk to human body
Physical risk
Risk to human body the purchased product not achieving desired results
True/False Question Correct Answer Your Answer Cognitive learning theory is relevant for convenience products. False False
Multiple Choice Multiple Answer Question Correct Answer Your Answer Customer orientation includes :Complaint's redressal , Customer's need satisfaction , Customer focussed product Complaint's redressal , No competition , Customer focussed product
Bottom of Form Bottom of Form Bottom of Form Top of Form
Multiple Choice Multiple Answer Question Trait theory is based on the following assumptions :-
Correct Answer Relative differences help in characterising their personalities , Relatively stable behavioual tendencies among individuals , Difference in the degree to behavioural tendencies Your Answer Relatively stable behavioual tendencies among individuals , Difference in the degree to behavioural tendencies , Emotional relationship between consumer and brand
Multiple Choice Multiple Answer Question Correct Answer Your Answer Characteristics of learning process are :Change in behaviour, temporary or permanent , Continuously evolves , Change in behaviour based on experience Change in behaviour, temporary or permanent , Continuously evolves
Select The Blank Question Correct Answer Your Answer A Social class is________. Hierarchical Invaluable and precious
Multiple Choice Single Answer Question Correct Answer Your Answer Characteristic of organisational buyer is:Few in number, high volume business More in number, low volume business
Multiple Choice Single Answer Question Correct Answer Your Answer If the outcome of post purchase experience is in line with the expectation, it is called :Positive discrepancy Low discrepancy
Multiple Choice Single Answer Question Correct Answer Your Answer Expectations built up at the time of transaction between company and consumer is at which level ? Transaction Category
Multiple Choice Multiple Answer Question Correct Answer Your Answer Primary use of consumer research is for which applications? Routine problem , Non routine problem Non routine problem , In emergency
Multiple Choice Single Answer Question Correct Answer Your Answer Attribution theory attributes behaviour to the :Situation Product
Multiple Choice Single Answer Question Correct Answer Your Answer It is based on differential threshold of a consumer :JND Absolute threshold
Multiple Choice Multiple Answer Question Correct Answer Your Answer Critical information required at ' after sales' level to enhance consumer satisfaction are :Repair and maintenance , Consumer follow up Repair and maintenance , Consumer follow up
Select The Blank Question Correct Answer Your Answer ________ gradually leads to brand loyalty. Habit Motives
True/False Question Correct Answer Your Answer Evaluation of brand is done before purchase for low involvement products. False True
True/False Question Correct Answer Your Answer Getting new customers is more economical than retaining the existing customers. False True
Multiple Choice Multiple Answer Question Correct Answer Your Answer Theories based on the principle of perceptual equilibrium are :Social judgement theory , Heider's balance theory , Cognitive dissonance theory Heider's balance theory , Cognitive theory
True/False Question As per scalogram analysis technique if a respondent replies positively to a difficult question he will respond positively to all questions which are simpler than the earlier question. Correct Answer True
Your Answer
True
Select The Blank Question Correct Answer Your Answer Every ________ youngster in Bihar, Assam and West Bengal is unemployed. Seventh Fifth
Select The Blank Question Correct Answer Your Answer In a three element system imbalance will exist if all the relations are ________. Negative Equal
Multiple Choice Multiple Answer Question Correct Answer Your Answer While evaluating information, individuals are strong in following activity :Thinking , Feeling Intuition , Thinking
Multiple Choice Single Answer Question Correct Answer Your Answer It is the period when customer starts using the product/service to meet his specific needs :After sales During sales
Select The Blank Question Lack of customer ________ leads to extinction of brand.
Satisfaction Satisfaction
Multiple Choice Multiple Answer Question Correct Answer Your Answer Customer buys the product with following minimum attributes :Reliable delivery , Durable , Style Durable , Style , Luxury
Multiple Choice Single Answer Question Correct Answer Your Answer It states that stronger the initial stimulus, greater the change required for the stimulus to be seen as different :Weber's law Perceptual vigilance
Multiple Choice Single Answer Question Correct Answer Your Answer Customer expectation built up from a particular class of product is at which level? Category Category
Multiple Choice Single Answer
Rights and power of consumers are protected in relation to :Seller Exporter
Multiple Choice Multiple Answer Question Correct Answer Your Answer Different attitude measuring techniques are :Summated rating scale , Thurstone scale Vernier scale , Summated rating scale , Thurstone scale
Relief seeking
How they actually see them
Ideal self image
Satisfied
Satisfied Restless
True/False Question Correct Answer Your Answer When the benefits of product are not clear but is an important one, then one should use ambiguous messages in ads. True True
Select The Blank Question Correct Answer Your Answer ________ type of personality is interested in building a social relationship. Extrovert Introvert
Information through exhibitions, print mediaIncidental learning
Conditioned stimuli
Cognitive learning
Insight
Habit
Routinzed decision making
Habit
Incidental learning
Secondary stimulus
Conditioned stimuli
Intentional learning
Select The Blank Question Correct Answer Your Answer The output of Nicosia model is ________ . Human behaviour Human behaviour
True/False Question When the product benefits are clear cut, the operating principle is perceptual defense.
False True
Multiple Choice Single Answer Question Correct Answer Your Answer Attitudes, Beliefs, Values towards any product / Brand are :Different Different
Select The Blank Question Correct Answer Your Answer ________ leads to habitual purchasing behaviour if the consumer is satisfied with the brand over a period of time. Learning Learning
Multiple Choice Single Answer Question Correct Answer Your Answer When a consumer buys product he goes through the stage of purchase :Dissonance Ordinance
It is the selection, organisation and interpretation of marketing and environmental stimuli into a cohesive picture :Perception Attitude
Multiple Choice Single Answer Question Correct Answer Your Answer It is the process wherein all employees of the firm are required to interact directly with customers :Orientation Satisfaction
Multiple Choice Multiple Answer Question Correct Answer Your Answer The essential components towards completing the act of purchase include :Awareness of Product , Desire to buy , Feasibility of purchase Feasibility of purchase , Group purchasing
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CONSUMER BEHAVIOUR
SET-1 Question Consumer has a right to get redressal of ________. Correct Answer Grievances
Question To create product differentiation, manufacturers have to continuously ________ their products. Correct Answer Upgrade
Question Organisational buyers buy products/services from ________. Correct Answer Manufacturer
Question Attitudes are resultant of the combination of :Correct Answer Beliefs and Values
Question Every ________ youngster in Bihar, Assam and West Bengal is unemployed. Correct Answer Seventh
Question Managerial approach of Consumer behavior is :Correct Answer Micro in nature , Cognitive in nature , Overemphasis rationality of consumers
Question If the outcome of post purchase experience is in line with the expectation, it is called :Correct Answer Positive discrepancy
Question In the present business scenario CB is complex due to :Correct Answer Competition , Rapid pace of innovation , Declination of product differentiation
Question ________has opened new avenue in collection of data in actual users. Correct Answer Information technology
Question Attitudes, Beliefs, Values towards any product / Brand are :Correct Answer Different
Question Types of personality are :Correct Answer Introvert , Extrovert
Question Various statutory regulations enforced by government are :Correct Answer MRTP Act , 1969 , Essential commodities Act, 1955 , Drugs control Act , 1950
Question Higher ________ level helps in understanding consumer behavior. Correct Answer Sophistication
Question The production of crops like sorghum, pearl milet, barley and ragi have gone down over the years. Correct Answer True
Market research
Regular process Regular process
Complaint resolution mechanism Integration with decision making level Marketer's challenge Satisfaction of each customer Xerox synonymous with photocopy machine Brand level expectation
Question Trait theory is based on the following assumptions :Correct Answer Relatively stable behavioual tendencies among individuals , Difference in the degree to behavioural tendencies , Relative differences help in characterising their personalities
No black marketing Infancy stage Statutory regulation Full time forcing
Social responsibility Consumerism Trade Marks and Merchandise Marks Act 1958 Variation of tie-up sales
Question Pre-purchase decision are unimportant as compared to post purchase decision. Correct Answer False
Question Customer expectation built up from a particular class of product is at which level? Correct Answer Category
Question It is the period when customer starts using the product/service to meet his specific needs :Correct Answer After sales
Question It is a general sum of traits of characteristics of the person :Correct Answer Personality
Question Any person's attitude towards any brand/products is largely influenced by his peer group. Correct Answer True
Question Expectations built up based on customer's knowledge and information about a particular brand and organisation owning that brand is at a level of :Correct Answer Brand
Question It constitutes the moral factor of personality :Correct Answer Ego
Question Ways to increase low involvement product's purchase are :-
Correct Answer Coupons , Displays , Price deals
Question Which type of involvement is temporary in nature? Correct Answer Situational involvement
Question The washing powder brand maximum used in India is :Correct Answer Nirma
Question By and Large Attitudes are :Correct Answer Interconnected
Question Individuals are strong in which activities while gathering information? Correct Answer Sensation , Intuition
Question Factor of convenience in purchasing :Correct Answer Is very important
Question ________ leads to either satisfaction or dissatisfaction to the consumer. Correct Answer Discrepancy
Question In depth interviewing tech of consumer research is known for :Correct Answer Informal approach , Appropriate Questions , Identify record subtle reaction
Question More members will be involved in decision making if the problem is an extentive one. Correct Answer True
Question Expectations built up at the time of transaction between company and consumer is at which level ? Correct Answer Transaction
Question Various sources of information like exhibitions, trade shows, etc influences one's expectations. Correct Answer True
Question When the benefits of product are not clear but is an important one, then one should use ambiguous messages in ads. Correct Answer True
Question ________ is defined as repetitive behaviour in absence of evaluation of alternative choices. Correct Answer Habit
Question The first major reason for the companies to think differently in eighties Correct Answer Increasing competition
Question The salt brand maximum used in India is :Correct Answer Tata
Question Congruity theory of Attitudes is developed by Osgood &________. Correct Answer Tannenbaun
Question Characteristics of low involvement products :Correct Answer Brand beliefs are formed first by passive learning , Purchase decision is made , Brand may/may not be evaluated afterward
Question A consumer is likely to be more involved with a product when the product is ________. Correct Answer Expensive
Question Attitudes are ________ in nature. Correct Answer Dynamic
Question There are high chances of product failure if product categorisation is not there in consumer's mind. Correct Answer True
Question Persons with high authority are accorded :Correct Answer High status in the society
Question Types of restrictive trade practices are :Correct Answer Full time forcing , Area restriction , Predatory pricing
Question In organisational buying, formal buying is represented by an official and formal ________ . Correct Answer Purchase order
Multiple Choice Single Answer Question Correct Answer Your Answer It is the movement of citizens and Government to protect the rights of consumers, is called :Consumerism Consumerism
Multiple Choice Single Answer Question Correct Answer Your Answer Which type of involvement indicates an on-going interest in the product category? Enduring involvement Enduring involvement
Multiple Choice Single Answer Question Correct Answer Your Answer The washing powder brand maximum used in India is :Nirma Nirma
Multiple Choice Multiple Answer Question Correct Answer Your Answer Roles of attitudes in developing marketing strategies are :To define segments , Develop new products , Develop promo strategies To define segments , Develop promo strategies , Beat the competition
Multiple Choice Single Answer Question Correct Answer Your Answer It is the stimulus below which consumer cannot detect the stimulus at all :Absolute threshold Absolute threshold
Multiple Choice Multiple Answer Question Correct Answer Your Answer Reasons for rural urban disparities are:Low priority to agriculture , Failure of land reforms Low priority to agriculture , Failure of land reforms
Select The Blank Question Correct Answer Your Answer A consumer is likely to be more involved with a product when the product is ________. Expensive Expensive
Multiple Choice Single Answer Question Correct Answer Your Answer It is the selection, organisation and interpretation of marketing and environmental stimuli into a cohesive picture :Perception Perception
Multiple Choice Single Answer Question Correct Answer Your Answer Which model has stimuli as the input and human behaviour as the output? Nicosia Nicosia
Multiple Choice Multiple Answer Question Correct Answer Your Answer Types of restrictive trade practices are :Full time forcing , Area restriction , Predatory pricing Full time forcing , Area restriction , Predatory pricing
Smell
Cosmetics and food products
Feel
Paper products, fabrics
Warm and sensual
Red colourWarm and sensual
Warm and sensual
Blue colour
Cool and friendly
Aggressive and unfriendly
Multiple Choice Single Answer Question Correct Answer Your Answer Status is :Prestige or value attached to the holder of the position Prestige or value attached to the holder of the position
True/False Question Correct Answer Your Answer When the benefits of product are not clear but is an important one, then one should use ambiguous messages in ads. True True
Multiple Choice Single Answer Question Correct Answer Your Answer Which type of involvement is temporary in nature? Situational involvement Situational involvement
True/False Question Correct Answer Your Answer The defense mechanism works at the conscious state. False False
True/False Question Correct Answer Your Answer Ego is a balancing act between Id and superego. False False
Multiple Choice Multiple Answer Question Correct Answer Factors affecting organisational buying behaviour :Environmental , Organisational , Inter personal
Your Answer
Environmental , Organisational , Inter personal
True/False Question vigilance. Correct Answer Your Answer When the product is important to consumer but its benefits are not clear, the operating principle is perceptual
False False
Types of data
New product launch Non routine problem Non routine problem
Survey research
Routine problem
Multiple Choice Multiple Answer Question Correct Answer Your Answer Company specific problems highlighted in Sheth model are :Degree of centralisation , Organisational orientation , Organisation size Degree of centralisation , Organisational orientation , Organisation size
Multiple Choice Single Answer Question Correct Answer Your Answer It is a practice by marketers to indulge in temporary sales at prices below cost. What is it called? Predatory pricing Predatory pricing
Multiple Choice Multiple Answer Question Correct Answer Your Answer Critical information required at ' after sales' level to enhance consumer satisfaction are :Repair and maintenance , Consumer follow up Repair and maintenance , Consumer follow up , Courteous and attentive service
Select The Blank Question Correct Answer Your Answer ________ involvement may not always lead to a complex decision making. High High
Multiple Choice Multiple Answer Question Correct Answer Your Answer Customer buys the product with following minimum attributes :Reliable delivery , Durable , Style Reliable delivery , Durable , Style
Multiple Choice Multiple Answer Question Correct Answer Your Answer Brand loyalty should have which components? Behavioural , Attitudnal Behavioural , Attitudnal
Multiple Choice Single Answer Question Correct Answer Your Answer In the early seventies companies maximized profits through :Mass production Mass production
Opinion leaders
Select The Blank Question Correct Answer Your Answer In organisational buying, formal buying is represented by an official and formal ________ . Purchase order Purchase order
Multiple Choice Multiple Answer Question Types of restrictive trade practices are :-
Full time forcing , Area restriction , Predatory pricing Full time forcing , Area restriction , Predatory pricing
Multiple Choice Multiple Answer Question Correct Answer Your Answer Factors affecting perceived risks about the product are :New product , Technologically complex , High price New product , Technologically complex , High price
Multiple Choice Multiple Answer Question Correct Answer Your Answer Various statutory regulations enforced by government are :MRTP Act , 1969 , Essential commodities Act, 1955 , Drugs control Act , 1950 MRTP Act , 1969 , Essential commodities Act, 1955 , Drugs control Act , 1950
Multiple Choice Multiple Answer Question Correct Answer Your Answer Enculturation takes place through a process of instilling values from key institutions like :The family & school , Religious institutions The family & school , Religious institutions
Multiple Choice Multiple Answer Question Correct Answer Your Answer Consumption rituals are series of symbolic behaviour that :Occur in sequence , Are repeated frequently Occur in sequence , Are repeated frequently
Marketers focus on what kind of product? High involvement High involvement
Multiple Choice Single Answer Question Correct Answer Your Answer Status is :Prestige or value attached to the holder of the position Prestige or value attached to the holder of the position
Multiple Choice Multiple Answer Question Correct Answer Your Answer Customer buys the product with following minimum attributes :Reliable delivery , Durable , Style Reliable delivery , Durable , Style
Market research
Regular process
Regular process
Multiple Choice Single Answer Question Correct Answer Your Answer Human process that is included in the EBM model is :Memory Memory
Multiple Choice Multiple Answer Question Correct Answer Your Answer Response depends upon :Drive , Motive , Cues Drive , Motive , Cues
True/False Question Correct Answer Your Answer Evaluation of brand is done before purchase for low involvement products. False False
Multiple Choice Single Answer Question Correct Answer Your Answer It is the period when customer starts using the product/service to meet his specific needs :After sales After sales
Multiple Choice Single Answer Question The salt brand maximum used in India is :-
Tata Tata
Multiple Choice Single Answer Question Correct Answer Your Answer In which model, a brand is selected if it excels in respect of one of the attributes arranged in order of priority? Lexicographic model Lexicographic model
Select The Blank Question Correct Answer Your Answer Every ________ youngster in Bihar, Assam and West Bengal is unemployed. Seventh Seventh
Multiple Choice Single Answer Question Correct Answer Your Answer By and Large Attitudes are :Interconnected Interconnected
Reduction of manpower through voluntary retirement schemes has resulted into :More people being self-employed More people being self-employed
True/False Question Correct Answer Your Answer Print media is the most important vehicle for communication for low involvement products. False False
Select The Blank Question Caste influence is ________in rural India. Correct Answer Strong Your Answer Strong
Multiple Choice Single Answer Question What happes when the consumer gets information on its own? Correct Answer Incidental learning Your Answer Incidental learning
True/False Question Proper analysis of characteristics of social class helps the marketers to gain better understanding of target market. Correct Answer True Your Answer True
True/False Question Organisational buyers totally depend on consumer demands. Correct Answer True Your Answer False
Select The Blank Question ________ type of personality is interested in building a social relationship. Correct Answer Extrovert Your Answer Extrovert
Multiple Choice Single Answer Question Pulse Polio Movement conducted by Govt. of India through media advertisement is based on advertisement by :Correct Answer Influential Personalities Your Answer Influential Personalities
Multiple Choice Single Answer Question This method involves questioning respondents and recording their responses :Correct Answer Survey research Your Answer Survey research
Multiple Choice Single Answer Question Characteristic of organisational buyer is:Correct Answer Few in number, high volume business Your Answer Few in number, high volume business
Multiple Choice Multiple Answer Question Customer buys the product with following minimum attributes :Correct Answer Reliable delivery , Durable , Style Your Answer Reliable delivery , Durable , Style
Multiple Choice Single Answer Question Repetition is important in case of :Correct Answer Convenience goods Your Answer Convenience goods
True/False Question In comparison to outdoor publicity of products/ brands, electronic media is relatively becoming more important. Correct Answer True Your Answer True
Select The Blank Question ________ leads to either satisfaction or dissatisfaction to the consumer. Correct Answer Discrepancy Your Answer Discrepancy
Select The Blank Question ________ are interested in knowing the feedback of consumers. Correct Answer Marketers Your Answer Marketers
True/False Question Unforeseen factors can also affect the purchasing organisation or supplies. Correct Answer True Your Answer True
Select The Blank Question ________ involvement may not always lead to a complex decision making. Correct Answer High Your Answer Low
True/False Question There are high chances of product failure if product categorisation is not there in consumer's mind. Correct Answer True Your Answer True
Multiple Choice Multiple Answer Question Consumerism in India has not progressed due to following reasons :Correct Answer Ignorance , Consumerism disorganised , Wealth imbalance in the country Your Answer High literacy rate , Ignorance , Wealth imbalance in the country
Multiple Choice Single Answer Question Buying process involves the following :Correct Answer Users, Influence and buyer Your Answer Users, Influence and buyer
Multiple Choice Single Answer Question Name the market whose product has a universal application :Correct Answer Horizontal Your Answer Horizontal
Select The Blank Question Involvement is ________ needs specific. Correct Answer Consumer Your Answer Situation
Multiple Choice Multiple Answer Question Managerial approach of Consumer behavior is :Correct Answer Micro in nature , Cognitive in nature , Overemphasis rationality of consumers Your Answer Micro in nature , Cognitive in nature , Overemphasis rationality of consumers
True/False Question Today the focus and challenge before all marketers is to rebuild themselves around their customers. Correct Answer True Your Answer True
Multiple Choice Multiple Answer Question Characteristics of rural market in relation to dependency on Nature are :Correct Answer High dependence on natural factors for livelihood , Abundance of natural resources Your Answer High dependence on natural factors for livelihood , Abundance of natural resources
Multiple Choice Single Answer Question By and Large Attitudes are :Correct Answer Interconnected Your Answer Interconnected
Multiple Choice Multiple Answer Question Individuals are strong in which activities while gathering information? Correct Answer Sensation , Intuition Your Answer Sensation , Intuition
Multiple Choice Single Answer Question Name the Primary need of Human being :Correct Answer Medicine Your Answer Medicine
Multiple Choice Multiple Answer Question The components of attitude are :Correct Answer Cognitive Component , Conative Component , Affective Component Your Answer Cognitive Component , Conative Component , Affective Component
Multiple Choice Single Answer Question It is a general sum of traits of characteristics of the person :Correct Answer Personality Your Answer Personality
True/False Question Various sources of information like exhibitions, trade shows, etc influences one's expectations. Correct Answer True Your Answer True
Multiple Choice Multiple Answer Question Characteristics of Reference price :Correct Answer Changes , More knowledge less price range Your Answer More knowledge less price range
Select The Blank Question ________ data has the possibility of becoming outdated. Correct Answer Secondary Your Answer Secondary
Select The Blank Question There is relatively ________ in the dressing styles of urban women as compared to the rural in past couple of years. Correct Answer More change Your Answer Less change
Select The Blank Question Individuals have a specific perception and image of themselves called ________. Correct Answer Self concept Your Answer Self concept
Multiple Choice Multiple Answer Question Consumption rituals are series of symbolic behaviour that :Correct Answer Occur in sequence , Are repeated frequently Your Answer Occur in sequence , Are repeated frequently
Multiple Choice Multiple Answer Question The essential components towards completing the act of purchase include :Correct Answer Awareness of Product , Desire to buy , Feasibility of purchase Your Answer Awareness of Product , Desire to buy , Feasibility of purchase
Multiple Choice Multiple Answer Question Ways to reduce chances of failure are:Correct Answer Buying lowest price item , Warranties and guarantees , Not too much to expect Your Answer Buying lowest price item , Warranties and guarantees , Not too much to expect
Select The Blank Question Information about a new product stored in bits and pieces in consumer's mind is called ________. Correct Answer Schema Your Answer Schema
Survey Data collection method Internal/Govt. agency
Consumer Research Analysis of information Analysis of information
Primary Data Source Data collection method
ORG External agency Internal/Govt. agency
Multiple Choice Multiple Answer Question Types of personality are :Correct Answer Extrovert , Introvert Your Answer Extrovert , Introvert
Multiple Choice Single Answer Question The Managerial approach in Consumer Behavior :Correct Answer Is micro level & cognitive in nature Your Answer Is micro level & cognitive in nature
Select The Blank Question Congruity theory of Attitudes is developed by Osgood &________. Correct Answer Tannenbaun Your Answer Tannenbaun
Multiple Choice Multiple Answer Question Customer satisfaction process includes following steps :Correct Answer Product purchase , After sales service , Repeat purchase Your Answer Attractive sales team , Product purchase , After sales service
True/False Question Agriculture is mainly subsistence oriented. Correct Answer True
Your Answer True
True/False Question As per scalogram analysis technique if a respondent replies positively to a difficult question he will respond positively to all questions which are simpler than the earlier question. Correct Answer True Your Answer True
Physical risk Risk to human body Risk to human body
Psychological risk Risk of losing self esteem Risk of losing self esteem
Social risk Risk in purchasing items which enhance social attractiveness Risk in purchasing items which enhance social attractiveness
Performance risk the purchased product not achieving desired results the purchased product not achieving desired results
True/False Question Brand beliefs & brand evaluation are identical in nature. Correct Answer False Your Answer False
