SEM III - MARKETING - CORE - CONSUMER BEHAVIOUR
SR.NO QUESTION
According to research, there are four factors that psychological, personal,
1 influence consumer buyer behavior:
social, CRM systems
motivation, perception,
The psychological factors influencing consumer learning, beliefs and
2 behavior are
attitudes
A segment of a larger culture whose members
share distinguishing values and patterns of
3 behavior is known as a(n) _____.
Market segment
the extent to which the
The degree to which an individual behaves in a individual identifies with
4 manner unique to a subculture depends on _____. that subculture
Which of the following are bases for subcultures
5 in the United States?
Ethnic groups
Which of the following statements about the
6 nature of personality is true?
Personality mainly arises
from genetic traits
Generally speaking, marketers aim their most
luxurious products or services at consumers in
which of the four traditional family life cycle
7 stages?
Young marrieds
Which of the following statements most
8 accurately defines social class?
Social class is the
hierarchical categorisation
of people based on each
individual's sense of
social group membership
Consumer researchers determine social class
9 membership based on
a composite of
socioeconomic factors
Consumer behaviourists are interested in social
10 class for which of the following reasons?
social class can be linked
to where consumers shop
Maslow has a list of human needs from the most
pressing to the least pressing. They include all of
11 the following except _____
Physiological needs
What can we say about the size of the business
12 market compared to consumer markets?
It is approximately the
same
The buyer decision process consists of five
stages. Which of the following is not one of these
13 stages?
Need recognition
The buying process starts with _____the buyer
14 recognizes a problem or need
Need recognition
The marketers job does not end when the
product is bought. After purchasing the product,
the consumer will be satisfied or dissatisfied and
15 will engage in _____.
habitual buying behavior
Almost all major purchases result in _____, or
16 discomfort caused by post-purchase conflict
Opinion leaders
_____ is a key to building lasting relationships
17 with consumers.
Personality
Family is one of the _____ factors that influence
18 consumer behavior
Cultural
19 Which statement is true regarding social class?
Social class is determined
primarily by income level
Consumers who purchase a Harley-Davidson
motorcycle can receive which of the following in
20 addition to the purchase of the product?
Membership in a group
Two or more individuals who share a set of
norms, values, or beliefs and have certain
implicitly or explicitly defined relationships to
one another such that their behaviors are
21 interdependent is known as a(n) _____.
Family
Tara is a marketing professor and is a member of
the American Marketing Association. The
members of this organization are associated with
the discipline of marketing, either as
academicians or as practitioners. The purpose of
this organization is to disseminate research about
marketing, to share best practices, and to foster
the professional development of marketers. The
American Marketing Associate is an example of a
22 _____.
Group
Which of the following is NOT a criterion used to
23 classify groups?
Membership
Which type of group includes family and friends
24 and involves strong ties and frequent interaction? Primary group
Which type of group includes organizations such
as professional associations and neighborhood
associations that involve relatively weak ties and
25 less frequent interaction among its members?
Primary group
_______ are society's relatively permanent and
ordered divisions whose members share similar
26 values, interests, and behaviors
Social classes
Which of the following would be the best
27 illustration of a subculture?
A religion
A person's ________ consist(s) of all the groups
that have a direct (face-to-face) or indirect
28 influence on his/her attitudes or behavior
Sub-culture
29 Consumer behavior is defined as
Conspicuous consumption
_____ are factors that compel or drive a
30 consumer to take a particular action
Motives
According to Abraham Maslow's hierarchy of
needs theory, the highest level of needs are
31 ______ needs
Physiological
Lower level needs such as hunger and thirst are
32 important to marketers because these needs:
are the hardest to satisfy
___ is an approach to the structure and
development of personality that focuses on the
33 underlying motivations for human behavior
Maslow's hierarchy of
needs
Clothing manufacturers like Calvin Klein and
DKNY often employ sexy models in an attempt
to attract attention to their ads. The theoretical
explanation that would most support the idea that
stimulating the consumer's sex drive would lead the cognitive learning
34 to product purchase is:
theory
Martha took part in a marketing research
experiment in which she was given two pictures
of two distinctly different kitchens and asked to
write a description of the person who owned each
one. What kind of motivation research was
35 Martha participating in?
projective techniques
A discrepancy between the self-concept and the
36 ideal self results in
Ego defense mechanism
Freud believed that personality is formed around
37 ________ structures
Three
38 Freud's theories form the basis of ________.
Humanistic psychology
The process by which individuals select, use, or
dispose of products to satisfy their needs and
39 wants is known as:
Problem recognition
40 The person who uses a product is:
not always the same
person who selects or
pays for it
Which of the following best describes
41 involvement?
