MODULE 3

1) Define Consumer Behaviour ?

2) Explain Factors Influencing Consumer Behaviour with reference to a particular product

3) Elaborate Buying Decision Process ?

o Problem recognition
o Information search
o Evaluation of alternatives
o Purchase decision
o Post purchase behaviour

4) What is a Business Market ?

6) Components of Buying System

o Initiators
o Users
o Influencers
o Deciders
o Approvers
o Buyers – Select supplier & Purchase Terms
o Gatekeepers

7) What makes companies go global

o Some international markets present better profit opportunities than
domestic market
o Firm needs larger customer base to achieve economies of scale
o Firm wants to reduce dependence on any one market
o Firm counterattacks global competitors in home markets
o Customers going abroad require international service

8) Name Different Modes of Entering Foreign Markets

o Direct Investment
o Joint Venture
o License
o Direct Exporting
o Indirect Exporting

9) Define
o Price Escalation
o Grey Markets
o Transfer Price
o Counterfeit Product
o Country of Origin Effect