Submit Search
Upload
Marketing Management - Chapter 6
•
9 likes
•
2,700 views
Perkha Khan
Follow
Analyzing Consumer Markets
Read less
Read more
Marketing
Report
Share
Report
Share
1 of 25
Download now
Download to read offline
Recommended
Marketing Management - Chapter 8
Marketing Management - Chapter 8
Perkha Khan
Marketing Management - Chapter 5
Marketing Management - Chapter 5
Perkha Khan
Marketing Management - Chapter 10
Marketing Management - Chapter 10
Perkha Khan
kotler Marketing management chapter 4.PPT
kotler Marketing management chapter 4.PPT
Hadi Khan
Marketing Management - Chapter 7
Marketing Management - Chapter 7
Perkha Khan
Marketing Management - Chapter 3
Marketing Management - Chapter 3
Perkha Khan
Marketing Management - Chapter 12
Marketing Management - Chapter 12
Perkha Khan
Kotler mm 14e 07 ippt
Kotler mm 14e 07 ippt
Ehab Yousry
Recommended
Marketing Management - Chapter 8
Marketing Management - Chapter 8
Perkha Khan
Marketing Management - Chapter 5
Marketing Management - Chapter 5
Perkha Khan
Marketing Management - Chapter 10
Marketing Management - Chapter 10
Perkha Khan
kotler Marketing management chapter 4.PPT
kotler Marketing management chapter 4.PPT
Hadi Khan
Marketing Management - Chapter 7
Marketing Management - Chapter 7
Perkha Khan
Marketing Management - Chapter 3
Marketing Management - Chapter 3
Perkha Khan
Marketing Management - Chapter 12
Marketing Management - Chapter 12
Perkha Khan
Kotler mm 14e 07 ippt
Kotler mm 14e 07 ippt
Ehab Yousry
Marketing Management - Chapter 11
Marketing Management - Chapter 11
Perkha Khan
Kotler mm 14e 06 ippt
Kotler mm 14e 06 ippt
Ehab Yousry
Kotler mm 14e 09 ippt
Kotler mm 14e 09 ippt
Ehab Yousry
Principles of Marketing - Chapter 6
Principles of Marketing - Chapter 6
Perkha Khan
Marketing Management - Chapter 1
Marketing Management - Chapter 1
Perkha Khan
Kotler mm 14e 08 ippt
Kotler mm 14e 08 ippt
Ehab Yousry
Marketing Management - Chapter 2
Marketing Management - Chapter 2
Perkha Khan
Chapter 3 marketing
Chapter 3 marketing
Rayjenn Danielle Ferriols
Kotlermm14ch06dppt 7
Kotlermm14ch06dppt 7
Youth for Better Future
Kotler mm 14e_03_ippt
Kotler mm 14e_03_ippt
Happy Haha
Chapter #5
Chapter #5
Rayjenn Danielle Ferriols
Marketing Chapter no 6
Marketing Chapter no 6
Haroon Ahmed
Kotler mm15e inppt_05
Kotler mm15e inppt_05
Ehab Yousry
Chapter2 marketing management
Chapter2 marketing management
umar0007
Marketing Management - Chapter 9
Marketing Management - Chapter 9
Perkha Khan
Chapter #6
Chapter #6
Rayjenn Danielle Ferriols
Kotler mm 14e 14 ippt
Kotler mm 14e 14 ippt
Ehab Yousry
Kotler mm 14e 11 ippt
Kotler mm 14e 11 ippt
Ehab Yousry
Kotler mm14 ch01_dppt
Kotler mm14 ch01_dppt
KHALED AL-SAWY
Principles of Marketing - Chapter 4
Principles of Marketing - Chapter 4
Perkha Khan
Ch6 lec7&8
Ch6 lec7&8
Muzammil Hassan
Chap 6
Chap 6
umar0007
More Related Content
What's hot
Marketing Management - Chapter 11
Marketing Management - Chapter 11
Perkha Khan
Kotler mm 14e 06 ippt
Kotler mm 14e 06 ippt
Ehab Yousry
Kotler mm 14e 09 ippt
Kotler mm 14e 09 ippt
Ehab Yousry
Principles of Marketing - Chapter 6
Principles of Marketing - Chapter 6
Perkha Khan
Marketing Management - Chapter 1
Marketing Management - Chapter 1
Perkha Khan
Kotler mm 14e 08 ippt
