Consumer and Industrial Buying Behaviour — Theories and models. - Question Bank

1. In the context of industrial buying, 'Reciprocity' refers to:
A) A mutual exchange of goods or services between firms
B) The ability of a supplier to meet delivery schedules
C) The negotiation of payment terms
D) The technical support provided by a supplier
2. Which theory emphasizes the role of attitudes, subjective norms, and perceived behavioural control in predicting behaviour?
A) Theory of Reasoned Action
B) Theory of Planned Behaviour
C) Social Cognitive Theory
D) Learning Theory
3. The 'Affective' component in consumer behaviour relates to:
A) Beliefs and knowledge about a product
B) Feelings and emotions towards a product
C) Intentions to buy a product
D) Past experiences with a product
4. The 'Information Processing Model' views consumers as:
A) Passive recipients of marketing messages
B) Active processors of information similar to computers
C) Primarily driven by subconscious desires
D) Completely rational economic agents
5. Which of the following is an example of 'Low Involvement' purchase behaviour?
A) Buying a car
B) Choosing a university
C) Purchasing a loaf of bread
D) Selecting a new house
6. The 'Buyer' role in the Buying Center is primarily responsible for:
A) Selecting the supplier and negotiating terms
B) Identifying the need for a product
C) Using the purchased product
D) Providing technical expertise
7. In the Sheth Model, 'Group Factors' influencing industrial buying include:
A) Company policies
B) Role of the purchasing agent
C) Interpersonal interaction within the buying center
D) Economic conditions
8. The 'Social Learning Theory' suggests that consumers learn by:
A) Direct experience and reinforcement
B) Observing others and imitating their behaviour
C) Classical conditioning
D) Operant conditioning
9. Which model of consumer behaviour is often criticized for being too simplistic and ignoring psychological factors?
A) Howard-Sheth Model
B) Economic Man Theory
C) Engel-Kollat-Blackwell Model
D) Nicosia Model
10. The 'Influencer' in the Buying Center provides information and criteria for evaluating alternatives to:
A) The initiator
B) The buyer
C) The decider
D) All of the above
11. Which of the following is a characteristic of 'Straight Rebuy' in industrial buying?
A) Significant changes in product specifications
B) Involvement of multiple departments
C) Routine reordering from approved vendors
D) Extensive search for new suppliers
12. In industrial buying, the 'Buyclass' framework refers to:
A) The size of the purchasing department
B) The level of perceived risk and novelty of the purchase
C) The company's financial standing
D) The complexity of the product
13. The 'High Involvement' purchase decision is characterized by:
A) Low cost and frequent purchase
B) Little perceived difference among brands
C) High cost, high risk, and significant differences among brands
D) Habitual buying behaviour
14. Which of the following is a key factor influencing the 'Information Search' stage for a consumer?
A) Brand loyalty
B) Perceived risk
C) Price of the product
D) Availability of information
15. Post-purchase behaviour primarily focuses on:
A) The initial purchase decision
B) Customer satisfaction and loyalty
C) Information search for future purchases
D) Brand switching
16. The 'Purchase Decision' stage involves:
A) Recognizing a need
B) Deciding which brand to buy
C) Evaluating post-purchase satisfaction
D) Searching for information
17. During 'Evaluation of Alternatives', consumers use 'Decision Heuristics' to:
A) Thoroughly analyze every attribute
B) Simplify the decision-making process
C) Maximize their perceived risk
D) Seek extensive external information
18. A consumer's 'Evoked Set' refers to:
A) All brands in the market
B) Brands the consumer is aware of
C) Brands the consumer considers for purchase
D) Brands the consumer eventually buys
19. The 'Information Search' stage primarily aims to identify:
A) The best price
B) All available brands and their attributes
C) Purchase intention
D) Post-purchase satisfaction
20. Which of the following is an example of an 'Internal Stimulus' that can lead to problem recognition?
A) Seeing an advertisement
B) A friend's recommendation
C) Feeling hungry
D) A salesperson's pitch
21. The 'Problem Recognition' stage in the consumer decision process is triggered by:
A) Information search
B) Evaluation of alternatives
C) A discrepancy between the actual and desired state
D) Post-purchase behaviour
22. The concept of 'Reference Groups' is most relevant to which model of consumer behaviour?
A) Economic Man Model
B) Learning Model
C) Psychological Model
D) Social-Cultural Model
23. Which theory suggests that consumers try to reduce dissonance after a purchase, especially for high-involvement decisions?
A) Cognitive Dissonance Theory
B) Attribution Theory
C) Information Overload Theory
D) Social Exchange Theory
24. In the context of industrial buying, 'Supplier's reputation' is most likely to influence which aspect of the decision?
A) The initiator's decision
B) The gatekeeper's information filtering
C) The decider's choice, especially regarding perceived risk
D) The user's final product satisfaction
25. What is the primary difference between consumer buying behaviour and industrial buying behaviour?
A) Consumer buying is more rational, while industrial buying is emotional.
B) Industrial buying involves a complex decision-making unit and rational processes, while consumer buying is often individual and emotional.
C) Consumer buying is driven by needs, while industrial buying is driven by wants.
D) Industrial buying has a shorter decision cycle than consumer buying.
