Consumer Behaviour


Paper pattern:-

Q1. Objectives (15 marks)

Q2. Full length questions (2 sets of 2 questions each. Attempt any one set)



Q5. Short notes (3 of 5)


Unit 1

  1. What is consumer behaviour and what are the importance
  2. What are the types of consumers and what are their characteristics
  3. What are the different types of consumer behaviour
  4. What are the determinants of buying behaviour
  5. What are the factors influencing buying behaviour
  6. Based on the level of involment how do you classify customers
  7. Elaborate the customer decision making process


Unit 2

  1. Elaborate Maslow’s theory
  2. SN:- Nature of personality, Freudian theory, brand personality, brand personification, Self concept
  3. What are nature of customer attitude
  4. Elaborate consumer perception and what is the effect of the same on buying behaviour
  5. Elaborate the cognitive and social cognitive theory


Unit 3

  1. Explain the role of different family member in the buying process
  2. What are the reasons for purchase
  3. Elaborate the family life cycle
  4. What are the different types of social class and what are the characteristics of the same
  5. SN: Reference groups, opinion leaders, Ingroup and out group,
  6. How does the culture and tradition have an effect on the buying process


Unit 4

  1. Elaborate the conflict model and the Machine model of consumer decision making
  2. Explain the consumer buying process
  3. SN:- Adoption, innovators profile, E Buying, Brick and mortar model
  4. What are the factors that influence E Buying
  5. What is the difference between E buying and Brick and click buying


Text books recommended

  1. Sheth Publications,
  2. Vipul Publications

For any further clarifications, please feel free to contact Prof Vipin Saboo on 9820779873 (what’s app)

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