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Exam Paper for Consumer Behavior in BBA (With Answers)

PAPER # 1
**Consumer Behavior Exam Paper**
**Course:** BBA - Consumer Behavior
**Duration:** 2 hours

**Instructions:**
- Answer all the questions
...

- Write your answers in the provided space
...

- Be concise and clear in your responses
...
Which of the following best defines consumer behavior?
a) The study of marketing strategies
b) The study of how consumers make decisions and use products
c) The study of product development
d) The study of advertising techniques

**Answer: b) The study of how consumers make decisions and use products**

2
...
When consumers engage in selective exposure, what are they doing?
a) Ignoring all advertising messages
b) Paying attention only to messages that confirm their existing beliefs
c) Exposing themselves to all advertising messages equally
d) Evaluating the credibility of advertising messages

**Answer: b) Paying attention only to messages that confirm their existing beliefs**

4
...
What is cognitive dissonance?
a) A type of memory loss
b) The feeling of discomfort when holding contradictory beliefs or attitudes
c) A marketing strategy
d) A method of consumer research

**Answer: b) The feeling of discomfort when holding contradictory beliefs or attitudes**

**Section B: Short Answer Questions (2 marks each)**

6
...
Provide an example
...
For example, if a
consumer sees a smartphone advertisement highlighting its sleek design and advanced
features, they may perceive it as a high-quality product, which could influence their
purchase decision
...
What is the difference between internal and external influences on consumer
behavior? Give examples of each
...
For example, a person's
preference for eco-friendly products is an internal influence
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For example, peer pressure to buy a particular fashion brand is an external
influence
...
Explain the stages of the consumer decision-making process
...


**Answer: The consumer decision-making process consists of several stages:**

a) **Problem Recognition:** This is the initial stage where a consumer identifies a
need or a problem
...


b) **Information Search:** In this stage, the consumer gathers information about
potential solutions to their problem
...


c) **Evaluation of Alternatives:** The consumer evaluates the available options
...


d) **Purchase Decision:** After evaluating the alternatives, the consumer decides
which laptop to buy
...


e) **Post-Purchase Evaluation:** This is the final stage where the consumer assesses
their satisfaction with the purchased laptop
...
If not, they might experience cognitive dissonance
and regret their choice
...
Discuss the role of culture in influencing consumer behavior
...


**Answer: Culture plays a significant role in influencing consumer behavior
...
Here are some examples of how culture can impact consumer choices:**

- **Food Preferences:** In some cultures, certain foods are considered taboo or
sacred, influencing what people eat
...


- **Clothing Choices:** Cultural norms dictate appropriate clothing styles
...


- **Language and Communication:** Language differences can impact marketing
strategies
...


- **Gift-Giving:** The customs and rituals associated with gift-giving vary across
cultures
...


PAPER # 2
Multiple Choice Questions (1 mark each)
1
...
The study of how consumers make decisions about what to buy, when
to buy it, and where to buy it
...
The study of how businesses can influence consumer behavior
...
The study of the psychological and social factors that influence
consumer behavior
...
All of the above
...
What are the four main stages of the consumer decision-making process?
o

A
...


o

B
...


o

C
...


o

D
...


3
...
Transactional behavior
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Post-purchase behavior
...
Brand loyalty behavior
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Seller behavior
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Which of the following is a cultural factor that can influence consumer behavior?
o

A
...


o

B
...


o

C
...


o

D
...


5
...
Motivation
...
Perception
...
Learning
...
All of the above
...
Consumers always make rational decisions
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Consumer behavior is influenced by both internal and external factors
...
Social media can influence consumer behavior
...
Businesses can use marketing strategies to influence consumer behavior
...
Consumer behavior is a static field
...
Explain the different types of consumer behavior
...



Post-purchase behavior: This is the behavior that occurs after the purchase of a
product or service, such as using the product, evaluating it, and repurposing it
...


2
...

Stages of the consumer decision-making process:
1
...

2
...

3
...

4
...

5
...

6
...

Factors that can influence consumer behavior:
 Internal factors: These are factors that are within the individual consumer, such
as their personality, motivations, and attitudes
...

4
...




Marketing strategies that businesses can use to influence consumer behavior:
 Product strategies: This includes developing products that meet the needs and
wants of consumers, as well as pricing and packaging products in a way that is
appealing to consumers
...





Place strategies: This includes making products available to consumers in
convenient locations and through channels that they prefer
...

Essay Question (10 marks)
1
...

Consumer behavior is important for businesses to understand because it allows them to
develop and implement effective marketing strategies
...

PAPER # 3
Multiple Choice Questions (MCQs)
1
...
How consumers make decisions about what to buy, when to buy it, and
how much to buy it for
...
The psychological, social, and cultural factors that influence consumer
behavior
...
The marketing strategies that businesses use to influence consumer
behavior
...
All of the above
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Which of the following is not a type of consumer behavior?
o

A
...
Decision-making behavior

o

C
...
Consumer learning

Answer: D
3
...
Culture

o

B
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Personality

o

D
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Which of the following is a stage in the consumer decision-making process?
o

A
...
Information search

o

C
...
All of the above

Answer: D
5
...
Customer satisfaction

o

B
...
Word-of-mouth marketing

o

D
...
What are the four main types of consumer behavior?

9

2
...

3
...

4
...
The four main types of consumer behavior are:
o

Buying behavior: The process of consumers acquiring goods and services
to satisfy their needs and wants
...


o

Post-purchase behavior: The actions that consumers take after they have
purchased a product or service
...


2
...


o

Information search: The consumer gathers information about products and
services that could potentially satisfy their need or want
...


o

Purchase decision: The consumer decides whether or not to buy the
product or service that they have chosen
...


3
...


o

Social factors: These factors include the consumer's culture, social class,
reference groups, and family
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4
...


o

Brand loyalty: The consumer's continued preference for a particular brand
of product or service
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Essay Question
Discuss the importance of understanding consumer behavior for businesses
...
It allows
businesses to:


Develop products and services that meet the needs and wants of their target
consumers
...




Set competitive prices for their products and services
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By understanding consumer behavior, businesses can make better decisions that will
lead to increased sales and profits
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What are some of the challenges that businesses face in understanding
consumer behavior?
2
...
What are some of the ethical considerations that businesses need to keep in
mind when collecting and using data about consumer behavior?

PAPER # 4
Section A: Multiple Choice Questions (MCQs)
Instructions: Choose the most appropriate answer from the given choices
...
Which of the following is NOT a factor that influences consumer behavior?
o

(A) Personality

o

(B) Culture

o

(C) Social class

o

(D) Price

Answer: (D) Price
2
...
Which of the following is NOT a stage in the consumer decision-making process?
o

(A) Need recognition

o

(B) Information search

o

(C) Evaluation of alternatives

o

(D) Post-purchase evaluation

Answer: (C) Evaluation of alternatives

12

4
...
Which of the following is a type of consumer attitude?
o

(A) Cognitive

o

(B) Affective

o

(C) Behavioral

o

(D) All of the above

Answer: (D) All of the above
Section B: True/False Questions
Instructions: Write "True" if the statement is correct and "False" if the statement is
incorrect
...
Consumer behavior is the study of how consumers make decisions about what to
buy, when to buy, and where to buy
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Culture has no influence on consumer behavior
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The consumer decision-making process is a linear process
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Consumer motivation is the driving force behind consumer behavior
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Consumer attitudes are relatively stable over time
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1

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