26. According to the Webster and Wind model, 'Organizational Factors' influencing industrial buying include:
A) Perception of risk
B) Personal goals
C) Company policies and procedures
D) Social status
27. The 'Buygrid' framework, developed by Robinson, Faris, and Wind, categorizes industrial buying situations based on:
A) Product complexity and price
B) Level of decision-making difficulty and number of participants
C) Market structure and competition
D) Buyer's perceived risk and urgency
28. Which of the following is NOT a typical characteristic of industrial markets compared to consumer markets?
A) Fewer but larger buyers
B) Geographically concentrated buyers
C) Inelastic demand
D) Highly emotional buying decisions
29. In the context of industrial buying, 'Derived Demand' means:
A) Demand for consumer goods
B) Demand for capital goods
C) Demand for industrial goods is ultimately derived from the demand for consumer goods
D) Demand that fluctuates significantly
30. The Sheth Model of Industrial Buying Behaviour identifies four main dimensions influencing the decision process. One of these is:
A) Product features
B) Brand image
C) Interpersonal factors
D) Price sensitivity
31. Which industrial buying behaviour model emphasizes the influence of organizational factors, individual factors, and environmental factors?
A) Webster and Wind Model
B) Sheth Model of Industrial Buying Behaviour
C) Hauck and Siegel Model
D) Robinson, Faris, and Wind Model
32. The 'User' role in the Buying Center is typically performed by:
A) Top management
B) Individuals who will actually use the product or service
C) Procurement specialists
D) Financial controllers
33. In industrial buying, the 'Decider' role is held by the person who:
A) Authorizes the final purchase
B) Uses the product or service
C) Negotiates with the supplier
D) Initiates the purchase request
34. A 'Modified Rebuy' situation in industrial buying involves:
A) Reordering an existing product without any changes
B) Considering a new supplier for an existing product
C) Purchasing a product for the first time
D) Changing product specifications or suppliers for a previously purchased item
35. Which type of industrial buying situation involves a new task for the organization and requires extensive information search?
A) Straight Rebuy
B) Modified Rebuy
C) New Task
D) Segmented Buy
36. The 'Gatekeeper' in the Buying Center typically controls the flow of:
A) Financial resources
B) Information
C) Product specifications
D) Supplier relationships
37. Which role in the Buying Center is responsible for gathering information and suggesting alternatives?
A) Initiator
B) Influencer
C) Gatekeeper
D) Information Gatherer
38. In industrial buying behaviour, the 'Buying Center' refers to:
A) The purchasing department of a firm
B) All the individuals and groups who participate in the purchasing decision-making process
C) The external suppliers considered for a purchase
D) The final approval authority for large purchases
39. Which model emphasizes the interaction between the consumer, the environment, and the behaviour itself?
A) Howard-Sheth Model
B) Bandura's Social Cognitive Theory
C) Engel-Kollat-Blackwell Model
D) Nicosia Model
40. The Theory of Planned Behaviour (TPB) extends TRA by adding which crucial element?
A) Perception of risk
B) Personal values
C) Perceived behavioural control
D) Brand loyalty
41. According to the Theory of Reasoned Action (TRA), purchase intention is primarily determined by:
A) Past purchasing experience
B) Perceived behavioural control
C) Attitude towards the behaviour and subjective norms
D) Demographic factors
42. Maslow's Hierarchy of Needs is often applied to understand consumer motivations in which type of consumer behaviour model?
A) Rational Choice Models
B) Psychological Models
C) Social-Cultural Models
D) Learning Models
43. The concept of 'Perceived Risk' is central to which consumer behaviour theory?
A) Economic Man Theory
B) Psychoanalytic Theory
C) Information Processing Models
D) Theory of Planned Behaviour
44. Which of the following is a key component of the 'Stimulus' part in the Stimulus-Response (S-R) models of consumer behaviour?
A) Consumer's attitude
B) Brand perception
C) Marketing mix elements
D) Purchase intention
45. The Nicosia model of consumer behaviour views the consumer as a system that:
A) Responds passively to marketing stimuli
B) Actively processes information and makes decisions
C) Is primarily influenced by external social groups
D) Operates purely on habit and impulse
46. In the Engel-Kollat-Blackwell (EKB) model, what is the central concept that drives the consumer decision process?
A) Stimulus-Response
B) Information Processing
C) Social Influence
D) Economic Utility
47. The Howard-Sheth model of buyer behaviour identifies three types of decision-making processes. What are they?
A) Extensive Problem Solving, Limited Problem Solving, Routinized Response Behavior
B) High Involvement, Low Involvement, No Involvement
C) Cognitive, Affective, Behavioral
D) Rational, Emotional, Habitual
48. Which model of consumer behaviour focuses on the psychological factors like motivation, perception, learning, and attitudes?
A) Howard-Sheth Model
B) Engel-Kollat-Blackwell Model
C) Nicosia Model
D) Psychological Model
49. The 'Economic Man' model assumes consumers are:
A) Emotionally driven
B) Irrational decision-makers
C) Rational and utility-maximizing
D) Influenced primarily by social norms
50. Which theory of consumer behaviour emphasizes the role of learning and habit formation in purchase decisions?
A) Economic Man Theory
B) Psychoanalytic Theory
C) Learning Theory
D) Social Learning Theory
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