The relationship users
develop with selected
products and services
Which of the following is not normally perceived
42 as a component of culture?
Values
Which of the following levels of Maslow's
Hierarchy of Needs is most likely to be associated
with consumers' purchase of items of ostentatious
consumption, such as a brand of champagne
43 which is widely advertised for its exclusiveness? Social esteem
Hofstede has identified 5 dimensions of culture
44 which consist of:
power distance,
uncertainty avoidance,
individualism, masculinity
and Confucian dynamism
The context of culture can be identified as either the gender and occupation
45 'high' or 'low' context depending on:
of the communicator
46 Trait theory is based on the assumption that
There are cross-situational
generalities in behavior
ANS
cultural, organizational,
personal, psychological
cultural, social, personal,
psychological
none of the above
reference groups, family,
culture, subculture, social class roles and status
All of the above
sub-culture
ethnic group
reference groups
how long the individual has
been in this country
the age of the individual
the education of the
individual
religion
geographic areas
All of the above
Personality is consistent and
enduring
Personality is the most
important factor that
influences consumer
behavior
Personality does not
change over time
young singles
post parenthood
parenthood
Social class is the
hierarchical categorisation
of people based on the
Social class is the hierarchical degree of recognition each
categorisation of people based category receives from the
on their reported income tax
others
Social class is the
hierarchical categorisation
of people into distinct
status classes
d
dollar value of residence
possessions
quality of neighborhood
social class can be linked to
media habits
social class can be linked
to the choice of
recreational and leisure
activities
All of the above
safety needs
need recognition
self-actualization
it is smaller
it is huge
there is no need to
compare them
information search
variety seeking buying
behavior
purchase decision
information search
evaluation of alternatives
separation of needs and
wants
alterative evaluation
post-purchase behavior
product assessment
cognitive dissonance
purchase decisions
complex buying behavior b
need recognition
customer satisfaction
quality
Social
Personal
Psychological
Lines between social classes in Social classes show distinct Wealth is more critical
the United States are fixed and product preferences in
than education level in
rigid
clothing and automobiles measuring social class.
a 20 year warranty
free maintenance for 5
years
greater attention from the
police
a
Organisation
Group
Generation
Generation
Primary Group
Consumer Group
strength of social tie
number of members
attraction
Secondary Group
Reference Group
Consumer Group
Secondary Group
Tertiary Group
Work Group
cultures
reference groups
lifestyles
a group of close friends
your university
your occupation
family
Social Class
reference groups
the process people engage in
when searching for, selecting,
and using products and services the act of physically
they need
purchasing a product
the act of making a final
decision as to which
product to purchase
impulses
wants
attributes
social
self-actualization
esteem
are an ongoing source of
offer marketers a basis for are the source for most
motivation for most consumer differentiating their
market development
purchase behavior
products
strategies
Psychoanalytic theory
Multi-attribute attitude
theory
Operant conditioning
the psychoanalytic theory
the behavioral learning
theory
affective modeling
an association test
a focus interview
subliminal test
subception
the person of tomorrow
incongruence
Five
Four
Two
structuralism
psychoanalysis
trait theory
cognitive behavior
consumer behavior
post purchase evaluation c
always the same person who
selects it
always the same person
who pays for it
by definition the person
who wants the product
initially
The degree of personal
relevance of a product or
service to a consume
Motivation to contribute to Consumers' experience
the improvement of a brand with a product category
Technology
Motivation
Religion
Love
Security
Physiological
power distance, uncertainty
avoidance, individualism,
masculinity and universality
power distance,
power distance, specificity, specificity, collectivism,
individualism, masculinity masculinity and
and universality
Confucian dynamism
the silent or body language of
the culture
the clarity of the spoken
word and they ways in
which communication are the role that each family
influenced by the
member plays in the
surrounding
community
Person and situational variables Peoples behaviour is only Situational influences are
are equally strong in
influenced by their
predominant in human
influencing behavior
personality traits
behavior
a