Kotler mm 14e 08 ippt
Ehab Yousry
Marketing Management - Chapter 2
Marketing Management - Chapter 2
Perkha Khan
Chapter 3 marketing
Chapter 3 marketing
Rayjenn Danielle Ferriols
Kotlermm14ch06dppt 7
Kotlermm14ch06dppt 7
Youth for Better Future
Kotler mm 14e_03_ippt
Kotler mm 14e_03_ippt
Happy Haha
Chapter #5
Chapter #5
Rayjenn Danielle Ferriols
Marketing Chapter no 6
Marketing Chapter no 6
Haroon Ahmed
Kotler mm15e inppt_05
Kotler mm15e inppt_05
Ehab Yousry
Chapter2 marketing management
Chapter2 marketing management
umar0007
Marketing Management - Chapter 9
Marketing Management - Chapter 9
Perkha Khan
Chapter #6
Chapter #6
Rayjenn Danielle Ferriols
Kotler mm 14e 14 ippt
Kotler mm 14e 14 ippt
Ehab Yousry
Kotler mm 14e 11 ippt
Kotler mm 14e 11 ippt
Ehab Yousry
Kotler mm14 ch01_dppt
Kotler mm14 ch01_dppt
KHALED AL-SAWY
Principles of Marketing - Chapter 4
Principles of Marketing - Chapter 4
Perkha Khan
What's hot
(20)
Marketing Management - Chapter 11
Marketing Management - Chapter 11
Kotler mm 14e 06 ippt
Kotler mm 14e 06 ippt
Kotler mm 14e 09 ippt
Kotler mm 14e 09 ippt
Principles of Marketing - Chapter 6
Principles of Marketing - Chapter 6
Marketing Management - Chapter 1
Marketing Management - Chapter 1
Kotler mm 14e 08 ippt
Kotler mm 14e 08 ippt
Marketing Management - Chapter 2
Marketing Management - Chapter 2
Chapter 3 marketing
Chapter 3 marketing
Kotlermm14ch06dppt 7
Kotlermm14ch06dppt 7
Kotler mm 14e_03_ippt
Kotler mm 14e_03_ippt
Chapter #5
Chapter #5
Marketing Chapter no 6
Marketing Chapter no 6
Kotler mm15e inppt_05
Kotler mm15e inppt_05
Chapter2 marketing management
Chapter2 marketing management
Marketing Management - Chapter 9
Marketing Management - Chapter 9
Chapter #6
Chapter #6
Kotler mm 14e 14 ippt
Kotler mm 14e 14 ippt
Kotler mm 14e 11 ippt
Kotler mm 14e 11 ippt
Kotler mm14 ch01_dppt
Kotler mm14 ch01_dppt
Principles of Marketing - Chapter 4
Principles of Marketing - Chapter 4
Similar to Marketing Management - Chapter 6
Ch6 lec7&8
Ch6 lec7&8
Muzammil Hassan
Chap 6
Chap 6
umar0007
Analyzing consumer markets chp 6
Analyzing consumer markets chp 6
Hajra Arif
Analyzing consumer markets chp 6
Analyzing consumer markets chp 6
Hajra Arif
Kotlermm13 chapter 06
Kotlermm13 chapter 06
Youth for Better Future
Principlesof marketing 05 [compatibility mode]
Principlesof marketing 05 [compatibility mode]
Fraz Ali
03cbmarketsegmentationandtargeting-111226003440-phpapp01.pptx
03cbmarketsegmentationandtargeting-111226003440-phpapp01.pptx
MdGhulamRabbany
Chapter #5.ppt
Chapter #5.ppt
agreshgupta
Dasrat goswami (2)
Dasrat goswami (2)
Dasrat goswami
principle of Marketing chapter 09
principle of Marketing chapter 09
University Of Central Punjab
Ins ppt ch06
Ins ppt ch06
reneelynn2012
Kotler pom13e instructor_03
Kotler pom13e instructor_03
Hùssâîn Mîrzã
Kotler mm 14e_06_ippt
Kotler mm 14e_06_ippt
iothman10
Chapter #5.ppt
Chapter #5.ppt
Abdul Qureshi
Chp-5 Consumer Behavior.pptx.ppt
Chp-5 Consumer Behavior.pptx.ppt
NildaRasulung
Kotler pom13e student_05
Kotler pom13e student_05
MohdAlifHafifi
Kotler_mm15e_inppt_06.ppt
Kotler_mm15e_inppt_06.ppt
ShrutiSavant1
CHAPTER 5 PRINCIPLES OF MARKETING.pptx for students
CHAPTER 5 PRINCIPLES OF MARKETING.pptx for students
MariaErikaFerrer