Multiple Choice Multiple Answer Question Characteristics of brand loyal consumers are :Correct Answer Self confident , Store loyal Your Answer Over confident , Self confident , Store loyal
Multiple Choice Multiple Answer Question Characteristics of brand loyal consumers are :-
Store loyal , Self confident Store loyal , Over confident , Self confident
Multiple Choice Single Answer Question Correct Answer Your Answer If the outcome of post purchase experience is in line with the expectation, it is called :Positive discrepancy Negative discrepancy
Multiple Choice Single Answer Question Correct Answer Your Answer The Managerial approach in Consumer Behavior :Is micro level & cognitive in nature Is micro level & non cognitive in nature
True/False
Unforeseen factors can also affect the purchasing organisation or supplies. True True
Multiple Choice Multiple Answer Question Correct Answer Your Answer Brand loyalty should have which components? Behavioural , Attitudnal Behavioural , Attitudnal , Primary stimuli
Select The Blank Question Correct Answer Your Answer ________ has a symbolic meaning tied to consumer values. Product Price
Select The Blank Question Correct Answer Your Answer Industrial growth in rural India has ________. Slowed down Become stagnant
Multiple Choice Multiple Answer Question Correct Answer Your Answer While evaluating information, individuals are strong in following activity :Thinking , Feeling Sensation , Thinking
Formal product
Service oriented industries
Select The Blank Question Correct Answer Your Answer To create product differentiation, manufacturers have to continuously ________ their products. Upgrade Upgrade
Multiple Choice Multiple Answer Question Correct Answer Your Answer Characteristics of Reference price :Changes , More knowledge less price range Static , More knowledge less price range
True/False Question Correct Answer Your Answer Agriculture is mainly subsistence oriented. True False
Multiple Choice Multiple Answer Question Correct Answer Your Answer Characteristics of rural market in relation to dependency on Nature are :High dependence on natural factors for livelihood , Abundance of natural resources High dependence on natural factors for livelihood , Abundance of natural resources
Multiple Choice Single Answer Question Correct Answer Your Answer Which type of involvement indicates an on-going interest in the product category? Enduring involvement High involvement
True/False Question Any person's attitude towards any brand/products is largely influenced by his peer group.
True True
Multiple Choice Multiple Answer Question Correct Answer Your Answer Response depends upon :Motive , Cues , Drive Drive , Motive , Cues
Multiple Choice Single Answer Question Correct Answer Your Answer It is a practice by marketers to indulge in temporary sales at prices below cost. What is it called? Predatory pricing Price discrimination
True/False
Evaluation of brand is done before purchase for low involvement products. False False
Multiple Choice Multiple Answer Question Correct Answer Your Answer Characteristics of rural market in relation to marketing stimuli are :Low product exposure , Low brand awareness Low product exposure , Low brand awareness , Low rate of retail outlets
Multiple Choice Single Answer Question Correct Answer Your Answer Rights and power of consumers are protected in relation to :Seller Seller
Sacred consumption Consumption of goods that promote beauty Involve in social activity
Secular consumption Promotes technology Are employees of the company
Opinion leaders
Promotes technology
False True
True/False Question Correct Answer Your Answer The production of crops like sorghum, pearl milet, barley and ragi have gone down over the years. True True
Multiple Choice Single Answer Question Correct Answer Your Answer Marketers focus on what kind of product? High involvement High involvement
Multiple Choice Single Answer Question Correct Answer Your Answer Which model concentrates on the purchasing process? Sheth EBM
Select The Blank Question Correct Answer Price perceptions________ influence the purchasing behaviour of consumer. Directly
Your Answer
Indirectly
True/False Question Correct Answer Your Answer Education does not constitute as a parameter for measuring value & status of individual in society. False False
Multiple Choice Single Answer Question Correct Answer Your Answer Human process that is included in the EBM model is :Memory Memory
Multiple Choice Single Answer Question Correct Answer Your Answer It is the individual's self concept :Ego Ego
Multiple Choice Multiple Answer Question Correct Answer Your Answer The components of attitude are :Cognitive Component , Conative Component , Affective Component Cognitive Component , Conative Component , Affective Component
True/False Question Correct Answer Your Answer Super ego operates both at the conscious and unconscious level. True True
Select The Blank Question Correct Answer ________ gives clues to the firm about what existing or prospective customers think. Research
Your Answer
Research
Multiple Choice Multiple Answer Question Correct Answer Your Answer Types of restrictive trade practices are :Area restriction , Predatory pricing , Full time forcing Full time forcing , Area restriction , Predatory pricing
Multiple Choice Multiple Answer Question Correct Answer Your Answer Which are the varoius types of risks? Financial risk , Psychological risk , Physical risk Financial risk , Psychological risk , Physical risk
No black marketing
Infancy stage
Consumerism
Consumerism
Full time forcing
Multiple Choice Single Answer Question Correct Answer Your Answer The popular tea brand maximum used in India is :Lipton Brooke Bond
Multiple Choice Multiple Answer Question Correct Answer Your Answer Various statutory regulations enforced by government are :MRTP Act , 1969 , Essential commodities Act, 1955 , Drugs control Act , 1950 Drugs control Act , 1950 , MRTP Act , 1969 , Essential commodities Act, 1955
Multiple Choice Single Answer Question Correct Answer Your Answer Currently as there is a substantial increase in the price wars, the only beneficiary ultimately is :The end customer The end customer
Multiple Choice Multiple Answer Question Correct Answer Your Answer Different attitude measuring techniques are :Summated rating scale , Thurstone scale Summated rating scale , Thurstone scale
Multiple Choice Multiple Answer Question Correct Answer Your Answer Consumer behavior is based on studies of :Economics , Psychology , Social science Social science , Economics , Psychology
Multiple Choice Multiple Answer Question Correct Answer Your Answer In depth interviewing tech of consumer research is known for :Informal approach , Appropriate questions , Identify record subtle reaction Informal approach , Appropriate questions , Identify record subtle reaction
True/False Question Correct Answer Your Answer It is never possible for anybody to change his or her class. False False
True/False Question Correct Answer Your Answer Use of primary data saves more time as compared to secondary data. False False
True/False Question through surveys. Correct Answer Marketers today rely more on behavioural data generated through scanners and less on perceptual data generated
True
Your Answer
True
Select The Blank Question Correct Answer Your Answer In a three element system imbalance will exist if all the relations are ________. Negative Negative
Select The Blank Question Attitudes are ________ in nature.
Dynamic Dynamic
Multiple Choice Single Answer Question Correct Answer Your Answer What is also known as subliminal perception? Absolute threshold Absolute threshold
Multiple Choice Single Answer Question Correct Answer Your Answer Expectations related to reliability, durability, style etc of the product is at which level? General Category
Select The Blank Question Correct Answer Your Answer ________ is used as a means of maintaining regular contact and dialogue with the consumer. Feedback Feedback
This method involves questioning respondents and recording their responses :Survey research Survey research
Unforeseen factors
Perceived risk
Multiple Choice Single Answer Question Correct Answer Your Answer This method involves questioning respondents and recording their responses :Survey research Questionnaire method
Market research
Regular process
Regular process
General level expectation
Category level expectation
One Dimensional Multi Dimensional
Multiple Choice Multiple Answer Question Correct Answer Your Answer More product knowledge through advanced information leads to consumers being :More cost conscious , Less brand loyal More cost conscious , Less choosy , Less demanding
Multiple Choice Multiple Answer Question Correct Answer Your Answer Characteristics of brand loyal consumers are :Self confident , Store loyal Over confident , Store loyal
Multiple Choice Single Answer Question Correct Answer Your Answer Any communication by experts in that fields makes that communication more:Credible Enthusiastic
True/False Question The rank of India among other countries in the world has gone down in terms of poverty, unemployment and level of development after independence. Correct Answer False
Your Answer
True
Multiple Choice Single Answer Question Correct Answer Your Answer It is the systematic collection and analysis of consumer information for the purpose of effective decision making :Consumer research Consumer research
Select The Blank Question Correct Answer Your Answer Involvement is ________ needs specific. Consumer Consumer
Buying process involves the following :Users, Influence and buyer Users, Influence and buyer
Formal product
Multiple Choice Multiple Answer Question Correct Answer Your Answer Today's consumers are greatly influenced by those individuals with whom they share :Some common traits & Values , Behavioural peculiarities Some common traits & Values , Behavioural peculiarities , Same financial worth
Multiple Choice Multiple Answer Question Correct Answer Your Answer Marketers try to associate their product with symbols of :Achievement , Personal development Achievement , Foreign brands & products , Personal development
Multiple Choice Multiple Answer Question Correct Answer Your Answer How is stimulus generalisation used for brand leveraging? Extension of brand under successful brand , Extension in a different product category Extension of brand under successful brand , Extension in a different product mix
Multiple Choice Multiple Answer Question Correct Answer Your Answer Measures by government to protect the interests of consumer are :Expansion of public sector , Statutory regulation Statutory regulation , Restrictive trade practices
Select The Blank Question Correct Answer Your Answer Members of the same social class show ________ Lifestyles. Similar Variable
True/False Question Correct Answer Your Answer The unit in which secondary data are expressed may not be the same as is required in the research project. True False
Select The Blank Question Correct Answer Your Answer Higher ________ level helps in understanding consumer behavior. Sophistication Sophistication
True/False Question Correct Answer Your Answer Brand personality is a metaphor for the emotional relationship that exists between a consumer and a brand. True True
Multiple Choice Single Answer Question Correct Answer Your Answer The upper class consists of :Very small percent of the population Sizeable percent of the population
Continuous Uniform
Multiple Choice Single Answer Question It constitutes the moral factor of personality :-
Ego Id
Multiple Choice Single Answer Question Correct Answer Your Answer What is also known as subliminal perception? Absolute threshold Limen
Multiple Choice Single Answer Question Correct Answer Your Answer If the outcome of post purchase experience is in line with the expectation, it is called :Positive discrepancy Positive discrepancy
Multiple Choice Multiple Answer Question Correct Answer Your Answer The Degree measure of attitude by any person towards any object / situation is :How much he likes it , How much he dislikes it How much he likes it , How much he dislikes it , How he evaluates it
Select The Blank Question Correct Answer Your Answer The behaviourist theory gives little emphasis on consumer ________. Attitude Stimuli
True/False
In comparison to outdoor publicity of products/ brands, electronic media is relatively becoming more important. True True
True/False Question Correct Answer Your Answer Cognitive learning theory is relevant for convenience products. False True
Select The Blank Question Correct Answer Your Answer ________ leads to habitual purchasing behaviour if the consumer is satisfied with the brand over a period of time. Learning Attitude
Multiple Choice Single Answer Question Correct Answer Your Answer By and Large Attitudes are :Interconnected Instinctive
Select The Blank Question Correct Answer Your Answer ________ is the consumer's adaptation to an advertisement over a time due to boredom and familarity. Ad wearout Ad adapt
Select The Blank Question Consumer has a right to get redressal of ________. Correct Answer Grievances Your Answer Grievances
Select The Blank Question To create product differentiation, manufacturers have to continuously ________ their products. Correct Answer Upgrade
Your Answer Diversify
Select The Blank Question Organisational buyers buy products/services from ________. Correct Answer Manufacturer Your Answer Manufacturer
Multiple Choice Single Answer Question Attitudes are resultant of the combination of :Correct Answer Beliefs and Values Your Answer Beliefs and Values
Select The Blank Question Every ________ youngster in Bihar, Assam and West Bengal is unemployed. Correct Answer Seventh Your Answer Seventh
Multiple Choice Multiple Answer Question Managerial approach of Consumer behavior is :Correct Answer Micro in nature , Cognitive in nature , Overemphasis rationality of consumers Your Answer Micro in nature , Cognitive in nature
Multiple Choice Single Answer Question If the outcome of post purchase experience is in line with the expectation, it is called :Correct Answer Positive discrepancy Your Answer Positive discrepancy
Multiple Choice Multiple Answer Question In the present business scenario CB is complex due to :Correct Answer Competition , Rapid pace of innovation , Declination of product differentiation Your Answer Competition , Rapid pace of innovation , Declination of product differentiation
Select The Blank Question ________has opened new avenue in collection of data in actual users. Correct Answer Information technology
Your Answer Information technology
Multiple Choice Single Answer Question Attitudes, Beliefs, Values towards any product / Brand are :Correct Answer Different Your Answer Different
Multiple Choice Multiple Answer Question Types of personality are :Correct Answer Introvert , Extrovert Your Answer Extrovert , Introvert
Multiple Choice Multiple Answer Question Various statutory regulations enforced by government are :Correct Answer MRTP Act , 1969 , Essential commodities Act, 1955 , Drugs control Act , 1950 Your Answer Essential commodities Act, 1955 , Consumer protection Act
Select The Blank Question Higher ________ level helps in understanding consumer behavior. Correct Answer Sophistication Your Answer Selective behavior
True/False Question The production of crops like sorghum, pearl milet, barley and ragi have gone down over the years. Correct Answer True Your Answer True
Market research Regular process Regular process
Complaint resolution mechanism Integration with decision making level General level expectation
Marketer's challenge Satisfaction of each customer Satisfaction of each customer
Xerox synonymous with photocopy machine Brand level expectation Category level expectation
Multiple Choice Multiple Answer Question Trait theory is based on the following assumptions :Correct Answer Relatively stable behavioual tendencies among individuals , Difference in the degree to behavioural tendencies , Relative differences help in characterising their personalities Your Answer Relatively stable behavioual tendencies among individuals , Difference in the degree to behavioural tendencies , Relative differences help in characterising their personalities
No black marketing Social responsibility Social responsibility
Infancy stage Consumerism Consumer Protection Act, 1986
Statutory regulation Trade Marks and Merchandise Marks Act, 1958 Trade Marks and Merchandise Marks Act, 1958
Full time forcing Variation of tie-up sales Variation of tie-up sales
True/False Question Pre-purchase decision are unimportant as compared to post purchase decision. Correct Answer False Your Answer False
Multiple Choice Single Answer Question Customer expectation built up from a particular class of product is at which level? Correct Answer Category Your Answer Category
Multiple Choice Single Answer Question It is the period when customer starts using the product/service to meet his specific needs :Correct Answer After sales
Your Answer After sales
Multiple Choice Single Answer Question It is a general sum of traits of characteristics of the person :Correct Answer Personality Your Answer Personality
True/False Question Any person's attitude towards any brand/products is largely influenced by his peer group. Correct Answer True Your Answer True
Multiple Choice Single Answer Question Expectations built up based on customer's knowledge and information about a particular brand and organisation owning that brand is at a level of :Correct Answer Brand Your Answer Brand
Multiple Choice Single Answer Question It constitutes the moral factor of personality :Correct Answer Ego Your Answer Super ego
Multiple Choice Multiple Answer Question Ways to increase low involvement product's purchase are :Correct Answer Coupons , Displays , Price deals Your Answer Coupons , Displays , Using a film star
Multiple Choice Single Answer Question Which type of involvement is temporary in nature? Correct Answer Situational involvement Your Answer Low involvement
Multiple Choice Single Answer Question The washing powder brand maximum used in India is :-
Correct Answer Nirma Your Answer Nirma
Multiple Choice Single Answer Question By and Large Attitudes are :Correct Answer Interconnected Your Answer Isolated
Multiple Choice Multiple Answer Question Individuals are strong in which activities while gathering information? Correct Answer Sensation , Intuition Your Answer Intuition , Thinking
Multiple Choice Single Answer Question Factor of convenience in purchasing :Correct Answer Is very important Your Answer Is very important
Select The Blank Question ________ leads to either satisfaction or dissatisfaction to the consumer. Correct Answer Discrepancy Your Answer Expectation
Multiple Choice Multiple Answer Question In depth interviewing tech of consumer research is known for :Correct Answer Informal approach , Appropriate questions , Identify record subtle reaction Your Answer Informal approach , Appropriate questions , Identify record subtle reaction
True/False Question More members will be involved in decision making if the problem is an extentive one. Correct Answer True Your Answer True
Multiple Choice Single Answer Question Expectations built up at the time of transaction between company and consumer is at which level ?
Correct Answer Transaction Your Answer Transaction
True/False Question Various sources of information like exhibitions, trade shows, etc influences one's expectations. Correct Answer True Your Answer True
True/False Question When the benefits of product are not clear but is an important one, then one should use ambiguous messages in ads. Correct Answer True Your Answer True
Select The Blank Question ________ is defined as repetitive behaviour in absence of evaluation of alternative choices. Correct Answer Habit Your Answer Brand loyalty
Multiple Choice Single Answer Question The first major reason for the companies to think differently in eighties Correct Answer Increasing competition Your Answer Increasing competition
Multiple Choice Single Answer Question The salt brand maximum used in India is :Correct Answer Tata Your Answer Tata
Select The Blank Question Congruity theory of Attitudes is developed by Osgood &________. Correct Answer Tannenbaun Your Answer Tannenbaun
Multiple Choice Multiple Answer Question Characteristics of low involvement products :-
Correct Answer Brand beliefs are formed first by passive learning , Purchase decision is made , Brand may/may not be evaluated afterward Your Answer Brand beliefs are formed first by passive learning , Purchase decision is made , Brand may/may not be evaluated afterward
Select The Blank Question A consumer is likely to be more involved with a product when the product is ________. Correct Answer Expensive Your Answer Expensive
Select The Blank Question Attitudes are ________ in nature. Correct Answer Dynamic Your Answer Dynamic
True/False Question There are high chances of product failure if product categorisation is not there in consumer's mind. Correct Answer True Your Answer True
Multiple Choice Single Answer Question Persons with high authority are accorded :Correct Answer High status in the society Your Answer High status in the society
Multiple Choice Multiple Answer Question Types of restrictive trade practices are :Correct Answer Full time forcing , Area restriction , Predatory pricing Your Answer Full time forcing , Area restriction , Predatory pricing
Select The Blank Question In organisational buying, formal buying is represented by an official and formal ________ . Correct Answer Purchase order Your Answer Purchase order
CONSUMER BEHAVIOUR
Market research
Question Ways to increase low involvement product's purchase are :Correct Answer Coupons , Displays , Price deals
Question Individuals are strong in which activities while gathering information? Correct Answer Sensation , Intuition
Question There are high chances of product failure if product categorisation is not there in consumer's mind.
Correct Answer True
CONSUMER BEHAVIOUR
Market research
Question Ways to increase low involvement product's purchase are :Correct Answer Coupons , Displays , Price deals
Question Individuals are strong in which activities while gathering information?
Correct Answer Sensation , Intuition
Question There are high chances of product failure if product categorisation is not there in consumer's mind. Correct Answer True
Multiple Choice Single Answer Question When a consumer buys product he goes through the stage of purchase :-
Dissonance Dissonance
True/False Question Correct Answer Your Answer When the product benefits are clear cut, the operating principle is perceptual defense. False False
Multiple Choice Multiple Answer Question Correct Answer Your Answer While evaluating information, individuals are strong in following activity :Thinking , Feeling Thinking , Feeling
True/False
Various sources of information like exhibitions, trade shows, etc influences one's expectations. True True
Multiple Choice Multiple Answer Question Correct Answer Your Answer Political factors affecting organisational buying are :Defense spending , Lobbying Defense spending , Lobbying
Select The Blank Question Correct Answer Your Answer ________ type of personality is interested in building a social relationship. Extrovert Extrovert
Multiple Choice Multiple Answer Question Correct Answer Your Answer Individuals are strong in which activities while gathering information? Sensation , Intuition Sensation , Intuition
Feel
Warm and sensual
Blue colour
Cool and friendly
Cool and friendly
Smell
Select The Blank Question Correct Answer Your Answer Industrial growth in rural India has ________. Slowed down Slowed down
Multiple Choice Multiple Answer Question Correct Answer Your Answer Unforeseen factors that can affect supplies/purchase are :Labour , Cash flow , Bankruptcy Labour , Bankruptcy , Technical problem
Multiple Choice Single Answer Question Correct Answer Your Answer Organisational buying process is based on :Utilitarian concept Utilitarian concept
Multiple Choice Multiple Answer Question Correct Answer Primary use of consumer research is for which applications? Routine problem , Non routine problem
Your Answer
Routine problem , Non routine problem
Select The Blank Question Correct Answer Your Answer Local, state, central regulations etc are ________ factors affecting organisational buying behaviour. Legal Legal
Multiple Choice Multiple Answer Question Correct Answer Your Answer Measures by government to protect the interests of consumer are :Expansion of public sector , Statutory regulation Expansion of public sector , Statutory regulation , Restrictive trade practices
Select The Blank Question Correct Answer Your Answer ________ behaviour indicates addiction. Compulsive Compulsive
True/False Question Correct Answer Your Answer It is never possible for anybody to change his or her class. False False
Multiple Choice Single Answer Question Purchase situation where purchaser does not evaluate alternate brands and price and purchases goods, is called:-
Unanticipated purchase situation Low involvement situation
No black marketing
Infancy stage
Consumerism
Consumerism
Full time forcing
Select The Blank Question Correct Answer Your Answer ________ has a symbolic meaning tied to consumer values. Product Product
Select The Blank Question Correct Answer Your Answer ________ is the consumer's adaptation to an advertisement over a time due to boredom and familarity. Ad wearout Ad wearout
True/False Question Correct Answer Your Answer Primary data has been collected earlier for some other purpose. False False
Continuous Continuous
True/False Question Correct Answer Your Answer Education does not constitute as a parameter for measuring value & status of individual in society. False False
True/False Question Correct Answer Your Answer Marketers measure attitude towards their brands to help to develop new products or formulate promotional strategies. True True
Multiple Choice Single Answer Question Correct Answer Your Answer In EBM model, which search is required if enough information is available in the memory? Internal Internal
Multiple Choice Single Answer Question Correct Answer Your Answer It is a permanent change in the consumer's behaviour due to past experience :Learning Learning
Multiple Choice Single Answer Question Correct Answer If the outcome of post purchase experience is in line with the expectation, it is called :Positive discrepancy
Your Answer
Positive discrepancy
Multiple Choice Single Answer Question Correct Answer Your Answer This method involves questioning respondents and recording their responses :Survey research Survey research
Multiple Choice Multiple Answer Question More product knowledge through advanced information leads to consumers being :-
More cost conscious , Less brand loyal More cost conscious , Less brand loyal
Intuitive thinking
Least price conscious Least price conscious
Id
Id
Sensitive thinking
True/False Question Correct Answer Your Answer Brand beliefs & brand evaluation are identical in nature. False False
True/False Question Correct Answer Your Answer Getting new customers is more economical than retaining the existing customers. False False
Multiple Choice Multiple Answer Question Correct Answer Your Answer Customer satisfaction process includes following steps :Product purchase , After sales service , Repeat purchase Product purchase , After sales service , Repeat purchase
Multiple Choice Single Answer Question Correct Answer Your Answer The first step in creating good consumer research is to :Define the problem Define the problem
Select The Blank Question Correct Answer Your Answer In a three element system imbalance will exist if all the relations are ________. Negative Negative
Select The Blank Question Correct Answer Your Answer Perceptual defense says that one should use ________ language in advertisements. Ambiguous Ambiguous
Multiple Choice Multiple Answer Question Correct Answer Your Answer Advantage of secondary data is :Economical , Time saving , Indicate deficiencies Economical , Time saving , Indicate deficiencies
Select The Blank Question Correct Answer Your Answer ________ consumption behaviour lies in between materialistic and addictive behaviour. Fixated Fixated
Select The Blank Question Correct Answer A Social class is________. Hierarchical
Your Answer
Hierarchical
Market research
Regular process
Regular process
Multiple Choice Single Answer Question Correct Answer Your Answer It is the source of strong inborn drives and urges :Id Id
True/False Question Correct Answer Any person's attitude towards any brand/products is largely influenced by his peer group. True
Your Answer
True
True/False Question Correct Answer Your Answer Higher the value of purchase, lengthy is the negotiation process. True True
Multiple Choice Single Answer Question Correct Answer Your Answer It is an object existing in the environment as perceived by the individual. What is it called? Cues Cues
Multiple Choice Multiple Answer Question In depth interviewing tech of consumer research is known for :-
