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439971512-Kotler-6-Analyzing-Consumer-Markets-and-Buyer-Behavior.ppt
- 1. ©2003 Prentice Hall, Inc. To accompany A Framework for Marketing Management, 2nd Edition Slide 0 in Chapter 6
Chapter 6
Analyzing Consumer
Markets and Buyer
Behavior
PowerPoint by Karen E. James
Louisiana State University - Shreveport
- 2. ©2003 Prentice Hall, Inc. To accompany A Framework for Marketing Management, 2nd Edition Slide 1 in Chapter 6
Objectives
Determine how cultural, social,
personal, and psychological
factors influence consumer buying
behavior.
Describe how the consumer
makes a purchasing decision.
- 3. ©2003 Prentice Hall, Inc. To accompany A Framework for Marketing Management, 2nd Edition Slide 2 in Chapter 6
Consumer Behavior
The field of Consumer Behavior:
“studies how individuals, groups,
and organizations select, buy, use,
and dispose of goods, services,
ideas, or experiences to satisfy
their needs and desires.”
- 4. ©2003 Prentice Hall, Inc. To accompany A Framework for Marketing Management, 2nd Edition Slide 3 in Chapter 6
How and Why Consumers Buy
Buying behavior is influenced by:
–Cultural factors
–Social factors
–Personal factors
–Psychological factors
- 5. ©2003 Prentice Hall, Inc. To accompany A Framework for Marketing Management, 2nd Edition Slide 4 in Chapter 6
How and Why Consumers Buy
Influence Factors
Cultural
Social
Personal
Psychological
Exert broadest
and deepest
influence
Culture
Subculture
Social classes
- 6. ©2003 Prentice Hall, Inc. To accompany A Framework for Marketing Management, 2nd Edition Slide 5 in Chapter 6
How and Why Consumers Buy
Upper Uppers
Lower Uppers
Upper Middles
Middle Class
Working Class
Upper Lowers
Major U.S. Social Classes
Lower Lowers
- 7. ©2003 Prentice Hall, Inc. To accompany A Framework for Marketing Management, 2nd Edition Slide 6 in Chapter 6
How and Why Consumers Buy
Influence Factors
Cultural
Social
Personal
Psychological
Reference groups
– Membership
Primary vs.
secondary
– Aspirational vs.
dissociative
Family
Social roles and
statuses
- 8. ©2003 Prentice Hall, Inc. To accompany A Framework for Marketing Management, 2nd Edition Slide 7 in Chapter 6
How and Why Consumers Buy
Influence Factors
Cultural
Social
Personal
Psychological
Age
Stage in life cycle
Occupation
Economic
circumstances
Lifestyle
Personality
Self-concept
- 9. ©2003 Prentice Hall, Inc. To accompany A Framework for Marketing Management, 2nd Edition Slide 8 in Chapter 6
How and Why Consumers Buy
Actualizers
Fulfilleds
Achievers
Experiencers
Believers
Strivers
Makers
Strugglers
VALS 2 classifies U.S. adults into
eight psychographic groups
- 10. ©2003 Prentice Hall, Inc. To accompany A Framework for Marketing Management, 2nd Edition Slide 9 in Chapter 6
How and Why Consumers Buy
Influence Factors
Cultural
Social
Personal
Psychological
Motivation
Perception
Learning
Beliefs
Attitudes
- 11. ©2003 Prentice Hall, Inc. To accompany A Framework for Marketing Management, 2nd Edition Slide 10 in Chapter 6
Consumer Buying Decision Process
In addition to understanding how
these factors influence
consumers, marketers must
identify and understand:
–Who makes the buying decision
–The types of buying decisions
–The stages in the buying process
- 12. ©2003 Prentice Hall, Inc. To accompany A Framework for Marketing Management, 2nd Edition Slide 11 in Chapter 6
Consumer Buying Decision Process
Understand
Buying roles
Buying behavior
Buying decision
process
Initiator
Influencer
Decider
Buyer
User
- 13. ©2003 Prentice Hall, Inc. To accompany A Framework for Marketing Management, 2nd Edition Slide 12 in Chapter 6
Consumer Buying Decision Process
Understand
Buying roles
Buying behavior
Buying decision
process
Complex buying
behavior
Dissonance-
reducing buying
behavior
Habitual buying
behavior
Variety-seeking
buying behavior
- 14. ©2003 Prentice Hall, Inc. To accompany A Framework for Marketing Management, 2nd Edition Slide 13 in Chapter 6
Consumer Buying Decision Process
Understand
Buying roles
Buying behavior
Buying decision
process
Problem recognition
Information search
Evaluation of
alternatives
Purchase decision
Postpurchase
behavior
- 15. ©2003 Prentice Hall, Inc. To accompany A Framework for Marketing Management, 2nd Edition Slide 14 in Chapter 6
Consumer Buying Decision Process
Postpurchase Behavior:
–Consumers’ expectations are
compared to performance
–Postpurchase satisfaction
influences future behavior
Purchasing behavior
Word-of-mouth communications
- 16. ©2003 Prentice Hall, Inc. To accompany A Framework for Marketing Management, 2nd Edition Slide 15 in Chapter 6
Consumer Buying Decision Process
Marketers should attempt to influence
and monitor postpurchase behavior
– Postpurchase communications reduce
dissonance, returns, and order
cancellations
– Talk with customers to discover new
uses for existing products
– Investigate methods of product disposal