CB

Consumer decision making process

https://www.lucidchart.com/blog/consumer-decision-making-process#:~:text=The%20consumer
%20decision%2Dmaking%20process%20involves%20five%20basic%20steps.,decision%20and
%20post%2Dpurchase%20evaluation.

https://www.yotpo.com/resources/consumer-decision-making-process-ugc/

https://www.marketingtutor.net/consumer-decision-making-process-stages/
VALS framework

https://www.marketing91.com/vals-values-attitude-lifestyle/

Trends in CB

https://marketinginsidergroup.com/content-marketing/consumer-behavior-trends-marketers-are-
watching/

https://explodingtopics.com/blog/consumer-behavior

Underlying principles of Consumer Behaviour:

https://www.studysmarter.co.uk/explanations/marketing/customer-driven-marketing-strategy/
consumer-behavior/

LSM:
https://en.wikipedia.org/wiki/Living_Standards_Measure

Consumer behaviour and STP:

https://www.mindtools.com/pages/article/stp-model.htm#:~:text=The%20Segmentation%2C
%20Targeting%20and%20Positioning%20(STP)%20Model%20helps%20you,Target%20your%20best
%20consumers.

https://www.yieldify.com/blog/stp-marketing-model/

https://www.consumerpsychologist.com/cb_Segmentation.html

TYPES- high involvement & low involvement:

https://opentextbc.ca/introconsumerbehaviour/chapter/involvement-levels/

Purchase process:

https://www.indeed.com/career-advice/career-development/purchase-process

https://www.marketing91.com/purchasing-process/

post purchase process:

https://www.mbaskool.com/business-concepts/marketing-and-strategy-terms/2764-post-purchase-
behaviour.html

https://www.pure360.com/blog/why-post-purchase-marketing-must-not-be-ignored/#:~:text=What
%20is%20post%2Dpurchase%20behaviour,further%20purchases%20from%20your%20brand.

Cognitive Dissonance:

https://www.verywellmind.com/what-is-cognitive-dissonance-2795012

CRM:

https://www.techtarget.com/searchcustomerexperience/definition/CRM-customer-relationship-
management

Customer loyalty and retention strategies:

https://blog.hubspot.com/service/customer-retention-strategies

https://www.shopify.com/blog/strategies-for-customer-retention

https://www.revechat.com/blog/customer-retention-strategies/

Individual determinants of CB:

https://www.yourarticlelibrary.com/consumers/determinants-of-consumer-behaviour-with-
diagram/48900
learning theories:

https://www.yourarticlelibrary.com/consumer-behaviour/learning-by-consumers-meaning-theories-
and-marketing-strategies/64116

http://professionalshiksha.blogspot.com/2018/09/consumer-behavioral-learning-theories.html

Q.1) How does Maslow’s Hierarchy explain Consumer’s Motivation? Which level
of need can be used to motivate purchase of following product/ service?

a. Life insurance Policy

b. Laptop

=How does Maslow’s Hierarchy explain Consumer’s Motivation?

https://www.masterclass.com/articles/a-guide-to-the-5-levels-of-maslows-hierarchy-of-needs

https://www.superheuristics.com/maslow-hierarchy-of-needs-theory-for-marketers/

https://sites.google.com/site/cnsmrbhvr/consumer-needs/maslow-s-hierarchy-of-needs

Which level of need can be used to motivate purchase of following product/

service?

https://courses.lumenlearning.com/wm-introductiontobusiness/chapter/maslows-hierarchy-of-
needs/

Q.2) Explain a person’s attitude toward visiting Disney world

https://www.studocu.com/en-us/document/indiana-state-university/buyer-behavior/assignment-
3/6666292

Q.3) Explain Individual Factors influencing behavior of consumer while buying a

LED television.
Factors influencing consumer decision
https://www.clootrack.com/knowledge_base/major-factors-influencing-consumer-behavior

https://courses.lumenlearning.com/wm-introductiontobusiness/chapter/influences-on-consumer-
decisions/

https://biz.libretexts.org/Bookshelves/Marketing/Book%3A_Principles_of_Marketing_(Lumen)/
07%3A_Consumer_Behavior/7.04%3A_Factors_Influencing_Consumer_Decisions

https://www.analyticssteps.com/blogs/5-factors-influencing-consumer-behavior

Q.4) Explain with examples as to how sports stars as aspirational reference groups sell brands to us?
How can this reference group motivate us for social causes?

https://www.yourarticlelibrary.com/consumer-behaviour/reference-groups/reference-groups-
meaning-types-factors-and-application-consumer/64147

https://www.consumerpsychologist.com/cb_Group_Influences.html
https://www.chegg.com/learn/marketing/marketing-principles-concepts/aspirational-reference-
group

Q.5) As a Marketing Manager of a firm what external factors you will use to alter to
promote the following products

https://courses.lumenlearning.com/wm-organizationalbehavior/chapter/external-factors/

https://www.indeed.com/career-advice/career-development/external-environment-factors

Q.6) Considering yourself as the marketing manager of company producing biscuits, design
marketing mix variables for a new biscuit producing targeting BOP consumers

https://www.studocu.com/row/document/university-of-bahrain/marketing/203707282-marketing-
mix-of-new-product/20060383

https://iide.co/case-studies/marketing-strategy-parle/
Q.7) What do you mean by Consumer Behaviour? What is the scope, nature, importance and
approach to studying Consumer Behaviour.

https://www.yourarticlelibrary.com/marketing/market-segmentation/consumer-behaviour-
meaningdefinition-and-nature-of-consumer-behaviour/32301

https://www.geektonight.com/consumer-behaviour-definition-importance-types/

http://consumerbehaviourr.blogspot.com/2017/03/consumer-behaviours-nature.html

https://www.preservearticles.com/consumer-behaviour/consumer-behaviour/31419

Q.8) "Positioning is less what we do to the product and more what we do to the consumers'
perception of the product". Discuss using relevant example.

