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Environment Influences on Consumer Behavior
(Culture)
Chapter 3
Lecturer: Abdul Mubeen Rashidi
Ministry of Higher Education
Mashal University
BBA Department
4th Semester
Consumer Behavior
Everybody in this world is a consumer. Every day of our life we are buying and
consuming an incredible variety of goods and services. However, we all have
different tastes, likes and dislikes and adopt different behavior patterns while
making purchase decisions. Many factors affect how we, as individuals and as
societies, live, buy, and consume. External influences such as culture, ethnicity,
and social class influence how individual consumers buy and use products, and
help explain how groups of consumers behave. The study of culture
encompasses all aspects of a society such as its religion, knowledge, language,
laws, customs, traditions, music, art, technology, work patterns, products, etc.
Culture is an extremely critical and all pervasive influence in our life.
For the purpose of studying consumer behavior, culture can be defined as the
sum total of learned beliefs, values and customs that serve to guide and direct
the consumer behavior of all members of that society.
CULTURE - Meaning
 Formal learning: Parents and elders teach children the proper way to
behave.
 Informal learning: We learn by imitating the behavior of our parents, friends,
or by watching TV and film actors in action
 Technical learning: Instructions are given about the specific method by
which certain things to done such as painting, dancing, singing etc.
Culture is learned through the following three ways:
It has long been recognized that culture influences consumers. Thus, an
understanding of culture enables the marketer to interpret the reaction of
consumer to alternative marketing strategies. Sometimes guidance from cultural
anthropologists is sought in order to gain a better understanding of the
market.
Anthropologists are able to assist the marketer in understanding how culture is
reflected in individuals and in society.
Culture relevance to Marketing Decisions
 Culture is learned.
 Culture regulates society–norms, standards of behavior, rewards and
punishments.
 Culture makes life more efficient
 All members follow same norms.
 Culture is adaptive.
 Culture is environmental.
Characteristics of Culture
Culture also determines what is acceptable with product advertising. Culture
determines what people wear, eat, reside and travel. Cultural values in
Afghanistan are tasty food, Islamic education, respect for age and seniority.
But in our culture today, time scarcity is a growing problem, which implies a
change in meals. Some changes in our culture:
 Convenience: As more and more women are joining the work force there is
an increasing demand for products that help lighten and relieve the daily
household chores, and make life more convenient. This is reflected in the
soaring sale of washing machines, microwaves, pressure cookers, mixer-
grinders, food processors, frozen food etc.
Implication of Culture change for Marketers
 Education: People in our society today wish to acquire relevant education and skills
that would help improve their career prospects. This is evident from the fact that so
many professional, career oriented educational centers are coming up,
 Physical appearance: Today, physical fitness, good health and smart appearance
are on premium today. Slimming centers and beauty parlors are mushrooming in all
major cities of the country. Cosmetics for both women and men are being sold in
increasing numbers.
 Materialism: There is a very definite shift in the people’s cultural value from
spiritualism towards materialism. We are spending more money than ever before on
acquiring products such as air-conditioners, cars CD players etc, which adds to our
physical comfort as well as status.
Implication of Culture change for Marketers
Culture influences the pattern of living, of consumption, of decision-making by
individuals. Culture is acquired and it can be acquired from the family, from the
region or from all that has been around us while we were growing up and
learning the ways of the world.
Material culture influences technology and how it brings cultural changes like
use of telephones, mobile phones, clothing styles and fashions, gives the
marketers a chance to improve the product, packing, etc. to meet the needs of
the customers.
Culture keeps changing slowly over time; and is not static. Changes take place
due to rapid technologies. In case of emergency, war, or natural calamities,
marketers and managers must understand the existing culture as well as the
changing culture and culture of the country where the goods are to be
marketed. Major companies have adapted themselves to international culture
and are accepted globally.
Cultural Influences
There are three broad forms of cultural values as shown in the following figure.
other oriented Environment self oriented
values oriented values values
societies views of societies views of objectives/ approaches
relationship relationship with to life, society finds
between people environment desirable
consumption, purchase, communications
Variation in Cultural Values
I. Other Oriented Values: This shows the relationship between individuals
and the society. The relationship influences marketing practices. If the
society values collective activity, decisions will be taken in a group. It gives
rise to following questions which affect consumer behavior.
