Consumer behavior can be defined as how individuals and groups select, purchase, use, and dispose of goods and services to satisfy their needs and wants. It is influenced by cultural, social, personal and psychological factors. Understanding these factors is important for marketers to develop effective marketing strategies. Consumer decision making involves problem recognition, information search, evaluation of alternatives, purchase, and post-purchase evaluation.
Theory Of Personal Selling
1) Introduction of Personal Selling
2) Step in Personal Selling
3)Theory of Personal Selling
a) AIDAS Theory
b) Right to set of circumstances Theory
c) Buying Formula Theory
d) Behavioural Equation Theory
Customers act as co-producer in service industry and their level of participation can effect service delivery. Self service technologies have changed the way customers were being served.
Theory Of Personal Selling
1) Introduction of Personal Selling
2) Step in Personal Selling
3)Theory of Personal Selling
a) AIDAS Theory
b) Right to set of circumstances Theory
c) Buying Formula Theory
d) Behavioural Equation Theory
Customers act as co-producer in service industry and their level of participation can effect service delivery. Self service technologies have changed the way customers were being served.
Sales organization is a part of the total organization which is given the responsibility of selling of products manufactured by a company
It is another organization within the larger organization which is given the responsibility of selling function
It involves people working together for attaining the sales objectives of the company
It is concerned with planning, organizing, leading and controlling the activities of the sales force
Offering a unique service which was not not earlier offered into the market is called new service and the process of designing such new service is called New Service Development.
Meaning & Definition of Marketing of Services
Characteristics & Classification of Services
Service Marketing Mix
Paradigm Mix in Service Marketing
Difference Between Product Marketing & Service Marketing
Strategies of Service Marketing
(As Per Syllabus of AKTU in MBA)
Service Positioning
After a service strategy has been identified, a company must decide how to position its product most effectively. The concept of positioning involves establishing a distinctive place in the minds of target customers relative to competing products.
In “The New Positioning: The Latest on the World's #1 Business Strategy”, Jack Trout distills the essence of positioning into the following four principles
1. A company must establish a position in the minds of its targeted customers.
2. The position should be singular, providing one simple and consistent message.
3. The position must set a company apart from its competitors.
4. A company cannot be all things to all people—it must focus its efforts.
Positioning and Marketing Strategy
Companies use positioning strategies to distinguish their services from competitors and to design communications that convey their desired position to customers and prospects in the chosen market segments. There are a number of different dimensions around which positioning strategies can be developed.
How to develop an awesome content distribution strategyStickyeyes
Content distribution remains one of the biggest headaches for content marketers, but it is the lifeblood of any content strategy. Stickyeyes’ Content Director Danny Blackburn explains how you can make your content move.
With audiences increasingly finding ways to avoid branded content, and social networks limiting the reach of your brand message, Danny discusses how you can ensure that your content makes a mark on your audiences, using techniques that overcome the key barriers to content distribution.
Sales organization is a part of the total organization which is given the responsibility of selling of products manufactured by a company
It is another organization within the larger organization which is given the responsibility of selling function
It involves people working together for attaining the sales objectives of the company
It is concerned with planning, organizing, leading and controlling the activities of the sales force
Offering a unique service which was not not earlier offered into the market is called new service and the process of designing such new service is called New Service Development.
Meaning & Definition of Marketing of Services
Characteristics & Classification of Services
Service Marketing Mix
Paradigm Mix in Service Marketing
Difference Between Product Marketing & Service Marketing
Strategies of Service Marketing
(As Per Syllabus of AKTU in MBA)
Service Positioning
After a service strategy has been identified, a company must decide how to position its product most effectively. The concept of positioning involves establishing a distinctive place in the minds of target customers relative to competing products.
In “The New Positioning: The Latest on the World's #1 Business Strategy”, Jack Trout distills the essence of positioning into the following four principles
1. A company must establish a position in the minds of its targeted customers.
2. The position should be singular, providing one simple and consistent message.
3. The position must set a company apart from its competitors.
4. A company cannot be all things to all people—it must focus its efforts.
Positioning and Marketing Strategy
Companies use positioning strategies to distinguish their services from competitors and to design communications that convey their desired position to customers and prospects in the chosen market segments. There are a number of different dimensions around which positioning strategies can be developed.
How to develop an awesome content distribution strategyStickyeyes
Content distribution remains one of the biggest headaches for content marketers, but it is the lifeblood of any content strategy. Stickyeyes’ Content Director Danny Blackburn explains how you can make your content move.
