Consumer Behaviour

4 of 6 sets

301. At the top of Maslow’s hierarchy of needs ( shown as pyramid in the text) are
……………. Needs.
A. Esteem
B. Self-actualization
C. Social
D. Safety
Answer:B

302. A person ………….. consists of all the groups that have a direct or indirect
influence on his or her attitudes or behaviour.
o m
A. Sub culture
. c
B. Family
te
C. Social class
a
D. Reference group

q M
Answer:D
c
303. Which of the following M
would be the best illustration of a sub culture?
A. a religion
B. a group of close friends
C. your university
D. a fraternity or sorority
Answer:A

304. Understanding of consumer needs and then develops a marketing mix to

satisfy these needs.
A. Marketing concepts
B. Strategic plan
C. The product influences
D. The price influences
Answer:A
305. ………………. Is the single factor that best indicates the social class.
A. Time
B. Money
C. Occupation
D. Passion
Answer:C

306. Marketing strategies are often designed to influence ………… and lead to
profitable exchanges.
A. Consumer decision making
B. Sales strategies
C. Advertising strategies
D. Export strategies
Answer:A

307. …………… refers to the information a consumer has stored their memory a
product or service.
A. Cognitive dissonance
B. Product knowledge
C. Product research
D. Marketing research
Answer:B

308. …………….. can influence the consumers thought about products.

A. Marketing & popularity
B. Advertising, sales promotion, sales people and publicity
C. Sales promotion, popularity and market
D. Billboards
Answer:B

309. …………………….. describes changes in an individual behaviour arising from

experience.
A. Modelling
B. Motivation
C. Perception
D. Learning

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Answer:D

310. Maslow’s hierarchy of needs includes all except which of the following.
A. Cognition
B. Physiological
C. Safety
D. Belongings
Answer:A

311. Which of the following is not a part of group influence.

A. Social class
B. Social group
C. Reference group
D. Personality
Answer:D

312. Which step of the buyer decision process immediately precedes the purchase
decision?
A. Evaluation of alternatives
B. Information search
C. Need recognition
D. Post purchase behaviour
Answer:A

313. The stage in the adoption process where the consumer considers whether
trying the new product make sense is called?
A. Interest
B. Trial
C. Evaluation
D. Adoption
Answer:C

314. Another term for a motive is a

A. Action
B. Need
C. Cue

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 D. Drive
Answer:D

315. The marketing information system begins and ends with ……………. .?
A. Marketing managers
B. Marketing intelligence
C. Information technology
D. consumers
Answer:A

316. In family decision making, _ are those family members who use or consume a
particular product or service.
A. users
B. Gatekeepers
C. buyers
D. Preparers
Answer:A

317. In family decision making, _ family member(s) who service or repair the
product so that it will provide continued satisfaction.
A. Mantainers
B. Gatekeepers
C. buyers
D. Preparers
Answer:A

318. In family decision making, _ are family members who initiate or carry out the
disposal or discontinuation of a particular product or service.
A. Gatekeepers
B. buyers
C. Preparers
D. disposers.
Answer:D

319. _ is that complex whole which includes knowledge, belief, art, law, morals,
customs and any other capabilities and habits acquired by humans as members of

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society.
A. personality
B. Culture
C. Attitude
D. Social Class
Answer:B

320. _ is more of a continuum, i.e., a range of social positions, on which each

member of society can be place.
A. Culture
B. Subculture
C. Social class
D. Personality
Answer:C

321. A _ may be defined as two or more people who interact to accomplish some
goals.
A. Trait
B. Culture
C. Subculture
D. group
Answer:D

322. If a person interacts on a regular basis with other individuals (with members
of his or her family, with neighbours, or with co-workers whose opinions are
valued), then these individuals can be considered as a_ group for that person. On
A. secondary
B. primary
C. informal
D. formal
Answer:B

323. if a person interacts only occasionally with such others, or does not consider
their opinions to be important, then these others constitute a _ group for that
person.
A. primary
B. secondary

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 C. informal
D. formal
Answer:B

324. depending on the extent to which the group structure, the members' roles, and
the group's purpose are clearly defined. If a group has a highly defined structure,
it is considered to be a _ group.
A. primary
B. formal
C. informal
D. secondary
Answer:B

