Consumer behavior is the study of how individuals make decisions to spend their available resources (time, money, effort) on consumption-related items. It includes the acquisition, consumption, and disposal of goods, services, and ideas by individuals or groups to satisfy their needs and wants. Understanding consumer behavior helps marketers develop effective marketing strategies to attract and retain customers by addressing their needs and influencing their decisions. Studying consumer behavior from various contributing disciplines like psychology, sociology, anthropology, and economics provides a well-rounded perspective on consumer thought processes and decision making.
Without an understanding of consumers, how they think, and the reasons for how they behave, it is very difficult for a business to give them exactly what they want.
The study of consumer behaviour improves decision-making as some of the guesswork is removed.
Through a better understanding of consumer behaviour, businesses can make better choices with their marketing to attract more of their target customers.
What is Consumer Behaviour?
Consumer behaviour is the study of consumption. It aims to have a better understanding of consumer actions and processes used in their purchase decisions, as well as the usage of products and services and how they are disposed of.
Exploring how the consumer’s emotions, attitudes and preferences affect buying behaviour, consumer behaviour draws upon ideas from several fields including psychology, sociology, anthropology, biology, marketing and economics.
An underlying motivation drives a consumer to act and purchase. These motivations fit under the problem recognition phase discussed above.
This motivation can be either positive or negative. A positive motivation could be a pleasure – having dinner a nice restaurant or a night on the town. A negative motivation could be the avoidance of unpleasantness such as purchasing toothpaste to minimise tooth decay, getting toothaches and having to visit a dentist.
INFLUENCE OF CULTURE ON CONSUMER BEHAVIOUR
3. WHAT IS CULTURE?
4. BELIEFS AND VALUES:
5. WHAT IS CONSUMER BEHAVIOUR?
6. THE INVISIBLE HAND OF CULTURE
7. Culture exists at different subjective levels:
8. CULTURE SATISFIES NEEDS
10. HOW IS CULTURE LEARNED?
11. How Culture Is Learned
12. ACQUISITION OF CULTURE
13. LANGUAGE AND SYMBOLS:
15. RITUALS:
16. SHARING OF CULTURE
18. CULTURE IS DYNAMIC
20. Mythology
21. THE MEASUREMENT OF CULTURE:
25. Value Measurement Survey Instruments:
27. CONCLUSION
29. REFERENCES:
CONSUMER BEHAVIOUR – NINTH EDITION
WRITTEN BY: LEON G. SCHIFFMAN
LESLIE LAZAR KANUK
Without an understanding of consumers, how they think, and the reasons for how they behave, it is very difficult for a business to give them exactly what they want.
The study of consumer behaviour improves decision-making as some of the guesswork is removed.
Through a better understanding of consumer behaviour, businesses can make better choices with their marketing to attract more of their target customers.
What is Consumer Behaviour?
Consumer behaviour is the study of consumption. It aims to have a better understanding of consumer actions and processes used in their purchase decisions, as well as the usage of products and services and how they are disposed of.
Exploring how the consumer’s emotions, attitudes and preferences affect buying behaviour, consumer behaviour draws upon ideas from several fields including psychology, sociology, anthropology, biology, marketing and economics.
An underlying motivation drives a consumer to act and purchase. These motivations fit under the problem recognition phase discussed above.
This motivation can be either positive or negative. A positive motivation could be a pleasure – having dinner a nice restaurant or a night on the town. A negative motivation could be the avoidance of unpleasantness such as purchasing toothpaste to minimise tooth decay, getting toothaches and having to visit a dentist.