With audiences increasingly finding ways to avoid branded content, and social networks limiting the reach of your brand message, Danny discusses how you can ensure that your content makes a mark on your audiences, using techniques that overcome the key barriers to content distribution.
Subject - Management
Unit 1 - introduction to marketing management
Content- Marketing, Marketing Management, Markets, What can Marketed? etc.
Marketing management is the art and science of choosing target markets and getting, keeping, and growing customers through creating, delivering, and communicating superior customer value.
In this presentation, we will discuss about Instruments of Foreign Trades, focusing on the details of documents used, bills, insurance policies, claims, bills of exchange, invoices, certificates, packing lists.
To know more about Welingkar School’s Distance Learning Program and courses offered, visit: http://www.welingkaronline.org/distance-learning/online-mba.html
Unit 2.2 Exchange Rate Quotations & Forex MarketsCharu Rastogi
This presentation deals with exchange rate quotations, common currency symbols, direct and indirect quotes, American terms, European terms, cross rates, Bid and Ask rates, Mid rate, Spread and its determinants, Spot markets, Forward Markets, Premium and Discounts, various practices of writing quotations, calculating broken period forward rates, Speculation and arbitrage, Forex futures and Currency Options.
Overview of legal and financial risk-management considerations in financing international business transactions. In other words, "How to Get Paid, or Get what you Pay For in International Business".
Introduction to Organizational BehaviorAmare_Abebe
The Presentation contains:
Organizational Behavior: Meaning, scope and Foundations
Systematic study of behavior
Scope of OB
Fundamental concepts of OB
Importance of OB
Model of OB
This presentation was created as a part of a public relations campaigns presentation for a course at Georgia Southern University based on the textbook requirement.
introduction to consumer behavior, segmentation, consumer and marketing strategy, psychographic dimensions of consumer; motivation, perception, personality, attitude formation and change
Communication For Change: A Short Guide to Social and Behavior Change (SBCC) ...CChangeProgram
Many theories and models have been used to guide health and development communication work . This PowerPoint presentation provides more detailed background on the theories and models leading to Social and Behavior Change Communication (SBCC).
Attitude ,sources of attitude ,congnitive dissonance , organization related attitudes , personality , determinants of personaliity , personality traits in OB , types of personality
Elevate your trade show game with our comprehensive guide on creating an interactive booth that captures attention and drives engagement! In this presentation, Blue Atlas Marketing shares practical tips and creative strategies to transform your trade show presence. Learn how to use digital displays, interactive demos, and engaging activities to attract visitors and make lasting impressions. Whether you're a trade show veteran or a newcomer, these insights will help you stand out from the crowd and maximize your event success. Dive into our slides to discover how to turn your booth into a dynamic and interactive experience!
The Forgotten Secret Weapon of Digital Marketing: Email
Digital marketing is a rapidly changing, ever evolving industry--Influencers, Threads, X, AI, etc. But one of the most effective digital marketing tools is also one of the oldest: Email. Find out from two Houston-based digital experts how to maximize your results from email.
Key Takeaways:
Email has the best ROI of any digital tactic
It can be used at any stage of the customer journey
It is increasingly important as the cookie-less future gets closer and closer
Capstone Project: Luxury Handloom Saree Brand
As part of my college project, I applied my learning in brand strategy to create a comprehensive project for a luxury handloom saree brand. Key aspects of this project included:
- *Competitor Analysis:* Conducted in-depth competitor analysis to identify market position and differentiation opportunities.
- *Target Audience:* Defined and segmented the target audience to tailor brand messages effectively.
- *Brand Strategy:* Developed a detailed brand strategy to enhance market presence and appeal.
- *Brand Perception:* Analyzed and shaped the brand perception to align with luxury and heritage values.
- *Brand Ladder:* Created a brand ladder to outline the brand's core values, benefits, and attributes.
- *Brand Architecture:* Established a cohesive brand architecture to ensure consistency across all brand touchpoints.
This project helped me gain practical experience in brand strategy, from research and analysis to strategic planning and implementation.
The Good the Bad and The Ugly of Marketing MeasurementNapierPR
We explore how B2B marketers can impress the board by measuring their PR and marketing campaigns successfully, and explore 5 metrics that will get you promoted, and 3 that will get your fired.
