MKT302 - Consumer Behaviour

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SEMESTER - III

SUBJECT CODE & NAME - MKT302 - Consumer Behaviour

SET-I

Q1.  Define Consumer Behaviour. What are the various Buying Roles in the Individual Consumer Buying Decision Process? What are the various categories of Organisational buyers? 

●       Definition of Consumer Behaviour.   

●       Explain Buying Roles in the Individual Consumer Buying Decision Process 

●       Explain the various categories of Organisational buyers      3+4+3=10 

Answer:-

Definition of Consumer Behaviour:-

“Consumer behaviour refers to the actions and decision processes of people who purchase goods and services for personal consumption.” -  James F Engel, Roger D Blackwell and Paul W Miniard

Consumer behaviour refers to

Q2.  Write short notes on Sigmund Freud’s psychoanalytic theory on Personality and Social/Cultural (Neo-freudian) Theory of personality. 

●       Sigmund Freud’s psychoanalytic theory  

●       Social/Cultural (Neo-freudian) Theory     5+5=10 

Answer:-

Sigmund Freud’s psychoanalytic theory  

Sigmund Freud’s psychoanalytic theory is based on the premise that unconscious needs and drives, particularly sexual and other biological drives are at the core of human motivation and personality. The theory proposes that every individual’s personality is the result of childhood conflicts. These conflicts are derived from three fund

Q3  What are the various components of Learning? Explain Classical Conditioning. 

●       Explain the various components of Learning 

●       Elaborate Classical Conditioning    4+6=10 

  Answer:-

Components of Learning:-

▪         Motivation – Motivation is the driving force that impels individuals to action and is based on needs and goals. Motivations function as a spur to learning with needs and goals acting as stimuli. For example, a badminton enthusiast will learn all about the sport and may seek information about prices, quality, etc. of a

SET-II

Q. 1  Define Attitude. What are the factors that inhibit relationship between Beliefs, Feelings and Behaviour 

●       Define Attitude   

●       Factors that inhibit relationship between Beliefs, Feelings and Behaviour   

Answer:-

Definition of Attitude:-   

According to Gordon W. Allport, Attitudes are learned predispositions to respond to an object or class of objects in a

  

   Q2  What do you mean by Diffusion of Innovation? What are the factors affecting Diffusion of Innovation? 

●       Explain Diffusion of Innovation 

●       Factors Affecting Diffusion of Innovation.     2+8=10 

Answer:-

Diffusion of Innovation:-

Diffusion of innovation refers to how a new innovation – an idea or technology – spreads or is adopted by an entire market (

Q3.  Explain Organisational Buying Behaviour. What are the various factors influencing Organisational Buyer Behaviour? 

●       Elaborate Organisational Buyer Behaviour 

●       Explain the various Factors Influencing Organisational Buyer Behaviour    3+7=10

Answer:-

Organisational Buyer Behaviour:-

Webster and Wind define organisational buying as “th

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