INFLUENCE OF CULTURE ON CONSUMER BEHAVIOUR
3. WHAT IS CULTURE?
4. BELIEFS AND VALUES:
5. WHAT IS CONSUMER BEHAVIOUR?
6. THE INVISIBLE HAND OF CULTURE
7. Culture exists at different subjective levels:
8. CULTURE SATISFIES NEEDS
10. HOW IS CULTURE LEARNED?
11. How Culture Is Learned
12. ACQUISITION OF CULTURE
13. LANGUAGE AND SYMBOLS:
15. RITUALS:
16. SHARING OF CULTURE
18. CULTURE IS DYNAMIC
20. Mythology
21. THE MEASUREMENT OF CULTURE:
25. Value Measurement Survey Instruments:
27. CONCLUSION
29. REFERENCES:
CONSUMER BEHAVIOUR – NINTH EDITION
WRITTEN BY: LEON G. SCHIFFMAN
LESLIE LAZAR KANUK
Consumer Behavior and Marketing ResearchNagendra Babu
Consumer Behavior and Marketing Research
introduction, Factors influencing consumer behaviour, Personality, Psychographics, Family, Society, Values of perception, Attitude and life styles, Different models of consumer behaviour – Economic, Learning, Psychoanalytical, Sociological, Howard Shett, Nicosia, Webster and Wind, Engel, Blackwell and Minard models.
Join AIPMM Anthropologist Paula Gray as she concludes the in-depth webcast series focusing on Consumer Behavior. This 3 part series has been a tremendous success as Paula has taken the time to unpack the somewhat mysterious buyer decision process. Part 1 focused on the product purchasing process, part 2 focused on internal process that shape buying decisions. Now join us for the final installment where we will look at how cultural and societal rules, laws, conventions, customs and values also affect the consumer’s purchase decision.
Your customer does not make buying decisions in a vacuum, but rather under the societal and cultural pressures that exist anywhere. Who better to uncover the complexity of that socio-cultural framework than our own AIPMM Anthropologist, Paula Gray? Join us as we learn more about these external influences and how they shape the internal buying decision.
As with the rest of this series you can use this information to inform your marketing strategy, create more relevant messaging and improve your social media strategy. This information is relevant for both tangible goods and intangible services.
Key topics in Part 3 will include:
· Definition of culture and how the components affect your customer’s buying decisions
· Subcultures and their “languages”
· Family and household member influence
· Reference groups and their influence
About Paula Gray
Paula Gray is an anthropologist and the Director of Research and Knowledge Development at AIPMM. She has traveled the globe to work with companies throughout the US, Europe, Africa and Asia-Pacific to help them gain a deeper understanding of their customers. She is featured in Linda Gorchels' book The Product Manager's Handbook and has contributed to several books on product management including The Guide to the Product Management and Marketing Body of Knowledge (ProdBOK). She is also the author of numerous blog posts and papers including Business Anthropology and the Culture of Product Managers.
CULTURAL FACTORS INFLUENCING CONSUMER BEHAVIOR pptIna Negi
Consumer Behavior is the study of how individuals, groups and organizations select, buy, use and dispose of goods, services, ideas or experiences to satisfy their needs and wants.
Cultural factors are the established beliefs, values, traditions, laws and languages of a nation or society.
Consumer Behavior and Marketing ResearchNagendra Babu
Consumer Behavior and Marketing Research
introduction, Factors influencing consumer behaviour, Personality, Psychographics, Family, Society, Values of perception, Attitude and life styles, Different models of consumer behaviour – Economic, Learning, Psychoanalytical, Sociological, Howard Shett, Nicosia, Webster and Wind, Engel, Blackwell and Minard models.
Join AIPMM Anthropologist Paula Gray as she concludes the in-depth webcast series focusing on Consumer Behavior. This 3 part series has been a tremendous success as Paula has taken the time to unpack the somewhat mysterious buyer decision process. Part 1 focused on the product purchasing process, part 2 focused on internal process that shape buying decisions. Now join us for the final installment where we will look at how cultural and societal rules, laws, conventions, customs and values also affect the consumer’s purchase decision.
Your customer does not make buying decisions in a vacuum, but rather under the societal and cultural pressures that exist anywhere. Who better to uncover the complexity of that socio-cultural framework than our own AIPMM Anthropologist, Paula Gray? Join us as we learn more about these external influences and how they shape the internal buying decision.
As with the rest of this series you can use this information to inform your marketing strategy, create more relevant messaging and improve your social media strategy. This information is relevant for both tangible goods and intangible services.