We cover:
-Meaningless marketing metrics
-The difference between attribution and incrementality
-The importance of the customer journey
-Why you should care about prospects that are in market
-Measuring the unmeasurable
QuickBooks Sync Manager Repair Tool- What You Need to Knowmarkmargaret23
Occurrence of technical errors on QuickBooks is common but it can be resolved with the use of QuickBooks Sync Manager Tool . With the help of this too, users can sync the QuickBooks Desktop company file with the Intuit online server. It is compatible with versions QuickBooks Pro, Premier, or Enterprise. In case a user faces sync-related errors then they simply need this repair tool.
Digital Marketing Training In BangaloreHoney385968
https://nidmindia.com/
Landing page optimization is the strategic process of methodically enhancing the various elements and components of a web page with the primary goal of increasing its effectiveness at converting visitors into leads or customers.
What is digital marketing And why is it used?125albina
Digital marketing refers to the use of digital channels, platforms, and technologies to promote products, services, or brands to a target audience. It encompasses a wide range of activities, including search engine optimization (SEO), social media marketing, email marketing, content marketing, pay-per-click (PPC) advertising, and more. The primary goal of digital marketing is to connect with potential customers where they spend much of their time: online. My Website: https://dev-topdigitalmarketingagency.pantheonsite.io/
Most small businesses struggle to see marketing results. In this session, we will eliminate any confusion about what to do next, solving your marketing problems so your business can thrive. You’ll learn how to create a foundational marketing OS (operating system) based on neuroscience and backed by real-world results. You’ll be taught how to develop deep customer connections, and how to have your CRM dynamically segment and sell at any stage in the customer’s journey. By the end of the session, you’ll remove confusion and chaos and replace it with clarity and confidence for long-term marketing success.
Key Takeaways:
• Uncover the power of a foundational marketing system that dynamically communicates with prospects and customers on autopilot.
• Harness neuroscience and Tribal Alignment to transform your communication strategies, turning potential clients into fans and those fans into loyal customers.
• Discover the art of automated segmentation, pinpointing your most lucrative customers and identifying the optimal moments for successful conversions.
• Streamline your business with a content production plan that eliminates guesswork, wasted time, and money.
Mastering Dynamic Web Designing A Comprehensive Guide.pdfIbrandizer
Dynamic Web Designing involves creating interactive and adaptable web pages that respond to user input and change dynamically, enhancing user experience with real-time data, animations, and personalized content tailored to individual preferences.
Checkout Abandonment - CRO School by Mailmodosaba771143
Fear of abandonment’ means a whole different thing in eCommerce.
Because the loss is tangible. And felt right in your pocket.
But that also means there are real things you could fix.
One of the final stages of shopping abandonment occurs is the checkout page.
Which means it impacts your bottom line directly.
So here’s a rundown of:
→ Reasons shoppers abandon the checkout process
→ How other brands cope with these issues
→ Actionables to fix your checkout flow
Do it right, and you’ll feel the change in your revenue.
This is a part of our CRO School series - to help you fix the revenue leaks in your eCommerce store.
Sign up for CRO School and get these insights right in your inbox
(Visit the link to enroll ->https://www.mailmodo.com/cro-school/?utm_source=cro-school&utm_medium=slideshare )
#ecommerce
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Trust Element Assessment: How Your Online Presence Affects Outbound Lead Gene...Martal Group
Learn how your business's online presence affects outbound lead generation and what you can do to improve it with a complimentary 13-Point Trust Element Assessment.
This session will aim to comprehensively review the current state of artificial intelligence techniques for emotional recognition and their potential applications in optimizing digital advertising strategies. Key studies developing AI models for multimodal emotion recognition from videos, images, and neurophysiological signals were analyzed to build content for this session. The session delves deeper into the current challenges, opportunities to help realize the full benefits of emotion AI for personalized digital marketing.
[Google March 2024 Update] How To Thrive: Content, Link Building & SEOSearch Engine Journal
March 2024 disrupted the SEO industry. Websites were deindexed, and manual penalties were delivered—all to produce more helpful, more trustworthy search results.
How did your website fare?
Watch us as we delve into the seismic shifts brought about by Google's March 2024 updates and explore strategies to not just survive, but thrive in this dynamic digital landscape.
You’ll learn:
- How to create content that is valuable to users (not just search engines) using E-E-A-T.
- How to build links that can boost rankings and withstand algorithm updates.
- Best practices for content creation and link building so you can thrive during algorithm updates.
