Consumer Behavior Past Papers

By: Prof. Fazal Rehman Shamil

Guess Paper 1: Consumer Behavior Fall – 2020 Past Papers

University Name – Confidential

Time Allowed: 3 hours

Total Marks:    70, Passing Marks (35)

Q.1. Objective question

1. _____________ is the buying behavior of final consumers.
a) Business buying behavior
b) Consumer buyer behavior
c) Global purchasing
d) Reseller buyer behavior
2. Which of the following would correctly be labeled as a cultural factor that would influence consumer behavior?
a) Social class. b) Family. c) Lifestyle. d) Reference groups.
3. Basic needs such as hunger and thirst are called:
a) Safety needs. b) Psychological needs. c) Social needs. d) Physiological needs.
4. The behavior that consumers use to search for, purchase, use, evaluate, and dispose of products is known as:
a) social responsibility b) consumer behavior
c) organizational behavior d) marketing research
5. The study of consumers as they exchange something of value for a product or service that satisfies their needs is the definition of ________.
a. sociology c. consumer behavior
b. marketing research d. psychology
6. Large firms often divide their organization into groups or _________ that market a set of homogeneous products to a set of homogeneous market segments.
a. market segments c. administrative sections
b. policy groups d. strategic business units (SBUs)
7. The first activity in any act of consumer behavior is
a. search c. recognizing needs
b. evaluation of alternatives d. purchase
8. Friends, family, and co-workers would all be considered ______ groups if they have a significant effect on consumer behavior.
a. reference c. credential
b. endorsement d. expertise

9. __________ is the process of dividing the total market into segments and then targeting specific products at selected segments.
a. Marketing division c. Market segmentation
b. Population sampling d. Market channeling

10. The “mental location” to which a consumer assigns a product in his or her mind is called that product’s___________.
a. extension c. image
b. position d. formula
11. When a market is segmented based on consumers’ behavioral processes, consumer decision making and ___________ may be used as bases of segmentation.
a. demographics c. perceptions b. lifestyle d. value systems
12. The unique pattern of shared meaning that characterize a society and distinguish it from other societies is the definition of ___________
a. marketing c. culture
b. sociology d. subculture
13. If a company uses one marketing mix throughout the world, that company has chosen a_________ marketing strategy.
a. localized c. differentiated
b. global d. concentrated
14. The underlying beliefs regarding what is important and how people should live are called cultural__________.
a. norms c. action rules b. values d. laws

Q2. Explain the principles of (a) classical conditioning theory and (b) instrumental conditioning theory. How
can they be applied to the development of marketing strategies?

Q3. What is consumer behavior? What is the difference between organizational buying and consumer
buying?

Q4. What is the relationship between a drive, a need, and a want? List the primary needs displayed in
Maslow’s hierarchy of needs. Give an example of a product that fits each need.

Q5. Does opinion leadership influence a consumer’s need or want?. Explain your answer with justification.

Q6. Compare and contrast the various levels of consumer decision making process.

Q.7 What is culture? List three dimensions social scientists use to describe a culture and give an example of  each.

Q8. What is a ritual? Describe three kinds of rituals and give an example of each.

Q9. What is the difference between an absolute threshold and differential threshold?

Q10. Write short notes;
a) Organizational Buying Behavior
b) Consumer Research Process
c) Can consumer attitude be change towards brands?

Guess Paper 2: Consumer Behavior Spring- 2020 Past Papers

Time Allowed: 3 hours

Total Marks:    70, Passing Marks (35)

Q 1: Objective Questions (provide your answer in your answer sheets)
a) Friends and Family members influence decision making of consumer
• True
• False
b) In product line extension marketers add related products to an already established brand
• True
• False
c) Licensing is allowing a well-known brand name to be affixed to products of another manufacturer
• True
• False
d) ADOPTION means customer become regular buyer and user of product
• True
• False
e) The spread of idea from the source of invention or creation to the ultimate user or consumers
• True
• False

Q2. Define consumer behaviour. Differentiate between customer and consumer?

Q3. Explain different types of non probability sampling?

