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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
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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
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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
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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
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Discuss the role of culture in influencing consumer behavior
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**Answer: Culture plays a significant role in influencing consumer behavior
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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
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- **Clothing Choices:** Cultural norms dictate appropriate clothing styles
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- **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
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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
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Perception
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Learning
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All of the above
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Consumers always make rational decisions
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Consumer behavior is influenced by both internal and external factors
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Social media can influence consumer behavior
...
Businesses can use marketing strategies to influence consumer behavior
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Consumer behavior is a static field
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Explain the different types of consumer behavior
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

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
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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
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The psychological, social, and cultural factors that influence consumer
behavior
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The marketing strategies that businesses use to influence consumer
behavior
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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
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Consumer learning

Answer: D
3
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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
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All of the above

Answer: D
5
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Customer satisfaction

o

B
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Word-of-mouth marketing

o

D
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What are the four main types of consumer behavior?

9

2
...

3
...

4
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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
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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 sati
demographics
...

Social factors: These include family, friends, culture, and social class
...

2
...
Need recognition: The consumer becomes aware of a need or want
...
Information search: The consumer gathers information about possible solutions
to their need or want
...
Evaluation of alternatives: The consumer evaluates the different solutions
available to them
...
Purchase decision: The consumer chooses a solution and makes the purchase
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Post-purchase evaluation: The consumer evaluates the solution they chose and
determines whether it satisfied their need or want
...
What are three types of consumer motivation?


Physiological needs: These are the basic needs that humans have in order to
survive, such as food, water, and shelter
...


Social needs: These are the needs that humans have to belong to a group and to
feel loved and respected, such as the need for friendship and family
...
What are three types of consumer attitudes?








Cognitive attitudes: These are the consumer's beliefs about a product or service
...

Behavioral attitudes: These are the consumer's actions towards a product or
service
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Social media has had a significant impact on consumer behavior
...
However, today, consumers are
increasingly using social media to learn about products and services, connect with other
consumers, and make purchase decisions
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This can lead to peer influence, as consumers are more likely to purchase
products and services that are recommended by their friends and family
...
What are the four main types of consumer behavior? Explain each type with an
example
...
The four main types of consumer behavior are:

- Complex buying behavior: This occurs when consumers are highly involved in the
purchase decision and perceive significant differences among the available alternatives
...

- Dissonance-reducing buying behavior: This occurs when consumers are highly
involved in the purchase decision but perceive little differences among the available
alternatives
...

- Habitual buying behavior: This occurs when consumers have low involvement in the
purchase decision and perceive little differences among the available alternatives
...

- Variety-seeking buying behavior: This occurs when consumers have low involvement
in the purchase decision but perceive significant differences among the available
alternatives
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Q2
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The three levels of consumer involvement are:

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- High involvement: This means that the consumer perceives the purchase decision as
important and risky, and therefore engages in extensive information search, evaluation
of alternatives, and post-purchase evaluation
...

- Low involvement: This means that the consumer perceives the purchase decision as
unimportant and routine, and therefore engages in limited or no information search,
evaluation of alternatives, and post-purchase evaluation
...

- Moderate involvement: This means that the consumer perceives the purchase
decision as somewhat important and moderately risky, and therefore engages in some
information search, evaluation of alternatives, and post-purchase evaluation
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Q3
...
(5 marks)

A3
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For example, feeling hungry or thirsty
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For example, asking friends, browsing websites, reading
reviews, or trying samples
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For example, choosing between pizza or burger, or
between Nike or Adidas
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For example, ordering
online or going to a store, paying by cash or card, or following a trend or personal
preference
...
This may lead to repeat purchase, loyalty, wordof-mouth, or complaints
...


Q4
...
(4 marks)

A4
...
For example, religion,
language, ethnicity, social class, etc
...
For
example, family size, lifestyle groups,
reference groups etc
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For example,
life cycle stage,
occupation,
income,
education,
etc
...

For example,
perception,
learning,
memory,
emotions,
etc
...
Actual exam questions and answers may vary based on your course
material and curriculum
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Consumer Behavior
2
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BBA Consumer Behavior
4
...
Consumer Psychology
6
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Exam Paper
8
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BBA Study Guide
10
...
Consumer Behavior Questions
12
...
Business School
14
...
BBA Curriculum
16
...
Answer Key
18
...
Marketing Studies
20

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