With Vince Ramos, we'll examine the implications of the latest algorithm changes on content creation, link building, and SEO practices, and offer actionable insights from businesses like yours that have remained steadfast amidst the volatility.
Using real-life case studies, we’ll also show you the effectiveness of manual link building techniques and person-first content strategies.
Whether you're a seasoned SEO professional, a budding content creator, or anyone in between, this webinar will help you weather the changes in Google's algorithms and capitalize on them for sustained success.
Check out this webinar and unlock the secrets to thriving in the new Google era.
It's another new era of digital and marketers are faced with making big bets on their digital strategy. If you are looking at modernizing your tech stack to support your digital evolution, there are a few can't miss (often overlooked) areas that should be part of every conversation. We'll cover setting your vision, avoiding siloes, adding a democratized approach to data strategy, localization, creating critical governance requirements and more. Attendees will walk away with actions they can take into initiatives they are running today and consider for the future.
In today's digital world, customers are just a click away. "Grow Your Business Online: Introduction to Digital Marketing" dives into the exciting world of digital marketing, equipping you with the tools and strategies to reach new audiences, expand your reach, and ultimately grow your business.
website = https://digitaldiscovery.institute/
address = C 210 A Industrial Area, Phase 8B, Sahibzada Ajit Singh Nagar, Punjab 140308
The digital marketing industry is changing faster than ever and those who don’t adapt with the times are losing market share. Where should marketers be focusing their efforts? What strategies are the experts seeing get the best results? Get up-to-speed with the latest industry insights, trends and predictions for the future in this panel discussion with some leading digital marketing experts.
When most people in the industry talk about online or digital reputation management, what they're really saying is Google search and PPC. And it's usually reactive, left dealing with the aftermath of negative information published somewhere online. That's outdated. It leaves executives, organizations and other high-profile individuals at a high risk of a digital reputation attack that spans channels and tactics. But the tools needed to safeguard against an attack are more cybersecurity-oriented than most marketing and communications professionals can manage. Business leaders Leaders grasp the importance; 83% of executives place reputation in their top five areas of risk, yet only 23% are confident in their ability to address it. To succeed in 2024 and beyond, you need to turn online reputation on its axis and think like an attacker.\
Key Takeaways:
- New framework for examining and safeguarding an online reputation
- Tools and techniques to keep you a step ahead
- Practical examples that demonstrate when to act, how to act and how to recover
2. Page 2
WHAT IS CONSUMER BEHAVIOUR?
Consumer Behaviour can be defined as the sum total of how
individuals and groups recognize and determine their needs
and how they purchase and experience goods and services to
meet those needs.
It includes:-
What
Where
Why
When
How
3. Page 3
Marketing Strategy
Marketing Strategy is basically the answer to the question,
How will we provide superior customer value to our target
customer?
Product
Price
Communication
Distribution
Service
4. Page 4
Role of Consumer Behaviour in Marketing Strategy
Marketing strategy
Design, implementation, and control of a plan to influence
exchanges to achieve organizational objectives
5. Design
In consumer markets, these are designed to
Increase chances of favorable thoughts and feelings of particular
products, services and brands among consumers
Increase chances of trial and purchase
Developed by manufacturers, retail stores, and other direct
marketers to
Increase chances of favorable thoughts and feelings among
consumers about purchasing from them
Increase chances of actual purchase
Developed by companies that make funds available for purchase
to
Increase chances of usage of services offered by consumers
5
6. Implementation
Marketing strategies involve developing and presenting
marketing stimuli directed at selected target markets to
influence
What they think
How they feel
What they do
Essence of marketing strategy is to understand markets,
develop and implement superior strategies to attract and hold
them profitably
6
7. Powerful force on consumers and society at large
The power of marketing and the ability of consumer research and
analysis to yield insight into consumer behavior should not be
discounted or misused
7
8. Consumer Perception
According to S.P. Robbins: Perception may be defined as a process by
which individuals organise and interpret their sensory impressions in order
to give meaning to their environment.
According to Joseph Reitz, “Perception includes all those processes by
which an individual receives information about his environment- seeing,
hearing, feeling, tasting and smelling”
8
9. FACTORS IFLUENCING PERCEPTION
Factors in Perceiver (Internal Factors)
a. Needs and Motives
b. Self-concepts
c. Beliefs
d. Past Experience
e. Current Psychological State
f. Expectations
9
10. Factors in the Target or Perceived (External Factors)
a. Size
b. Intensity
c. Frequency
d. Status
e. Contrast
Factors in The Situation
a. Physical Setting
b. Social Setting
c. Organizational Setting
10
11. Elements of Perception
Sensation
When a person is exposed to any of the marketing stimuli or an ad, the first reflex is
initiate in him is known as sensation.