Informal approach , Appropriate questions , Identify record subtle reaction Informal approach , Appropriate questions , Identify record subtle reaction
Peculiar social relations found in rural India are :More frequent interaction between same people , Caste influence is strong , Status determined by birth in the family More frequent interaction between same people , Caste influence is strong , Status determined by birth in the family
Multiple Choice Single Answer Question Correct Answer Your Answer Consumers in India are approximately exposed to how many advertisements in a day? 30 30
Multiple Choice Multiple Answer Question Trait theory is based on the following assumptions :-
Correct Answer Relatively stable behavioual tendencies among individuals , Difference in the degree to behavioural tendencies , Relative differences help in characterising their personalities Your Answer Relative differences help in characterising their personalities , Relatively stable behavioual tendencies among individuals , Difference in the degree to behavioural tendencies
Ideal self image
Restless
Satisfied Satisfied
Relief seeking
Relief seeking
Multiple Choice Single Answer Question Correct Answer Your Answer It states that stronger the initial stimulus, greater the change required for the stimulus to be seen as different :Weber's law Weber's law
No black marketing
Infancy stage
Consumerism
Consumerism
Full time forcing
Select The Blank Question ________ has a symbolic meaning tied to consumer values.
Product Product
Consumption rituals are series of symbolic behaviour that :Occur in sequence , Are repeated frequently Occur in sequence , Are repeated frequently
False True
Multiple Choice Single Answer Question Correct Answer Your Answer It is based on differential threshold of a consumer :JND Threshold level
Multiple Choice Multiple Answer Question Correct Answer Your Answer Characteristics of Reference price :Changes , More knowledge less price range Changes , More knowledge less price range
Multiple Choice Single Answer Question Correct Answer Your Answer The popular tea brand maximum used in India is :Lipton Lipton
Multiple Choice Multiple Answer Question Correct Answer Your Answer Characteristics of rural market in relation to marketing stimuli are :Low product exposure , Low brand awareness Low product exposure , Low brand awareness
Select The Blank Question Correct Answer Your Answer ________ is the consumer's adaptation to an advertisement over a time due to boredom and familarity. Ad wearout Ad wearout
Multiple Choice Single Answer Question Correct Answer It is the stimulus below which consumer cannot detect the stimulus at all :Absolute threshold
Your Answer
Subliminal perception
Multiple Choice Multiple Answer Question Correct Answer Your Answer Customer buys the product with following minimum attributes :Reliable delivery , Durable , Style Reliable delivery , Durable
Multiple Choice Single Answer Question Correct Answer Your Answer When a consumer buys product he goes through the stage of purchase :Dissonance Dissonance
Select The Blank Question Correct Answer Your Answer ________ gives clues to the firm about what existing or prospective customers think. Research Employees
Multiple Choice Single Answer Question Correct Answer Your Answer Persons with high authority are accorded :High status in the society High status in the society
Select The Blank Question Correct Answer Consumers in U.S are exposed to ________ ads in a day. 600
Your Answer
600
Multiple Choice Multiple Answer Question Correct Answer Your Answer Factors affecting organisational buying behaviour :Environmental , Organisational , Inter personal Environmental , Organisational , Inter personal
Multiple Choice Single Answer Question Correct Answer Your Answer Which model concentrates on the purchasing process? Sheth Sheth
Select The Blank Question Correct Answer Your Answer Local, state, central regulations etc are ________ factors affecting organisational buying behaviour. Legal Legal
Opinion leaders
Question Expectations built up based on customer's knowledge and information about a particular brand and organisation owning that brand is at a level of :Correct Answer Your Answer Brand Category
True/False Question Correct Answer Your Answer Greater the degree of brand loyalty, less important are situational factors. True True
Multiple Choice Single Answer Question Correct Answer Your Answer Expectations related to reliability, durability, style etc of the product is at which level? General Brand
Multiple Choice Single Answer Question Correct Answer Your Answer The ability of consumers to detect the variations in sensory elements is determined by :Threshold level Threshold level
Multiple Choice Single Answer Question Correct Answer Your Answer Per capita household expenditure is maximum in which state of India? Punjab Maharashtra
True/False Question Correct Answer Your Answer Consumers who are highly involved in product are information gatherers. False False
Your Answer
Public
Multiple Choice Single Answer Question Correct Answer Your Answer It is relatively difficult to change :Strong attitudes Strong attitudes
Multiple Choice Multiple Answer Question Correct Answer Your Answer The Degree measure of attitude by any person towards any object / situation is :How much he likes it , How much he dislikes it How much he likes it , How much he dislikes it
True/False Question Correct Answer Your Answer When the product benefits are clear cut, the operating principle is perceptual defense. False False
Multiple Choice Single Answer Question Which model has stimuli as the input and human behaviour as the output?
Nicosia Nicosia
Multiple Choice Multiple Answer Question Correct Answer Your Answer Unforeseen factors that can affect supplies/purchase are :Labour , Cash flow , Bankruptcy Labour , Cash flow , Bankruptcy
Select The Blank Question Correct Answer Your Answer Lack of customer ________ leads to extinction of brand. Satisfaction Satisfaction
The washing powder brand maximum used in India is :Nirma Nirma
Multiple Choice Single Answer Question Correct Answer Your Answer The absolute threshold level at which perception occurs is called :Limen Stimulus
Multiple Choice Single Answer Question Correct Answer Your Answer Which method involves a detailed probing of the respondent by a specialist interviewer? In-depth interviewing In-depth interviewing
Multiple Choice Multiple Answer Question Correct Answer Your Answer Disadvantages of observation survey is :Slow and expensive , Interpretation , Less bias Slow and expensive , Interpretation , Less bias
Formal product
True/False Question Correct Answer Attitude towards a brand is more easier to change than belief about that brand. False
Your Answer
True
Multiple Choice Single Answer Question Correct Answer Your Answer Marketers focus on what kind of product? High involvement High involvement
Multiple Choice Single Answer Question Correct Answer Your Answer True/False Question Correct Answer Your Answer Select The Blank Question Correct Answer Your Answer Select The Blank Question Correct Answer Your Answer Consumers in U.S are exposed to ________ ads in a day. 600 600 Information about a new product stored in bits and pieces in consumer's mind is called ________. Schema Schema Primary data has been collected earlier for some other purpose. False False In the early seventies companies maximized profits through :Mass production Mass production
Multiple Choice Single Answer Question Correct Answer Your Answer Select The Blank Question Correct Answer Your Answer Perceptual defense says that one should use ________ language in advertisements. Ambiguous Ambiguous Reduction of manpower through voluntary retirement schemes has resulted into :More people being self-employed More people being self-employed
Multiple Choice Single Answer Question Correct Answer Your Answer The first step in creating good consumer research is to :Define the problem Define the problem
True/False Question Correct Answer Education does not constitute as a parameter for measuring value & status of individual in society. False
Your Answer
True
Multiple Choice Multiple Answer Question Correct Answer Your Answer Which are the varoius types of risks? Financial risk , Psychological risk , Physical risk Financial risk , Psychological risk , Physical risk
Multiple Choice Single Answer Question Correct Answer Your Answer What is also known as subliminal perception? Absolute threshold Absolute threshold
Multiple Choice Single Answer Question Which model concentrates on the purchasing process?
Sheth Sheth
Multiple Choice Multiple Answer Question Correct Answer Your Answer More product knowledge through advanced information leads to consumers being :More cost conscious , Less brand loyal More cost conscious , Less brand loyal
It is the movement of citizens and Government to protect the rights of consumers, is called :Consumerism Consumerism
Select The Blank Question Correct Answer Your Answer ________ is used as a means of maintaining regular contact and dialogue with the consumer. Feedback Letter
Multiple Choice Multiple Answer Question Correct Answer Your Answer Roles of attitudes in developing marketing strategies are :To define segments , Develop new products , Develop promo strategies To define segments , Develop new products , Develop promo strategies
Multiple Choice Multiple Answer Question Correct Answer Your Answer Consumption rituals are series of symbolic behaviour that :Occur in sequence , Are repeated frequently Occur in sequence , Are repeated frequently
Unforeseen factors
Perceived risk
Select The Blank Question Correct Answer Your Answer Members of the same social class show ________ Lifestyles. Similar Similar
Market research
Regular process
Regular process
Multiple Choice Single Answer Question Correct Answer What happes when the consumer gets information on its own? Incidental learning
Your Answer
Incidental learning
Multiple Choice Single Answer Question Expectations built up based on customer's knowledge and information about a particular brand and organisation owning that brand is at a level of :Correct Answer Your Answer Brand Brand
Multiple Choice Single Answer Question Correct Answer Your Answer Buying process involves the following :Users, Influence and buyer Buyer & trader
Multiple Choice Multiple Answer Question Correct Answer The essential components towards completing the act of purchase include :Awareness of Product , Desire to buy , Feasibility of purchase
Your Answer
Awareness of Product , Desire to buy , Feasibility of purchase
Select The Blank Question Correct Answer Your Answer There is relatively ________ in the dressing styles of urban women as compared to the rural in past couple of years. More change More change
Market research
Regular process
Regular process
Multiple Choice Multiple Answer Question Correct Answer Your Answer Characteristics of brand loyal consumers are :Self confident , Store loyal Self confident , Store loyal
Multiple Choice Multiple Answer Question Correct Answer Your Answer Response depends upon :Motive , Cues , Drive Drive , Cues , Reinforcement
Multiple Choice Multiple Answer Question Correct Answer Your Answer Managerial approach of Consumer behavior is :Micro in nature , Cognitive in nature , Overemphasis rationality of consumers Micro in nature , Cognitive in nature
Multiple Choice Single Answer Question Correct Answer Your Answer In the early seventies companies maximized profits through :Mass production By providing value based products
Select The Blank Question Correct Answer Your Answer ________ is defined as repetitive behaviour in absence of evaluation of alternative choices. Habit Brand loyalty
Formal product
Multiple Choice Multiple Answer Question Correct Answer Your Answer In the present business scenario CB is complex due to :Competition , Rapid pace of innovation , Declination of product differentiation Competition , Rapid pace of innovation
Select The Blank Question Correct Answer ________has opened new avenue in collection of data in actual users. Information technology
Your Answer
Information technology
Multiple Choice Single Answer Question Correct Answer Your Answer It is the process wherein all employees of the firm are required to interact directly with customers :Orientation Satisfaction
Multiple Choice Single Answer Question Correct Answer Your Answer Any communication by experts in that fields makes that communication more:Credible Environment friendly
Multiple Choice Multiple Answer Question Consumer behavior is based on studies of :-
Social science , Economics , Psychology Social science , Economics , Psychology
Select The Blank Question Correct Answer Your Answer ________ leads to either satisfaction or dissatisfaction to the consumer. Discrepancy Expectation
Factors affecting perceived risks about the product are :New product , Technologically complex , High price New product , Technologically complex , High price
Multiple Choice Multiple Answer Question Correct Answer Your Answer Reasons for rural urban disparities are:Low priority to agriculture , Failure of land reforms High priority to agriculture , Failure of land reforms
Multiple Choice Multiple Answer Question Correct Answer Your Answer Types of restrictive trade practices are :Full time forcing , Area restriction , Predatory pricing Area restriction , Tie up sales , Predatory pricing
Select The Blank Question Correct Answer Your Answer ________ is the consumer's adaptation to an advertisement over a time due to boredom and familarity. Ad wearout Ad adapt
True/False Question Correct Answer Your Answer When the benefits of product are not clear but is an important one, then one should use ambiguous messages in ads. True False
Multiple Choice Single Answer Question Correct Answer Your Answer Purchase situation where purchaser does not evaluate alternate brands and price and purchases goods, is called:Unanticipated purchase situation Unanticipated purchase situation
Multiple Choice Multiple Answer Question Correct Answer Your Answer The Degree measure of attitude by any person towards any object / situation is :How much he likes it , How much he dislikes it How much he likes it , How he evaluates it , How he measures it
Multiple Choice Multiple Answer Question Correct Answer Your Answer Consumption rituals are series of symbolic behaviour that :Occur in sequence , Are repeated frequently Occur in sequence , Are repeated frequently , Resemble religious rituals
Multiple Choice Multiple Answer Question Correct Answer Your Answer Consumerism in India has not progressed due to following reasons :Ignorance , Consumerism disorganised , Wealth imbalance in the country High literacy rate , Ignorance , Wealth imbalance in the country
Multiple Choice Multiple Answer Question Correct Answer Your Answer Enculturation takes place through a process of instilling values from key institutions like :The family & school , Religious institutions The family & school , Religious institutions , Offices & workplaces
Select The Blank Question Correct Answer Your Answer ________ behaviour indicates addiction. Compulsive Compulsive
Unforeseen factors
Perceived risk
Product specific problem
Multiple Choice Multiple Answer Question Correct Answer Your Answer Characteristics of learning process are :Change in behaviour, temporary or permanent , Continuously evolves , Change in behaviour based on experience Change in behaviour based on experience , Change in behaviour, temporary or permanent , Continuously evolves
Multiple Choice Single Answer Question Correct Answer Your Answer When individual deliberately searches for information about product before purchase, it is called :Intentional learning Intentional learning
True/False Question Correct Answer Your Answer Research provides insight about customer's perception about the competition. True False
Attitudes, Beliefs, Values towards any product / Brand are :Different Different
Select The Blank Question Correct Answer Your Answer ________ is considered as a social institution forming an integral part of social system. Consumerism Consumerism
Multiple Choice Single Answer Question Correct Answer Your Answer Automotive manufacturers in India are concentrated in which place? Chennai Chennai
Multiple Choice Single Answer Question Correct Answer Your Answer Characteristics of Attitudes include a feature as " ATTITUDES HAVE AN .." :OBJECT OBSESSION
True/False Question Correct Answer Your Answer Use of primary data saves more time as compared to secondary data. False True
True/False Question Correct Answer Your Answer Education does not constitute as a parameter for measuring value & status of individual in society. False True
Types of data
New product launch Non routine problem Routine problem
Survey research
Select The Blank Question Correct Answer ________ are interested in knowing the feedback of consumers. Marketers
Your Answer
Marketers
True/False Question The rank of India among other countries in the world has gone down in terms of poverty, unemployment and level of development after independence. Correct Answer Your Answer False True
Multiple Choice Multiple Answer Question Correct Answer Your Answer Measures by government to protect the interests of consumer are :Expansion of public sector , Statutory regulation Expansion of private sector , Statutory regulation
Select The Blank
________ data has the possibility of becoming outdated. Secondary Secondary
Multiple Choice Single Answer Question Correct Answer Your Answer Organisational buying process is based on :Utilitarian concept Utilitarian concept
Multiple Choice Single Answer Question Correct Answer Your Answer Human process that is included in the EBM model is :Memory Satisfaction
Multiple Choice Single Answer Question Correct Answer Your Answer Pulse Polio Movement conducted by Govt. of India through media advertisement is based on advertisement by :Influential Personalities Networking and Transmission
True/False Question When the product benefits are clear cut, the operating principle is perceptual defense.
False True
Select The Blank Question Correct Answer Your Answer Attitudes based on ________ information are relatively easy to change. Ambiguous Sensitive
Select The Blank Question Correct Answer Your Answer A consumer is likely to be more involved with a product when the product is ________. Expensive Price insensitive
Select The Blank Question Correct Answer Your Answer Involvement is ________ needs specific. Consumer Consumer
Multiple Choice Single Answer Question Correct Answer Your Answer By and Large Attitudes are :Interconnected Interconnected
Multiple Choice Multiple Answer Question Correct Answer Your Answer Various statutory regulations enforced by government are :MRTP Act , 1969 , Essential commodities Act, 1955 , Drugs control Act , 1950 MRTP Act , 1969 , Essential commodities Act, 1955 , Consumer protection Act
True/False
There are high chances of product failure if product categorisation is not there in consumer's mind. True True
Multiple Choice Multiple Answer Question Correct Answer Your Answer Which are the varoius types of risks? Financial risk , Psychological risk , Physical risk Financial risk , Physiological risk
Multiple Choice Single Answer Question Correct Answer Your Answer These are temporary settings that occur in the environment at a specific time and place :Situational influences Situational involvement
Multiple Choice Single Answer Question Correct Answer Your Answer What happes when the consumer gets information on its own? Incidental learning Intentional learning
Select The Blank Question Correct Answer Your Answer ________ gives clues to the firm about what existing or prospective customers think. Research Feedback
Select The Blank Question Correct Answer Your Answer ________ is used as a means of maintaining regular contact and dialogue with the consumer. Feedback Brochures
Multiple Choice Single Answer Question Correct Answer Your Answer It is an object existing in the environment as perceived by the individual. What is it called? Cues Motives
Multiple Choice Single Answer Question Correct Answer Your Answer This method involves questioning respondents and recording their responses :Survey research Survey research
Multiple Choice Multiple Answer Question Correct Answer Your Answer While evaluating information, individuals are strong in following activity :Thinking , Feeling Feeling , Sensation , Thinking
Multiple Choice Single Answer Question Correct Answer Your Answer In EBM model, which search is required if enough information is available in the memory? Internal Intensive
Multiple Choice Multiple Answer Question Correct Answer Your Answer Two excellent examples that can show that products are means of sharing experience are :Food & drinks on social occasions , Flowers for happy/ sad events Exporting consumables to other nations , Food & drinks on social occasions
True/False Question Correct Answer Your Answer Minority group consumers tend to be more barnd loyal. True False
Multiple Choice Multiple Answer Question Correct Answer Your Answer Customer satisfaction process includes following steps :Product purchase , After sales service , Repeat purchase After sales service , Repeat purchase
Select The Blank Question Correct Answer Your Answer In a three element system imbalance will exist if all the relations are ________. Negative Positive
Multiple Choice Multiple Answer Question Correct Answer Your Answer In depth interviewing tech of consumer research is known for :Informal approach , Appropriate questions , Identify record subtle reaction Informal approach , Appropriate questions , Discover hidden motivation
Multiple Choice Multiple Answer Question Correct Answer Your Answer Customer buys the product with following minimum attributes :Durable , Style , Reliable delivery Reliable delivery , Durable , Style
Multiple Choice Single Answer Question It is purposeful and directed towards the specific goal
Motives Cues
Freud's psychoanalytical theory Carl Jung's theory
Select The Blank Question Correct Answer Your Answer ________ leads to habitual purchasing behaviour if the consumer is satisfied with the brand over a period of time. Learning Perception
Multiple Choice Single Answer Question Correct Answer Your Answer Who wrote this" Consumerism is shame of the total marketing concept "? Peter Drucker Peter Drucker
Multiple Choice Multiple Answer Question Correct Answer Your Answer More product knowledge through advanced information leads to consumers being :More cost conscious , Less brand loyal More cost conscious , Less choosy , Less brand loyal
Multiple Choice Single Answer Question Correct Answer Your Answer Which type of involvement is temporary in nature? Situational involvement Situational involvement
Consumer Research Analysis of information
Analysis of information
Primary Data
Source
MIS
ORG
External agency
Internal/Govt. agency
Survey
Multiple Choice Multiple Answer Question Correct Answer Your Answer Brand loyalty should have which components? Behavioural , Attitudnal Behavioural , Primary stimuli
True/False Question Correct Answer Your Answer Organisational buyers totally depend on consumer demands. True False
Multiple Choice Single Answer Question Correct Answer A more isolated style becoming more predominant is an outcome of :Increased TV channels and electronic media in India
Your Answer
Increase in std of living
Multiple Choice Single Answer Question Correct Answer Your Answer Brand Beliefs are :Characteristics of Brands Perceptions of quality of Brands
True/False Question Correct Answer Land reforms are largely failure in India. True
Your Answer
True
Market research
Regular process
Regular process
Select The Blank
Price perceptions________ influence the purchasing behaviour of consumer. Directly Directly
Multiple Choice Single Answer Question Correct Answer Your Answer Automotive manufacturers in India are concentrated in which place? Chennai Chennai
True/False Question Correct Answer Your Answer Super ego operates both at the conscious and unconscious level. True False
Multiple Choice Multiple Answer Question Correct Answer Your Answer Response depends upon :Drive , Motive , Cues Motive , Cues , Drive
Multiple Choice Single Answer Question Correct Answer Your Answer If the outcome of post purchase experience is not in line with the expectation, it is called :Negative discrepancy Positive discrepancy
Multiple Choice Single Answer Question Correct Answer Your Answer It is an object existing in the environment as perceived by the individual. What is it called? Cues Cues
Physical risk
Risk to human body Risk to human body
Psychological risk
Social risk Risk in purchasing items which enhance social attractiveness
Risk in purchasing items which enhance social attractiveness
Performance risk
Select The Blank Question Correct Answer Your Answer Perception of a stimulus below the conscious level is called ________. Absolute threshold Threshold level
True/False Question Correct Answer Your Answer Ego is a balancing act between Id and superego. False False
Multiple Choice Multiple Answer Question Consumer behavior is based on studies of :-
Social science , Economics , Psychology Social science , Economics , Psychology
True/False Question Correct Answer Your Answer Primary data has been collected earlier for some other purpose. False False
True/False
Minority group consumers tend to be more barnd loyal. True True
Select The Blank Question Correct Answer Your Answer Industrial growth in rural India has ________. Slowed down Slowed down
Multiple Choice Single Answer Question Correct Answer Your Answer Currently as there is a substantial increase in the price wars, the only beneficiary ultimately is :The end customer The Ruling Govt
True/False
Proper analysis of characteristics of social class helps the marketers to gain better understanding of target market. True False
Multiple Choice Single Answer Question Correct Answer Your Answer Expectations built up at the time of transaction between company and consumer is at which level ? Transaction Brand
Multiple Choice Multiple Answer Question Correct Answer Why marketers focus on high involvement decisions? Marketers assume consumers to be equally involved as they are , They believe consumers think before they act
Your Answer Marketers assume consumers to be equally involved as they are , They believe consumers do not think before they act , They believe consumers think before they act , They believe consumers act and then think
Select The Blank Question Correct Answer Your Answer The output of Nicosia model is ________ . Human behaviour Motivation
Multiple Choice Multiple Answer Question Correct Answer afterward Characteristics of low involvement products :Brand beliefs are formed first by passive learning , Purchase decision is made , Brand may/may not be evaluated
Your Answer Brand beliefs are formed first by passive learning , Brand beliefs are formed first by active learning , Purchase decision is made , Brand may/may not be evaluated afterward
Multiple Choice Single Answer Question Correct Answer Your Answer What happes when the consumer gets information on its own? Incidental learning Unintentional learning
True/False Question Correct Answer Your Answer The value and volumes of purchases are high in organisational buying. True False
Multiple Choice Multiple Answer Question Correct Answer Your Answer Measures by government to protect the interests of consumer are :Expansion of public sector , Statutory regulation Expansion of public sector , Expansion of private sector , Statutory regulation , Restrictive trade practices
True/False Question Correct Answer Your Answer Research provides insight about customer's perception about the competition. True False
True/False Question Correct Answer Today the focus and challenge before all marketers is to rebuild themselves around their customers. True
Your Answer
False
Multiple Choice Multiple Answer Question Correct Answer Your Answer Political factors affecting organisational buying are :Defense spending , Lobbying Defense spending , Lobbying , Central regulations , Corporate culture
Multiple Choice Single Answer Question Correct Answer Your Answer Opinion Leaders are looked upon by others as :Trend setters Political Leaders
Multiple Choice Multiple Answer Question Correct Answer Characteristics of rural market in relation to dependency on Nature are :High dependence on natural factors for livelihood , Abundance of natural resources
Your Answer High dependence on natural factors for livelihood , Abundance of natural resources , Low dependence on natural factors for livelihood , Scarcity of natural resources
Select The Blank Question Correct Answer Your Answer ________ is defined as repetitive behaviour in absence of evaluation of alternative choices. Habit Brand loyalty
Customer buys the product with following minimum attributes :Reliable delivery , Durable , Style Reliable delivery , Durable , Style , Luxury
Multiple Choice Single Answer Question Correct Answer Your Answer If the outcome of post purchase experience is in line with the expectation, it is called :Positive discrepancy Negative discrepancy
