Sr. No.

Question
1. Analyze: Understanding consumer buying behavior is not easy. The answers are
often locked deep within the consumer’s head. The central question for marketers
is:
a. How much money is the consumer willing to spend?
b. How much does the consumer need the product being offered for sale?
c. How much does a discount or a coupon affect the purchase rate?
d. How do consumers respond to various marketing efforts the company
might use?
2. Infer: All of the following are part of the adoption process that consumers may go
through when considering an innovation EXCEPT:
a. Awareness.
b. Process.
c. Interest.
d. Trial.
3. Select: Groups that have a direct or indirect influence on a person ‘s attitudes or
behavior is known as ‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐.
a. Reference groups
b. Family
c. Roles
d. Status

4. Select: Consumer behavior is a term that refers to

a. Organizational and institutional buying behavior
b. Organizational and consumer buying behavior
c. Commercial and government buying behavior
d. Individual and/or household buying behavior

5. Infer: Which of the following environments examines institutions and other forces
that affect society's basic values, perceptions, preferences, and behaviors?
a. Cultural
b. Demographic
c. Economic
d. Technological

6. Infer: In study of “Consumer Buying Behavior” a prospect is

a. Buyer
b. Consumer
c. Likely buyer
d. User
7. Devise: The process of collecting information about the external marketing
environment is
a. Environmental management
b. Environmental scanning
c. Marketing management
d. Marketing research
8. Devise: What is the first step in the marketing research process?
a. Developing a marketing information system
b. Developing the research plan for collecting information
c. Implementing the research plan
d. Defining the problem and research objectives
9. Devise: The marketing research process consists of four steps. Which of the
following is not one of these steps?
a. Evaluating the competitor strategies.
b. Developing the research plan for collecting information.
c. Defining the problem and research objectives.
d. None of the above
10. Devise: In the second step of the marketing research process, research objectives
should be translated into specific ________.
a. Financial amounts
b. Results that justify the means
c. Marketing goals
d. Information needs
11. Infer: Mr. Ravi regularly conducts online marketing research at work. He has
found that it has several advantages over traditional methods. Which of these is
not an advantage? a.Respondents cannot remain anonymous.
b. It is more cost efficient.
c. It is easy to control who responds to surveys.
d. Report generation turnaround time is much quicker
12. Infer: Which one of the following is the third step in the process of marketing
research?
a. Analyze the information
b. Develop the research plan and design
c. Present the findings
d. Collect the information
13. Which of the following is not one of the major steps involved in the marketing
research process?
a Defining the problem and research objectives
b. Developing the research plan
c. Collecting and tabulating data
d. Establishing a marketing information system
14. Devise: An organization that wants to maintain its market share without rocking
the boat is
a. Market leader
b. Market challenger
c. Market Follower
d. Market nicher
15. Infer: To remain a market leader, a firm must protect market share through
a) Defensive actions
b) Offensive actions
c) Both a and b
d) None of the above
16. Infer: The formal decision making process by which large organization buy the
 services and products is classified as
a. organizational buying
b. large buying
c. small buying
d. procedure buying
17. Devise: An organization that wants to maintain its market share without rocking
the boat is
a. Market leader
b. Market challenger
c. Market Follower
d. Market nicher
18. Infer: Pepsi launched Aquafina water bottle nationally in 1997 before its peer
Coke introduced Dasani. It is
a) Encirclement attack
b) Bypass attack
c) Frontal attack
d) Preemptive attack
19. Infer: Industrial buying decisions are __________ as they serve both the
organization and the individual's needs.
a. Rational
b. Emotional
c. Both a & b
d. None of the above
20. Infer: Serving a small market not served by competitors is known as………….
a. Local marketing
b. Niche marketing
c. Segment marketing
d. Individual marketing