Key topics in Part 3 will include:
· Definition of culture and how the components affect your customer’s buying decisions
· Subcultures and their “languages”
· Family and household member influence
· Reference groups and their influence
About Paula Gray
Paula Gray is an anthropologist and the Director of Research and Knowledge Development at AIPMM. She has traveled the globe to work with companies throughout the US, Europe, Africa and Asia-Pacific to help them gain a deeper understanding of their customers. She is featured in Linda Gorchels' book The Product Manager's Handbook and has contributed to several books on product management including The Guide to the Product Management and Marketing Body of Knowledge (ProdBOK). She is also the author of numerous blog posts and papers including Business Anthropology and the Culture of Product Managers.
CULTURAL FACTORS INFLUENCING CONSUMER BEHAVIOR pptIna Negi
Consumer Behavior is the study of how individuals, groups and organizations select, buy, use and dispose of goods, services, ideas or experiences to satisfy their needs and wants.
Cultural factors are the established beliefs, values, traditions, laws and languages of a nation or society.
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
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
Definition , nature , scope , applications of cbsaurabhmahajan54
INTRODUCTION: Consumer behavior is the study of individuals, groups, or organizations and the processes they use to select, secure, use, and dispose of products, services, experiences, or ideas to satisfy needs and the impacts that these processes have on the consumer and society.
DEFINITION:1. According to Engel, Blackwell, and Mansard:-
‘Consumer behavior is the actions and decision processes of people who purchase goods and services for personal consumption’.
2.According to Louden and Bitta:-
‘Consumer behavior is the decision process and physical activity, which individuals engage in when evaluating, acquiring, using or disposing of goods and services’.
NATURE OF CONSUMER BEHAVIOR :
1.PROCESS:-Consumer behavior is a systematic process relating to buying decisions of the customers. The buying process consists of the following steps:
a.Need identification to buy the product.
b.Information search relating to the product.
c.Listing of alternative brands.
d.Evaluating the alternative (cost-benefit analysis)
e.Purchase decision.
f. Post-purchase evaluation by the marketer.
Transcript: Selling digital books in 2024: Insights from industry leaders - T...BookNet Canada
The publishing industry has been selling digital audiobooks and ebooks for over a decade and has found its groove. What’s changed? What has stayed the same? Where do we go from here? Join a group of leading sales peers from across the industry for a conversation about the lessons learned since the popularization of digital books, best practices, digital book supply chain management, and more.
Link to video recording: https://bnctechforum.ca/sessions/selling-digital-books-in-2024-insights-from-industry-leaders/
Presented by BookNet Canada on May 28, 2024, with support from the Department of Canadian Heritage.
Elevating Tactical DDD Patterns Through Object CalisthenicsDorra BARTAGUIZ
After immersing yourself in the blue book and its red counterpart, attending DDD-focused conferences, and applying tactical patterns, you're left with a crucial question: How do I ensure my design is effective? Tactical patterns within Domain-Driven Design (DDD) serve as guiding principles for creating clear and manageable domain models. However, achieving success with these patterns requires additional guidance. Interestingly, we've observed that a set of constraints initially designed for training purposes remarkably aligns with effective pattern implementation, offering a more ‘mechanical’ approach. Let's explore together how Object Calisthenics can elevate the design of your tactical DDD patterns, offering concrete help for those venturing into DDD for the first time!
UiPath Test Automation using UiPath Test Suite series, part 4DianaGray10
Welcome to UiPath Test Automation using UiPath Test Suite series part 4. In this session, we will cover Test Manager overview along with SAP heatmap.
The UiPath Test Manager overview with SAP heatmap webinar offers a concise yet comprehensive exploration of the role of a Test Manager within SAP environments, coupled with the utilization of heatmaps for effective testing strategies.
Participants will gain insights into the responsibilities, challenges, and best practices associated with test management in SAP projects. Additionally, the webinar delves into the significance of heatmaps as a visual aid for identifying testing priorities, areas of risk, and resource allocation within SAP landscapes. Through this session, attendees can expect to enhance their understanding of test management principles while learning practical approaches to optimize testing processes in SAP environments using heatmap visualization techniques
What will you get from this session?