Multiple Choice Multiple Answer Question Correct Answer Your Answer Reasons for rural urban disparities are:Low priority to agriculture , Failure of land reforms Low priority to agriculture , High priority to agriculture , Success of land reforms , Failure of land reforms
Multiple Choice Multiple Answer Question Correct Answer Your Answer Heider's Theory talks about :Balanced Situations , Imbalanced Situations Balanced Situations , Correct Situations , Imbalanced Situations , Incorrect Situations
Select The Blank Question Correct Answer Your Answer ________ is considered as a social institution forming an integral part of social system. Consumerism Protection
Multiple Choice Multiple Answer Question Correct Answer Your Answer The Degree measure of attitude by any person towards any object / situation is :How much he likes it , How much he dislikes it How much he likes it , How much he dislikes it , How he evaluates it , How he measures it
Select The Blank Question Correct Answer Your Answer Nicosia model establishes a link between organisation and its prospective ________. Consumer Buyer
Multiple Choice Multiple Answer Question Correct Answer Your Answer Different attitude measuring techniques are :Summated rating scale , Thurstone scale Vernier scale , Summated rating scale , Thurstone scale , Measuring scale
Multiple Choice Single Answer Question Correct Answer Your Answer Per capita household expenditure is lowest in which state of India? Bihar Uttar Pradesh
Multiple Choice Single Answer Question Expectations built up based on customer's knowledge and information about a particular brand and organisation owning that brand is at a level of :Correct Answer Your Answer Brand Brand
Multiple Choice Multiple Answer Question Correct Answer Your Answer The basic levels of organisational buyers are :Purchaser , Initiator Purchaser , Initiator , Gatekeeper , Buyer
Multiple Choice Single Answer Question Correct Answer Your Answer Attitudes mean a learned orientation towards an object that provides a tendency to respond :Favorably or unfavorably Clearly or abruptly
Select The Blank Question Correct Answer Your Answer ________ involvement may not always lead to a complex decision making. High Low
Types of data
New product launch Non routine problem Primary and secondary
Survey research
Non routine problem
Multiple Choice Single Answer Question It is the period when customer starts using the product/service to meet his specific needs :-
After sales During sales
Multiple Choice Multiple Answer Question Correct Answer Your Answer Brand loyalty should have which components? Behavioural , Attitudnal Behavioural , Attitudnal , Primary stimuli , Secondary stimuli
Select The Blank Question Correct Answer Your Answer ________ consumption behaviour lies in between materialistic and addictive behaviour. Fixated Egoistic
Formal product
Multiple Choice Multiple Answer Question Correct Answer Your Answer Critical information required at ' after sales' level to enhance consumer satisfaction are :Repair and maintenance , Consumer follow up Prompt redressal , Repair and maintenance , Consumer follow up , Courteous and attentive service
True/False Question Correct Answer Your Answer Perceptual vigilance helps consumers to collect more information on products about their benefits before purchase. True False
True/False Question Correct Answer Your Answer Agriculture is mainly subsistence oriented. True False
Multiple Choice Single Answer Question Correct Answer Your Answer The ability of consumers to detect the variations in sensory elements is determined by :Threshold level Limen
One Dimensional Uniform in nature
Multiple Choice Single Answer Question Correct Answer Your Answer These are temporary settings that occur in the environment at a specific time and place :Situational influences Enduring involvement
Multiple Choice Multiple Answer Question Correct Answer Your Answer Roles of attitudes in developing marketing strategies are :Develop promo strategies , To define segments , Develop new products To define segments , Develop new products , Develop promo strategies , Beat the competition
Multiple Choice Single Answer Question Correct Answer Your Answer This model refers to the actual buying process & product and company factors affect the process of buying :Characteristics of product and organisation Situation variables
Select The Blank Question Correct Answer Your Answer Lack of customer ________ leads to extinction of brand. Satisfaction Delight
Multiple Choice Multiple Answer Question Correct Answer Your Answer States with poor unemployment level are :Bihar , West Bengal Andhra pradesh , Gujarat , Bihar , West Bengal
Multiple Choice Multiple Answer Question Correct Answer Your Answer Unforeseen factors that can affect supplies/purchase are :Labour , Cash flow , Bankruptcy Labour , Cash flow , Bankruptcy , Technical problem
Multiple Choice Single Answer Question Correct Answer Your Answer What is also known as subliminal perception? Absolute threshold Limen
Multiple Choice Multiple Answer Question Correct Answer Your Answer Various statutory regulations enforced by government are :MRTP Act , 1969 , Essential commodities Act, 1955 , Drugs control Act , 1950 MRTP Act , 1969 , Essential commodities Act, 1955 , Consumer protection Act , Drugs control Act , 1950
True/False Question Correct Answer Your Answer Organisational buyers totally depend on consumer demands. True False
True/False Question Correct Answer More members will be involved in decision making if the problem is an extentive one. True
Your Answer
False
Select The Blank Question Correct Answer Your Answer ________ gradually leads to brand loyalty. Habit Motives
Multiple Choice Multiple Answer Question Correct Answer Your Answer Company specific problems highlighted in Sheth model are :Degree of centralisation , Organisational orientation , Organisation size Degree of centralisation , Degree of decentralisation , Organisational orientation , Organisation size
Multiple Choice Single Answer Question Correct Answer Your Answer Which type of involvement indicates an on-going interest in the product category? Enduring involvement High involvement
Multiple Choice Single Answer Question Correct Answer Your Answer It is a method of collecting past and current data by recording information :Observation survey Questionnaire method
Multiple Choice Multiple Answer Question Consumption rituals are series of symbolic behaviour that :-
Occur in sequence , Are repeated frequently Occur in sequence , Are repeated frequently , Resemble religious rituals , Induce God fearing sentiments
Select The Blank Question Correct Answer Your Answer Attitudes with________ of involvement are relatively easier to change. Low level Medium level
True/False Question Correct Answer Your Answer Attitude towards a brand is more easier to change than belief about that brand. False False
Select The Blank Question Correct Answer Your Answer Members of the same social class show ________ Lifestyles. Similar Dissimilar
Multiple Choice Single Answer Question Correct Answer Your Answer Which model is also known as Systems model? Nicosia Blackwell
Select The Blank Question Correct Answer Your Answer ________ has a symbolic meaning tied to consumer values. Product Price
When individual deliberately searches for information about product before purchase, it is called :Intentional learning Unintentional learning
Multiple Choice Multiple Answer Question Correct Answer Your Answer Various purchase situations can be :In-store , Gift-giving , Unanticipated purchase Adhoc , In-store , Gift-giving , Unanticipated purchase
True/False Question Correct Answer Your Answer The unit in which secondary data are expressed may not be the same as is required in the research project. True False
Multiple Choice Single Answer Question Correct Answer Your Answer Which model concentrates on the purchasing process? Sheth Blackwell
Multiple Choice Single Answer Question Correct Answer Your Answer The first step in creating good consumer research is to :Define the problem State the limitations
Multiple Choice Multiple Answer Question Correct Answer Your Answer Factors affecting organisational buying behaviour :Environmental , Organisational , Inter personal Environmental , Organisational , Intra personal , Inter personal
Multiple Choice Single Answer Question Correct Answer Your Answer It is the systematic collection and analysis of consumer information for the purpose of effective decision making :Consumer research Consumer perception
Feel
Status and authority
Blue colour
Cool and friendly
Warm and sensual
Smell
Aggressive and unfriendly
True/False Question Correct Answer Your Answer Organisational buyers do not have a uniform demand. True False
Multiple Choice Single Answer Question Correct Answer Your Answer Persons with high authority are accorded :High status in the society Medium status in the society
Multiple Choice Single Answer Question Correct Answer Your Answer What is 'Conative' component of decision making? Purchase decision Feedback
True/False Question Correct Answer Your Answer Consumer has a right to voice grievances or suggestions. True False
Multiple Choice Single Answer Question Correct Answer Your Answer It constitutes the moral factor of personality :Ego Ego
True/False Question Correct Answer Your Answer Use of primary data saves more time as compared to secondary data. False False
Your Answer
Public
True/False Question Correct Answer Your Answer Higher the value of purchase, lengthy is the negotiation process. True False
Intuitive thinking
Least price conscious Id
Id
Optimum stimulation level
Sensitive thinking
Dogmatism
Multiple Choice Multiple Answer Question Correct Answer Your Answer In depth interviewing tech of consumer research is known for :Informal approach , Appropriate questions , Identify record subtle reaction Informal approach , Appropriate questions , Identify record subtle reaction , Discover hidden motivation
Select The Blank
________ is the consumer's adaptation to an advertisement over a time due to boredom and familarity. Ad wearout Ad adopt
Multiple Choice Single Answer Question Correct Answer Your Answer In EBM model, which search is required if enough information is available in the memory? Internal Extensive
Multiple Choice Multiple Answer Question Correct Answer Your Answer The essential components towards completing the act of purchase include :Awareness of Product , Desire to buy , Feasibility of purchase Awareness of Product , Desire to buy , Feasibility of purchase , Group purchasing
Multiple Choice Multiple Answer Question Correct Answer Characteristics of learning process are :Change in behaviour, temporary or permanent , Continuously evolves , Change in behaviour based on experience
Your Answer Change in behaviour, temporary or permanent , Continuously evolves , No change in behaviour , Change in behaviour based on experience
Multiple Choice Multiple Answer Question Correct Answer Your Answer Which are the varoius types of risks? Financial risk , Psychological risk , Physical risk Financial risk , Physiological risk , Psychological risk , Physical risk
Multiple Choice Single Answer Question Correct Answer Your Answer Factor of convenience in purchasing :Is very important Is not considered at all
Multiple Choice Single Answer Question Correct Answer Your Answer Characteristics of vertical market :High risk for seller High risk for seller
Multiple Choice Multiple Answer Question Individuals are strong in which activities while gathering information?
Sensation , Intuition Sensation , Intuition
Multiple Choice Multiple Answer Question Correct Answer Your Answer Disadvantages of observation survey is :Slow and expensive , Interpretation , Less bias Slow and expensive , Interpretation , Less bias
Your Answer
Public
Multiple Choice Single Answer Question Correct Answer Your Answer It is the source of strong inborn drives and urges :Id Id
Multiple Choice Single Answer Question Correct Answer Your Answer Select The Blank Question Correct Answer Your Answer Perception of a stimulus below the conscious level is called ________. Absolute threshold Absolute threshold Tyre manufacturers belong to which market? Vertical Vertical
Select The Blank Question Correct Answer Your Answer ________ are interested in knowing the feedback of consumers. Marketers Marketers
Select The Blank Question Correct Answer Your Answer Match The Following Question Correct Answer Your Answer In organisational buying, formal buying is represented by an official and formal ________ . Purchase order Purchase order
Ideal self image
Restless
Satisfied Satisfied
Relief seeking
Relief seeking
Formal product
Multiple Choice Multiple Answer Question Correct Answer Your Answer The Degree measure of attitude by any person towards any object / situation is :How much he likes it , How much he dislikes it How much he likes it , How much he dislikes it
One Dimensional One Dimensional
True/False Question Correct Answer Your Answer Organisational buyers totally depend on consumer demands. True True
True/False Question The rank of India among other countries in the world has gone down in terms of poverty, unemployment and level of development after independence. Correct Answer Your Answer False False Top of Form
bHVldGV4dCcgIGh Browser Name: Mi
Multiple Choice Single Answer Question Correct Answer Your Answer It is the movement of citizens and Government to protect the rights of consumers, is called :Consumerism Consumerism
Multiple Choice Single Answer Question Correct Answer Your Answer These are temporary settings that occur in the environment at a specific time and place :Situational influences Situational influences
Multiple Choice Single Answer Question Correct Answer Name the Primary need of Human being :Medicine
Bottom of Form
Q-1.
Consumer Research is central to the success of a marketing strategy. Critically examine the above statement in light of present business environment in India?
Ans.
Consumer Research is the systematic collection of &analysis of consumer information for the purpose of important decision making in marketing. It is an important tool to study buyer behavior, change in consumer life styles & consumption patterns, brand loyalty & also forecast market changes. It is also used to study competition &Analyze the competitors product positioning & how to gain competitive advantage. Recently consumer research is being used to help create &enhance brand equity. This is a new role and decidedly different from the conventional one where it was used for just studying buyer behavior or for conducting feasibility studies etc. In fact because of this conventional role, consumer research till mid 1980s was considered a luxury, which only multinationals like lever & Procter & gamble & there like could afford. However it is not so now. This is because competition in all sectors has increased manifold after 1985 especially after 1991. Due to liberalization & globalization the competition has intensified & survival of an organization is at stake. There aim is now to gain & retain competitive advantage & consumer research plays an important role over here. Realizing this contribution more & more companies are turning towards consumer research. However there are still many who are skeptics of consumer research. There criticism is that consumer research conclusions are not dependable. There are various cases where the research has failed to deliver desired results or the product failed even though the research had shown that majority of customers preferred it. The classical example is that of coke, which failed to correctly understand customers expectations & went ahead to launch New Coke. Its marketing research showed that 68% customers in US liked the taste of the new formula developed by the company. We all know that New Coke failed & in less than six months of its launch in the summer of 1985, the coke management had to re launch old coke under the brand name coke classic. This example also brings to fore a major limitation of most researchers, & that is they often respond to the here and now situation rather than taking a long-term view of the market. In fact many times researchers over look the background of the problem & comes up with recommendations, which are at times not feasible. Besides consumer research has often been delinked from the business strategy. When that happens, most research reports become academic in nature & are filed. Therefore to make consumer research more effective it is important that it has a linkage with business strategy & should respond to future or emerging scenarios in the market place.
Q-3.
Do you agree that personality greatly affects the buying motives of consumers? Justify your claim on the basis of some personality theories. Give examples.
Ans
An individuals personality represents another set of characteristics that contributes to an understanding of consumer behavior. Personality characteristics can be valuable guide to marketers. For example knowing that users of a brand of headache remedies are more likely to be compulsive led one company to advertise the product in an orderly setting that described a fixed routine.
Marketers have used four personality theories to describe consumers:
1) 2) 3) 4)
Self concept theory Psychoanalytic theory Social/Cultural theory Trait theory
These four theories vary greatly in there approach to personality measurement. Self-concept theory is, arguably, the most relevant for marketers because it focuses on how an individuals self image affects his or her purchasing behavior. It recognizes that what we buy & own is a reflection of who we are. Extensions of psychoanalytic theory have also been widely used in marketing to develop qualitative insights into why consumers buy.
We will first describe self-concept theory, and then the more qualitatively oriented psychoanalytic & social theories.
1.
SELF CONCEPT THEORY
This theory holds that individuals have a concept of self-based on which they think are (the actual self) & a concept of which they think they would like to be (the ideal self). Self-concept theory is governed by two principles; the desire to attain self-consistency & the desire to enhance ones self-esteem. Attaining self-consistency means that individuals will act in accordance with their concept of actual self. For example, a consumer may see himself as a practical & self-controlled individual. He buys conservative suits drives a large four door sedan, & spend quiet evenings at home. Deep down, however he would like to be more carefree & reckless. If he were to act more like his ideal self, he might own a small sports car, dress in jeans & sports shirts & go to rock clubs. Such actions would enhance his self-esteem by drawing him closer to his ideal self.
Actual Self: - There is no actual self. Consumers have various role identities-Wife, Mother, Working woman etc. One of these roles dominant in specific situations, the particular role will affect the individuals style of dress &behavior. The amalgams of the individuals roles make up the actual self. Applied to marketing, the concept of actual self says that consumers purchases are influenced by the image they have of themselves. They attain self-consistency by buying products they perceive as similar to their self-concept. For Example; Enfield bullet is targeted to persons who consider or cherish to have an authoritative image. This is the reason for its higher sales among policemen & affluent agriculturists.
Ideal Self: - The concept of the ideal self relates to ones self esteem. The greater the difference between the actual self and ideal self, the lower an individuals self-esteem. In a marketing context, dissatisfaction with oneself could influence purchases, particularly for products that could enhance self-esteem. Thus, a woman who would like to be more efficient, modern & imaginative may buy a different type of perfume or deodorant or tend to shop at different stores than a woman who would like to be more warm & attractive.
Consumption and the extended self: - Another dimension of self-concept theory is applicable to consumers. Not only does our self-image influence the products we choose but also the products we choose frequently influence our self-image. Certain products have symbolic value. They say something about us and the way we feel about ourselves. For example, when we buy a certain suit or dress, we may anticipate that it enhance our self-esteem
2.
PSYCHOANALYTIC THEORY
Freuds psychoanalytic theory stresses the unconscious nature of personality as a result of childhood conflicts: Id, ego & superego. The id controls the individuals most basic needs & urges such as hunger, sex & self-preservation. The source of all innate forces that drive behavior, the id operates on one principle: directing behavior to achieve pleasure & to avoid pain. The id is entirely unconscious, with no anchor in objective reality. A newborn babys behavior for example is governed totally by the id.
The ego is the individuals self-concept & is manifestation of objective reality as it develops an interaction with the external world. As manager of id, the ego seeks to attain the goals of id in a socially acceptable manner. For example, rather than manifest a basic need to be aggressive in antisocial ways, an individual may partially satisfy this need by buying a powerful sports car. The superego is the leash on the id and works against its impulses. It does not manage the id but restrains it by punishing unacceptable behavior through the creation of guilt. Like the id, it operates in the unconscious and often represses behavior that would otherwise occur based on the id. The superego represents the ideal rather than the real. It motivates us to act in a moral way. According to Freud, the ego manages the conflicting demands of the id and the superego. The way the child manages these conflicts (particularly sexual conflicts) determines the adult personality. Conflicts that are not resolved in childhood will result in defense mechanisms (strategies that the ego uses to reduce tension) and will frequently influence later behavior in a manner of which the adult is unaware.
3.
SOCIAL/CULTURAL THEORIES
A number of Freuds disciples shifted from his view of personality in two respects. First they sought that social and cultural variables, rather than biological drives are more important in personality development. Second, Freuds understanding of personality focused primarily on observations of emotionally disturbed people. His disciples subsequently believed that insights into personality development should also rely on observations of people who function normally in the social environment. Kevin Thorny, a social theorist believed that personality is developed as an individual learns to cope with basic anxieties stemming from parent child relationships. She hypothesized three approaches to coping with this, anxiety; compliance; a strategy of moving towards people and stressing the needs for love, approval and affection; aggressiveness moving against people and stressing the need for power, strength and manipulate others; and detachment; moving away from people and stressing the need for freedom and self-reliance. In one of the few studies relying on social theories of personality to explain purchase behavior, when developed a compliance-aggressiveness-detachment (cad) scale based on Thornes Work. In applying the cad scale, when found that compliant types used more cologne and after shave lotion and bought old spice deodorant and Van-Heusen shirts and detached types drank more tea and less beer.
4.
TRAIT THEORIES
Trait theory states that personality is composed of a set of traits that describe general response predisposition. Trait theorists construct personality inventories and ask respondents to respond to many items, perhaps agreeing or disagreeing with certain statements or expressing likes or dislikes for certain situations or types of people. These items then are statistically analyzed and reduced to a few personality dimensions. A number of studies have used personality traits to segment markets. A study of smoking behavior found that heavy smokers scored higher on heterosexuality, aggression and achievement and lower an order and compliance. Heavy smokers are more likely to orient towards power and competitiveness and may be more influenced by sexual themes and symbols. They are not as compulsive or submissive as non-smokers.
However consumer behavior researchers have seen drawbacks in using personality characteristics to explain consumer behavior. Personality theories are meant to describe envying patterns of behavior. Quite often, the focus is an aberrant, rather than typical, behavior. To apply measures developed for these purpose to consumer behavior assumes that consumers are motivated to buy based on deep-seated drivers. The consumer behavior is a day-to-day affair clearly unequivocal results are to emerge, consumer behavior researchers should develop there own definitions and design there own instruments to measure the personality variables that go into the purchase decision.
Q-4.
How can the principles of instrumental conditioning be applied in advertising? In what ways do applications of instrumental conditioning differ from those of classical conditioning? Give examples.
Ans.
The principles of instrumental conditioning can be applied to advertising and sales promotion strategy. The role of advertising is to increase consumers expectations for reinforcement. Communicating product benefits to convince consumers that they will be satisfied if they buy the product can do this. The role of sales promotion is to create an initial inducement to try the product by offering free samples, coupons or price deals. If the product is satisfactory, many consumers will continue to buy even if incentives are withdrawn. However, these strategies can be successful only if the product is a source of Satisfaction and reinforcement. Advertising and price inducements cannot support a poor product for long.
In case of classical conditioning, a secondary stimulus is paired with a primary stimulus that already elicits a particular response. As a result of this pairing an association is formed. Eventually, the secondary stimulus elicits the same reaction as primary stimulus. An effective advertising campaign links a product to a stimulus that evokes a positive feeling. Advertisers accepted classical conditioning concepts of repetition and contiguity on a widespread basis. Advertisers frequently used jingles and themes in radio commercials. The advent of television lent new dimensions to advertising by providing more variability through the video component. A consumer-oriented approach to advertising resulted in greater variation as advertisements were directed to particular consumer segments.
Instrumental conditioning requires the development of a link between a stimulus and response. However the individual determines the response that provides the greatest satisfaction. That is, no previous stimulus response connection is required; response is within the conscious control of the individual. In classical conditioning, the unconditioned stimulus is already linked to a response and response is more reflexive. The foremost pronouncement of instrumental conditioning was B.F. Skinner. In skinners experiments, the subject was free to act in a variety of ways. The consequences of the act will influence the future behavior. Behavior results in an evaluation of degree of reward or punishment obtained from past behavior. Reward will increase the probability of repeating the behavior; punishment will decrease the probability. Antismoking commercials rely on principles of instrumental conditioning by linking smoking to a shortened life span. Whereas the advertisements of various cigarettes such as Wills, Red White, are based on the principles of classical conditioning. The advertisement of Red White tries to condition smokers responses based on positive association of bravery awards with the product. Instrumental conditioning leads to the formation of the habit in consumer purchasing. The consumer has control over his or her purchasing behavior. Repeated satisfaction resulting from product usage increases the probability that the consumer will purchase the same brand.
Similarly principles of instrumental conditioning helps to understand the events that may lead to a consumer to cease buying by habit a consumer is no longer satisfied with the product, a process of extinction that is, elimination of the link between stimulus and expected reward takes place. Extinction leads to a rapid decrease in the probability that the consumer will repurchase the same brand. Successful antismoking commercials will create extinction by eliminating the link between a cigarette & the pleasure of smoking.
Q-5.
Short Notes:
PERCEPTUAL SELECTION:
