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Consumer Behavior
Processes a consumer uses to make purchase decisions, as well as to use and dispose of purchased goods or services; also includes factors that influence purchase decisions and the product use.
Consumer Behavior
Understanding Consumer Behavior
consumers make purchase decisions Consumer behavior
= HOW
consumers use and dispose of product
Need Recognition
Need Recognition
Result of an imbalance between actual and desired states.
Need Recognition
Present Status
Preferre d State
Marketing helps consumers recognize an imbalance between present status and preferred state.
Stimulus
Stimulus
Any unit of input affecting one or more of the five senses:
sight smell taste touch hearing
Information Search
Internal Information Search
Evoked Set
Evoked Set
Group of brands, resulting from an information search, from which a buyer can choose
Purchase!
Purchase
To buy or not to buy...
Need 1 Recognition
Information Search
Evaluate 3 Alternatives
Purchase
PSYCHOLOGICAL
Cognitive Dissonance
Cognitive Dissonance
Inner tension that a consumer experiences after recognizing an inconsistency between behavior and values15 or opinions.
Postpurchase Behavior
Consumers can reduce dissonance by:
Seeking information that reinforces positive ideas about the purchase
Avoiding information that contradicts the purchase decision
Identify the types of consumer buying decisions and discuss the significance a of consumer involvement
Less Involvement
More Involvement
Quick decision
Social Visibility
In-store promotion, eye-catching package design, and good displays. Coupons, cents-off, 2-for-1 offers
SUMMARY
Consumer Buying Decisions and Consumer Involvement
Previous experience Interest Perceived risk of negative consequences Situation Social visibility
Extensive
Limited Routine
Cultural Factors
Social Factors
Individual Factors
Psychological Factors
Culture
Culture
Set of values, norms, attitudes, and other meaningful symbols that shape human behavior and the artifacts, or products, of that behavior as they are transmitted from one generation to the next.
Components of Culture
Values Language
Myths
Customs Rituals Laws Material artifacts
Culture is. . .
Pervasive Functional
Learned
Dynamic
Value
Value
Enduring belief that a specific mode of conduct is personally or socially preferable to another mode of conduct.
Subculture
Subculture
A homogeneous group of people who share elements of the overall culture as well as unique elements of their own group.
Social Class
Social Class
A group of people in a society who are considered nearly equal in status or community esteem, who regularly socialize among themselves both formally and informally, and who share behavioral norms.
Wealth
Other Variables
Social Influences
Reference Groups
Opinion Leaders
38
Family Members
Reference Group
Reference Group
Reference Groups
Primary
Direct
Secondary
Reference Groups
Aspirational 40
Indirect
Nonaspirational
41
Opinion Leaders
Opinion Leaders
An individual who influences the opinion of others.
42
Opinion Leaders
Marketers are looking to Web logs, or blogs, to find opinion leaders
Teenagers Movie stars
43
Sports figures
Celebrities
Family
Purchase Process Roles in the Family
Initiators
Influencers
Decision Makers Purchasers Consumers
44
45
SUMMARY
Social Factors
Reference Groups
Information sources Affect aspiration levels Constrain or stimulate consumer behavior
Opinion Leaders
Celebrities
Socialization Process
Family
Initiators Decision Makers Consumers Influencers Purchasers
Individual Influences
Gender
Psychological Influences
Perception
Motivation
Learning Beliefs & Attitudes
Perception
Perception
Process by which people select, organize, and interpret stimuli into a meaningful and coherent picture.
Perception
Selective Exposure
Selective Distortion
Selective Retention
Perception
Consumer notices certain stimuli and ignores others Consumer changes or distorts information that conflicts with feelings or beliefs Consumer remembers only that information that supports personal beliefs
Motivation
Maslows Hierarchy of Needs
A method of classifying human needs and motivations into five categories in ascending order of importance.
Types of Learning
Experiential
Conceptual
Belief
Attitude
Changing Attitudes
Change beliefs about the brands attributes Change the relative importance of these beliefs Add new beliefs
SUMMARY
Psychological Factors
Selective Exposure
Perception
Selective Retention Selective Exposure
Needs
Motivation
Psychological Safety Social Esteem Esteem
Learning
Experiential
Conceptual