1. Insights into SAP testing best practices
2. Heatmap utilization for testing
3. Optimization of testing processes
4. Demo
Topics covered:
Execution from the test manager
Orchestrator execution result
Defect reporting
SAP heatmap example with demo
Speaker:
Deepak Rai, Automation Practice Lead, Boundaryless Group and UiPath MVP
Key Trends Shaping the Future of Infrastructure.pdfCheryl Hung
Keynote at DIGIT West Expo, Glasgow on 29 May 2024.
Cheryl Hung, ochery.com
Sr Director, Infrastructure Ecosystem, Arm.
The key trends across hardware, cloud and open-source; exploring how these areas are likely to mature and develop over the short and long-term, and then considering how organisations can position themselves to adapt and thrive.
Software Delivery At the Speed of AI: Inflectra Invests In AI-Powered QualityInflectra
In this insightful webinar, Inflectra explores how artificial intelligence (AI) is transforming software development and testing. Discover how AI-powered tools are revolutionizing every stage of the software development lifecycle (SDLC), from design and prototyping to testing, deployment, and monitoring.
Learn about:
• The Future of Testing: How AI is shifting testing towards verification, analysis, and higher-level skills, while reducing repetitive tasks.
• Test Automation: How AI-powered test case generation, optimization, and self-healing tests are making testing more efficient and effective.
• Visual Testing: Explore the emerging capabilities of AI in visual testing and how it's set to revolutionize UI verification.
• Inflectra's AI Solutions: See demonstrations of Inflectra's cutting-edge AI tools like the ChatGPT plugin and Azure Open AI platform, designed to streamline your testing process.
Whether you're a developer, tester, or QA professional, this webinar will give you valuable insights into how AI is shaping the future of software delivery.
Essentials of Automations: Optimizing FME Workflows with ParametersSafe Software
Are you looking to streamline your workflows and boost your projects’ efficiency? Do you find yourself searching for ways to add flexibility and control over your FME workflows? If so, you’re in the right place.
Join us for an insightful dive into the world of FME parameters, a critical element in optimizing workflow efficiency. This webinar marks the beginning of our three-part “Essentials of Automation” series. This first webinar is designed to equip you with the knowledge and skills to utilize parameters effectively: enhancing the flexibility, maintainability, and user control of your FME projects.
Here’s what you’ll gain:
- Essentials of FME Parameters: Understand the pivotal role of parameters, including Reader/Writer, Transformer, User, and FME Flow categories. Discover how they are the key to unlocking automation and optimization within your workflows.
- Practical Applications in FME Form: Delve into key user parameter types including choice, connections, and file URLs. Allow users to control how a workflow runs, making your workflows more reusable. Learn to import values and deliver the best user experience for your workflows while enhancing accuracy.
- Optimization Strategies in FME Flow: Explore the creation and strategic deployment of parameters in FME Flow, including the use of deployment and geometry parameters, to maximize workflow efficiency.
- Pro Tips for Success: Gain insights on parameterizing connections and leveraging new features like Conditional Visibility for clarity and simplicity.
We’ll wrap up with a glimpse into future webinars, followed by a Q&A session to address your specific questions surrounding this topic.
Don’t miss this opportunity to elevate your FME expertise and drive your projects to new heights of efficiency.
Connector Corner: Automate dynamic content and events by pushing a buttonDianaGray10
Here is something new! In our next Connector Corner webinar, we will demonstrate how you can use a single workflow to:
Create a campaign using Mailchimp with merge tags/fields
Send an interactive Slack channel message (using buttons)
Have the message received by managers and peers along with a test email for review
But there’s more:
In a second workflow supporting the same use case, you’ll see:
Your campaign sent to target colleagues for approval
If the “Approve” button is clicked, a Jira/Zendesk ticket is created for the marketing design team
But—if the “Reject” button is pushed, colleagues will be alerted via Slack message
Join us to learn more about this new, human-in-the-loop capability, brought to you by Integration Service connectors.
And...