There are basically three steps in the process of perception viz., selection, organization and interpretation. The first component of perception, selection, requires consumers to be exposed to marketing and to attend to these stimuli. Consumers will pick and choose marketing stimuli based on there needs and attitudes. The car buyer will be more attentive their needs and attitudes .In each case the consumer is processing stimuli selectively by picking and choosing them based on his her psychological set.
The process of perceptual selection is increasingly difficult because of the greater clutter of advertising messages. By estimate, consumers are bombarded by an average of 300 to 600 messages a day, and the number of ads has more than tripled in the last 25 years, creating significant advertising clutter. For such perceptual selection to occur, the consumer must first see or hear the stimulus and then respond to it. Therefore three processes define selection: exposure, attention and selective perception.
Exposure:
Exposure occurs when consumers sense (sight, hearing, touch, and smell) are activated by a stimulus. Exposure to stimulus either occurs or it does not. Consumers interesting and involvement with the stimulus is reflected in the level of attention they devote to it. Consumers will pick and choose the stimuli they are exposed to. For example, a consumer in the market for a new car is more likely to look for car ads. Similarly consumers are likely to avoid exposure to stimuli that are unimportant and uninteresting.
Attention:
It is the momentary focusing of a consumers cognitive capacity on a specific stimulus. When consumers notice a T.V ad, a new product on a shelf or a car in a showroom, attention has taken place. Advertisers can use many of the structural factors to attract consumers attention such as size, through large ads, position by placing an ad in the upper half of a page, and novelty by using eye catching photos or illustration.
Selective Perception:
Consumers perceive marketing stimuli selectively because each individual is unique in the combination of his or her needs, attitudes, experiences and personal characteristics selective perception means that two consumers may perceive the identical advertisement. Package or product differently. For example some consumers may believe a claim that Robin gets clothes whither than other bleaches, another may such a claim as untrue and may believe that all bleaches are the same. Selective perception operates for both high and low involvement purchases. In the high involvement case, consumers selectively choose information that
(1)
helps them evaluate brand that meets their needs and,
(2)
conforms to their beliefs and predisposition .In the low involvement case, consumers selectively screen out most information in an attempt to avoid cognitive activity and informational clutter.
PRICE QUALITY RELATIONSHIP:
An important question for marketers is whether consumers perceive a price quality association. Generally. When consumers do not have sufficient information about product quality, they use price as an indication of quality. Since these consumers know little about the product, they are less likely to be involved. Consumers with information about product characteristics are less likely to make price-quality inferences. These consumers are more likely to be involved with the product category. Price is more likely to be a reflection of quality if consumers have confidence in the source of the price information. Price is also more likely to be a sirrafate for quality when consumers believe that quality and price difference exist between product
alternatives. Such variations allow for price-quality inferences. Consumers are unlikely to attribute higher quality to products that are standardized or that differ by a few rupees. Price range permits quality inferences. In support of these views overrule, found that price-quality association are more likely for product lines than they are for single brands because product lines are more likely to have a wide range in prices. On the basis, if the consumer shopping for 21-inch color TV set believes there are significant price and quality differences among brands and has little knowledge about TV sets, to use high price as an indicator of quality.
RISK PERCEPTIONS:
When consumers see potential risk in purchase, they may be about the outcome of the division or they may be commend about the consequences of the division. Thus the two components of perceived risk are uncertainty about the outcome of the decision and concern about the consequences of the division. Several factors are likely to increases the risk consumers see in purchasing. Perceived risk is likely to be greater when: a) b) c) d) e) f) g) There is little information about the product category. The product is new. The product is technologically complex. Consumers have little self-confidence in evaluating brands. There are variations in quality among brands. The price is high. The purchase is important to consumers.
For example, perceived risk in purchasing a laptop is high because most of the listed will be met. As the product category is relatively new for many consumers, they have little experience with alternatives. Moreover the product is technology complex, making evaluation more difficult. As a result, consumers confidence in selecting brand over another is low. Furthermore, substantial variations among brands and incompatible systems heighten risk. A high price will also contribute to perceived risk. Finally such a purchase is probably important to consumers.
Consumers strategies to Reduce Risk:
Consumers use various strategies to reduce risk.
a)
By acquiring additional information that will allow consumers to better asses risk.
b)
Engaging more extensive information processing to better evaluate alternatives.
c)
Buying most popular and well-known brands. Reducing the consequences of failure. This is done by:
Buying the lowest priced item or the smallest size.
Obtaining a warranty or guarantee on the product also reduces the consequences of failure.
Reducing the level of expectations before making the purchase. For example, a consumer who decides that cars are a necessary evil and produce mechanical failures and repair bills. This purchase is going to be terribly disappointed if his or her car does not perform well, he or she expects it.
Q-6.
Define and explain meaning of attitude. Explain in brief factors affecting the relationship between attitude belief and behavior. Explain the two theories of attitude ?
Ans.
Over 50 yrs ago, Gordon all port formulated the max formulated used definition of attitude. He wrote attitudes are leaned predisposition to respond to an object or class of objects in a consistently favorable or unfavorable way that is consumers evolution of a particular brand on a overall basis from poor to excellent. it is a combination of objects of beliefs of consumers about the product attributes and the evaluation of these attributes as being beneficial or not . for example the attributes of Kwality Walls ice cream are freshers, natural fragrance, hygienic, tasty and refreshing evaluating these attributes towards Kwality walls.
Factors affecting the relationship between attitude belief and behavior:
1.
Lack of Involvement : consumer attitude are less likely to be related to behaviour for low involvement products. For example, if a consumer wants to buy a product such as bulb, the involvement of the consumer in purchase of a bulb is likely to be low in such a situation he will not be keen to get more information on bulbs and hence will not have any specific nature. Hence a particular brand does not really matter him and he will except any brand say Philips, Surya or GE .
2.
Lack of Purchase Feasibility : Consumers may have very positive attitude towards the brand, but it may not be one of the brands consumer can feasibly purchase for example the consumer may evaluate Mercedes positively but the car is not the realistic alternative for most of the consumers because of its price, as result attitude are not related to behavior
3.
Lack of direct product experience : When consumers have direct product experience there attitudes are more likely to be related to subsequent behavior lack of product experience may result in weakly held attitudes that are not related to behavior
4.
Lack of relation between value and believes : Attitude are unlikely to be related to behavior is brand believes are not tied to consumer values the fact that consumers believe a brand of cereal has few calories is not going to predict behavior if consumers have no interest in losing weight
5.
Changing market conditions : An increase in the price of the favoured brand may cause consumer to switch with no change in attitudes special price promotions are better credit terms for competitive brands may cause consumers to buy a less preferred brand the unavailability of the preferred brand may lead consumers to purchase a less preferred brand with no change in attitudes
6.
Poor Attitude Accessibility : Consumer retain brand believes in memory as schema representing there
associations with there brand for these beliefs to affect the brand evolutions they must be accessible from memory lack of relationship between attitudes and behavior may be due to the fact that some attitudes are so weakly held that they are not accessible if consumers have strongly held attitudes they often spontaneously retrieve them when they encounter the object if a consumer have strong positive attitude towards McDonalds the consumer could spontaneously retrieve the McDonalds schema by the mare mention of golden mcpuff or by sight of chicken mcgrill.
THEORY OF ATTITUDES
Heiders Balance Theory
This theory is so named because it maintains that people seek to achieve balance between there thoughts ( beliefs ) and feelings ( evaluation ) balance theory confirms to the principle of cognitive consistency this principle states that consumers value
harmony between there believes and evaluations if one is inconsistency with the other the consumer will change there attitude to create in there cognitive structure.
There are 3 elements in attitude formation, the person of other person and the object there are 2 generic types of relationship that exists between the elements they are (1) linking or sentiment relations (2) unit relations both the relations can be positive or negative in a 3 element system balance will exist if all 3 relations are positive or if 2 are negative and 1 is positive conversely imbalance exists if all 3 are negative or if 2 are positive and 1 is negative people have a tendency to perceive others and objects linked to them such that the system is balanced lets analyze this further with an illustration .
A salesman of vaccume cleaner has approached you for selling it to you the process will have 3 stages which are as under stage 1 in the first stage the salesman shows you the leaflets and understands your needs he then matches the benefits of the product with your needs and this leads to a positive attitude built by the trust you placed on him this can be illustrated by a figure
Vaccume cleaner
You
sales man
Stage 2 after the sales talk you may either form a positive or a negative opinion about the sales man if you are favorable towards the salesman to achieve the stability you will form positive opinion about the cleaner if you are unfavorable towards the salesman you will also be unfavorable towards to the cleaner
Vaccum Cleaner
Vaccum Cleaner
You
+ Salesman
You
Salesman
Congruity theory
This theory was developed by Osgood and Tennenbaun it deals with attitudes (evaluations) and relationships congruity exists whenever evaluation of (attitude towards ) two objects that are associatively bonded are identical in magnitude and direction congruity is the stable state and is also set to exist when a source and a concept are negatively associated and have exactly opposite evaluations attached to them when congruity exists it leads to attitude change congruity theory helps to rate attitude on a seven points scale from +3 (highly favorable ) 2 3 ( highly unfavorable ) with a middle zero point let us illustrate this theory with our earlier example of salesman and a vacuum cleaner suppose we are convinced that the cleaner is good and will meet our needs well a rate of +3 may be
given however if we have developed the slight unfavorable attitude towards sales man a rating of 1 would be given. According to congruity theory the final attitude towards even is the difference between the 2 ratings which in this case will be +1 the midpoint between 1 and +3.
Final Rating of Vaccum Cleaner
-3
-2
-1
+1
+2
+3
Salesman
Vaccum Clearner
Q-7.
Explain with the help of few examples how social class, lifestyle and culture affect the buying pattern of consumers.
Ans.
Affect of social classes on buying pattern of consumers.
Social classes are relatively homogeneous and enduring divisions in a society, which are hierarchically ordered and whose members share similar values, interests and behavior. Social classes reflect not only, income but other indicators such as occupation, education and area of residence.
Social classes differ in speech patterns recreational preferences and many characteristics. Social classes have several characteristics. First, those within each class tend to behave more alike than persons from two different social classes. Second, Person is perceived as occupying inferior or superior position according to social class. A cluster of variables indicates third, social classes? For example, occupation, income wealth, education and value orientation. Rather than by any single variable. Fourth, individuals can move up or down the social class ladder during their lifetimes.
A consumer behavior is influenced by social factors such as reference group, family and social roles and statues.
Reference Group : A reference group consists of all the groups that have a direct (face to face) or indirect influence on person's attitude or behavior. Groups, which have a direct influence on person, are called membership groups. Some membership groups are primary groups , such as family, friends, neighbors, and co- workers, with whom the person interacts fairly continuously and informally. People also belong to secondary groups, such as religious, professional and trade union groups, which tend to be more formal and require less continuous interaction. People are significantly influenced by their reference groups in at least three ways. Reference groups expose an individual to new behaviors and lifestyles and influence product and brand choices. Marketers try to identify target customers reference groups. However level of reference group influence varies among products and brands. Manufactures of products and
brands where group influence is strong must determine how to reach and influence opinion leaders in these reference groups. An opinion leader is the person in informal, product - related communications who offers advice or information about a specific product or product category such as, which of several brands is best, or how a particular product may be used. Marketers try to reach opinion leaders by identifying demographic and psychographics characteristics associated with opinion leadership, identifying the media read by opinion leaders and directing messages at opinion leaders. Clothing companies like Levi Strauss, that hope to appeal to the fickle and fashion conscious youth market have made a converted effort to monitor urban opinion leaders style and behavior.
Family : The family is the most important consumer- buying organization in society, and family members constitute the most influential primary reference group. A more direct influence on everyday buying behavior of an individual is of one's spouse and children. Marketers are interested in the roles and relative influence of the husband, wife and children in the purchase of a variety of products and services. These roles vary widely in different countries and social classes.
Roles and Status : A person participate in many groups family, clubs, organizations. The person's position in each group can be defined in terms of role and status. A role consists of activities that a person is expected to perform. Each role carries a status. A supreme court justice has more status than a sales manager and a sales manager has more status than an officer clerk. People choose products that communicate their roles and status in the society. Marketers must be aware of the status symbol potential of products and brands. Affect of life style
People from the same subculture, social class and occupation may lead quite different lifestyles. A lifestyle is a person's pattern of living in the world as expresses in activities, interests and opinions. Lifestyle portrays the "whole person" interacting with his or her environment. Marketers search for relationship between their products and lifestyle groups. Lifestyle factors are relevant to marketers on two levels. First, broad lifestyle trends such as changing male / female purchasing roles have altered the habits, tastes and purchasing behaviour of consumers. Second, lifestyle can be applied on a product specific basis.
Effect of changing lifestyle on consumer behaviour Changing lifestyle are a result of changes in demographic characteristics and changing values of consumers. These have become more opponent and visible in 1990's. Some highlights and their effects on consumer behaviour are as under:
a)
Changes in Male Purchasing Roles-
The increase in number of working women particularly in urban areas has created a shift in role of males and housewife. Today, the role of male has extended to shopping, childcare and more involvement in cooking and other household chores, which traditionally were considered to be female roles. The changing male role is not only a function of demographics. It is also important of change in male values. Males have started to shop for jewellery, skin care products, moisturizers and cosmetics that were considered to be feminine. The net result of the greater involvement of men in shopping and housekeeping activities and their willingness to shed a traditional male image has led to a merger of male and female purchasing roles.
b)
Changes in Female Purchasing Roles
Working women's greater affluence, independence and self-confidence have created a substantial change in women's purchasing roles. As their purchasing power has increased they flexed more muscle in just about every product category, making almost no enclave a male reserve anymore. As a result of this many working women no longer like to identify with the ads that tell them how to clean the floors or to please their husbands.
C)
Emphasis on Health and Fitness
Today consumers have become more aware of health and fitness issues and have started going in for low calorie foods, refined oil and low fat food. But on the other hand due to fast life especially in urban areas people have started to go in for fast food which is considered to be unhealthy by the nutrionist. The large-scale increase in fitness related business in India has slowly started receding due to fast life of individuals. The recessionary trend in India has forced employed people to put in more number of hours and this has added to declining fitness rate. People have started to prefer workouts at home which had given a boost to the manufactures making exercise equipments.
d)
A More Isolated Lifestyle
Consumers are spending more time at home, resulting in more isolated lifestyle. There are two dimensions to this trend : staying at home for leisure and working at home. Today consumers are more likely to stay at home for leisure and entertainment. The early 90's saw a lot of TV channels coming into India. The wide choice of soap opera on these channels have forced people of wide cross sections to stick to their homes.
A second and broader dimension of a more isolated consumer is the greater opportunities for working at home spawned by the information revolution, making it easy for home based entrepreneurs to operate as if they worked in a corporate office.
e)
Greater Time pressures
In the present scenario, the working class is under tremendous pressure when it comes to time management. The working class is forced to put long working hours as the expectations of consumers are ever increasing. Moreover, they are under tremendous pressure to give equivalent time to their families as well. This prefer to buy goods from stores that offer a wide variety of products. such a shift has increased the number of super stores in large cities. Today for many consumers shopping no more a pleasant job. They do not have time to evaluate products before purchasing them. They go more towards known brands and expert the retail stores to advice them on product selection. Convenience in purchasing is becoming vital.
f)
Better Means of Information
With the advent of electronics, computers and internet, the awareness level of consumers have increased dramatically. Product knowledge has also gone up. This is in a way advantageous to the manufactures as the communication process becomes simplified. On the other hand more product knowledge means a better understanding of product features. More product knowledge edge leads to dramatic reduction in brand loyalty. Consumers become reluctant to pay a premium for a brand. This leads to a large-scale increase in price wars and has an adverse impact on the profitability of manufactures.
This creates a need for product differentiation and for this manufactures have to continuously upgrade their existing products and work towards new product development.
CULTURAL INFLUENCES
Culture refers to a set of values, traditions or beliefs, which guide the individual behaviour. in a way culture is normative as it prescribes norms of acceptable human behaviour. In other words culture refers to values, ideas, attitudes and other meaningful symbol created by people to shape human behaviour and the art facts of that behaviour transmitted from one generation to another. For examples, beef is not very readily accepted in the Hindu society and likewise pork in the Muslim society. Values in any culture are developed through socialization and acculturation. Refusing beef or mions or garlic by a is a value developed through socialization. the use of a fork or knife to eat food by Indian family is a value acquired through acculturation. In any culture there are subcultures that exist. these are different nationalities religious and geographic groups. For example in India we have Hindus Muslims Jews Christians and Sikhs as exciting religious subcultures. A marketer needs to be aware of these cultural and sub cultural influences on consumer preferences. This will affect his brand, packaging advertising sales promotion and even distribution decision. A culture's values are likely to influence its members purchases and consumption pattern. For example, one consumer may place a high value on achievement and may demonstrate success with symbols of luxury and prestige. Culture not only influences consumer behaviour, it reflects it. The preponderance of exercise machines, fitness club, skin care lotions, diet foods, and low fat products reflects the emphasis. Indian youth places on fitness. Culture is therefore a mirror of both values and possessions of its members.
Q-10.
Explain the characteristics of Organizational Buyers. State the factors affecting organizational buying behavior and clearly differentiate between organizational buying and individual consumer buying behaviors.
Ans:
Webster and Wind define organizational buying as the decision making process by which formal organizations establish the need for purchased products and services and identify, evaluate and choose among alternative brands and suppliers.
The term organizational buyer refers to not only the business firms but also includes the government, retail institutions, other service institutions like universities, colleges, financial firms like banks and social organizations like Red cross, family planning foundation etc.
Characteristics of Organizational Buyer.
GROUP INVOLVEMENT. The organizational purchase decisions are joint decisions. All individuals who participate in decision making are referred to as the decision-making unit. They have a common goal and share the risks arising out of the decision. These individuals may or may not be a part of the buying organization, but plays a key role in the decision making process. Also these individuals may directly or indirectly be involved in the decision process.
The group of organizational buyers has five basic levels that include:
Actual user: Actual user is the person who actually uses the product. These people are typically shopfloor individuals. They could be foremen or workmen in a factory, lab technicians and chemists in a chemical firm, and programmers in a software firm. These people often lay down the product specifications.
Influencer: Influencer is a person or persons who may or may not be a part of customer organization, but whose opinion is valued significantly by the customer. Within the organization, the actual user plays the Influencer role. For example in a construction project, the architect plays an influencing role in determining the grade of cement to be sought.
Decider: Decider is the person who actually takes the decision to buy. The decider will invariably consider both the technical and economic factors in decision-making. Thus he will consider commercial terms like price, payment options, delivery schedules etc.
Buyer: Buyer is the person who actually buys on the behalf of the organization. He is a part of the purchase or materials department. For buyers, the most critical factor is on-time delivery as he does not want to spend sleepless nights on uncertain deliveries.
Gatekeeper: This is often a critical role played by an individual. The purpose of a gatekeeper is to facilitate the flow of information in the organization.
TECHNICAL KNOWLEDGE Organizational buying is characterized by a very high technical and product knowledge. This means that sellers need to know their products in depth and in addition should know the competition products thoroughly.
Larger the organization, greater is the product knowledge. The organizations that do not have requisite technical knowledge tend to hire technical consultants to evaluate product and services rather than depending upon the sales people.
RATIONAL MOTIVATION Organizational Buying is always based on rational buying. There are no emotional sentiments involved. Such buying decisions are based on the concept of value for money in terms of utilitarian needs. The organizational buyers, today are extremely competitive, offer optimum price-value prepositions, give the best possible service and remain continuously focused towards the customers. These buyers look for suppliers who enhance their customer competitiveness. Therefore, the organizational buying should essentially focus at these requirements and not at the hedonic appeals.
Factors affecting Organizational Buying
There are four major factors, which influence buyer decisions: Environmental Organizational Interpersonal Individual.
Environmental Variables
A very important determinant of organizational purchases is the environmental factor. This includes, besides economy and government policy, factors like competitive developments in the industry rate of technology change and the value of money. For example if the buyer perceives that the government is likely to increase taxation, which will increase the price of a crucial input, the buyer may not resort to buying more material and holding its stock.
Organizational Variables.
The internal variables like culture and environment of an enterprise affects buying decision. For example, most Indian family owned firms have a centralized structure where purchases decisions often require the familys consent. This can delay purchases and sometimes even affect the firms capability to compete in the market. As opposed to this a decentralized structure allows for quicker decision. Also policies like inventory holding, payment procedure or bidding procedure also influence buyers decisions.
Interpersonal Variables.
The buyer center usually involves several individuals with different formal authority, status and persuasiveness. The marketer needs to know who exerts the maximum authority and is able to persuade others to agree with his viewpoint. A knowledge of group dynamics helps the marketer evolve his strategy on selling to the buying center.
Individual.