Individual/ collective: Whether individual initiation has more value than
collective activity?
Adult/ child theme: Is family life concentrated round children or adults? What
role do children play in decision-making?
Masculine/ Feminine: Whether the society is male dominant or women
dominant or balanced.
Youth/ age: Are prestige roles assigned to younger or older members of the
society.
Variation in Cultural Values
II. Environment Oriented Values:
Cleanliness: If a culture lays too much stress on cleanliness. There is scope for
the sale of beauty creams, soaps, deodorants, insecticides, washing powder,
vacuum cleaner, etc.
Performance/ status: A status oriented society cares for higher standards of
living, and chooses quality goods and established brand names and high prices
items. This is true for the United States, Japan, Singapore, Malaysia, Indonesia,
Thailand and most Arabic countries.
Tradition/ change: In traditional societies, there is less scope for new products,
and old traditional products are in greater demand. In some societies which are
upwardly mobile, consumers are looking for modern methods, new products,
new models and new techniques.
Variation in Cultural Values
Risk taking/ security: An individual who is in a secure position and takes a risk
can be either considered venturesome or foolhardy. This depends on the
culture of the society. For developing new entrepreneurs risk taking is a must. It
leads to new product development, new advertising themes and new channels
of distribution. Security oriented societies have little chances of development
and innovation.
Problem solving/fatalist: A society can be optimistic and have a problem
solving attitude or, be inactive and depend on fate. This has marketing
implications on the registering of complaints when consumers are dissatisfied
with the purchase of the products. Advertising plays an important part and gives
guidance to the consumer, and removes these doubts to a great extent.
Variation in Cultural Values
III. Self-Oriented Values
Active/passive: In many countries, women are also taking an active part in all
activities. This makes the society a highly active one, where everybody is
involved in work.
Material/ non-material: In many societies money is given more importance,
and a lot of emphasis is on being material minded. While in many societies
things like comfort, leisure and relationships get precedence over being
materialistic.
Hard work/leisure: This has marketing implications on labor saving products
and instant foods. Some societies value hard work and consider it as a fuller
life. Others adopt labor saving devices and instant foods to have more leisure
time at their disposal.
Variation in Cultural Values
Thank You

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Cb environment influene on consumer behavior culture

  • 1. Environment Influences on Consumer Behavior (Culture) Chapter 3 Lecturer: Abdul Mubeen Rashidi Ministry of Higher Education Mashal University BBA Department 4th Semester Consumer Behavior
  • 2. Everybody in this world is a consumer. Every day of our life we are buying and consuming an incredible variety of goods and services. However, we all have different tastes, likes and dislikes and adopt different behavior patterns while making purchase decisions. Many factors affect how we, as individuals and as societies, live, buy, and consume. External influences such as culture, ethnicity, and social class influence how individual consumers buy and use products, and help explain how groups of consumers behave. The study of culture encompasses all aspects of a society such as its religion, knowledge, language, laws, customs, traditions, music, art, technology, work patterns, products, etc. Culture is an extremely critical and all pervasive influence in our life.