325. _ groups are groups that serve as a frame of reference for individuals in their
purchase decisions.
A. primary
B. Reference
C. informal
D. secondary
Answer:B

326. product, promotion, price & channel of distribution are a part of _ as a

external influence of the consumer decion making process.
A. sociocultural environment
B. demo graphic
C. firms marketing efforts
D. purchase
Answer:C

327. family, social class, culture & subculture are a part of _ as a external influence
of the consumer decion making process.
A. sociocultural environment
B. demo graphic
C. sociocultural environment
D. purchase
Answer:C

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328. _ is the first level of consumer decision making.
A. Extensive decision making
B. Primary decision making
C. Limited decision making
D. Routine decision making
Answer:D

329. _ is the 2nd level of consumer decision making.

A. Extensive decision making
B. Primary decision making
C. Routine decision making
D. Limited decision making
Answer:D

330. _ is the 3rd level of consumer decision making.

A. Routine decision making
B. Primary decision making
C. Limited decision making
D. Extensive decision making
Answer:D

331. the level of consumer reaserch is _ in the 1st stage

A. less
B. highest
C. least
D. more
Answer:C

332. the level of consumer reaserch is highest in the _ stage.

A. 1st
B. 3rd
C. 2nd
D. 10th
Answer:B

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333. _ is also called habitual decision making as it involves no decision per say.
A. primary
B. nominal
C. extended
D. limited
Answer:B

334. _ decision making involves internal and limited external search, few
alternatives, simple decision rules.
A. primary
B. Limited
C. extended
D. nominal
Answer:B

335. _ decision making extensive internal & external information search followed
by a complex evaluation of multiple alternatives.
A. primary
B. extended.
C. nominal
D. limited
Answer:B

336. consumers accept word of mouth suggestions when _

A. discount is offered
B. a celebrity is endorcing the product
D. products can be tested and tried
Answer:D

337. _ is a process concerned with how innovations spread.

A. adoption
B. metamorphosis
C. laggards
D. diffucion
Answer:D

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338. _ is a micro process that focuses on stages through which consumer passes
when deciding to accept or reject a product
A. adoption
B. diffucion
C. metamorphosis
D. laggards
Answer:A

339. _ category of innovation is where there are minor changes in behaviour eg

regular changes in toothpaste.
A. Discontinuous Innovation
B. Primary innovation
C. Dynamic Continuous Innovation
D. Continuous innovation
Answer:D

340. _ category of innovation is where there are moderate changes in behaviour eg

digital cameras, net on phone.
A. Discontinuous Innovation
B. Primary innovation
C. Continuous innovation
D. Dynamic Continuous Innovation
Answer:D

341. _ category of innovation is where there are major changes in behaviour eg.
TV, mobile phones.
A. Continuous innovation
B. Primary innovation
C. Dynamic Continuous Innovation
D. Discontinuous Innovation
Answer:D

342. how long it takes for a new product to be accepted by social system &
ulteimately adopt it is called _.
A. rate of diffususion
B. rate fo retention

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 C. rate of purchase
D. rate of adoption
Answer:D

343. _ are the first to adopt. They like to try out new products.
A. Early adopters
B. Innovators
C. Laggards
D. Late majority
Answer:B

344. _ are 2nd one to adopt, opinion leaders and consifred to be good source of
information.
A. Innovators
B. Early adopters
C. Laggards
D. Late majority
Answer:B

345. _ are 3rd ones to adopt, they are skeptical about new ideas 7 products.
A. Early adopters
B. Late majority
C. Laggards
D. Innovators
Answer:B

346. _are last adopters.