Even though there are several individuals, organizational factors and environmental variables affecting buyers decisions at the end, it is a human decision involving the individual that matters. It is important that the marketer has the complete personal details of all individuals who are involved in the decision process. For personal factors like age, income, education, job position etc. are likely to affect individual perception, motivation and preference. For example, a sales person could not get an order from a buyer who was old simply because the latter perceived him to be the usual youngster who did not understand responsibility. The old buyer found it difficult to accept that a young boy could explain him the technical detail of computers and networks. Since the buying organization was a very important one, he reported this problem to the marketing manager, who then called on that buyer along with the young salesperson. The manager asked the young sales person to do the presentation and thereafter negotiate the deal with the buyer. They got the order because the buyer could emotionally relate himself better to the old and reasoned gentleman than the young, smart. It is therefore important that the marketer be aware of all these buying influences.
Organizational Buying vs. Consumer Buying.
Concentration of Buyers
Organizational Buyers are generally concentrated in the same geographical area, as opposed to household buyers spread all over the country. For example, all leading automobile firms have setup there manufacturing plants in Pitampur near Indore. This area is proposed to be developed as Indias Detroit. For an automotive tyre manufacturer, like MRF, all customers are located in one geographical area. But for the same automotive tyre firm MRF, customers for replacement tyres are spread all over India. Hence MRF uses a direct personal selling approach for automakers and a mass communication and dealer network to reach the consumer market. Thus in business to business marketing, a more focused marketing strategy with an emphasis on personal selling is used as opposed to consumer marketing, where trade channels and mass communication become important pillars of marketing strategy.
Size of the Buyers.
The organizational buyers are few but are much larger and they purchase in bulk. The household buyers are relatively much smaller and their purchases are small. Retail buying is common in the household segment. Generally even in the case of small organizational buyer, the annual purchase budget will run into several lakhs of rupees, but in case of large household purchases it will never exceed a few thousand of rupees.
Risk in Purchases.
The risks in organizational purchases are much higher than in household purchases. The organizational buyer always looks for alternatives that will help him to reduce these risks. Previous experiences with the supplier, vendor image, suppliers standing within the industry etc. are some of the factors that help the organizational buyer reduce the risks in buying decision.
Derived demand. The demand for business goods is ultimately derived from the demand for consumer goods. For this reason the business marketer must closely monitor buying patters of ultimate consumers. For instance, in India the entire industry depends on the rainfall and the crop situation. If the agriculture industry is down, the entire industry is hit. Since consumers postpone or reduce buying household items, this directly or indirectly affects the organizational buying.
Inelastic Demand
The total demand for many business goods and services is inelastic that is not much affected by price changes. Shoe manufacturers are not going to buy much more leather if the price of leather falls, nor will they buy much less leather if the price rises, unless they can find satisfactory substitutes. Demand is specially inelastic in the short run because producers cannot make quick changes in production methods.
Fluctuating Demand
The demand for business goods and services tends to be more volatile than the demand for consumer goods and services. A given percentage increase in consumer demand can lead to a much larger percentage increase in the demand for plant and equipment necessary to produce the additional output.
Professional Purchasing
Business goods once purchased by trained purchasing agents, who must follow their organizations purchasing policies, constrains and requirements. Many of the buying instruments-for example, requests for quotations, proposals and purchase contracts are not typically found in consumer buying.
Organization Purchase decisions are joint
Since the costs and risks involved in organizational purchases are high, thesis decisions are taken jointly and involve several individuals. The reason is to use the expertise of various individuals in their respective fields.
Q-12.
Define Consumer Learning. Explain the various components of learning process.
Ans.
Consumers learn from past experience, and their future behavior is conditioned by such learning. In fact, learning can be defined as a change in behavior occurring as a result of past experience. As consumers gain experience in purchasing and consuming products, they learn not only what brands they like, but also features they like most in particular brands. They then adjust their future behavior based on past experience. For example after wearing the brand repeatedly, a consumer might determine that a pair of Reebok running shoes is the most comfortable and provides the best support. Continued satisfaction with the brand leads the consumer to buy Reeboks every time he needs new athletic shoes. Thus continued satisfaction reinforces past experience and increases the probability that the consumer will buy the same brand next time.
There are two schools of thought in understanding the process of consumer learning: the behaviorist and the cognitive. The behaviorist school is concerned with observing changes in an individuals responses as a result of exposure to stimuli. Whereas the cognitive school views learning as problem solving and focuses on changes in customers psychological set (the consumers attitudes and desired benefits) as a result of learning. In this respect, the cognitive school more closely describes learning within a framework of decision-making.
Components of learning:
Everyday an individual receives a variety of stimulus. When a particular stimulus becomes associated with a particular response, we conclude that learning has occurred. To understand the concept of learning, we need to consider its various components. These components are as under:
Drive: Drive is said to be strong stimuli that forces action. The drive arouses in an individual an urge to respond to the stimuli and thus forms the basis of motivation. For example, seeing a product like a microwave oven at a friends place and watching advertisements may create a drive to know more about the oven. This in turn motivates the individual to visit a retailer and have more information about the oven and thus leads to learning.
Cues: A cue is any object existing in the environment, as perceived by the individual. Cues give direction to motives. Cues increase the possibility of getting specific response. For example, seeing an advertisement of a packaged tour of Europe may act as a cue for an executive to enjoy a vacation with his family and reduce the tension. Cues should be consistent with the expectations of the consumers.
Response: A stimulus leads to response. It is the reaction of an individual to a stimulus. Such response may be in the physical form or may be in terms of phenomena such as attitudes, perceptions etc. Response does not merely depend on drive, motive or cue. It also depends on past experience of consumers and their association of the cue with something different than the target.
Reinforcement: It is a very basic condition of learning. Without it, we cannot observe any measurable modification of behavior. Reinforcement refers to those environmental events, which increase the likelihood of specific response occurring in the future as a result of particular cue or stimuli.
Retention: The stability of learned behavior maintained by the individual over a period of time is called Retention. Under repeated condition of positive reinforcement, there is a tendency for the conditioned response to continue for a long period of time. For example, a consumer who is absolutely delighted by the use of a product will continue to have a positive feeling about the product for a long time.
The learning theory offers tremendous challenge to a marketer- that of guiding and sometimes even directing human behavior. This is done by developing stimuli and cues, which will bring to force the latent need in the customer. Attractive advertising, shelf displays, packaging, how to use instructions, store layout, availability and sales persons are all examples of cues that marketer develops to drive customers to the product or service. An excellent customer care program of the marketer can help a customer have positive feelings about his or her experience. The marketer may also develop cues to differentiate his or her product from that of the competitor.
Q-14.
Explain various Attitude measurement techniques. It is possible to change the attitude of consumers towards products and brands. Do you agree to this statement? Justify your claim with a few examples.
Ans.
ATTITUDE MEASUREMENT TECHNIQUES
Thurstone scale. This scale also known as Thurstone and Clave scale is one of the best techniques of measuring attitude with the help of equal appearing intervals. It is a technique in which a large number of statements are collected regarding a subject. The statements should range from one extreme of favorable responses to the other extreme of highly unfavorable response. There is no definite number of statements to be collected but they should be sufficiently large. Care should be taken that statements are brief, they truly indicate the attitude of respondent leading to acceptance or rejection of the statement, and should not be double meaning statements. All techniques used today for attitude measurement are based on Thurstone attitudinal scales.
Summated Rating Scale: According to this technique, researcher collects a large number of statements and eliminates those, which are ambiguous, irrelevant or deficient. The remaining statements are administered to one or more respondents for their reaction using a five point rating system i.e. strongly approve, approve, undecided, disapprove and strongly disapprove. These categories are assigned value 5,4,3,2 and 1 respectively. In case of negatively worded statements, this scoring is reversed. The correlation between statement scores and total scores is ascertained. Statements with a high correlation with total score are selected for final scale.
Scalogram Analysis: Guttman proposed this attitudinal scale. This method is based on the assumption that if an individual replies positively to a difficult question then he will also respond positively to all questions, which are simpler than the earlier question.
Semantic Differential: This technique involves three dominant factors i.e. evaluation, potency and activity factor. It is a bipolar scale conforming to the basic concept of motivation, attraction or repulsion from an object. Here respondents are asked to give their opinion on a seven-point scale. The average of all the responses helps to determine the attitude of respondents towards a particular object.
Conditions for change in attitude: Several studies show that when communications conform to rather than contradict, existing brand attitudes, consumers are more easily influenced. Studies indicate that for example, communicating toothpaste attributes known to be important to consumers was more effective than attempting to change the importance of these attributes. Given that it is more difficult to change consumer attitudes than it is to reinforce them, marketers must know change is feasible. The conditions for attitude change are particularly important, as there are times when marketers must attempt to change consumer attitudes towards their companies or brands. However, a certain irony exists in attempting such changes: attitudes are easiest to change when they are less likely to influence behavior (for example, when product involvement is low and when attitudes are weakly held). As a result strategies of attitude change may take much longer than expected or they may not produce the payoff that marketers expect. Despite the difficulty in changing brand attitudes, a significant portion of advertising expenditures is devoted to such change by providing additional information and persuasive appeals. The question the marketer must ask is under what conditions should changes in attitudes be attempted? A number of conditions reflecting the product category, market environment and nature of consumers make it easier to produce changes in attitudes through marketing strategies. These principles may change consumers belief about a brand, brand attitudes or intention to buy.
Beliefs are easier to change than desired benefits. Marketers could seek to change beliefs about a brand. They could also attempt to change the benefits consumers desire by changing the value consumers place on brand attributes. Desired benefits are more enduring, ingrained and internalized than beliefs because they are more closely linked to consumer values. For instance, a manufacturer of pain relievers produces a brand that consumers regard as significantly stronger and as providing more immediate relief. However, most consumers put more value on the beliefs of a mild, safe brand that doctors recommend. The manufacturer could try to convince customers that pain relievers are non-prescription items that do not need a doctors recommendation, that safety should be of no concern, and a stronger product is perfectly acceptable. Alternatively the manufacturer could tone down the emphasis on strength in the advertising, continue to emphasize quick relief, and point out the safety of the product based on Indian Medical Association. The latter strategy is going to be more effective than the former because the marketer is trying to change beliefs about the brand within the consumers existing value structure.
Brand beliefs are easier to change than brand attributes. Cognitions(beliefs) are easier to change than affect(attitudes). The traditional high involvement hierarchy of effects state that a change in beliefs precedes a change in brand attitudes. The information that a car has fast acceleration will change the beliefs about the brand, but the evaluation of the car will not necessarily change unless consumers see a benefit in fast acceleration. Most advertising implicitly follows the principle that beliefs are easier to change because advertising generally communicates the attributes of a brand.
For hedonic products, attitudes are a more relevant vehicle for a change than beliefs: When consumers buy a product based on emotion or fantasy, they are relying on affect(attitudes) rather than cognitions(beliefs). Therefore, for hedonic products, attitudes are the more relevant strategic vehicles for a change. Paradoxically attitudes are harder to change for involving products, and hedonic products are more involving.
Attitudes are easier to change when there is low level of involvement with the product. Attitudes towards uninvolving products are easier to change because consumers are not committed to the brand. This principle is true for the three key components of involvement that is, consumer attitudes are easier to change if there is little self-identification with the product, little emotional attachment to it, and no badge value associated with it. When consumers have high level of involvement with a product, they will accept messages only if messages agree with their beliefs. When involvement is low, consumers are more likely to accept a message even if it does not agree with prior beliefs.
Weak attitudes are easier to change than strong ones: If consumer brand attitudes are not strong, marketers can more easily establish new associations with the brand. Weakly held attitudes make it easier for the competitors to continue consumers to switch brands.
Attitudes are easier to change when they are based on ambiguous information: Consumers faced with ambiguous claims about competitive products or with highly technical information they cannot assess seek clarifying information that may produce attitude change. When information is highly ambiguous, any clarifying information may cause change in attitudes.
Q-8.
Explain the meaning of Consumerism. What were the efforts taken by the Government of India towards protection of Consumer rights? Explain the limitations for the growth of Consumerism in India.
Ans.
Consumerism is defined as the organized movement of the citizens and the Government to enhance the rights and power of consumers in relation to the sellers.
All products and services are created to enhance the quality of life for the members of society. All marketing transactions should be beneficial to the society. The basis of consumerism is to protect the consumers from the immoral practices conducted by the marketers. Such practices may be high prices, high-pressure selling, unsafe products, planning obsolescence and poor services. Marketers have been suing deceptive advertisements to influence people. Such advertisements are often against the morals and decency standards of the society. For example, the recent ads of Fair & Lovely where a father says Kashmujheladkahota, which makes sex discrimination or the Kundali ad, which creates a negative feelings among women.
Efforts by Government of India towards protection of Consumer Rights:
The Government of India has been instrumental in creating an environment through legislation to give a protection to the consumers. There have been various measures taken by the Government in this regard, which are:
Statutory Regulation
Development and expansion of the public sector
The statutory regulations enforced by the Government to protect the consumer interest are as follows:
Sales of Goods Act, 1935 Drugs Control Act, 1950 Prevention of Food Adulteration Act, 1954 Essential Commodities Act, 1955 Trade Marks and Merchandise Marks Act, 1958 The Monopolies and Restrictive Trade Practices (MRTP) Act, 1969 Packaged Commodities (Regulation) Order, 1975
The above statutory regulations were incapable to handle the problems of consumers in the post liberalization era. Consumers had to use the same channels in the judiciary to get justice, and this was considered to be a major drawback in providing speedy justice to consumers. In view of this, and the post liberalization problems, the Government of India passed an important statutory regulation in the form of Consumer Protection Act, 1986. Further, various amendments were made to this act, to further improve the effectiveness of this act. The objectives of this act were:
To provide for the better protection of the interests of the consumers.
To fulfill the above objective by establishment of consumer councils and authorities for the settlement of consumers disputes.
In India, as a developing economy, the plight of the consumerism is not different from that of their counterparts in the rest of the world. Indian consumers are not at all well educated and hence are unable to comprehend and understand the complex methods of marketing. They are exploited and very often become victims of false claims of products, misled by deceptive advertisements, mislead by packaging, and poor after sales services. Because of the above felt abuses, it is observed and seen a growing consumer awareness leading to the growth of consumerism and an increasing demand for consumer protection in India. Consumerism can be said to be still in its infancy stage. A recent research indicates that the Indian consumers are cheated to a tune of Rs. 2,000 crores annually, through various devices invented by the clever marketers.
In the pre-liberalization era, consumers in India had hardly any voice as regards to their rights in relation to the sellers. The inadequate competition and the absolute monopolies created by the protection provided by the Government only increased consumers problems. Since the mid 80s, there have been rapid changes taking place in the socio-economical environments. The market has been flooded with goods and services and it has become difficult for the consumers to ascertain the quality or utility of these goods and services.
Limitations for the growth of Consumerism in India:
Due to the following limitations, Consumerism in India has not progressed :
Vastness of the country, imbalance in distribution of wealth, backwardness.
The high rate of illiteracy and ignorance.
Traditional outlook of the people to suffer in silence, lack of information and education.
Inability to understand the technical complexity of the goods and accepting manufacturers at face value.
Consumers tendency to get carried away by the clever advertising and promotion tactics.
Consumerism is still in its infancy stage and hence is not developed and organized. The existing laws are incapable of effectively implementing and enforcing the objectives.
Consumerism as a social force
Consumerism as a social force can help to:
Make the business community more honest, efficient, responsive and responsible.
Consumerism can also be viewed as an opportunity for business community to serve the consumers in a better and more efficient manner.
In case of imperfections in the demand and supply situation in the market, concerned marketers can help the consumers to get rid of the traders who resort to practices such as hoarding, black marketing etc.
Consumerism will also ensure that the Government takes the necessary measures to protect consumer interest by guarantying their legitimate rights.
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Multiple Choice Multiple Answer Question Correct Answer Why marketers focus on high involvement decisions? Marketers assume consumers to be equally involved as they are , They believe consumers think before they act Marketers assume consumers to be equally involved as they are , They believe consumers think before they act
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Consumer Behavior 1. It constitutes the moral factor of personality:Ego 2. JND is that difference below which consumer perceives a difference. False 3. __________ attempts to define good and bad and induces a person to attain perfection. Superego 4. Name the market whose product has a universal application: Horizontal 5. Question Characteristics of Reference price :Correct Answer Changes, More knowledge less price range Your Answer More knowledge less price range 6. In Which model, Consumers identifies the attribute of the product he is interested in and assigns weight age? Lexicographic model 7. In________________ Approach marketers consider rural markets to be totally different from the urban market Differentiated 8. Select The Blank Question Individuals have a specific perception and image of themselves called ________. Correct Answer Self concept Your Answer Self concept 9. True/False Question Consumer has a right to voice grievances or suggestions. Correct Answer True Youre Answer False 10. Multiple Choice Single Answers Question It is a method of collecting past and current data by recording information :Correct Answer Observation survey Your Answer Questionnaire method 11. Habit occurs in the absence of Information seeking Evaluation of alternatives 12. _________occurs when expected needs of customers are fulfilled Satisfaction 13. Multiple Choice Single Answers Question What is 'Conative' component of decision making? Correct Answer Purchase decision Your Answer Purchase decision 14. It is a malpractice done by supplier to fix price in terms of sale to lessen competition - Resale price maintenance 15. Lack of customer _________leads to brand extinction Satisfaction 16. Rural respondent generally can't be interviewed individually True 17. Superego operates at concsious and uncounsious level True 18. Toilet soap brand with higher penetration in india is Lifebuoy 19. Question Correct Answer Your Answer Intuitive thinking Least price conscious Least price conscious Aggression, hunger, sex Id Id Sensing-thinking type personality Own decision maker Own decision maker Sensitive thinking Short term consideration Short term consideration 20. ____________occurs when the consumer gets value from product is more than his expectations. Discrepancy 21. _______ approach does not include the developing of questionnaire and involves less bias Observation survey 22.Characteristics of rural market are: Low density of population Low infrastructure level 23. Type of personality are: Extrovert Introvert 24. Economic factors affecting organizational buying are Credit Price 25. Brand beliefs are formed by ________ learning in low involvement hierarchy
Active 26. Self sufficient in food grains at - house hold level Irrigated land to land dependent on rains ratio - 30:70 Number of villagers with no primary school within 1 km radius - 1.8 lakh villagers Number of villagers with drinking water problem - 4.5 lakh villagers 27. the most important factor in buying low involvement product is: brand 28. The production of crops like sorghum, pearl milet, barley and ragi has gone down over the years. False 29. Anything which is different from what is normally expected tends to attract attention True 30__________color conveys a friendlier message. Blue 31. Question Trait theory is based on the following assumptions:Correct Answer Relatively stable behavioral tendencies among individuals, Difference in the degree to behavioral tendencies, Relative differences help in characterizing their personalities 32. Primary data has been collected earlier for some other purpose False 33. Question Measures by government to protect the interests of consumer are :Correct Answer Expansion of public sector, statutory regulation Your Answer Expansion of public sector, Expansion of private sector, statutory regulation, Restrictive trade practices 34. Sellers who cater to the needs of buyers in one particular industry is known as __________ market Vertical 35. Which of the following refers to those environmental events which increase the likelihood of specific response in the future Reinforcement 36. The percentage of rural population of rural population of total national population is approximately 70% 37. ________________theory is relevant and important for involving products Cognative 38. The feeling generated due to Id or superego are ascribed to other person to release tension. This defense mechanism called Identification 39. Multiple Choice Single Answer Question It occurs when two stimuli are seen as similar and effects of one substitute for the effects of the other :Correct Answer Stimulus generalization Your Answer Stimulus generalization 40. Important steps of cognative process of brand evaluation are Purchase decision Evaluate brands Form brand beliefs 41. Various malpractices prevalent in the society are High pressure selling High Price 42. Question Types of restrictive trade practices are :Correct Answer Full time forcing, Area restriction, Predatory pricing 43. True/False Question Perceptual vigilance helps consumers to collect more information on products about their benefits before purchase. Correct Answer True Your Answer False 44. Select the Blank Question Involvement is ________ needs specific. Correct Answer Consumer Q.9. Explain with suitable examples with the importance of customer satisfaction in todays environment. Describing the various sources of customer dissatisfaction. Explain in brief various measures that can be used for enhancing customer satisfaction. Source of customer dissatisfaction When the expected needs of the consumer are met, Consumer Satisfaction occurs. When the consumer gets a value from the product or service in excess of his expectation we say customer delight occurs. Such situation may occur due to many reasons. Lack of experience with an existing product when a customer buys a CD-Rom package, he may not know what to expect, since this may be his first experience at buying the package The product under consideration may be new product or an innovation. Doing marketing on the Internet The quality of service varies spontaneously. Many customers having air travel fright expect that the plane should land smoothly every time. But this may not be possible every time since it depends on the climate, mood of the pilot etc. Enhancing Consumer Satisfaction Customer satisfaction is a continuous process, which does not being, or end with a purchase it covers the entire ownership experience, from selecting a product, to purchase through after sales service to repeat purchase. Customer satisfaction
