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Below given are the Multiple Choice Questions (MCQs) on Consumer Behaviour with Answers. These solved CB (Consumer Behavior) MCQs is the part of Marketing Management & Organizational Behaviour. These MCQs are useful for MBA, MCA, MMM, B. Com. M. Com. BBA students.

Consumer Behaviour Multiple Choice Questions with Answers

1. ……is a theory in psychology proposed by Abraham Maslow in his 1943 paper “A Theory of Human Motivation” in Psychological Review.

a. Theory of Need Hierarchy
b. Theory of Need and Motivation
c. Theory of Motivation Hierarchy
d. Maslow’s theory of Motivation

Answer: a

2. “It refers to potential harm to the customer if the product or service is consumed. “

a. Risk assessment
b. Dialogue
c. Transportation
d. Transparency

Answer: a

3. DART stands for

a. Discuss – Access – Risk assessment – Transparency
b. Dialogue – Access – Risk assessment – Transportation
c. Dialogue – Access – Risk assessment – Transparency
d. Direct – Access – Risk assessment – Transaction

Answer: c

4. AIDAS Model of consumer behaviour was first proposed by

a. E. St. Elmo Lewis
b. E. K. Strong
c. Theodore Levitt
d. Philip Kotler

Answer: a

5. Confidence, respect for others, and respect by others are the ………….

a. Social Needs
b. Esteem Needs
c. Self Actualization Needs
d. Safety Needs

Answer: a

6. AIDA in Marketing (Consumer Behaviour) Stands for

a. Awareness, Interest, Desire, and Action
b. Attention, Information, Desire & Action
c. Attention, Interest, Desire, and Action
d. a & c

Answer: d

7. Organizational buyers are those who purchase items on behalf of their ……………… or organization.

a. Parents
b. Business
c. Competitors
d. suppliers

Answer: b

8. ……………is the first step of five steps buyer decision process

a. Information search
b. Purchase decision
c. Problem recognition
d. Evaluation of alternatives

Answer: c

9. Factors like A sudden job loss or the closing of a retail store can affect on

a. Information search
b. Purchase decision
c. Problem recognition
d. Evaluation of alternatives

Answer: b

10. Breathing, Food, Water, Sex, Sleep, excretion are………..

a. Safety needs
b. Love Needs
c. Social Needs
d. Physiological needs

Answer: d

11. _____________ of needs is a theory in psychology proposed by Abraham Maslow in his 1943 paper “A Theory of Human Motivation” in Psychological Review.

a. Kotler’s hierarchy
b. Maslow’s hierarchy
c. Douglass hierarchy
d. Murray’s hierarchy

Answer: b

12. The customer wants friends to see him as savvy consumer is ………….need

a. Stated needs
b. Real Needs
c. Unstated Needs
d. Secret Needs

Answer: d

13. ………….are needs directed to a product

a. Wants
b. Demand
c. Market
d. Basic

Answer: b

14. A car whose operating cost is low (not its initial price) is an example of

a. Stated needs
b. Real Needs
c. Unstated Needs
d. Delight Needs

Answer: b

15. Friendship, Family, Love, Belongings are the……….

a. Social needs
b. Safety Needs
c. Self Actualization
d. Family Needs

Answer: a

16. A person in India needs a food but may want burger, pizza, yogurt, rice, soft drink

a. Need
b. Demand
c. Want
d. Physiological Need

Answer: c

17. Industrial Market or buyers process is technically……

a. Simple
b. Complex
c. Short
d. Easy

Answer: b

18. …………… the person who attempts to persuade others in the group concerning the outcome of the decision. ………………..typically gather information and attempt to impose their choice criteria on the decision.

a. Influencer
b. Initiator
c. Informer
d. Customer

Answer: a

19. ………..are those who purchase items for their personal consumption.

a. Industrial Buyers
b. Organizational Buyers
c. Consumer buyers
d. Personal Buyers

