The motives focus on person’s need for being adaptively oriented towards the environment and

senses of meaning are

a) Cognitive motive

b) Affective motive

c) Conative motive

d) Behavioral motive

The passive and external needs which ads source of solution for future needs are

a) Need for autonomy

b) Need for stimulation

c) Technological needs

d) Utilitarian needs

The active and external needs which rapidly change-stability are

a) Need for autonomy

b) Need for stimulation

c) Technological needs

d) Utilitarian needs

Which of the following needs does not create affective preservation motives?

a) Need for tension reduction

b) Need for expression

c) Need for ego defence

d) Need for stimulation

What do you mean by motives? Explain Mc. Guire’s Psychological Motives with one example each.
If the brand of a product falls in your evoked set and you have to make a nominal decision, which of
the following strategies should be adopted by a company?

a) Maintenance strategy

b) Capture strategy

c) Preference strategy

d) Disrupt strategy

If the brand of a product falls in your evoked set and you have to make a limited decision, which of
the following strategies should be adopted by a company?

a) Maintenance strategy

b) Capture strategy

c) Preference strategy

d) Disrupt strategy

If the brand of a product falls in your evoked set and you have to make a extended decision, which of
the following strategies should be adopted by a company?

a) Maintenance strategy

b) Capture strategy

c) Preference strategy

d) Disrupt strategy

If the brand of a product falls in your inept set and you have to make a nominal decision, which of
the following strategies should be adopted by a company?

a) Maintenance strategy

b) Capture strategy

c) Preference strategy

d) Disrupt strategy
What are various marketing strategies based on information search patterns? Explain each of them
with suitable examples.

How does a consumer make choice? Explain in context of bounded rationality.

What are various factors affecting consumer external research?

Explain each of the decision rules for attribute-based choices with suitable examples.

What are various metagoals in consumer decision making? Explain each of them with suitable
examples.

Explain following types of consumer choice process with suitable examples

a) Affective choice

b) Attitude-based choice

c) Attribute-based choice

A feeling of post purchase psychological tension or anxiety is known as

a) Perceptual defence

b) Perceptual mapping

c) Cognitive defence

d) Cognitive dissonance

The physical functioning of the product is

a) Instrumental performance

b) Symbolic performance

c) Affective performance

d) Cognitive performance
The aesthetic or image-enhancement performance is

a) Instrumental performance

b) Symbolic performance

c) Affective performance

d) Cognitive performance

The emotional response that owning or using the product or outlet provides is

a) Instrumental performance

b) Symbolic performance

c) Affective performance

d) Cognitive performance

How will you analyse the post-purchase consumer behaviour? Explain with the help of suitable
charts and related examples.

What is cognitive dissonance? How should a firm tackle with this?

What do you mean by learning? Explain few models of learning with suitable examples.

Explain the cognitive influence on consumer’s preference in selecting the organized and unorganized
apparel Retail stores

What are the various marketing strategies for dissatisfied consumers?

Explain various features of the cognitive dissonance theory.

Unit III

Which of the following is NOT the element of learning theories?

a) Motivation
b) Cues

c) Response

d) Cognition

In Pavlov’s experiment how will you categories the usage of bell as?

a) Unconditioned response

b) Unconditioned stimulus

c) Conditioned stimulus

d) Conditioned response

In Pavlov’s experiment how will you categories the usage of Meat Paste as?

a) Unconditioned response

b) Unconditioned stimulus

c) Conditioned stimulus

d) Conditioned response

In Pavlov’s experiment before repeated pairings, how will you categories the salivation of Dog as?

a) Unconditioned response

b) Unconditioned stimulus

c) Conditioned stimulus

d) Conditioned response

In Pavlov’s experiment after repeated pairings, how will you categories the salivation of Dog as?

a) Unconditioned response

b) Unconditioned stimulus

c) Conditioned stimulus

d) Conditioned response
The learning based on mental information processing is known as?

a) Cognitive learning

b) Behavioral learning

c) Affective learning

d) Conative learning

The learning based on observation of the result of exposure to stimuli is known as?

a) Cognitive learning

b) Behavioral learning

c) Affective learning

d) Conative learning

Which of the following is NOT the part of TRIO of needs?

a) Power

b) Affiliation

c) Affection

d) Achievement

Random thoughts are example of

a) Physiological arousal

b) Emotional arousal

c) Environmental arousal

d) Cognitive arousal

Smell of food is example of

a) Physiological arousal

b) Emotional arousal

c) Environmental arousal

d) Cognitive arousal

Daydreaming is example of

a) Physiological arousal

b) Emotional arousal

c) Environmental arousal

d) Cognitive arousal

What is motivation? What is motivation conflict? Explain various approach of motivation conflict?

What do you mean by trio of needs? How does it help for a marketer to formulate the relevant
marketing strategies for a product?

What do you understand by term ‘Defence Mechanism’? Why are these essential for a marketer to
analyse before formulation of marketing strategy?

What is cognition? How does it differ from conation? Explain various cognitive learning theories with
relevant examples.

What do you mean by information processing? Show its importance with relevant chart.

What do you mean by subliminal stimuli? How does it affect the decision making habit of a
consumer?