Principles of Marketing Chapter #5
Principles of Marketing Chapter #5
Jan Muhammad
Chapter 05.ppt
Chapter 05.ppt
TayyabBaig6
Similar to Marketing Management - Chapter 6
(20)
Ch6 lec7&8
Ch6 lec7&8
Chap 6
Chap 6
Analyzing consumer markets chp 6
Analyzing consumer markets chp 6
Analyzing consumer markets chp 6
Analyzing consumer markets chp 6
Kotlermm13 chapter 06
Kotlermm13 chapter 06
Principlesof marketing 05 [compatibility mode]
Principlesof marketing 05 [compatibility mode]
03cbmarketsegmentationandtargeting-111226003440-phpapp01.pptx
03cbmarketsegmentationandtargeting-111226003440-phpapp01.pptx
Chapter #5.ppt
Chapter #5.ppt
Dasrat goswami (2)
Dasrat goswami (2)
principle of Marketing chapter 09
principle of Marketing chapter 09
Ins ppt ch06
Ins ppt ch06
Kotler pom13e instructor_03
Kotler pom13e instructor_03
Kotler mm 14e_06_ippt
Kotler mm 14e_06_ippt
Chapter #5.ppt
Chapter #5.ppt
Chp-5 Consumer Behavior.pptx.ppt
Chp-5 Consumer Behavior.pptx.ppt
Kotler pom13e student_05
Kotler pom13e student_05
Kotler_mm15e_inppt_06.ppt
Kotler_mm15e_inppt_06.ppt
CHAPTER 5 PRINCIPLES OF MARKETING.pptx for students
CHAPTER 5 PRINCIPLES OF MARKETING.pptx for students
Principles of Marketing Chapter #5
Principles of Marketing Chapter #5
Chapter 05.ppt
Chapter 05.ppt
More from Perkha Khan
Unified Theory of Acceptance and Use of Technology.pptx
Unified Theory of Acceptance and Use of Technology.pptx
Perkha Khan
Technology Acceptance Model (TAM) .pptx
Technology Acceptance Model (TAM) .pptx
Perkha Khan
Integrated marketing communication
Integrated marketing communication
Perkha Khan
Principles of Marketing - Chapter 20
Principles of Marketing - Chapter 20
Perkha Khan
Principles of Marketing - Chapter 19
Principles of Marketing - Chapter 19
Perkha Khan
Principles of Marketing - Chapter 18
Principles of Marketing - Chapter 18
Perkha Khan
Principles of Marketing - Chapter 17
Principles of Marketing - Chapter 17
Perkha Khan
Principles of Marketing - Chapter 16
Principles of Marketing - Chapter 16
Perkha Khan
Principles of Marketing - Chapter 15
Principles of Marketing - Chapter 15
Perkha Khan
Principles of Marketing - Chapter 14
Principles of Marketing - Chapter 14
Perkha Khan
Principles of Marketing - Chapter 13
Principles of Marketing - Chapter 13
Perkha Khan
Principles of Marketing - Chapter 12
Principles of Marketing - Chapter 12
Perkha Khan
Principles of Marketing - Chapter 11
Principles of Marketing - Chapter 11
Perkha Khan
Principles of Marketing - Chapter 10
Principles of Marketing - Chapter 10
Perkha Khan
Principles of Marketing - Chapter 9
Principles of Marketing - Chapter 9
Perkha Khan
Principles of Marketing - Chapter 8
Principles of Marketing - Chapter 8
Perkha Khan
Principles of Marketing - Chapter 7
Principles of Marketing - Chapter 7
Perkha Khan
Principles of Marketing - Chapter 2
Principles of Marketing - Chapter 2
Perkha Khan
More from Perkha Khan
(18)
Unified Theory of Acceptance and Use of Technology.pptx
Unified Theory of Acceptance and Use of Technology.pptx
Technology Acceptance Model (TAM) .pptx
Technology Acceptance Model (TAM) .pptx
Integrated marketing communication
Integrated marketing communication
Principles of Marketing - Chapter 20
Principles of Marketing - Chapter 20
Principles of Marketing - Chapter 19