Answer: c

20. We are motivated to re-evaluate our beliefs, attitudes, opinions, or values if our position at one point in time is not the same as the position we hold at an earlier period due to some intervening event, circumstance, or action. This is referred to as:

a. Motivation
b. Ego
c. Evoke set
d. Cognitive dissonance

Answer: d

21. …………is the last step of five steps buyer decision process

a. Purchase decision
b. Problem recognition
c. Evaluation of alternatives
d. Post purchase decision

Answer: d

22. With respect to consumer behaviour, one’s friends and relatives could be considered a/an:

a. Impersonal influence.
b. Reference group influence.
c. Perceptual influence.
d. Institutional influences

Answer: b

23. _________is the process by which we acquire new knowledge and skills, attitudes and values, through study and experience, or by modeling others’ behaviour (e.g. parents, friends).

a. Learning
b. Memory
c. Evaluation
d. Motivation

Answer:a

24. Social grade is a means of classifying the population by _________

a. Needs
b. Occupation
c. Behaviour
d. Personality

Answer: b

25. _________ is the simplest model of consumer buying behaviour to understand, stressing how the consumer goes through six key stages in the acquisition process.

a. Memory
b. Theory of Planned Behaviour
c. Marslow Hierarchy of Need
d. Consumer Acquisition Model

Answer: d

26. We are motivated to re-evaluate our beliefs, attitudes, opinions, or values if our position at one point in time is not the same as the position we hold at an earlier period due to some intervening event, circumstance, or action. This is referred to as:

a. Motivation
b. Ego
c. Evoke set
d. Cognitive dissonance

Answer: d

27. Select correct answer: 1. Initiator: the actual consumer of the product 2. Influencer: the person who attempts to persuade others in the group concerning the outcome of the decision. 3. Decider: the individual with the power and/or financial authority to make the ultimate choice regarding which product to buy. 4. User: the person who begins the process of considering a purchase.

a. 1 is correct
b. both 2 & 3 are correct
c. 2, 3& 4 are correct
d. both 1&4

Answer: b

28. Which one of the following factor relates to family that influences consumer behavior?

a. Business
b. Social
c. Cultural
d. Personal

Answer: d

29. Which of the following can be described as an affective mental state?

a. Attitudes.
b. Opinions.
c. Values.
d. Conative.

Answer: a

30. Social grade is a means of classifying the population by _________

a. Needs
b. occupation
c. lifestyle
d. personality

Answer: b

31. Which one of the following factor relates to family that influences consumer behavior?

a. Cultural
b. Social
c. Personal
d. Business

Answer: c

32. The buying process starts from which one of the following stage in which the buyer recognizes a problem or need?

a. Need recognition
b. Information search
c. Evaluation of alternative
d. Purchase decision

Answer: a

33. When a company caters to clothing, cosmetics and toiletries markets, it is probably using which type of segmentation?
a. Demographic
b. Gender
c. Behavior
d. Geographic

Answer: b

34. Which of the following is NOT a primary motivation?

a. Achievement
b. Self-esteem
c. Self-expression
d. Attitude

Ans: d

35. Maslow has a list of human needs from the most pressing to the least pressing. They include all of the following EXCEPT:

a. Physiological needs
b. Safety needs
c. Need recognition
d. Self-actualization

Answer: c

36. When Burger King targets different groups from children and teens to adults and seniors with different ads and media, it is practicing which one of the following segmentation?

a. Demographic
b. Age and life cycle
c. Psychographic
d. Behavioral

Answer: a

37. Which of the following consumer buying behaviour requires the least effort?

a. High involvement buying situation.
b. New buying situation.
c. Routine buying.
d. Impulsive buying.

Answer: c

38. Morality, Creativity, problem solving, acceptance of facts are the …………

a. Physiological needs
b. Self Actualization
c. Esteem Needs
d. Social Needs

Answer: b

39. Fewer buyers, long term relationships, rational approach and reciprocal buying are the characteristics of….

a. Individual Buyers
b. Industrial Buyers
c. Both a&b
d. None of the above

Answer: b

40. ________ is the simplest model of consumer buying behaviour to understand, stressing how the consumer goes through six key stages in the acquisition process.

a. Memory
b. Theory of Planned Behaviour
c. Maslow Hierarchy of Need
d. Consumer Acquisition Model

Answer: d

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