A. Early adopters
B. Laggards
C. Innovators
D. Late majority
Answer:B

347. _ influences diffucion process & is degree to which a new product is capable of
being tried on a limited basis.
A. awareness

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 B. sustanability
C. Triability
D. observability
Answer:C

348. _ influences diffucion process & is degree to which a products benefits of

attributes cn be tried of imagined or described to potencial customers.
A. awareness
B. sustanability
C. observability
D. Triability
Answer:C

349. _ is the first step of adoption process

A. Triability
B. interest
C. awareness
D. observability
Answer:C

350. _ is the second step of adoption process

A. trail
B. evaluation
C. interest
D. awareness
Answer:C

351. _ is the third step of adoption process

A. trail
B. interest
C. evaluation
D. awareness
Answer:C

352. _ is the fourth step of adoption process

A. interest

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 B. trial
C. awareness
D. evaluation
Answer:B

353. _ is the fifth step of adoption process

A. acculturation
B. adoption
C. enculturation
D. diffusion
Answer:B

354. _ is when an individual learns about his own culture.

A. diffusion
B. acculturation
C. enculturation
D. subculture
Answer:C

355. _ is when an individual learn about another culture.

A. subculture
B. diffusion
C. acculturation
D. enculturation
Answer:C

356. in a larger society, there are subsystems of values resulting in a csiderable

variation in bahviour pattern wighin the total culture called_.
A. diffusion
B. acculturation
C. subculture.
D. enculturation
Answer:C

357. _ measure how receptive consumer is to new prodcuts & services.

A. brand switcher

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 B. picky consumer
C. Consumer innovativeness
D. Variety- novelty seeking
Answer:C

358. _ measure the rigidity counsumer has towards unfamiliar & information
contrary to own established beliefs.
A. Dogmatism
B. Variety- novelty seeking
C. brand switcher
D. picky consumer
Answer:A

359. consumers who are _ explore, check out new products, are brand switchers.
A. Dogmatism
B. brand switcher
C. Variety- novelty seeking
D. Verbeliser
Answer:C

360. _ consumers prefer description & explaination.

A. picky consumer
B. visualiser
C. Verbeliser
D. brand switcher
Answer:C

361. _ deals with consumption & possession.

A. identity
B. Consumer materialism
C. individuation
D. culture
Answer:B

362. _ is total product offering & making the product attractive & agreeable eg.
Masculine, feminine etc

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 A. Brand Purification
B. brand positioning
C. Brand personification
D. brand personalisation
Answer:C

363. we experience _ when there is a descrepency between our 2 attitudes or

attitude & behaviour.
A. Dogmatism
B. Cognitive discongruence
C. Cognitive congruence
D. Cognitive dissonance
Answer:D

364. _ is undertaken to reduce dissonance by putting logical arguments.

A. enculturation
B. justification
C. rationalisation
D. trivialisation
Answer:C

365. _ is undertaken to reduce dissonance by justifying the act as 'not a big deal'.
A. diffision
B. rationalisation
C. trivialisation
D. enculturation
Answer:C

366. _ is lower order need in maslows hierarchy of needs theory.

A. safety
B. self actualisation
C. social
D. self esteem
Answer:A

367. _ is higher order need in maslows hierarchy of needs theory.

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 A. self actualisation
B. safety
C. basic
D. physiological
Answer:A

368. In ERG theory E stands for_.

A. emphasis
B. existence
C. exercise
D. evaluation
Answer:B

369. In ERG theory G stands for_.

A. gain
B. garner
C. growth
D. gestalt
Answer:C

370. In ERG theory R stands for_.

A. reformation
B. reaction
C. realtionship
D. relatedness
Answer:D

371. when people buy products relating to their culture, social class & lifestyle they
are satisfying _ of mCclellands needs.
A. nAch
B. nPow
C. nApt
D. nAff
Answer:D

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372. people desire partying & celebrating together are satisfying _ of mCclellands
needs.
A. nAff
B. nAch
C. nPow
D. nApt
Answer:A

373. Need for accomplishment & excellence is a part of _

A. nApt
B. nAch
C. nPow
D. nApt
Answer:B

374. _ signifies the inner psychological characterstics that reflect how a person
reacts to his environment.
A. Motivation
B. attitude
C. Personality
D. culture
Answer:C

375. _ are the features of an individual or tendency of an individual in a particular

manner.
A. traits
B. actions
C. attitudes
D. thoughts
Answer:A

376. _'s theory of personality is regarded as the cornerstone of modern psychology.