process has three phases, which are as under: Pre-sales During sales After sales Pre-sales During this stage the customers expectations start developing through the various marketing stimuli like advertising, word of mouth, product packaging etc. here the critical issue is the availability of clear and useful information on: The product or service Its quality aspects Core benefits Price Availability at sales outlets How to obtain it. During sales: When the customer is experiencing the use of the product to his specific needs through the product catalogue or a sales talk of sales persons for this to happened, the following needs to exist. Opportunity to inspect the product Attractive sales environment Courteous and attentive service Reasonable and reliable delivery Enhancing the quality of goods or services Prompt redressed in case of complaint receipt. Freedom to choose without undue sales pressure After sales It refers to the period when the customer has started using the product or service to meet his specific needs. This will include the following: Necessary support or advice to be provided. Prompt replacement or refund if necessary A smooth and straight forward complaints procedure Efficient repair and maintenance service. Efficient and effective consumer follow-up process. Q. 1. A detailed study of consumer behaviour is essential for the success of any business organization in the present environment. Examine the statement in the Indian context. A. Consumer Behaviour Consumer behaviour is defined as the dynamic interaction of affect and cognition, behaviour and the environment by which human beings conduct the exchange aspect of their lives. Means that the buying actions of consumers are greatly affected by their thought process and their feelings experienced. Scope of consumer behaviour Consumer behaviour can be looked upon as a study of how individual make decision on how to spend their available resource like time, money and effort on various consumption-related items. A marketer is interested in knowing answers to the following questions Why do consumers buy a particular product/service brand? How do they buy them? Where do they buy these products? How often do they buy them? When do they buy them? How often do they buy them? Importance of Consumer Behaviour The present business scenario is extremely complex and some highlights of it are as under: Ever increasing intensity of competition More aggressive competitors emerging with greater frequency Changing bases of competition. Geographic sources of competition are becoming wider. Niche attacks are becoming frequent. Pace of innovation is rapid. Price competition becoming more aggressive Product differentiation is declining. Focus plans of firms marketing function Customer Driven Mission and Values Customer Driven Strategy Customer Driven Goals Customer Retention New Customer Customer Driven Rewards Characteristics of consumer behaviour Consumer behaviour is dynamic The feelings, thinking, perceptions and actions of the consumers and the society at large keep changing frequently. Consumer behaviour involves interactions Consumer behaviour involves interactions among peoples thinking, feelings, and
actions, and the environment. This forces marketers to understand three things: What products and services mean to customers. What influences shopping purchase and consumption? What consumers need to do to purchase and consume products and service? Consumer behaviour involves exchange Consumer behaviour involves exchanges between human beings. People give up something of value to others receive something in return. Problems in consumer behaviour The problem in it is the lack of unified, well-defined and established theory on consumer behaviour. What we have only relevant ideas on buying behaviour. These ideas are based on their studies of: 1. Economics 2. Psychology and psychoanalysis 3. Social science Q. 5. Short notes on Perceptual Selection, Price-Quality relationship and Risk Perceptions. A. Price-Quality Relationship Various research studies indicate that there is a strong relationship between price and quality. Consumers lack product knowledge and use as quality index. The source of price information is credible. When the product differentiation is large (Eg) Mercedes Benz, Rado Watches and Cross-pens etc. Risk Perceptions Factors affecting perceived risks There is very little information about the product for example in case of pharmaceutical products consumers do not like to go in for alternative products unless they re-consult the doctor. The product is new The product is technologically complex eg. Laptop The price is very important to the consumer. For example, purchase of a car or purchase of residential flat. Price is very high eg. Jeweler. Consumers have little knowledge and confidence in evaluating the brands. Perceived absence of product definition when two products are absolutely similar the choice is difficult and people go by the name of the manufacturer. Selective perception Consumers in United State are exposed to about six hundred advertisements everyday. In India number is about thirty per day. Each consumer perceives a marketing stimulus selective because every individual is different as regards to his needs, attitudes, experience and personal characteristics. Selective perception means that two consumers may perceive an identical marketing stimulus, which may be an advertisement, packaging or product very differently. One consumer may perceive a Maruti van to be highly vulnerable and risky for the body and in case of head on collision, the car will become highly useful and risky for the passengers inside while another may perceive the Van to be a highly useful car because of its spacious and large seating arrangement. Similarly followers of ayurveda regard pure ghee to be highly useful because of its medicinal value while the followers of allopathic regard pure ghee as a source of high calorie content and hence not useful. Q. 4. How can the principles of instrumental conditioning be applied in advertising? In what way do applications of instrumental conditioning differ from those of classical conditioning? Application of Instrumental conditioning in Marketing Unrewarded Unrewarded No Power Unrewarded No power Try Brand C Try Brand B Try Brand A Stimulus Situation (need for a good automobile)The concept of habit formation in case of a product purchase can well be explained with the help of this conditioning. If a consumer uses a particular shampoo for some time and realizes that his problem of dandruff n substantially reduced. This positive reinforcement become instrumental in motivating the individual to buy the same shampoo again and again in the future. Automobile dealers are extensively applying this conditioning. They motivate potential customers to take a test ride of their automobile. When the individual gets satisfaction of a drive, he gets motivated to buy the automobile. Model of Instrumental Learning Classical conditioning: This theory is based on the postulate of the existence of two stimuli namely, primary and secondary and the two are in association with each other. As the association between the two stimuli becomes strong. It leads to the same reaction being yielded by the secondary stimulus as the primary. This theory is based on the experiment conducted by a psychologist, pavolvs experiment was conducted with the help of dogs. Whenever Pavlov gave food to his
dogs. Classical conditioning is more effective when the conditioned stimulus is new i.e., the product should be new. Unconditioned Stimulus (Food) Unconditioned Response (Salivation) Unconditioned Stimulus (Food) Unconditioned Stimulus (Ringing of Bell) Unconditioned Response (Salivation) Unconditioned Response (Salivation) Unconditioned Stimulus Instrumental Conditioning This also requires development of link between stimulus and the response. Here the individual determines that response which gives him greater satisfaction and the response is within the conscious system of the individual. This learning is based on the research of the American psychologist, Burruhus Skinner. According to him the process of instrumental conditioning rests on the unconditioned stimulus after certain behaviour. The unconditioning response is said to be the positive or negative reinforcement of the performed behaviour. While analyzing the consumer behaviour, consumers learn through trail and error process, in which some purchase decisions can have favourable outcomes. If hypothetically, Pavlovs dogs were given two levers. One that gives food to the dogs when operated and the second which given an electric shock. When the dogs use these levers, they would after repeated experience, use only that lever which gives food. Behaviour B Punishment Weakening of Behaviour No Rewards Behaviour C Neutral or No Change Behaviour A Reward Strengthening of Behaviour Three types of reinforcement in Instrumental Conditioning Q. 8. Explain the meaning of Consumerism. What were the efforts taken by the Government of India towards protection of Consumer rights? Explain the limitations for the growth of Consumerism in India. Consumerism It is defined as the organized movement of the citizens and the Government to enhance the rights and power of consumers in relation to the sellers. The basis of consumerism is to protect the consumers from the immoral practices conducted by the marketers. Such practices may be high process, high pressure selling, unsafe products to influence people. Efforts taken by Government towards the protection of consumer rights Statutory regulations enforced by the Government to protect the consumer interest are as follows:Trade Marks and Merchandise Marks Act, 1958 Sale of Goods Act 1935 Drugs Control Act 1950 Prevention of Food Adulteration Act 1954 Essential Commodities Act 1955 Trade Marks and Merchandise Marks Act, 1958 The Monopolies and Restrictive Trade Practices (MRTP) Act, 1969 Packaged Commodities (Regulation) Order, 1975 Consumerism in India has not progressed because of various reasons, which are as under: Vastness of the country, imbalance in distribution of wealth, backwardness High rate of illiteracy and ignorance Traditional outlook of the people to suffer in silence, lack of information and education Inability to understand the technical complexity of the goods and accepting manufacturers at face value Consumers tendency to get carried away by the clever advertising and promotion tactics Consumerism is still in its infancy stage and hence is not developed and organized. The existing laws are incapable of effectively implementing and enforcing the objective. Consumerism is the shame of the total marketing concept. Every organization should take marketing decisions keeping in mind the organization long term interests, the consumers long-term interests, and societys long term interests. In India the developing economy the plight of the consumers is not different from that of their counter parts in the rest of the world India consumers are not all well
educated and hence are unable to comprehend and understand the complex methods of marketing. Consumerism is said to be still its infancy stage. But the consumer movement is slowly gathering momentum. At times, there is deliberate attempt on the part of the marketer to adopt misleading, false or deceptive advertisements, where only half truths are offered to the consumers, so as to give a different impression and create a different image as compared to the actual fact. Pre-liberalization era consumers in India had hardly any voice as regards to their rights in relation to the sellers. The market has been flooded with goods and services and services and it has become difficult for the consumers to ascertain the quality or utility of these goods and services. ***** CONSUMER BEHAVIOUR Q 2. Consumer Research is central to the success of a marketing strategy. Critically examine the above statement in the light of the present business environment in India. A. Consumer Research Consumer Research is the systematic collection and analysis of consumer information for the purpose of important decision making in marketing. Consumer Research plays an important role in marketing process, helps in consumer measurement, market potential, sales forecast, each element like product mix distribution mix, price effectiveness of an advertisement campaign, consumer acceptance of a product. In the fiercely competitive situation, it is extremely critical for an organization to monitor the customer satisfaction on a regular basis. Consumer Research is primarily used for two applications. These are : Routine problems analysis i.e., product potential, sales forecasting etc Non-routine problems analysis i.e. new product launch, success of promotional schemes. Relevance of consumer Research Consumer Research has become extremely relevant especially in the present business scenario and the reasons can be stated as under: 1) To days business decisions are extremely complex and a large number of variables are involved. 2) Globalization and liberalization has intensified competition and survival of an organization is at stake. 3) Optimization at all levels to reduce costs. An organization need to know the areas, which offer cost reduc5tions without affecting the consumer expectations. 4) Employees and shareholders are becoming increasingly aware of their rights to participate in decision-making process. 5) The tools used for research has increased and organizations are increasingly participating data mining. Consumer Research and Analysis Consumer Behaviour Environment Marketing Strategy Development Marketing Strategy Implementation Consumer Research and Analysis Need for Consumer Research Marketers are often interested in knowing the feedback of consumers. As it has been discussed earlier the study of Consumer Research is extremely important for the formulation of marketing strategies. A marketer would be interested in knowing the answers to following questions: How do consumers interpret information about marketing stimuli such as products, stores and advertising? How do consumers choose from among alternative product classes, products and brands? How do consumers form evaluations for products and brands? How do consumers interpret the benefits of marketing offerings? How do behaviour and environment affect consumer beliefs and attitudes? Why are consumers more interested or involved in some products or brands than others? How do marketing strategies influence consumers beliefs and attitudes? Q.6. Define and explain the meaning of Attitude. Explain in brief the factors affecting the relationship between Attitude, Belief, and Behaviour. Explain the two theories of Attitude. A. A learned orientation or disposition, toward an object or situation, which provides a tendency to respond favourably or unfavourably to the object or situation. Attitudes are likes and dislikes. Attitude is a combination of beliefs of consumers about the product attributes and the evaluation of these attributes as being beneficial or not. Factors affecting relationships between attitude, Beliefs and Behaviour Lack of involvement If the involvement of an individual in a particular issue is low, then the relationship between attitudes and behaviour is also low. Lack of purchase feasibility An individual may be highly enthusiastic about the cars. He may collect as much information on cars as possible. He may get totally attracted to the new ad of
Toyota after seeing the ad and getting more information about Corolla. He may form strong beliefs about the brand but such a belief may not lead to buy basically because the person may not have the buying capacity. Thus a positive attitude may not necessarily lead to the act of purchase. Poor attitude accessibility Consumers retain brand beliefs in memory as scheme representing their associations with the brand. For these beliefs to affect brand evaluations they must be accessible from memory. Changing market conditions One might have a very positive attitude towards a brand. He may have continued buying it for a long time. But if the prices are suddenly increased beyond his acceptable level or if the brand vanishes from the market then he will have no option but to go in for a different brand. Lack of relation between values and beliefs: An individual may well be aware of the risks of smoking the values an individual has towards smoking can be negative yet the risks of smoking. The values an individual has towards smoking can be negative yet the believes the he does not want to live longer than there will be no association between values and beliefs. Theories of attitude Congruity Theory This theory was developed by C.E. Osgood and P.H. Tannenbaum, is build on the notion of positive and negative attitudes and adds the concept of attitude strength. Congruity exists when a source and concept are positively associated have exactly the same evaluations. This theory helps to rate attitude on a quantitative scale from 3 (highly unfavourable to + 3 (Highly favourable) with a middle zero point. In order to obtain congruity one should take into account the direction as well as the strength. Illustrate this theory with our earlier example of a salesman of microwave oven. Suppose that we are convinced that the microwave is good and will meet our needs well, a rate of +3 may be given. However, if we develop a slight unfavourable for the salesman, a rating of 1 will be given. According to the congruity theory, the final attitude towards the oven is the differences between the two ratings, which in this case will be +1, the mid point between 1 and +3. Final Rating of Oven -3 -2 -1 0 +1 +2 +3 Sales Man Microwave oven Helders Balance Theory: It maintains that people seek to achieve balance between their thoughts (Beliefs) and feelings (Evaluations). It is mainly concerned with the transfer of information between people. There are three elements in attitude formation The person Other person and Object There are two generic types of relationships that exist between the elements. They are (1) linking or sentiment relations and (2) unit relations. Both the relations can be positive or negative. In a three-element system, balance will exist if all three relations are positive or if two are negative and one is positive. Conversely, imbalance exists if all three are negative or if two relations are positive and one is negative people have a tendency to perceive others and objects linked to them such that the system is balanced. This theory is useful to marketers to find ways to communicate better. Balanced situations -++ Object Object AB (Person) (Person) a salesman of a microwave oven has approached you for selling it to you. The process will have three stages, which are as under: Stage I In the first stage the salesman show you the leaflets and understands you needs. He then matches the benefits of the product with your needs, which leads to a positive attitude build by the trust you place on him. Stage II After the sales talk you may either form a positive or negative opinion about the salesman. If you are favourable towards the salesman to achieve stability you will also form a positive opinion about the oven. If you are unfavourable towards the sales man you will also be unfavourable towards the oven. Q. 10. Explain the characteristics of Organizational Buyers, State the factors affecting organizational buying behaviour and clearly differentiate between organizational buying and individual consumer buying behaviours. A. Organizational Buying differs largely from consumers buying. One of the salient
features of organizational buying is that it is basically a rational buying process. This means that organizational buying is based purely on utilitarian concept. There is nothing called hedonic buying. By principle, organizational buyers do not bring in emotions in their buying process and as such emotional appeals do not make any impact on their buying process. Factors affecting organizational buyer behaviour Environmental factors Physical: climate, Geographical location. Technological: Procurement related to inventory. Economic: Price Credit, cost, inventory etc. Political: Tariff barriers, Defense spending, lobbying Legal: Local, State, Central regulations Organizational Factors Tasks: Buying task performed to achieve corporate goals Structure Technology People Interpersonal factors The buying Center: Comprises of those people who interact during the buying process (Decision makers) Buying center roles i.e. initiators, influences, buyers, deciders, gatekeepers. Power Relationships: Invisible nature of power wielded by individual in an organization Individual factors Motivation of buying personnel It is well-known fact that the buyers overall responsibility is to buy efficiently and at the best possible terms and conditions so as to reduce overall costs of purchase. The purchase department has targets set for them at the beginning of every year. Perceptions of buying personnel It is to be clearly understood that although the personnel involved in the buying professional are rational, being human beings, they have their own perceptions. Sellers need to work around their perceptions to effectively achieve their goals. It is known fact that sellers try to collect as much information about the buyers so that they are in better position. Learning of buying personnel Organizations take special efforts to train their personnel in improving their buying skill sets. Often, such personnel are not for advanced training programs to sharpen their skills. Organizational V/s consumer Buying Geographical concentration Organizational buyers are concentrated in specific locations. Such concentration can be due to number of reasons like infrastructure availability, nearness to port, and closeness to raw material supply points. Fewer, larger buyers Organizational buyers are considerably fewer in number then the individual consumers but at the same time, these are very high volumes. Companies like Bajaj Auto, Telco, Marutietc are huge buyers having purchase running in hundreds of crores. Vertical or horizontal markets When the product of the seller is such that it has a universal application, then it can cater to a large number of buyers in diverse industries. Computers are used in automotive, chemical, pharmaceutical, textile and other industries. Similar is the case with seller of generating sets, transformers, stapler pins and so on. There is the case with sellers of generating sets, transformers etc are referred to as horizontal markets. Sellers who cater to the needs of buyers in one particular industry will have vertical markets. Fluctuating demand Organizational buyers do not have uniform demand. This is because the demands are directly related to consumer demands. In India for example the industrial demand goes up just before the festival season. Q.12. Define consumer learning Explain the various components of learning process. A. Consumer learning: Learning is defined as a permanent change in the behavior of consumer as a result of past experience. Learning involves change in behaviour. It is a process it can occur by increase in knowledge through reading of books, articles, observation, and thinking and through discussions. Components of learning process Everyday an individual receives a variety of stimulus inputs. When a specific stimulus becomes associated with a specific response in a sufficiently permanent manner then the occurrences of the stimulus tends to bring a particular responses. The components are as under: Drive Drive is said to be a strong stimuli that forces action. The drive arouses in an individual an urge to respond to the stimuli and thus forms the basis of motivation. One needs to differentiate motive from a drive. Cues A cue is an object existing in the environment, as perceived by the individual cues
give direction to the motives. Hence marketers need to determine the conditions that a cue will increase the probability of getting a specific response. Responses A stimulus leads to responses. It is the reaction of an individual to a stimulus. Such a response may be in the physical form or maybe in terms of complex phenomena such as attitudes, perceptions etc. psychologists have the opinion that responses must be operationally defined and physically observable. Reinforcement Reinforcement is a very basic condition of learning. Without it we cannot observe any measurable modification of behaviour. Reinforcement is closely associated to the psychological process of motivation. Reinforcement refers to those environmental events. Retention The stability of learned behaviour maintained by the individual over a period of time is called retention. Under repeated conditions of positive reinforcement, there is a tendency for the condition response to continue for a long period of time. Q. 14. Explain the various Attitude measurement techniques. It is possible to change the attitude of consumers towards products and brands? Attitude Measurement Techniques Thurston Scale: This scale also known as thrustone and clave scale is one of the best technique of measuring attitude with the help of equal appearing intervals. In this large number of statements are collected regarding a subject. This can be done through past experience, brain storming, expert opinions etcThurstone and Clave had collected 130 statements regarding the attitude of the respondents towards church. Respondents were asked to sort these statements into 11 piles evenly divided into those having extremely favourable to extremely unfavourable attitude. Summated Rating Scale The methodology used in development of this scale for the purpose of attitude measurement is as under: Researcher collects a large number of statements and eliminates those, which are ambiguous, irrelevant or deficient. The remaining statements are administered to one or more respondents for there reaction using a five point rating system i.e. strongly approve, approve, undecided, disapprove and strongly disapprove. Scalogram Analysis Guttman proposed this attitudinal scale. This method of scaling is based on the assumption that, an individual with a more favourable attitude score than another must be just as favourable or more favourable in his response to every statement. Semantic Differential This technique involves three dominant factors viz. evaluation potency and activity factor. It is a bi-polar scale confirming to the basis concept of motivation, attraction or repulsion from an object. Here respondents are asked to give their opinion on the several point scale. Attitude Change Beliefs are easier to change than desired benefits Desired benefits are more enduring, ingrained, and internalized than beliefs as they are more closely linked to consumer values. A manufacturer of pain relievers produces a brand that consumers regard as significantly stronger and as providing more immediate relief. But however may consumers put more value on the benefits of a mild safe brand that doctors recommend. Brand beliefs are easier to change than brand attitudes Cognitions are easier to change than affect. A change in beliefs precedes a change in brand attitudes. When consumers are involved. Changing their beliefs is easier than changing brand attitudes. For hedonic products, attitudes are a more relevant, vehicle for change than beliefs When consumers buy a product based on emotion or fantasy, they are relying on affect rather than cognitions. Hence attitudes are more relevant strategic vehicle for change. Attitudes are easier to change when there is a low lever of involvement Consumer attitudes are easier to change if there is little self-identification with the product, little emotional attachment to it and no badge value associated with it. 1. It constitutes the moral factor of personality:Ego 2. JND is that difference below which consumer perceives a difference. False 3. __________ attempts to define good and bad and induces a person to attain perfection. Superego 4. Name the market whose product has a universal application: Horizontal 5. Question Characteristics of Reference price :Correct Answer Changes, More knowledge less price range Your Answer More knowledge less price range 6. In Which model, Consumers identifies the attribute of the product he is interested in and assigns weight age? Lexicographic model 7. In________________ Approach marketers consider rural markets to be totally different from the urban market