Q4. With the help of diagram explain different steps in consumer motivational process?

Q5. Using your own knowledge briefly explain how family life cycle influence consumer behavior while making purchases?

Q6. Differentiate between middle-middle class and lower-lower class?

Q7. Explain the stages of consumer adoption process?

Guess Paper 3: Consumer Behavior Fall – 2019 Past Papers

Time Allowed: 3 hours

Total Marks:    70, Passing Marks (35)

Q 1: Objective Questions (provide your answer in your answer sheets)
a) The learning of foreign culture is called acculturation (True/False)
b) Culture can be learned through formal, informal and technical learning (True/False)
c) Motivation occurs when a need is aroused that the consumer wishes to satisfy (True/False)
d) Positive drives are often referred to as: needs wants or desires (True/False)
e) Negative drives are referred to as aversions or fears (True/False)
f) In product line, extension marketers add related products to an already established brand (True/False)
Q2. Explain how culture is learned?

Q3. Discuss the impact of subculture on consumer behavior?

Q4. Briefly explain different social classes?

Q5. Define Learning. Explain different elements of learning?

Q6. Briefly discuss consumer’s impact on marketing strategies of a company?

Q7. Differentiate between the organization and consumer buying behavior?

Q8. Define consumer behaviour. Differentiate between customer and consumer?

Guess Paper 4: Consumer Behavior Spring- 2019 Past Papers

Time Allowed: 3 hours

Total Marks:    70, Passing Marks (35)

Q 1: Objective Questions (provide your answer in your answer sheets)

a) Consumers either buy or don’t buy the products that they necessarily use (True/False)
b) Customers are people who buy goods and services but may not use the merchandise themselves (True/False)
c) Market Segmentation Involves dividing a market into distinct groups of buyers with different needs, characteristics or behaviors, who might require separate products or marketing mix (True/False)
d) Quantitative research is descriptive in nature (True/False)
e) Qualitative research findings tend to be subjective (True/False)
f) The amount of money involved in organizational purchases is high (True/False)
Q2. Define consumer behavior. Differentiate between consumer and customer with the help of relevant
examples?

Q3. Explain the usefulness of market segmentation for customers and companies?

Q4. Differentiate between qualitative research and quantitative research?

Q5. What is culture? Elaborate on how culture is learned?

Q6. How consumer attitude can be changed. Elaborate

Q7. Explain variables used to segment consumer markets?

Q8. Define learning and explain its elements?

Guess Paper 5: Consumer Behavior Fall – 2018 Past Papers

Time Allowed: 3 hours

Total Marks:    70, Passing Marks (35)

Q 1: Objective Questions (provide your answer in your answer sheets)
a) Culture as the sum total of learned beliefs, values, and customs that serve to direct the consumer behavior of members of a particular society
• True
• False
b) Anthropologists have identified three distinct forms of cultural learning that is a formal, informal and technical learning
• True
• False
c) Cues are the stimuli that give direction to motives
• True
• False
d) The response is how individuals react to drive or cue and how they behave.
• True
• False
e) The behaviorist perspective emphasizes results based on stimulus associations and is relevant when consumers’ cognitive activity is minimal
• True
• False
Q2. Explain the elements of consumer learning?

Q3. What factors determine level of consumer involvement? Discuss

Q4. Define Culture. Explain the influence of culture on consumer purchase behavior?

Q5. Briefly discuss three elements of attitude formation?

Q6. Define consumer behavior. Explain how consumers affect the marketing strategies of companies?

