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PROGRAM
Master of Business Administration –
MBA
SEMESTER
III
SUBJECT CODE & NAME
MK0011
Consumer Behaviour
Qus:1 Define Consumer Behaviour.
What are the various Buying Roles in the Individual Consumer Buying Decision
Process? What are the various categories of Organisational buyers?
Answer: “Consumer behaviour refers to the
actions and decision processes of people who purchase goods and services for
personal consumption.”
James F Engel, Roger D
Qus:2 What do you mean by
Motivational Conflict? Give reasons in support of the statement “motivated
behaviour never ends.”
Answer: “Variety is the spice of life.”
Hardly anybody is likely to disagree with this saying. For most of us, too much
of the same thing over and over again turns out to be unexciting, tasteless or
boring.
Qus:3 What
are the various components of Learning? Explain Classical Conditioning.
Answer: Four components are fundamental to
most learning situations.
Motivation
– Motivation
is the driving force that impels individuals to
action and
is based
Qus:4 Explain various
characteristics of culture.
Answer: Culture has the following features:
Culture
is cultivated – Culture is not something that just “exists” and waiting to
be discovered. People are responsible for cultivating or nurturing their
culture and this process consists of three interdependent components:
o Ideological component
Qus:5 Explain
the Consumer Decision Making process.
Answer: Generally it is believed that
decision-making is the cognitive process of selecting a course of action from
among multiple alternatives. The most common examples are shopping and deciding
what to eat. Decision-making is said to be a psychological construct. It means that
although one can never "see" a decision, one can infer from
observable behaviour that a decision has been made. Therefore, we can conclude
that a psychological event called "decision-making" has occurred. It
is a construction that imputes commitment to action. That is, based on
observable actions,
Qus:6 Explain
Organisational Buying Behaviour. What are the various factors influencing Organisational
Buyer Behaviour?
Answer: Organisational buyers/business
markets have characteristics that differ sharply from individual
consumers/consumer markets. Fewer Buyers: Buyers in a business market are much
fewer as compared to buyers in
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