DISTANCE EDUCATION
M.B.A DEGREE EXAMINATION, MAY 2017.
Third Semester
SHOPPERS BEHAVIOUR AND RELATIONS
MANAGEMENT
(Upto 2012-13 Academic year and 2013 Calendar year)
Time Three hours Maximum 100 marks
PART A — × 8 40 marks)
Answer any FIVE questions.
1. Explain the importance of Shopper Behaviour.
2. Explain how shoppers behaviour principle is applicable to
strategic marketing.
3. Under shoppers decision process, explain how a buyer
will search information for purchase.
4. What is the significance of post-purchase behaviour?
5. State the different life phases of customers.
6. Write short notes on:
Culture
Sub-culture.
7. What are the characteristics of customer Relationship
management?
Sub. Code
31
DE-803
2
Ws3
8. Write short note on:
Trade body relations.
Employee relation.
PART B — × 15 60 marks)
Answer any FOUR questions.
9. Describe the various concepts of shoppers bahaviour.
10. Enumerate the problems in shopper decision process.
11. Discuss the factors to be considered for repeated visit of
buyer.
12. State the learning based factors that influence the
shoppers behaviour.
13. Explain the external determinants of shoppers behaviour.
14. Explain the important goals of customer relationship
management.
15. Describe the importance of environmental management
under stakeholder relationship management.