Q7. Write a note on any two of the following
• Rituals
• Enculturation and Acculturation
• Languages and Symbol

Q8. Write a note on the following
a) Motivation b) Attitudes

Guess Paper 6: Consumer Behavior Spring- 2018 Past Papers

Time Allowed: 3 hours

Total Marks:    70, Passing Marks (35)

Q.1 Tick the correct answer. (14 Marks)
1. The desire to have a commodity or service is called:
A. Want B. Utility C. Goods D. None of these
2. The satisfaction of human want is called:
A. Consumption B. Production C. Distribution D. None of these
3. The marginal utility curve is:
A. Downward sloping B. Upward sloping C. Vertical D. Horizontal
4. The goods which satisfy human wants directly are called:
A. Consumer’s goods B. Producers’ goods C. Public goods D. Intermediate goods
5. “Change in demand” occurs due to the change in:
A. Income B. Prices of related goods C. Taste and preference D. All of these
6. Consumer behavior can be defined as:
A. A field of study focusing on marketing activities B. A study of pricing
C. A field of study focusing on consumer activities D. None of these.
7. ________ refers to how consumers get rid of the product and packaging.
A. Purchase B. Obtaining C. Consumption D. Disposal
8. Consumer product manufacturers study consumer behavior to influence:
A. Brand choice B. Purchase C. Consumption D. All of these
9. The higher is the gap between product performance and customer expectations, the customer is
A. More satisfied B. More dissatisfied C. More delighted D. None of the above
10. Which of the following is a key aspect regarding consumer behavior?
A. Organizations are applying theories and information about consumer behavior on a daily basis.
B. It is often necessary to conduct research.
C. Consumer behavior is a complex, multidimensional process.
D. Marketing practices designed to influence consumer behavior involve ethical issues that affect the firm, the individual, and society. E. All of the above
11. Which of the following is used by firms to influence consumers?
A. Advertisements B. Packages C. Store environments D. All of these

12. The demand for a commodity on which a consumer spends more percentage of his income is:
A. More elastic B. Less elastic C. Unity D. None of these
13. If product performance exceeds customer expectations, the customer is:
A. Satisfied B. Dissatisfied C. Delighted D. None of these
14. The research on consumer buying behavior answers:
A. What consumers buy B. Why consumers buy C. Where consumers buy D. all of these

Q.2 How does communication affect the consumer behavior? (14 Marks)
Q.3 Explain culture, myths, rituals, and the creation of culture. (14 Marks)
Q.4 Explain marketing applications of learning principles andthe role of memory in learning. (14Marks)

Q.5 Explain the model of consumer behavior based on stimulus – response. (14 Marks)

Q.6 Discuss the purchase environment and the post-purchase behavior of a consumer. (14 Marks)

Q.7 Explain reference groups, conformity, and opinion leadership. (14 Marks)

Q.8 Write short notes on any two of the following: (14 Marks)
a) Identify the various types of needs.
b) What is cross-culture?
c) What is meant by personality?

Guess Paper 7: Consumer Behavior Spring- 2017 Past Papers

Time Allowed: 3 hours

Total Marks:    70, Passing Marks (35)

Q1. Objective Questions (provide an answer on your answer sheets)
a. Non Compensatory decision rule is a type of consumer decision rule by which Positive evaluation of a brand attribute does not compensate for a negative evaluation of the same brand on some other attribute (True/False)
b. Culture is learned through Formal, Informal, and technical learning (True/False)
c. Social class is the division of members of a society into a hierarchy of distinct status classes, so that members of each class have either higher or lower status than members of other classes (True/False)
d. Research say that personality has an effect on consumers while making purchases (True/False)
e. Motivation occurs when a need is aroused that the consumer wishes to satisfy (True/False)
f. Supranational is level of cultural differences that cross national boundaries or are present in more than one country (True/False)
g. Adoption is a stage where the consumer determines whether or not to use the product in a full-scale way (True/False)

Q2. Explain the concept of consumer behavior. What are the factors which influence a consumer buying decision?

Q3. In detail elaborate on the evaluation of alternatives stage of consumer buying decision-making process?

Q4. Rituals and symbols are manifestations of one’s own culture. Giving a relevant examples of how these affect consumer behavior while making purchases?

Q5. Discuss the concept and three distinct properties of personality?

Q6. Does using a diagram explain the model of the motivational process?

Q7. Explain the tri component model of attitude with reference to consumer behavior?

Q8. Write a note on any ONE of the following:
a) Self-concept theory of personality
b) Characteristics of Attitude

Prof. Fazal Rehman Shamil