Differentiated 8. Select The Blank Question Individuals have a specific perception and image of themselves called ________. Correct Answer Self concept Your Answer Self concept 9. True/False Question Consumer has a right to voice grievances or suggestions. Correct Answer True Youre Answer False 10. Multiple Choice Single Answers Question It is a method of collecting past and current data by recording information :Correct Answer Observation survey Your Answer Questionnaire method 11. Habit occurs in the absence of Information seeking Evaluation of alternatives 12. _________occurs when expected needs of customers are fulfilled Satisfaction 13. Multiple Choice Single Answers Question What is 'Conative' component of decision making? Correct Answer Purchase decision Your Answer Purchase decision 14. It is a malpractice done by supplier to fix price in terms of sale to lessen competition - Resale price maintenance 15. Lack of customer _________leads to brand extinction Satisfaction 16. Rural respondent generally can't be interviewed individually True 17. Superego operates at concsious and uncounsious level True 18. Toilet soap brand with higher penetration in india is Lifebuoy 19. Question Correct Answer Your Answer Intuitive thinking Least price conscious Least price conscious Aggression, hunger, sex Id Id Sensing-thinking type personality Own decision maker Own decision maker Sensitive thinking Short term consideration Short term consideration 20. ____________occurs when the consumer gets value from product is more than his expectations. Discrepancy 21. _______ approach does not include the developing of questionnaire and involves less bias Observation survey 22.Characteristics of rural market are: Low density of population Low infrastructure level 23. Type of personality are: Extrovert Introvert 24. Economic factors affecting organizational buying are Credit Price 25. Brand beliefs are formed by ________ learning in low involvement hierarchy Active 26. Self sufficient in food grains at - house hold level Irrigated land to land dependent on rains ratio - 30:70 Number of villagers with no primary school within 1 km radius - 1.8 lakh villagers Number of villagers with drinking water problem - 4.5 lakh villagers 27. the most important factor in buying low involvement product is: brand 28. The production of crops like sorghum, pearl milet, barley and ragi has gone down over the years. False 29. Anything which is different from what is normally expected tends to attract attention True 30__________color conveys a friendlier message. Blue 31. Question Trait theory is based on the following assumptions:Correct Answer Relatively stable behavioral tendencies among individuals, Difference in the degree to behavioral tendencies, Relative differences help in characterizing their personalities 32. Primary data has been collected earlier for some other purpose False 33. Question Measures by government to protect the interests of consumer are :Correct Answer Expansion of public sector, statutory regulation Your Answer Expansion of public sector, Expansion of private sector, statutory regulation, Restrictive trade practices 34. Sellers who cater to the needs of buyers in one particular industry is known as __________ market Vertical 35. Which of the following refers to those environmental events which increase the likelihood of specific response in the future
Reinforcement 36. The percentage of rural population of rural population of total national population is approximately 70% 37. ________________theory is relevant and important for involving products Cognative 38. The feeling generated due to Id or superego are ascribed to other person to release tension. This defense mechanism called Identification 39. Multiple Choice Single Answer Question It occurs when two stimuli are seen as similar and effects of one substitute for the effects of the other :Correct Answer Stimulus generalization Your Answer Stimulus generalization 40. Important steps of cognative process of brand evaluation are Purchase decision Evaluate brands Form brand beliefs 41. Various malpractices prevalent in the society are High pressure selling High Price 42. Question Types of restrictive trade practices are :Correct Answer Full time forcing, Area restriction, Predatory pricing 43. True/False Question Perceptual vigilance helps consumers to collect more information on products about their benefits before purchase. Correct Answer True Your Answer False 44. Select the Blank Question Involvement is ________ needs specific. Correct Answer Consumer 1. Aggression, hunger, sex 1. Id 2. Sensing-thinking type personality 2. Own decision maker 3. Sensitive thinking 3. Dogmatism 4. Intuitive thinking 4. Optimum stimulation level 5. Least price conscious 6. Short term consideration 3. The ego defensive function of attitude explains how attitudes the ego from anxieties & threats. 4. Characteristics of rural market in relation to marketing stimuli are :Low product exposure Low brand awareness High rate of retail outlets Low rate of retail outlets 4. Characteristics of rural market in relation to marketing stimuli are :Low product exposure Low brand awareness High rate of retail outlets Low rate of retail outlets . Feedback is a very critical element for service oriented industries. True False 7. To create product differentiation, manufacturers have to continuously their products 8. Unforeseen factors that can affect supplies/purchase are :Labour Cash flow Bankruptcy Technical problem 9. It is the data which is collected at first hand either by the researcher or by some other person for the study purpose :Primary data Secondary data Direct data Indirect data 10. It is the individual's self concept :Super ego Super id Id Ego 11. Cultural values are dynamic in nature. True False 12. Human process that is included in the EBM model is :Purchase
Satisfaction Memory Exposure 13. It is the process wherein all employees of the firm are required to interact directly with customers :Orientation Satisfaction Value Delight 13. It is the process wherein all employees of the firm are required to interact directly with customers :Orientation Satisfaction Value Delight 15. Theories based on the principle of perceptual equilibrium are :Social judgement theory Heider's balance theory Cognitive theory Cognitive dissonance theory 16. Attribution theory attributes behaviour to the :Situation Product Price Promotion 16. Attribution theory attributes behaviour to the :Situation Product Price Promotion Marks : 2 18. Cognitive learning theory is relevant for convenience products. True False Marks : 2 19. If the outcome of post purchase experience is in line with the expectation, it is called :High discrepancy Low discrepancy Positive discrepancy Negative discrepancy 20. Marketing research is a part of consumer research which in turn is a part of product research. True False 21. When the product benefits are clear cut, the operating principle is perceptual defense. True False 22. Super ego operates both at the conscious and unconscious level. True False 23. Trait theory is based on the following assumptions :Relatively stable behavioual tendencies among individuals Difference in the degree to behavioural tendencies Relative differences help in characterising their personalities Emotional relationship between consumer and brand 24. Attitudes with of involvement are relatively easier to change. 25. 1. Perceived risk 4 1. Company specific problems 2. Degree of centralisation 1 2. Product specific problem 3. Perceptual distortion 6 3. Human behaviour 4. Unforeseen factors 5 4. Decides number of members in DMU 5. Breakdown, bankruptcy 6. Influences expectations 26. 1. Complaint resolution mechanism 1. Regular process 2. Marketer's challenge 2. Integration with decision making level 3. Xerox synonymous with photocopy machine 3. General level expectation 4. Market research 4. Category level expectation 5. Satisfaction of each customer 6. Brand level expectation Marks : 2 27. If the outcome of post purchase experience is not in line with the expectation, it
is called :High discrepancy Low discrepancy Positive discrepancy Negative discrepancy Marks : 2 28. An individual receives inputs in what form? Cues Response Drives Stimuli 29. Consumers in U.S are exposed to ads in a day. 30. Consumption rituals are series of symbolic behaviour that :Occur in sequence Are repeated frequently Resemble religious rituals Induce God fearing sentiments 31. has a symbolic meaning tied to consumer values. 32. Industries in India depend to a major extent on :Company's profit margin Infrastructure Weather Rainfall 33. Price perceptions influence the purchasing behaviour of consumer. Marks : 2 34. Characteristics of Reference price :Static Changes More knowledge more price range More knowledge less price range 35. Land reforms are largely failure in India. True False 36. A Social class is . 37. Expectations related to reliability, durability, style etc of the product is at which level? General Category Transaction Brand 38. Local, state, central regulations etc are factors affecting organisational buying behaviour. 39. Information about a new product stored in bits and pieces in consumer's mind is called . Marks : 2 40. Customer expectation built up from a particular class of product is at which level? General Category Transaction Brand 41. Factors affecting perceived risks about the product are :New product Technologically complex High price Low price 43. Getting new customers is more economical than retaining the existing customers. True False Marks : 2 44. Marketers try to associate their product with symbols of :Achievement Other brands & products Foreign brands & products Personal development Marks : 2 45. More members will be involved in decision making if the problem is an extentive one. True False Marks : 2 46. It is relatively difficult to change :Weak attitudes Strong attitudes All attitudes Typical attitudes 47. Types of personality are :-
Extrovert Leading Following Introvert 48. Consumerism in India has not progressed due to following reasons :High literacy rate Ignorance Consumerism disorganised Wealth imbalance in the country 48. Consumerism in India has not progressed due to following reasons :High literacy rate Ignorance Consumerism disorganised Wealth imbalance in the country 50. Expectations built up at the time of transaction between company and consumer is at which level ? General Category Transaction Brand 51. Customer buys the product with following minimum attributes :Reliable delivery Durable Style Luxury 52. The rank of India among other countries in the world has gone down in terms of poverty, unemployment and level of development after independence. True False 53. The behaviourist theory gives little emphasis on consumer . 54. How is stimulus generalisation used for brand leveraging? Extension of brand under successful brand Extension of brand under upcoming brand Extension in a different product category Extension in a different product mix Marks : 2 55. Repetition is important in case of :Convenience goods Speciality goods Shopping goods Unsought goods 56. Customer satisfaction process includes following steps :Attractive sales team Product purchase After sales service Repeat purchase 57. is used as a means of maintaining regular contact and dialogue with the consumer. Match The Following Question Correct Answer Your Answer Smell Cosmetics and food products Cosmetics and food products Feel Paper products, fabrics Paper products, fabrics Red colour Warm and sensual Warm and sensual Blue colour Cool and friendly Cool and friendly Question Correct Answer Your Answer Intuitive thinking Least price conscious Least price conscious Aggression, hunger, sex Id Id Sensing-thinking type personality Own decision maker Own decision maker Sensitive thinking Short term consideration Short term consideration Question Correct Answer Your Answer Market research Regular process Regular process Complaint resolution mechanism Integration with decision making level Integration with decision making level Marketer's challenge Satisfaction of each customer Satisfaction of each customer Xerox synonymous with photocopy machine Brand level expectation Brand level expectation Match The Following Question Correct Answer Your Answer Market research Regular process Regular process Complaint resolution mechanism Integration with decision making level General level expectation Marketer's challenge Satisfaction of each customer Satisfaction of each customer Xerox synonymous with photocopy machine Brand level expectation Category level expectation Match The Following Question Correct Answer Your Answer No black marketing Social responsibility Social responsibility Infancy stage Consumerism Consumerism
Statutory regulation Trade Marks and Merchandise Marks Act, 1958 Trade Marks and Merchandise Marks Act, 1958 Full time forcing Variation of tie-up sales Variation of tie-up sales Match The Following Question Correct Answer Your Answer Reports by Federation of Indian Chambers of Commerce Non-government publication Government publication Types of data Primary and secondary Primary and secondary New product launch Non routine problem Communication problem Survey research Communication problem Non-government publication Formal product Image, quality etc of company Traditional organisation No customer complaints handling Feedback Service oriented industries Customer orientation Maximum customer delight Multiple suppliers Avoid the possibility of supplier failure Buying centre roles Influencer, buyer, decider, gatekeeper, initiator Buying centre Decision makers Breakdown High opportunity cost Question Correct Answer Your Answer Survey Data collection method Internal/Govt. agency Consumer Research Analysis of information Analysis of information Primary Data Source Data collection method ORG External agency Internal/Govt. agency Question Correct Answer Your Answer Physical risk Risk to human body Risk to human body Psychological risk Risk of losing self esteem Risk of losing self esteem Social risk Risk in purchasing items which enhance social attractiveness Risk in purchasing items which enhance social attractiveness Performance risk the purchased product not achieving desired results the purchased product not achieving desired results Market research Regular process Regular process Complaint resolution mechanism Integration with decision making level Marketer's challenge Satisfaction of each customer Xerox synonymous with photocopy machine Brand level expectation No black marketing Social responsibility Infancy stage Consumerism Statutory regulation Trade Marks and Merchandise Marks Act 1958 Full time forcing Variation of tie-up sales Match The Following Question Correct Answer Your Answer Brand Ambassadors Celebrities in different fields Celebrities in different fields Sacred consumption Consumption of goods that promote beauty Consumption of goods that promote beauty Secular consumption Promotes technology Promotes technology Opinion leaders Involve in social activity Involve in social activity Match The Following Question Correct Answer Your Answer Intuitive thinking Least price conscious Least price conscious Aggression, hunger, sex Id Id Sensing-thinking type personality Own decision maker Own decision maker Sensitive thinking Short term consideration Short term consideration Match The Following Question Correct Answer Your Answer No black marketing Social responsibility Social responsibility Infancy stage Consumerism Consumerism Statutory regulation Trade Marks and Merchandise Marks Act, 1958 Trade Marks and Merchandise Marks Act, 1958 Full time forcing Variation of tie-up sales Variation of tie-up sales Match The Following Question Correct Answer Your Answer Reports by Federation of Indian Chambers of Commerce Non-government publication Government publication Types of data Primary and secondary Primary and secondary New product launch Non routine problem Communication problem Survey research Communication problem Non-government publication Match The Following Question Correct Answer Your Answer Formal product Image, quality etc of company Services bought by the consumer Traditional organisation No customer complaints handling Image, quality etc of company Feedback Service oriented industries Maximum customer delight Customer orientation Maximum customer delight Customer benefits and experience of service Match The Following Question Correct Answer Your Answer Brand Ambassadors Celebrities in different fields Celebrities in different fields Sacred consumption Consumption of goods that promote beauty Consumption of goods that promote beauty
Secular consumption Promotes technology Is type of standard consumption Opinion leaders Involve in social activity Involve in social activity Match The Following Question Correct Answer Your Answer Market research Regular process Regular process Complaint resolution mechanism Integration with decision making level Satisfaction of each customer Marketer's challenge Satisfaction of each customer Integration with decision making level Xerox synonymous with photocopy machine Brand level expectation Brand level expectation Question Correct Answer Your Answer Advance info and knowledge on products leads to Reduction in brand loyalty Are same as olden times Today's male purchasing roles Include childcare and involvement in cooking also Imply no change in Buying Patterns Today's female purchasing roles Are changed because of more financial independence Reduction in brand loyalty Greater time pressures for individuals result in More convenience utilization thru use of vending machines / internet buying etc More convenience utilization thru use of vending machines / internet buying etc Match The Following would like the Question Correct Answer Your Answer Optimum stimualtion level is less than the present status Relief seeking Relief seeking Ideal self image How they would like to see themselves How they actually see them Optimum stimulation level is more than present status Restless How they would like to see themselves Optimum stimulation level is equal to present living status Satisfied How they society to see them Match The Following Question Correct Answer Your Answer Unforeseen factors Breakdown, bankruptcy Decides number of members in DMU Perceived risk Decides number of members in DMU Breakdown, bankruptcy Degree of centralisation Company specific problems Influences expectations Perceptual distortion Influences expectations Product specific problem The Following Question Correct Answer Your Answer Brand Ambassadors Celebrities in different fields Celebrities in different fields Sacred consumption Consumption of goods that promote beauty Consumption of goods that promote beauty Secular consumption Promotes technology Promotes technology Opinion leaders Involve in social activity Involve in social activity Match The Following Question Correct Answer Your Answer Unforeseen factors Breakdown, bankruptcy Breakdown, bankruptcy Perceived risk Decides number of members in DMU Decides number of members in DMU Degree of centralisation Company specific problems Company specific problems Perceptual distortion Influences expectations Influences expectations Match The Following Question Correct Answer Your Answer Formal product Image, quality etc of company Maximum customer delight Traditional organisation No customer complaints handling No customer complaints handling Feedback Service oriented industries Image, quality etc of company Customer orientation Maximum customer delight Customer benefits and experience of service Match The Following Question Correct Answer Your Answer Ideal self image How they would like to see themselves How they would like to see themselves Optimum stimulation level is more than present status Restless Restless Optimum stimulation level is equal to present living status Satisfied Satisfied Optimum stimualtion level is less than the present status Relief seeking Relief seeking Match The Following Question Correct Answer Your Answer Formal product Image, quality etc of company Image, quality etc of company Traditional organisation No customer complaints handling No customer complaints handling Feedback Service oriented industries Service oriented industries Customer orientation Maximum customer delight Maximum customer delight Match The Following Question Correct Answer Your Answer Unforeseen factors Breakdown, bankruptcy Breakdown, bankruptcy Perceived risk Decides number of members in DMU Decides number of members in DMU
Degree of centralisation Company specific problems Company specific problems Perceptual distortion Influences expectations Influences expectations
LIST OF ATTEMPTED QUESTIONS AND ANSWERS Multiple Choice Single Answer Question This method involves questioning respondents and recording their responses :Correct Answer Survey research Your Answer Questionnaire method Multiple Choice Single Answer Question He is considered the father of psychoanalysis :Correct Answer Sigmund Freud Your Answer Sigmund Freud Match The Following Question Correct Answer Your Answer Market research Regular process Regular process Complaint resolution mechanism Integration with decision making level General level expectation Marketer's challenge Satisfaction of each customer Satisfaction of each customer Xerox synonymous with photocopy machine Brand level expectation Category level expectation Select The Blank Question Price perceptions________ influence the purchasing behaviour of consumer. Correct Answer Directly Your Answer Directly Multiple Choice Single Answer Question What is 'Conative' component of decision making? Correct Answer Purchase decision Your Answer Purchase decision Multiple Choice Single Answer Question A Brand Evaluation that is an outcome of various factors and which creates a positive or negative attitude about the product is :Correct Answer One Dimensional Your Answer Multi Dimensional Multiple Choice Multiple Answer Question More product knowledge through advanced information leads to consumers being :Correct Answer More cost conscious , Less brand loyal Your Answer More cost conscious , Less choosy , Less demanding Multiple Choice Multiple Answer Question Characteristics of brand loyal consumers are :Correct Answer Self confident , Store loyal Your Answer Over confident , Store loyal Multiple Choice Single Answer Question Any communication by experts in that fields makes that communication more:Correct Answer Credible Your Answer Enthusiastic True/False Question The rank of India among other countries in the world has gone down in terms of poverty, unemployment and level of development after independence.
Correct Answer False Your Answer True Multiple Choice Single Answer Question In the early seventies companies maximized profits through :Correct Answer Mass production Your Answer Selling at a very high price True/False Question Perceptual vigilance helps consumers to collect more information on products about their benefits before purchase. Correct Answer True Your Answer True Multiple Choice Single Answer Question It is the systematic collection and analysis of consumer information for the purpose of effective decision making :Correct Answer Consumer research Your Answer Consumer research Multiple Choice Single Answer Question The objective of this Act is to protect the interests of consumers by establishing consumer councils for settlement of consumer disputes :Correct Answer Consumer Protection Act 1986 Your Answer Consumer Protection Act 1986 Select The Blank Question Involvement is ________ needs specific. Correct Answer Consumer Your Answer Consumer Multiple Choice Single Answer Question Buying process involves the following :Correct Answer Users, Influence and buyer Your Answer Users, Influence and buyer Multiple Choice Single Answer Question The first major reason for the companies to think differently in eighties Correct Answer Increasing competition Your Answer Increasing competition Match The Following Question Correct Answer Your Answer Formal product Image, quality etc of company Maximum customer delight Traditional organisation No customer complaints handling No customer complaints handling Feedback Service oriented industries Image, quality etc of company Customer orientation Maximum customer delight Customer benefits and experience of service Multiple Choice Multiple Answer Question Today's consumers are greatly influenced by those individuals with whom they share :Correct Answer Some common traits & Values , Behavioural peculiarities Your Answer Some common traits & Values , Behavioural peculiarities , Same financial worth True/False Question Attitude towards any product/ brand has nothing to do with the final act of purchase of that product. Correct Answer False Your Answer False Multiple Choice Multiple Answer
Question Marketers try to associate their product with symbols of :Correct Answer Achievement , Personal development Your Answer Achievement , Foreign brands & products , Personal development Multiple Choice Multiple Answer Question How is stimulus generalisation used for brand leveraging? Correct Answer Extension of brand under successful brand , Extension in a different product category Your Answer Extension of brand under successful brand , Extension in a different product mix Multiple Choice Multiple Answer Question Measures by government to protect the interests of consumer are :Correct Answer Expansion of public sector , Statutory regulation Your Answer Statutory regulation , Restrictive trade practices Select The Blank Question Members of the same social class show ________ Lifestyles. Correct Answer Similar Your Answer Variable True/False Question The unit in which secondary data are expressed may not be the same as is required in the research project. Correct Answer True Your Answer False Select The Blank Question The success of consumer research depends upon the cooperation of ________. Correct Answer Public Your Answer Public True/False Question The defense mechanism works at the conscious state. Correct Answer False Your Answer False Select The Blank Question Higher ________ level helps in understanding consumer behavior. Correct Answer Sophistication Your Answer Sophistication True/False Question Brand personality is a metaphor for the emotional relationship that exists between a consumer and a brand. Correct Answer True Your Answer True Multiple Choice Single Answer Question The upper class consists of :Correct Answer Very small percent of the population Your Answer Sizeable percent of the population Select The Blank Question A social class is ________ rather than concrete with individuals able to move into a higher class or drop into a lower class. Correct Answer Continuous Your Answer Uniform Multiple Choice Single Answer Question It constitutes the moral factor of personality :Correct Answer Ego Your Answer Id Multiple Choice Single Answer Question What is also known as subliminal perception? Correct Answer Absolute threshold
Your Answer Limen Multiple Choice Single Answer Question If the outcome of post purchase experience is in line with the expectation, it is called :Correct Answer Positive discrepancy Your Answer Positive discrepancy Multiple Choice Multiple Answer Question The Degree measure of attitude by any person towards any object / situation is :Correct Answer How much he likes it , How much he dislikes it Your Answer How much he likes it , How much he dislikes it , How he evaluates it Select The Blank Question Organisational buyers buy products/services from ________. Correct Answer Manufacturer Your Answer Manufacturer Select The Blank Question The behaviourist theory gives little emphasis on consumer ________. Correct Answer Attitude Your Answer Stimuli True/False Question In comparison to outdoor publicity of products/ brands, electronic media is relatively becoming more important. Correct Answer True Your Answer True True/False Question Cognitive learning theory is relevant for convenience products. Correct Answer False Your Answer True True/False Question Existing laws of consumerism till date are incapable of implementing and enforcing the objectives of consumerism. Correct Answer True Your Answer True Select The Blank Question Attitudes based on ________ information are relatively easy to change. Correct Answer Ambiguous Your Answer Ambiguous Select The Blank Question ________ leads to habitual purchasing behaviour if the consumer is satisfied with the brand over a period of time. Correct Answer Learning Your Answer Attitude True/False Question The production of crops like sorghum, pearl milet, barley and ragi have gone down over the years. Correct Answer True Your Answer True Multiple Choice Multiple Answer Question Customer orientation includes :Correct Answer Complaint's redressal , Customer's need satisfaction , Customer focussed product Your Answer Complaint's redressal , Customer's need satisfaction , Customer focussed product Multiple Choice Single Answer Question By and Large Attitudes are :Correct Answer Interconnected
Your Answer Instinctive Select The Blank Question ________ is the consumer's adaptation to an advertisement over a time due to boredom and familarity. Correct Answer Ad wearout Your Answer Ad adapt Multiple Choice Single Answer Question Name the Primary need of Human being :Correct Answer Medicine Your Answer Medicine

Consumer Behaviour

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Consumer Behaviour

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Consumer Behaviour - 4 Match The Following Question Correct Answer Your Answer Smell Cosmetics and food products

Match The Following Question Correct Answer Your Answer

Brand Ambassadors Celebrities in different fields

Celebrities in different fields

Secular consumption Promotes technology Promotes technology

Involve in social activity

Involve in social activity

Informal approach , Appropriate questions , Discover hidden motivation

Match The Following Question Correct Answer Your Answer

Least price conscious Least price conscious

Aggression, hunger, sex

Sensing-thinking type personality

Own decision maker Own decision maker

Short term consideration

Short term consideration

Characteristics of product and organisation

Correct Answer Your Answer

Absolute threshold Absolute threshold