This document summarizes key points from Chapter 6 of the marketing management textbook. It discusses how consumer characteristics, psychological processes, and decision making influence consumer behavior. Specifically, it examines how cultural, social, and personal factors shape buying behaviors. It also analyzes motivation, perception, learning, and memory as major psychological influences. Furthermore, it outlines the five stages of the consumer decision process - problem recognition, information search, evaluation alternatives, purchase decision, and post-purchase behavior. Lastly, it explores how marketers can analyze consumer decision making through profiling and understanding the consumer's consumption system.
How do consumer characteristics influence buying behavior?
What major psychological processes influence consumer responses to the marketing program?
How do consumers make purchasing decisions?
In what ways do consumers stray from a deliberative, rational decision process?
How do consumer characteristics influence buying behavior?
What major psychological processes influence consumer responses to the marketing program?
How do consumers make purchasing decisions?
In what ways do consumers stray from a deliberative, rational decision process?
Consumer Behavior 12th Edition Schiffman Test BankFleurMoran
Full download : https://alibabadownload.com/product/consumer-behavior-12th-edition-schiffman-test-bank/ Consumer Behavior 12th Edition Schiffman Test Bank
Motivation is highly dynamic and constantly changes in response to life experiences. Motivations change as we age, interact with others, change careers, acquire wealth, become ill, marry or divorce, or pursue education. Its an effort to understand Consumer Motivation with human needs, goals and various motives.
Consumer Behavior , Learning and Memory, Understand how consumers learn about products and services ,Conditioning results in learning , Learned associations with brands generalize to other products, and why this is important to marketers ,here is a difference between classical and instrumental conditioning, and both processes help consumers to learn about products, learn about products by observing others' behavior
After reading this chapter, students should:
Know how consumer characteristics influence buying behavior
Know what major psychological processes influence consumer responses to the marketing program
Know how consumers make purchasing decisions
Know how marketers analyze consumer decision making
Consumer Behavior 12th Edition Schiffman Test BankFleurMoran
Full download : https://alibabadownload.com/product/consumer-behavior-12th-edition-schiffman-test-bank/ Consumer Behavior 12th Edition Schiffman Test Bank
Motivation is highly dynamic and constantly changes in response to life experiences. Motivations change as we age, interact with others, change careers, acquire wealth, become ill, marry or divorce, or pursue education. Its an effort to understand Consumer Motivation with human needs, goals and various motives.
Consumer Behavior , Learning and Memory, Understand how consumers learn about products and services ,Conditioning results in learning , Learned associations with brands generalize to other products, and why this is important to marketers ,here is a difference between classical and instrumental conditioning, and both processes help consumers to learn about products, learn about products by observing others' behavior
After reading this chapter, students should:
Know how consumer characteristics influence buying behavior
Know what major psychological processes influence consumer responses to the marketing program
Know how consumers make purchasing decisions
Know how marketers analyze consumer decision making
Chapter 1 DEFINING MARKETING FOR THE 21st CENTURYNishant Agrawal
DEFINING MARKETING FOR THE 21st CENTURY
WHAT IS MARKETED?
DEMAND STATES
Core MARKETING CONCEPTS
MARKETING CONCEPTS
Company orientation
Towards marketplace
COMPANY ORIENTATION
Holistic Marketing Concept
Understand four Ps (Marketing Mix)
MARKETING TASKS
Conducting Marketing Research and Forecasting DemandAIMS Education
After reading this chapter, people should:
Know what constitutes good marketing research
Know what are good metrics for measuring marketing productivity
Know how marketers can assess their returns on investment of marketing expenditures
Know how companies can more accurately measure and forecast demand
The PGDM Marketing Management course aims to empower students with the expertise and
capabilities needed for proficiently devising, executing, and evaluating marketing plans.
The chapter comprises of Meaning and Characteristics, Importance, Factors Influencing Consumer Behaviour, Consumer Purchase Decision Process, Buying Roles, Buying Motives, Buyer Behaviour Models.
Consumer behaviour is the study of how individual customers, groups or organizations select, buy, use, and dispose ideas, goods, and services to satisfy their needs and wants.
It refers to the. actions of the consumers in the marketplace and the underlying motives for those actions.
Consumer behaviour is the study of how people make decisions about what they buy, want, need, or act in regards to a product, service or company.
It is a study of the actions of the consumers that drive them to buy and use certain products. Understanding consumer buying behavior is most important for marketers as it helps them to relate better to the expectation of the consumers.
a) Consumer behavior is the part of human behavior: This cannot be separated. Human behavior decides what to buy, when to buy etc. This is unpredictable in nature. Based on the past behavioral pattern one can at least estimate like the past he might behave.
b) Learning the consumer is difficult and complex as it involves the study of hum beings: Each Individual behaves differently when he is placed at different situations. Every day is a lesson from each and every individual while we learn the consumer behavior. Today one may purchase a product because of its smell, tomorrow it may vary and he will purchase another due to some another reason.
c) Consumer behavior is dynamic: A consumer's behavior is always changing in nature: The taste and preference of the people vary. According to that consumers behave differently. As the modern world changes the consumer's behaving pattern also changes.
d) Consumer behavior is influenced by psychological, social and physical factors: A consumer may be loyal with a product due to its status values. Another may stick with a product due to its economy in price. Understanding these factors by a marketer is crucial before placing the product to the consumers.
1. To design production policies: This is the first importance of consumer behaviour and it means that all the production policies have designed taking into consideration the consumer preference so that product can be successful in the market.
2. Know the effect of price on buying: This is the second consumer behaviour importance and it means that consumer behavior can help in understanding the effect of price on buying. Whenever the price is moderate on cheap more and more customer will buy the product.
After the time of production, there comes a time in which the company has to decide what the price of our product will be because it helps to divide the categories of the customer and also helps to attain more sales.
3. Exploit the market opportunities: This is the third importance or significance of consumer behaviour and it means that the change in consumer preference can be a good opportunity for the marketing
A complete presentation on Consumer Buying Behavior for MBA and BBA students to study importance and features of consumer buying behavior, Buying roles, factors affecting buying decisions and Buying process,
Consumer Behavior- meaning, nature and importance, Factors influencing consumer behavior, Buying Behavior process. Market Segmentation- meaning and need Bases for market segmentation, Requisites for effective segmentation, Steps in segmentation process, Targeting- meaning, strategies, Positioning- meaning and types
33. Credits
• Slide 1 Christian Short Photography,
photographersdirect.com
• Slide 13 Art Directors and TRIP Photo Library: Helene
Rogers
• Slide 14 LOHAS Market Segments, www.lohas.com.
Reproduced with permission
• Slide 18 Motivation and Personality, 3rd edition, Prentice
Hall (Maslow, A.H., and Frager, R.D., Fadiman, J. (eds),
1987)
• Slide 26 Logo courtesy TetraPak. Reproduced with
permission