Principles of Marketing - Chapter 19
Principles of Marketing - Chapter 18
Principles of Marketing - Chapter 18
Principles of Marketing - Chapter 17
Principles of Marketing - Chapter 17
Principles of Marketing - Chapter 16
Principles of Marketing - Chapter 16
Principles of Marketing - Chapter 15
Principles of Marketing - Chapter 15
Principles of Marketing - Chapter 14
Principles of Marketing - Chapter 14
Principles of Marketing - Chapter 13
Principles of Marketing - Chapter 13
Principles of Marketing - Chapter 12
Principles of Marketing - Chapter 12
Principles of Marketing - Chapter 11
Principles of Marketing - Chapter 11
Principles of Marketing - Chapter 10
Principles of Marketing - Chapter 10
Principles of Marketing - Chapter 9
Principles of Marketing - Chapter 9
Principles of Marketing - Chapter 8
Principles of Marketing - Chapter 8
Principles of Marketing - Chapter 7
Principles of Marketing - Chapter 7
Principles of Marketing - Chapter 2
Principles of Marketing - Chapter 2
Recently uploaded
Digital Marketing Spotlight: Lifecycle Advertising Strategies.pdf
Digital Marketing Spotlight: Lifecycle Advertising Strategies.pdf
Demandbase
DIGITAL MARKETING STRATEGY_INFOGRAPHIC IMAGE.pdf
DIGITAL MARKETING STRATEGY_INFOGRAPHIC IMAGE.pdf
mayanksharma0441
From Chance to Choice - Tactical Link Building for International SEO
From Chance to Choice - Tactical Link Building for International SEO
Szymon Słowik
Master the Art of Digital Recruitment in Asia.pdf
Master the Art of Digital Recruitment in Asia.pdf
Higher Education Marketing
Fueling A_B experiments with behavioral insights (1).pdf
Fueling A_B experiments with behavioral insights (1).pdf
VWO
Jai Institute for Parenting Program Guide
Jai Institute for Parenting Program Guide
kiva6
VIP Call Girls In Green Park 9654467111 Escorts Service
VIP Call Girls In Green Park 9654467111 Escorts Service
Sapana Sha
Inbound Marekting 2.0 - The Paradigm Shift in Marketing | Axon Garside
Inbound Marekting 2.0 - The Paradigm Shift in Marketing | Axon Garside
robwhite630290
marketing strategy of tanishq word PPROJECT.pdf
marketing strategy of tanishq word PPROJECT.pdf
arsathsahil
Snapshot of Consumer Behaviors of March 2024-EOLiSurvey (EN).pdf
Snapshot of Consumer Behaviors of March 2024-EOLiSurvey (EN).pdf
Eastern Online-iSURVEY
DIGITAL MARKETING COURSE IN BTM -Influencer Marketing Strategy
DIGITAL MARKETING COURSE IN BTM -Influencer Marketing Strategy
SouvikRay24
How To Utilize Calculated Properties in your HubSpot Setup
How To Utilize Calculated Properties in your HubSpot Setup
ssuser4571da
Red bull marketing presentation pptxxxxx
Red bull marketing presentation pptxxxxx
216310017
The Pitfalls of Keyword Stuffing in SEO Copywriting
The Pitfalls of Keyword Stuffing in SEO Copywriting
Juan Pineda
Social Samosa Guidebook for SAMMIES 2024.pdf
Social Samosa Guidebook for SAMMIES 2024.pdf
Social Samosa
ASO Process: What is App Store Optimization
ASO Process: What is App Store Optimization
Ali Raza
Best Persuasive selling skills presentation.pptx
Best Persuasive selling skills presentation.pptx
MasterPhil1
Mastering SEO in the Evolving AI-driven World
Mastering SEO in the Evolving AI-driven World
Scalenut
What are the 4 characteristics of CTAs that convert?