Q.9) Explain sustainability in Consumer behaviour with suitable example.

https://www.theguardian.com/sustainable-business/2014/sep/10/consumer-behaviour-
sustainability-business

https://en.wikipedia.org/wiki/Sustainable_consumer_behaviour#:~:text=Sustainable%20consumer
%20behavior%20is%20the,priorities%20into%20their%20consumption%20behavior.

Q.10) Explain Blackwell model with diagram

https://www.mbaknol.com/marketing-management/the-engel-kollat-blackwell-model-of-consumer-
behavior/

https://neostrom.in/ekb-model/

https://theintactone.com/2018/12/14/cb-u4-topic-8-engel-blackwell-miniard-model/

Q.11) Consumer market is different from business market.' Comment and explain with the example
of automobile industries

http://www.differencebetween.net/business/difference-between-business-market-and-consumer-
market/

https://www.indeed.com/career-advice/career-development/consumer-market-vs-business-market

Q.12) Explain the decision-making process in case of consumer electronics with the help of
Blackwell's model

https://zoovu.com/blog/how-to-leverage-the-5-stages-of-the-customer-decision-making-process/

https://www.mbaknol.com/marketing-management/the-engel-kollat-blackwell-model-of-consumer-
behavior/
Q.13) What are steps you will take if the brand of the TV you bought is not functioning as per your
satisfaction? Imagine different situations of interaction between you and the retailer and explain
your reaction in each situation.

https://blog.hubspot.com/service/interaction-with-customers

Q.14) A college student has just purchased a new Apple iPad. What factors might cause the student
to experience post purchase dissonance? How might the student try to overcome it? How can the
retailer who sold the computer help reduce the student’s dissonance? How can the computer’s
manufacturer help?

https://benjaminau.wordpress.com/2019/05/28/6-0-consumer-attitudes-development-change/

https://carmenjiaminblog.wordpress.com/2019/06/02/tutorial-7-consumer-attitudes-development-
change/

Q.15) A marketer of diet food is attempting to segment a certain market on the basis of consumer
self-image.

a. Describe the four types of consumer self-image

b. Discuss which one(s) would be most effective for the above purpose.
https://www.krayonnz.com/user/doubts/detail/61914b671b81f20047f7191b/describe-the-four-
types-of-consumer-self-image

https://www.termpaperwarehouse.com/essay-on/Consumer-Behaviour/301926

Q.16) Give examples of how personality traits can be used in consumer research Tea

https://opentextbc.ca/introconsumerbehaviour/chapter/personality-and-personality-traits/

https://www.greenbook.org/mr/market-research-trends/using-the-big-5-personality-traits-to-
understand-consumers/

Q.17) industry experts are concerned that tea is losing its appeal among its younger audiences owing
to a number of reasons like tea being majorly consumed at home. What kind of promotional
messages will you give to increase the appeal of the product?

https://visme.co/blog/types-of-advertising-appeals/

Q.18) Explain Fully / partially planned and unplanned purchases when you are shopping in a mall.

Q.19) After you bought an expensive TV for your parents but you felt the appreciation was less may
be because the quality of picture wasn't that good explain what your post purchase behavior will be?
Q.20) You are the marketing vice president of a large soft drink company. Your company’s
advertising agency is in the process of negotiating a contract to employ a superstar female singer to
promote its product. Discuss the reference group factors that you would consider before the
celebrity is hired.

https://www.yourarticlelibrary.com/consumer-behaviour/reference-groups/reference-groups-
meaning-types-factors-and-application-consumer/64147

https://www.lab42.com/blog/5-things-consider-before-hiring-celebrity-endorser

Q.21) 'The study of consumer behavior has paramount importance in all the industries.' Comment
on the statement and explain with example of any company of your choice from textile industry

https://www.onlinemanipal.com/blogs/what-is-consumer-behavior-and-why-is-it-important

https://www.demandjump.com/blog/the-importance-of-consumer-behavior-in-marketing

Q.22) For the purchase of a motorcycle describe how will you go about gathering information
internally and externally on the correct kind of motorcycle to buy depending on your constraints?

Q.23) What is 'post-purchase cognitive dissonance'? What can marketers do in order to reduce this
in case of diamond Jewelry

https://www.sfwpexperts.com/6-efficient-tips-to-reduce-post-purchase-cognitive-dissonance/

https://www.eshopbox.com/blog/post-purchase-dissonance

Q.24) You belong to HP company that is dealing with manufacturing and selling computers in urban
India. The company has been feeling that the market should be expanded to rural area and has
chosen a team to sell laptops in rural market. You are the senior executive and a person known for
his selling skills. Explain how will you change the perception of a villager towards the laptop and
motivate a villager into buying a laptop?

Q.25) The basic parts of an attitude are beliefs. Explain how beliefs can change attitude, work on the
following statements on beverages and give your reasons whether they have changed attitude of
customers or not

a. Coffee drinking is good for health

b. Green Tea helps to reduce weight

Q.26) How do social class differences influence each store’s:

Product lines and styles

Advertising media selection

Payment policies
Q.27) Explain the applications of diffusion of innovation for marketers with the help of Netmed.com

https://www.yourarticlelibrary.com/innovation/diffusion-of-innovation/99839

Q.28) Comment on the changing demographic and socio-cultural paradigms and how they are
impacting the Indian consumer