A. Maslow
B. Alfred Adler
C. Sigmund Freud
D. Cattell

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Answer:C

377. According to Freud’s psychoanalytic theory of personality, the _ operates

based on the pleasure principle, which stresses on immediate fulfillment of needs.
A. ego
B. super ego ig
C. traits
D. id
Answer:D

378. in Freud's theory _ is that state of awareness which thinks of you as separate
from the other. It always thinks of the glories of the past and hopes of the future
and focuses on guiltiness.
A. id
B. ego
C. super ego ig
D. traits
Answer:B

379. _ superego provides guidelines for making judgments. It is the aspect of

personality that holds all our moral standards and ideals that we acquire from
both parents and society.
A. super ego
B. ego
C. id
D. traits
Answer:A

380. Just as people have personalities, similarly _ also have personalities.

A. celebrities
B. media outlets
C. product/brands
D. stores
Answer:C

381. _personalities prefer love and affection and so they move towards them and so
they prefer known brands.

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 A. Complaint
B. detached
C. dormant
D. aggressive
Answer:A

382. _ personalities tend to move against others and they show off their need for
power, success etc. which is quite manipulative
A. detached
B. Complaint
C. Aggressive
D. dormant
Answer:C

383. _ personalities are not much aware of brands and are more self reliant and
independent.
A. detached
B. aggressive
C. Complaint
D. dormant
Answer:A

384. According to Horney, _ personalities move towards others.

A. detached
B. dormant
C. aggressive
D. Complaint
Answer:D

385. According to Horney, _ personalities move against others.

A. detached
B. Complaint
C. Aggressive
D. dormant
Answer:C

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386. According to Horney, _ personalities move away from others.
A. aggressive
B. Complaint
C. dormant
D. detached
Answer:D

387. Carl Jung helped identify _ personality types.

A. 15
B. 14
C. 26
D. 16
Answer:D

388. The personality types proposed by Carl Jung were developed and
incorporated into a scale that came to be famously known and applied as the _.
A. MBTI or the Myers- Briggs Type Indicator.
B. MMPI
C. MMTI
D. MBPI
Answer:A

389. _ is how consumers see themselves.

A. Ideal self image
B. social self image
C. actual self image
D. self image
Answer:C

390. _ is how consumers would like to see themselves.

A. social self image
B. actual self image
C. self image
D. Ideal self image
Answer:D

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391. _ is how consumers feel others see them.
A. social self image
B. Ideal self image
C. actual self image
D. self image
Answer:A

392. _ is defined as defined as a feeling of favorableness or unfavorableness that an

individual has towards an object.
A. motivation
B. thoughts
C. attitude
D. actions
Answer:C

393. _ comprises of of beliefs towards, feelings towards and behavioral intentions

towards some objects.
A. motivation
B. thoughts
C. consumer attitude
D. actions
Answer:C

394. _ function of attitude helps people to adjust to different situations and

circumstances
A. knowledge
B. adjustment
C. value expressive function
D. ego defensive function
Answer:B

395. _ function of attitude is formed to protect the ego. We all are bothered about
our self- esteem and image so the product boosting our ego is the target of such a
kind of attitude.
A. cognitive
B. knowledge

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 C. ego defensive function
D. value expressive function
Answer:C

396. _ function of attitude usually represent the values the individual posses. We
gain values, though our upbringing and training.
A. ego defensive function
B. value expressive function
C. cognitive
D. knowledge
Answer:B

397. _ function of attitude continuously seeks knowledge and information.

A. cognitive
B. knowledge
C. knowledge
D. value expressive function
Answer:C

398. _ component of the tri component theory of attitudes,consists of a person’s

feelings, sentiments, and emotions for a particular brand or product.
A. cognitive
B. connative
C. affective
D. value expressive function
Answer:C

399. According to _, discomfort or dissonance occurs when a consumer holds

confusing thoughts about a belief or an attitude object (either before or after the
purchase).
A. cognitive resonnance
B. cognitive dissonance theory
C. social dissonance
D. social resonnance
Answer:B

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400. The traditional _ describes family patterns as consumers marry, have
children, leave home, lose a spouse, and retire.
A. FPC
B. FLC
C. FLC
D. FLP
Answer:B

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