What are the 4 characteristics of CTAs that convert?
Juan Pineda
McDonald's: A Journey Through Time (PPT)
McDonald's: A Journey Through Time (PPT)
DEVARAJV16
Recently uploaded
(20)
Digital Marketing Spotlight: Lifecycle Advertising Strategies.pdf
Digital Marketing Spotlight: Lifecycle Advertising Strategies.pdf
DIGITAL MARKETING STRATEGY_INFOGRAPHIC IMAGE.pdf
DIGITAL MARKETING STRATEGY_INFOGRAPHIC IMAGE.pdf
From Chance to Choice - Tactical Link Building for International SEO
From Chance to Choice - Tactical Link Building for International SEO
Master the Art of Digital Recruitment in Asia.pdf
Master the Art of Digital Recruitment in Asia.pdf
Fueling A_B experiments with behavioral insights (1).pdf
Fueling A_B experiments with behavioral insights (1).pdf
Jai Institute for Parenting Program Guide
Jai Institute for Parenting Program Guide
VIP Call Girls In Green Park 9654467111 Escorts Service
VIP Call Girls In Green Park 9654467111 Escorts Service
Inbound Marekting 2.0 - The Paradigm Shift in Marketing | Axon Garside
Inbound Marekting 2.0 - The Paradigm Shift in Marketing | Axon Garside
marketing strategy of tanishq word PPROJECT.pdf
marketing strategy of tanishq word PPROJECT.pdf
Snapshot of Consumer Behaviors of March 2024-EOLiSurvey (EN).pdf
Snapshot of Consumer Behaviors of March 2024-EOLiSurvey (EN).pdf
DIGITAL MARKETING COURSE IN BTM -Influencer Marketing Strategy
DIGITAL MARKETING COURSE IN BTM -Influencer Marketing Strategy
How To Utilize Calculated Properties in your HubSpot Setup
How To Utilize Calculated Properties in your HubSpot Setup
Red bull marketing presentation pptxxxxx
Red bull marketing presentation pptxxxxx
The Pitfalls of Keyword Stuffing in SEO Copywriting
The Pitfalls of Keyword Stuffing in SEO Copywriting
Social Samosa Guidebook for SAMMIES 2024.pdf
Social Samosa Guidebook for SAMMIES 2024.pdf
ASO Process: What is App Store Optimization
ASO Process: What is App Store Optimization
Best Persuasive selling skills presentation.pptx
Best Persuasive selling skills presentation.pptx
Mastering SEO in the Evolving AI-driven World
Mastering SEO in the Evolving AI-driven World
What are the 4 characteristics of CTAs that convert?
What are the 4 characteristics of CTAs that convert?
McDonald's: A Journey Through Time (PPT)
McDonald's: A Journey Through Time (PPT)
Marketing Management - Chapter 6
1.
Analyzing Consumer Markets Marketing Management,
13th ed 6
2.
Copyright © 2009
Pearson Education, Inc. Publishing as Prentice Hall 6-2 Chapter Questions • How do consumer characteristics influence buying behavior? • What major psychological processes influence consumer responses to the marketing program? • How do consumers make purchasing decisions? • How do marketers analyze consumer decision making?
3.
Copyright © 2009
Pearson Education, Inc. Publishing as Prentice Hall 6-3 What Influences Consumer Behavior? • Cultural factors • Social factors • Personal factors
4.
Copyright © 2009
Pearson Education, Inc. Publishing as Prentice Hall 6-4 What is Culture? Culture is the fundamental determinant of a person’s wants and behaviors acquired through socialization processes with family and other key institutions.
5.
Copyright © 2009
Pearson Education, Inc. Publishing as Prentice Hall 6-5 Subcultures • Nationalities • Religions • Racial groups • Geographic regions
6.
Copyright © 2009
Pearson Education, Inc. Publishing as Prentice Hall 6-6 Fast Facts About American Culture • The average American: • chews 300 sticks of gum a year • goes to the movies 9 times a year • takes 4 trips per year • attends a sporting event 7 times each year
7.
