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Perception
CONSUMER
BEHAVIOR, 10e
Michael R. Solomon
2-1
Copyright 2013 Pearson Education
Learning Objectives
When you finish this chapter, you should
understand why:
1.Perception is a three-stage process that
translates raw stimuli into meaning.
2.The design of a product today is a key
driver of its success or failure.
3.Products and commercial messages often
appeal to our senses, but we wont be
influenced by most of them.
Copyright 2013 Pearson Education
2-2
2-3
http://rumor.nownews.com/2009/07/23/515-2482135.htm
Learning Objective 1
2-6
2-7
2-9
For Reflection
2-10
Learning Objective 2
The design of a
product is now a key
driver of its success
or failure.
2-11
For Reflection
2-12
Learning Objective 3
2-13
Sensory Systems
Vision
Scent
Sound
Touch
Taste
2-14
natto
durian
music1
music2
For Reflection
2-18
Learning Objective 4
2-19
Sensory Thresholds
2-20
For Reflection
2-21
10% off. K
A. price: NT$5,000
B. price: NT$1,000
i
K
I
Learning Objective 5
Subliminal advertising
is a controversial but
largely ineffective way
to talk to consumers
Drink coke and eat
popcorn
First proved to have
subliminal effect on
encouraging consumption
Finally a false / artificial
finding
2-23
Subliminal Techniques
2-24
Learning Objective 6
2-26
Attention
2-27
Personal Selection
Experience
Perceptual filters
Perceptual
vigilance
Perceptual
defense
Adaptation
Stimulus Selection
Contrast
Size
Color
Position
Novelty
2-28
Intensity
Duration
Discrimination
Exposure
Relevance
2-29
Interpretation
2-30
Stimulus Organization
2-31
Organization: Figure-ground
Application of the
Figure-Ground Principle
2-33
Organization
Principles
Figure and
ground
Grouping
Closure
to form a unified
impression or
concept.
Grouping helps
memory and recall.
E.g. how to remember
telephone number
463-8800 (two
chucks)
34
Chapter Six
Slide
Organization
Principles
Figure and
ground
Grouping
Closure
Chapter Six
Slide
Learning Objective 7
2-37
Perceptual Positioning
2-38
Perceptual Mapping
39
Chapter Six
Slide
Price leadership
Attributes
Product class
Competitors
Occasions
Users
Quality
2-40
For Reflection
2-41
Chapter Summary
2-42