Speakers:
Akshay Agnihotri, Product Manager
Charlie Greenberg, Host
Epistemic Interaction - tuning interfaces to provide information for AI supportAlan Dix
Paper presented at SYNERGY workshop at AVI 2024, Genoa, Italy. 3rd June 2024
https://alandix.com/academic/papers/synergy2024-epistemic/
As machine learning integrates deeper into human-computer interactions, the concept of epistemic interaction emerges, aiming to refine these interactions to enhance system adaptability. This approach encourages minor, intentional adjustments in user behaviour to enrich the data available for system learning. This paper introduces epistemic interaction within the context of human-system communication, illustrating how deliberate interaction design can improve system understanding and adaptation. Through concrete examples, we demonstrate the potential of epistemic interaction to significantly advance human-computer interaction by leveraging intuitive human communication strategies to inform system design and functionality, offering a novel pathway for enriching user-system engagements.
State of ICS and IoT Cyber Threat Landscape Report 2024 previewPrayukth K V
The IoT and OT threat landscape report has been prepared by the Threat Research Team at Sectrio using data from Sectrio, cyber threat intelligence farming facilities spread across over 85 cities around the world. In addition, Sectrio also runs AI-based advanced threat and payload engagement facilities that serve as sinks to attract and engage sophisticated threat actors, and newer malware including new variants and latent threats that are at an earlier stage of development.
The latest edition of the OT/ICS and IoT security Threat Landscape Report 2024 also covers:
State of global ICS asset and network exposure
Sectoral targets and attacks as well as the cost of ransom
Global APT activity, AI usage, actor and tactic profiles, and implications
Rise in volumes of AI-powered cyberattacks
Major cyber events in 2024
Malware and malicious payload trends
Cyberattack types and targets
Vulnerability exploit attempts on CVEs
Attacks on counties – USA
Expansion of bot farms – how, where, and why
In-depth analysis of the cyber threat landscape across North America, South America, Europe, APAC, and the Middle East
Why are attacks on smart factories rising?
Cyber risk predictions
Axis of attacks – Europe
Systemic attacks in the Middle East
Download the full report from here:
https://sectrio.com/resources/ot-threat-landscape-reports/sectrio-releases-ot-ics-and-iot-security-threat-landscape-report-2024/
The Art of the Pitch: WordPress Relationships and SalesLaura Byrne
Clients don’t know what they don’t know. What web solutions are right for them? How does WordPress come into the picture? How do you make sure you understand scope and timeline? What do you do if sometime changes?
All these questions and more will be explored as we talk about matching clients’ needs with what your agency offers without pulling teeth or pulling your hair out. Practical tips, and strategies for successful relationship building that leads to closing the deal.
UiPath Test Automation using UiPath Test Suite series, part 3DianaGray10
Welcome to UiPath Test Automation using UiPath Test Suite series part 3. In this session, we will cover desktop automation along with UI automation.
Topics covered:
UI automation Introduction,
UI automation Sample
Desktop automation flow
Pradeep Chinnala, Senior Consultant Automation Developer @WonderBotz and UiPath MVP
Deepak Rai, Automation Practice Lead, Boundaryless Group and UiPath MVP
2. Consumer Behavior
Consumer Behavior is the study of
individuals, groups, or organizations
and the processes they use to select,
secure, use, and dispose of products,
services, experiences, or ideas to
satisfy needs and the impacts that
these processes have on the consumer
and society.
CB & C 2
3. • Is the subject of human behavior that is concerned
with the decisions and acts of individuals in
purchasing and using products.
• It describes how consumers make purchase decisions
and how they use and dispose of goods and services,
and also analyzes the factors that influence purchase
decisions.
