BBA 7th Semester
Consumer Behaviour Board Question Paper 2025

Define consumer behavior.

Write down the steps involved in consumer buying decision process.

Point out the sources of consumer information.

Differentiate between conjunctive and disjunctive decision rules.

Show your acquaintance with post purchase dissonance.

State any two characteristics of culture.

What is customer dissatisfaction?

State the use of information search on the internet.

What do you mean by lexicographic decision rule?

What is the influence of social class in consumer behavior?

Describe in brief the marketing implications of problem recognition.

Differentiate between rational choice and affective choice with an example.

Enumerate the steps involved in the process of perception.

Differentiate between consumer personality and brand personality with suitable example.

Describe the role of consumer motives.

Briefly explain the types of consumer search activities.

How do reference groups influence consumer behavior? Elucidate.

Discuss the application of consumer behavior knowledge in public policy decisions.

"Product disposal is the process of discarding, reselling or repurposing of product." In the light of this statement, elaborate on the product disposition methods.

Explain the sources of attitude development.

Discuss about the Nepalese core cultural values that must be considered by business person before and at the time of doing business.

Analyze the following case carefully and answer the questions that follow:

Himalayan Organics, a Nepali skincare company, recently launched a line of herbal beauty products such as face wash, moisturizer, and sunscreen made from natural Himalayan herbs. Their primary target was young urban consumers, especially students and working women, who are increasingly health-conscious and motivated to use safe, natural, and eco-friendly products.

Many consumers were motivated to try these products because they wanted healthier skin, believed in the benefits of natural herbs, and wanted to avoid harmful chemicals present in foreign brands. Social recognition and the desire to "look good naturally" also acted as strong motives. The company provided free samples in shopping malls and beauty salons, allowing customers to test the product. Positive results and word-of-mouth created reinforcement, and repeat purchases showed that consumer learning had taken place.

Some consumers perceived Himalayan Organics as "authentic and affordable," while others believed that "foreign brands are still superior." Their perception was shaped by product packaging, advertisements featuring popular celebrities, and past experiences with herbal products. Consumers with outgoing and modern personalities associated themselves with international brands, while those with environmentally conscious and health-oriented personalities relied more on Himalayas. The company positioned its brand personality as natural, trustworthy, and youthful to match the target group's self-image.

Over time, positive attitudes developed among loyal users through repeated satisfaction, health benefits, and eco-friendly branding. However, a segment of consumers still carried negative attitudes due to skepticism about the effectiveness of local brands, which came from family influences, peer opinions, and exposure to foreign advertisements.

Questions:
a. What role did consumer motivations play in influencing buyers of Himalayan Organics products? Discuss.
b. Explain how consumer learning occurred in this case. Identify the principal elements of learning reflected in the strategy.
c. Discuss how consumer perception and personality influenced brand choice in this case.
d. "Consumer attitude is shaped by both personal experiences and external influences". Justify this statement with reference to the case. Sonnet 4.5Cl