Copyright © 2009
Pearson Education, Inc. Publishing as Prentice Hall 6-7 Social Classes • Upper uppers • Lower uppers • Upper middles • Middle • Working • Upper lowers • Lower lowers
8.
Copyright © 2009
Pearson Education, Inc. Publishing as Prentice Hall 6-8 Characteristics of Social Classes • Within a class, people tend to behave alike • Social class conveys perceptions of inferior or superior position • Class may be indicated by a cluster of variables (occupation, income, wealth) • Class designation is mobile over time
9.
Copyright © 2009
Pearson Education, Inc. Publishing as Prentice Hall 6-9 Social Factors • Reference groups • Family • Social roles • Statuses
10.
Copyright © 2009
Pearson Education, Inc. Publishing as Prentice Hall 6-10 Reference Groups • Membership groups • Primary groups • Secondary groups • Aspirational groups • Disassociative groups
11.
Copyright © 2009
Pearson Education, Inc. Publishing as Prentice Hall 6-11 Family Distinctions Affecting Buying Decisions • Family of Orientation • Family of Procreation
12.
Copyright © 2009
Pearson Education, Inc. Publishing as Prentice Hall 6-12 Personal Factors • Age • Life cycle stage • Occupation • Wealth • Personality • Values • Lifestyle • Self-concept
13.
Copyright © 2009
Pearson Education, Inc. Publishing as Prentice Hall 6-13 Brand Personality • Sincerity • Excitement • Competence • Sophistication • Ruggedness
14.
Copyright © 2009
Pearson Education, Inc. Publishing as Prentice Hall 6-14 Lifestyle Influences • Multi-tasking • Time-starved • Money-constrained
15.
Copyright © 2009
Pearson Education, Inc. Publishing as Prentice Hall 6-15 Table 6.2 LOHAS (Lifestyles of Health and Sustainability) Market Segments • Sustainable Economy • Healthy Lifestyles • Ecological Lifestyles • Alternative Health Care • Personal Development
16.
Copyright © 2009
Pearson Education, Inc. Publishing as Prentice Hall 6-16 Key Psychological Processes • Motivation • Perception • Learning • Memory
17.
Copyright © 2009
Pearson Education, Inc. Publishing as Prentice Hall 6-17 Motivation Freud’s Theory Behavior is guided by subconscious motivations Maslow’s Hierarchy of Needs Behavior is driven by lowest, unmet need Herzberg’s Two-Factor Theory Behavior is guided by motivating and hygiene factors
18.
Copyright © 2009
Pearson Education, Inc. Publishing as Prentice Hall 6-18 Maslow’s Hierarchy of Needs • Physiological needs • Safety needs • Social needs • Esteem needs • Self-actualization needs
19.
Copyright © 2009
Pearson Education, Inc. Publishing as Prentice Hall 6-19 Perception • Selective attention • Selective retention • Selective distortion • Subliminal perception
20.
Copyright © 2009
Pearson Education, Inc. Publishing as Prentice Hall 6-20 Figure 6.4 Consumer Buying Process • Problem recognition • Information search • Evaluation • Purchase decision • Postpurchase behavior
21.
Copyright © 2009
Pearson Education, Inc. Publishing as Prentice Hall 6-21 Sources of Information • Personal • Commercial • Public • Experiential
22.
Copyright © 2009
Pearson Education, Inc. Publishing as Prentice Hall 6-22 Non-Compensatory Models of Choice • Conjunctive • Lexicographic • Elimination-by-aspects
23.
Copyright © 2009
Pearson Education, Inc. Publishing as Prentice Hall 6-23 Perceived Risk • Functional • Physical • Financial • Social • Psychological • Time
24.
Copyright © 2009
Pearson Education, Inc. Publishing as Prentice Hall 6-24 Other Theories of Consumer Decision Making Involvement • Elaboration Likelihood Model • Low-involvement marketing strategies • Variety-seeking buying behavior Decision Heuristics • Availability • Representativeness • Anchoring and adjustment
25.
Copyright © 2009
Pearson Education, Inc. Publishing as Prentice Hall 6-25 Mental Accounting • Consumers tend to… • Segregate gains • Integrate losses • Integrate smaller losses with larger gains • Segregate small gains from large losses
Download now