• Involves individuals or groups acquiring, using and
disposing of products, services, ideas, or experiences
• Includes search for information and actual purchase
• Includes an understanding of consumer thoughts,
feelings, and actions
CB & C 3
5. CONTRIBUTING DISCIPLINES TO
Anthropology
CB
• The study of people within and across cultures
• Emphasis on cross-cultural differences
• Questioning of assumptions within own culture
Sociology
• Cultural and interpersonal influences on consumption
e.g.,
– Diffusion of innovation
– Popular culture
6. Psychology
• Study of human thinking and behavior
• Some issues
– Personality
– Personal development
– Cognition (thinking), perception
– Attention and its limitations
– “Learning”—e.g., acquired tastes
CB & C 6
7. Economics
• Basic economic issues
– Supply and demand
– Rational decision making
– Perfect information
• Emphasis on predicting behavior
• Complications in real life
• Behavioral economics—e.g., “mental accounting”
History & Geography
• Origins of behavior, perspectives, and traditions
• Impact of geography on individuals
– Isolation
– Language development
– Climate
• Geographic determinism CB & C 7
8. Applications of Consumer
Behavior
• Marketing Strategy
• Regulatory (Public) Policy
• Social Marketing
• Personal Consumer Skills
CB & C 8
9. Types of Consumers
• Individuals/ Groups
• Organisations (Industrial consumers)
CB & C 9
11. Consumer buying roles
Initiator
- Family member who initiates thinking about
buying products (gatekeeper)
- Family member who initiates information
gathering
Influencer
- Family member whose opinion is sought about
purchases
- Provides information about brands and evaluative
criteria
CB & C 11
12. Decider
- Family member who has financial authority and/or
power to purchase the product
Buyer
- Family member who acts as the purchasing agent
- Performs the logistics (going to the store, writing
the check, etc.) of the purchase
User
-Family member who actually uses or consumes the
product
CB & C 12
13. Organisational buying roles
• Initiator; people who identify the need for a
product or service
• Influencer; people with expertise who may help
determine specifications
• Decider; people with the authority to select or
approve a supplier
• Buyer; buys it (processes the paperwork)
• User; actually uses it
• Gatekeeper; influences the flow of information
about the decision CB & C 13
14. Needs and Wants
Needs
Unsatisfactory conditions of the consumer
that lead him or her to actions that will make
the conditions better
Wants
Desires to obtain more satisfaction than is
absolutely necessary to improve
unsatisfactory conditions
16. The Individual
3 Physical characteristics of the individual person
Genetics; Heredity and chemical/biological characteristics
of organisms
Habits and needs vary with gene types
Biogenics; Biological characteristics that people possess at
birth (gender, race, age, etc.)
For example, older people have different needs
Psychogenics; Individual states and traits induced by a
person’s brain functioning
Moods, emotions, perceptions, experiences
17. Environment
3 Physical characteristics of the environment
Climate; Conditions that affect consumers’ need for
food, clothing, shelter
Temperature, altitude, rainfall etc.
Topography; Physical condition of the location on
earth, spatial profile, and presence of bodies of water
People in the mountains may need warm jackets,
people near water may need boats
Ecology; concerned with environmental influences of
humans
Quality of air, food chain, etc.
18. Types of needs
Physiological; The fundamentals of survival,
including hunger, thirst, and other bodily
needs.
Safety; Concern over physical survival and
safety.
Affiliation and Belongingness; A need to be
accepted by others, to be an important
person to them.
Achievement; A basic desire for success in
meeting personal goals
CB & C 18
19. Power; A desire to gain control over one’s destiny
as well as that of others
Self-expression; The need to develop freedom in
self-expression and to be perceived by others as
significant
Cognition; The desire to self-actualize through
knowing, constructing a value system
Variety Seeking; Maintenance of a preferred level
of physiological arousal and stimulation
Attribution; Estimation or attribution of the
causality of events and actions
CB & C 19
20. Determination of Wants
Wants are determined based on the following ;
1.Personal context
2.Environment al context
CB & C 20
21. Personal context
Personal worth
Financial resources available to consumers
Income assets, inheritance, borrowing power, etc.
Social class classifications (capitalist, middle class, working
poor, etc.)
Institutional relationships
Groups and organizations to which a person belongs
Institutional context includes workplace, religious and
educational institutions, family and friends, and peer groups
Cultural surroundings
Culture’s influence on consumers
Some cultures value age, some value youth, some value
possessions, some value the inner self, etc.
22. Environmental context
Economy
Economic development and business cycles in a nation’s
economy
Economic level of a nation, inflation, unemployment rate,
income growth, etc.
Technology
Man-made inventions and devices used to sustain, facilitate or
enhance human life and activities
Energy, telecommunications, education, etc.
