M.B.A. (RM) SHOPPER BEHAVIOUR AND RELATIONS MANAGEMENT

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M.B.A. (RM) DEGREE EXAMINATION, MAY 2018.
Third Semester

SHOPPER BEHAVIOUR AND RELATIONS MANAGEMENT

(2013–14 Academic Year and 2014 Calendar Year Onwards)
Time : Three hours Maximum : 100 marks

PART A — (5 x 8 = 40 marks)
Answer any FIVE questions.

1. What is the need to study shopper behaviour? Discuss

2. What is meant by store loyalty? Explain

3. Discuss the Life Style factors involved in shopper behaviour.

4. Highlight the Role of culture in Shopper behaviour.

5. What are the goals of CRM? Explain

6. Explain the aims of stakeholder relationship Management.

7. What are the factors that influence Market Segmentation?

8. Explain customer equity.

PART B — (4 × 15 = 60 marks)
Answer any FOUR questions.

9. Discuss the need of shopper behaviour.

10. Elucidate the process of shopper purchase decision Making.

11. Discuss the life phase factors involved in shopper behaviour.

12. Highlight the role of family influence in shopper behaviour.

13. Discuss the functions of CRM in detail.

14. Highlight the Importance of Environment Management strategy for stakeholder relationship Management.

15. Elucidate the need for Trade body relations in the development of stakeholder relationship Management.

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