BMGT 411: Chapter 5
Analyzing Consumer Markets
Chapter Questions
• How do consumer characteristics influence buying behavior?

• What major psychological processes influen...
What Influences Consumer Behavior?
• Consumer behavior—the study of how individuals, groups, and organizations
select, buy,...
Cultural Factors
• Culture is the most fundamental determinant of a person’s wants and
behavior.

• Consists of subculture...
Social Classes
• Upper uppers

• Lower uppers

• Upper middles

• Middle class

• Working class

• Upper lowers

• Lower l...
Income Gap in the US
https://www.census.gov/prod/2013pubs/
p60-245.pdf
https://www.census.gov/prod/2013pubs/
p60-245.pdf
Citi Hourglass Theory
P&G High/Low
New Business Models
Other Examples
• What other examples do you have of macroeconomic changes in the US
influencing product/service changes?
Social Factors
• Reference groups—consist of all of the groups that have a direct or indirect
influence on a person’s attit...
Social Media Opinion
Leaders
Personal Factors
• Age

• Life cycle stage

• Occupation

• Economic circumstances

• Personality

• Self-concept

• Lifes...
Examples of Values Driving Changing Products
Other Examples?
• What are your top values?

• Do your favorite brands reflect those values?

• Does this make you a longer...
Key Psychological Processes
• Motivation

• Perception

• Learning

• Memory
Key Psychological Processes
• Freud’s Theory

• Behavior is guided by subconscious motivations.

• Maslow’s Hierarchy of N...
Figure 5.1 Model of
Consumer Behavior
Perception
• Perception—the process by which we select, organize,
and interpret information inputs to create a meaningful
...
Learning
• Learning induces changes in our behavior arising from experience

• A first positive experience with a brand is ...
Five Stage Model of
Consumer Buying
Book Example
Five Stage Model of
Consumer Buying
Chapter 2 Notes
The Product Decision Process
!
!
• Use the above matrix to make a buying decision for the following items:

• Gas

• A new...
Basic Concepts Underlying the Consumer
Evaluation Process
• Consumer is trying to satisfy a need.

• Consumer is looking f...
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bmgt 411 marketing management fall 2014 chris lovett

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Bmgt 411 chapter_5

  1. 1. BMGT 411: Chapter 5 Analyzing Consumer Markets
  2. 2. Chapter Questions • How do consumer characteristics influence buying behavior? • What major psychological processes influence consumer responses to marketing? • How do marketers analyze consumer decision making?
  3. 3. What Influences Consumer Behavior? • Consumer behavior—the study of how individuals, groups, and organizations select, buy, and dispose of goods, services, ideas, or experiences to satisfy their needs and desires. • Influences: • Cultural factors • Social factors • Personal factors
  4. 4. Cultural Factors • Culture is the most fundamental determinant of a person’s wants and behavior. • Consists of subcultures that provide more specific identification and socialization for their members. • Social class—relatively homogeneous and enduring divisions in a society.
  5. 5. Social Classes • Upper uppers • Lower uppers • Upper middles • Middle class • Working class • Upper lowers • Lower lowers
  6. 6. Income Gap in the US
  7. 7. https://www.census.gov/prod/2013pubs/ p60-245.pdf
  8. 8. https://www.census.gov/prod/2013pubs/ p60-245.pdf
  9. 9. Citi Hourglass Theory
  10. 10. P&G High/Low
  11. 11. New Business Models
  12. 12. Other Examples • What other examples do you have of macroeconomic changes in the US influencing product/service changes?
  13. 13. Social Factors • Reference groups—consist of all of the groups that have a direct or indirect influence on a person’s attitudes or behavior. • Membership groups (primary and secondary)—groups having direct influence: family, friends, co-workers, neighbors • Aspirational groups—those a person hopes to join • Dissociative groups—those whose values or behavior an individual rejects • Opinion leader—the person who offers informal advice or information about a specific product or product category.
  14. 14. Social Media Opinion Leaders
  15. 15. Personal Factors • Age • Life cycle stage • Occupation • Economic circumstances • Personality • Self-concept • Lifestyles • Values
  16. 16. Examples of Values Driving Changing Products
  17. 17. Other Examples? • What are your top values? • Do your favorite brands reflect those values? • Does this make you a longer term customer? Remember CLTV?
  18. 18. Key Psychological Processes • Motivation • Perception • Learning • Memory
  19. 19. Key Psychological Processes • Freud’s Theory • Behavior is guided by subconscious motivations. • Maslow’s Hierarchy of Needs Theory • Human needs are arranged in a hierarchy from most to least pressing— physiological, safety, social, esteem, and self-actualization. • Behavior is driven by lowest unmet need. • Herzberg’s Two-Factor Theory • The absence of dis-satisfiers is not enough to motivate a purchase;satisfiers must be present.
  20. 20. Figure 5.1 Model of Consumer Behavior
  21. 21. Perception • Perception—the process by which we select, organize, and interpret information inputs to create a meaningful picture of the world. • Selective attention: Consumers can only absorb so much information, that is why targeted marketing is so key for ROI • Selective distortion: Customers may interpret information that fits preconceptions
  22. 22. Learning • Learning induces changes in our behavior arising from experience • A first positive experience with a brand is key to companies • Drive—a strong internal stimulus that impels action. • Cues—minor stimuli that determine when, where, and how a person responds.
  23. 23. Five Stage Model of Consumer Buying Book Example
  24. 24. Five Stage Model of Consumer Buying Chapter 2 Notes
  25. 25. The Product Decision Process ! ! • Use the above matrix to make a buying decision for the following items: • Gas • A new PC • Graduate School • A New Car
  26. 26. Basic Concepts Underlying the Consumer Evaluation Process • Consumer is trying to satisfy a need. • Consumer is looking for certain benefits. • Consumer sees each product as a bundle of attributes with varying abilities for delivering th benefits to satisfy this need. • Belief—a descriptive thought a person holds about something. • Attitude—enduring favorable or unfavorable evaluations, feelings, and action tendencies toward some object or idea. • Expectancy-value model—consumers evaluate products and services by combining their brand beliefs according to importance.
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