  • 3. For the purpose of studying consumer behavior, culture can be defined as the sum total of learned beliefs, values and customs that serve to guide and direct the consumer behavior of all members of that society. CULTURE - Meaning
  • 4.  Formal learning: Parents and elders teach children the proper way to behave.  Informal learning: We learn by imitating the behavior of our parents, friends, or by watching TV and film actors in action  Technical learning: Instructions are given about the specific method by which certain things to done such as painting, dancing, singing etc. Culture is learned through the following three ways:
  • 5. It has long been recognized that culture influences consumers. Thus, an understanding of culture enables the marketer to interpret the reaction of consumer to alternative marketing strategies. Sometimes guidance from cultural anthropologists is sought in order to gain a better understanding of the market. Anthropologists are able to assist the marketer in understanding how culture is reflected in individuals and in society. Culture relevance to Marketing Decisions
  • 6.  Culture is learned.  Culture regulates society–norms, standards of behavior, rewards and punishments.  Culture makes life more efficient  All members follow same norms.  Culture is adaptive.  Culture is environmental. Characteristics of Culture
  • 7. Culture also determines what is acceptable with product advertising. Culture determines what people wear, eat, reside and travel. Cultural values in Afghanistan are tasty food, Islamic education, respect for age and seniority. But in our culture today, time scarcity is a growing problem, which implies a change in meals. Some changes in our culture:  Convenience: As more and more women are joining the work force there is an increasing demand for products that help lighten and relieve the daily household chores, and make life more convenient. This is reflected in the soaring sale of washing machines, microwaves, pressure cookers, mixer- grinders, food processors, frozen food etc. Implication of Culture change for Marketers
  • 8.  Education: People in our society today wish to acquire relevant education and skills that would help improve their career prospects. This is evident from the fact that so many professional, career oriented educational centers are coming up,  Physical appearance: Today, physical fitness, good health and smart appearance are on premium today. Slimming centers and beauty parlors are mushrooming in all major cities of the country. Cosmetics for both women and men are being sold in increasing numbers.  Materialism: There is a very definite shift in the people’s cultural value from spiritualism towards materialism. We are spending more money than ever before on acquiring products such as air-conditioners, cars CD players etc, which adds to our physical comfort as well as status. Implication of Culture change for Marketers
  • 9. Culture influences the pattern of living, of consumption, of decision-making by individuals. Culture is acquired and it can be acquired from the family, from the region or from all that has been around us while we were growing up and learning the ways of the world. Material culture influences technology and how it brings cultural changes like use of telephones, mobile phones, clothing styles and fashions, gives the marketers a chance to improve the product, packing, etc. to meet the needs of the customers. Culture keeps changing slowly over time; and is not static. Changes take place due to rapid technologies. In case of emergency, war, or natural calamities, marketers and managers must understand the existing culture as well as the changing culture and culture of the country where the goods are to be marketed. Major companies have adapted themselves to international culture and are accepted globally. Cultural Influences
  • 10. There are three broad forms of cultural values as shown in the following figure. other oriented Environment self oriented values oriented values values societies views of societies views of objectives/ approaches relationship relationship with to life, society finds between people environment desirable consumption, purchase, communications Variation in Cultural Values
  • 11. I. Other Oriented Values: This shows the relationship between individuals and the society. The relationship influences marketing practices. If the society values collective activity, decisions will be taken in a group. It gives rise to following questions which affect consumer behavior. Individual/ collective: Whether individual initiation has more value than collective activity? Adult/ child theme: Is family life concentrated round children or adults? What role do children play in decision-making? Masculine/ Feminine: Whether the society is male dominant or women dominant or balanced. Youth/ age: Are prestige roles assigned to younger or older members of the society. Variation in Cultural Values
  • 12. II. Environment Oriented Values: Cleanliness: If a culture lays too much stress on cleanliness. There is scope for the sale of beauty creams, soaps, deodorants, insecticides, washing powder, vacuum cleaner, etc. Performance/ status: A status oriented society cares for higher standards of living, and chooses quality goods and established brand names and high prices items. This is true for the United States, Japan, Singapore, Malaysia, Indonesia, Thailand and most Arabic countries. Tradition/ change: In traditional societies, there is less scope for new products, and old traditional products are in greater demand. In some societies which are upwardly mobile, consumers are looking for modern methods, new products, new models and new techniques. Variation in Cultural Values
  • 13. Risk taking/ security: An individual who is in a secure position and takes a risk can be either considered venturesome or foolhardy. This depends on the culture of the society. For developing new entrepreneurs risk taking is a must. It leads to new product development, new advertising themes and new channels of distribution. Security oriented societies have little chances of development and innovation. Problem solving/fatalist: A society can be optimistic and have a problem solving attitude or, be inactive and depend on fate. This has marketing implications on the registering of complaints when consumers are dissatisfied with the purchase of the products. Advertising plays an important part and gives guidance to the consumer, and removes these doubts to a great extent. Variation in Cultural Values
  • 14. III. Self-Oriented Values Active/passive: In many countries, women are also taking an active part in all activities. This makes the society a highly active one, where everybody is involved in work. Material/ non-material: In many societies money is given more importance, and a lot of emphasis is on being material minded. While in many societies things like comfort, leisure and relationships get precedence over being materialistic. Hard work/leisure: This has marketing implications on labor saving products and instant foods. Some societies value hard work and consider it as a fuller life. Others adopt labor saving devices and instant foods to have more leisure time at their disposal. Variation in Cultural Values