Public policy
Governmental laws and regulations that control human
behavior
Business practices like product safety, pricing, etc. are
23. Why Study Consumer Behavior?
1. To stay in business by attracting and
retaining customers
2. To benefit from understanding consumer
problems
3. To establish competitive advantage
24. The Dark Side of Consumer
Behavior
Compulsive Consumption
Addictive Consumption
>Behavior is Not Done by Choice
>Gratification is Short-Lived > Gambling
>Strong Feelings of Regret or Guilt
Afterwards
Illegal Activities Consumed Consumers
> Consumer Theft (Shrinkage) > People Who Are Exploited for
>Anti-consumption Commercial Gain in the
– Culture Jamming Marketplace.
– Cultural Resistance
26. Marketing strategy
• A set of stimuli placed in consumers’
environments designed to influence
their affect, cognition, and behavior.
• Marketing strategies should be
designed not only to influence
consumers but also to be influenced by
them.
CB & C 26
27. Consumers’ Impact on Marketing
Strategy
• Understanding consumer behavior is good
business.
– Firms exist to satisfy consumers’ needs, so
– Firms must understand consumers needs to satisfy
them.
• The process of marketing segmentation:
– Identifies groups of consumers who are similar to one
another in one or more ways, and
– Devises marketing strategies that appeal to one or
more of these groups.
29. Advantages Market Segmentation
1. Specific definition of the market
2. Satisfaction of consumer needs
3. Meeting changing market demands
4. Assessment of competitive strengths and
weaknesses
5. Efficient allocation of marketing resources
6. Precise setting of marketing objectives
30. Applications of Benefit Segmentation
• Positioning
• Repositioning
• Competitive positioning
• New market opportunities/niches
• Positioning of multiple brands
35. Production Concept
• Focuses on production
• Assumes that consumers are interested primarily in
availability of the product at low prices
View of consumers:
– They will buy as long as the product is available
and affordable.
Focus on production justified:
– Demand higher than supply
– Non-competitive product cost
– Intensive distribution
– Market expansion
36. Product Concept
• Focuses on the product
• Assumes that consumers will buy the product that offers them the
highest quality, the best performance and most features.
View of consumers
– We have to have the best quality and the most features and
they will buy.
Justification
- Quality improvement
- Addition features
However;
• Consumers might not care about quality
• Consumers might not be willing to pay for the best quality
• Consumers might not be able to discern quality difference
• Consumers might prefer simplicity
37. Selling Concept
• Focuses on selling
• Assumes that consumers are unlikely to buy a product
unless they are aggressively persuaded to do so.
View of consumers
– We have to sell to them or else they won’t buy.
Focus on selling justified
– Introductory stages of product life cycle
– Unsought goods
However;
- Lack of concern for customer needs and satisfaction
38. Marketing Concept
• Focuses on marketing
– Creating mutually rewarding exchange relationships
– Consumer needs and wants have priority
• Assumes that to be successful, a company must
determine the needs and wants of specific target markets
and deliver the desired satisfactions better than
competition.
View of consumers
– They will buy if you fulfill their needs better than the
competition.
Justification
- Profits through customer satisfaction.
39. Societal Marketing Concept
• Same as Marketing Concept plus an added
concern for the well-being of society
- Green marketing
- Cause marketing
42. As consumers use a product or service, particularly
during trial purchase they evaluate its
performance in relation to their own
expectations.
There are 3 possible outcomes where;
1. Actual performance matches expectations
leading to a NEUTRAL feeling
2. Performance of the product exceeds
expectations causing what is known as positive
confirmation of expectations i.e. SATISFACTION
3. Performance is below expectations causing a
negative confirmation of expectations leading to
DISSATISFACTION. CB & C 42
43. SATISFACTION
A state of satisfaction will lead to;
Brand loyalty
Profitability of the company
Increased sales for the marketer
Increased customers- word of mouth
Repeat purchases
CB & C 43
44. DISSATISFACTION
A state of dissatisfaction will lead to;
Brand switch
Loss of sales for the marketer
Loss of customers
Customer complaints
CB & C 44