Example: when a person come across a beautiful ad of a Mercedes Benz on the
centre spread of a magazine.
Absolute Threshold
the absolute threshold is the amount of intensity needed to detect a difference
between something and nothing.
Example: Suppose you are driving on the highway and a billboard is in the
distance. A billboard might have the most entertaining copy ever written, but this
genius is wasted if the print is too small for passing motorists to see it from the
highway.
11
12. Differential Threshold/ JND
The minimal difference that can be detected between two similar stimuli is called
the differential threshold or the Just Noticeable Difference.
Example: Hindustan Unilever increases the price of a 1.5kg package of Surf Excel
Blue Detergent from Rs. 110 to Rs. 120.
Subliminal Perception
Suppose a person sitting at a movie and is exposed to messages like Eat popcorn
and Drink Coke. However, each message is shown on the screen for only a fraction
of a second, so short a time that you are not consciously aware of them.
12
13. Influence of Perception on CBB
Selective Distortion:
It is changing or twisting currently received information. It occurs when a person
receives information inconsistent with personal feelings or beliefs.
Selective Retention:
In this, a person remembers information inputs that support personal feelings and
beliefs and forgets inputs that do not.
13
14. CONSUMER LEARNING
According to E. R. Hilgard, Learning is a relatively permanent change in behaviour
that occurs as a result of prior experience.
The process of acquiring the ability to respond adequately to a situation which may
or may not have been previously encountered.
14
16. THEORIES OF CONSUMER LEARNING
Behavioural/ Connectionist learning Theory
Classical Conditioning: Ivan Pavlov A Russian Physiologist Experiment
Operant Conditioning: In which desired voluntary behaviour leads to a reward or
prevents puishments
Cognitive Learning Theory
The importance of perception, problem solving and insight
Social Learning Theory
Learning comes from watching models- presents, teachers, peers, motion pictures,
television performers, bosses. An extension of operant consequences
Involvement Theory
importance of sort of things in his or her life.
16
17. INFLUENCE OF LEARNING ON CB
Recognition and Recall
Cognitive Responses to Advertising
Attitudinal and Behaviuoral Measures Brand Loyalty
Brand Equity
17
18. INFORMATION PROCESSING
Just as a computer processes information received as input, so too does the
human mind process the information it receives as input.
18
19. INFORMATION PROCESSING AND MEMORY STORES
Sensory Store
Short-Term Store
Long-Term Store
Rehearsal and Encoding
Retention
Retrieval
Interferences
19
20. CONSUMER MOTIVATION
According to Dalton E. Mcfarland, Motivation refers to the way in which urges,
drives, desires, aspirations, and striving or needs direct, control or explain the
behaviour of human beings.
Key elements:
Intensity
Direction
persistance
20
21. Motives
According to William J. Stanton, A motive may be defined as a drive or an urge for
which an individual seeks satisfaction.
According to Berelson and Steiner, A motive is the inner state that energizes
activities or moves and that directs or channels behaviour to work goals.
21
22. MASLOW’S NEED PRIORITY MODEL/
MASLOW’S HIERARCHY OF NEEDS THEORY
There are two types of needs – Basic and Secondary or acquired.
Basic needs are important for survival where as secondary needs are not so
important.
22
24. Maslow has further classified the needs as lower order needs and higher order
needs.
First two needs in the hierarchical order are lower needs and rests three are higher
order needs.
24
25. INFLUENCE OF MOTIVATION ON CONSUMER BEHAVIOUR
Functional Motives
Aesthetics/ Emotional Motives
Social Motives
Situational Motives
Curiosity Motives
25
26. INVOLVEMENT
Consumer involvement refers to the degree of information processing or extent of
importance that consumer attaches to a product. The degree of involvement has a
very significant effect on consumer behaviour. When more expensive products are
to be purchased, the consumer gets more involvement in purchase process but he
may not be equally involved in a product which is less expensive.
High Involvement
Low Involvement
26
28. CONSUMER ATTITUDE
According to Bem, Attitudes are likes and dislikes.
According to Allport, Attitude is learned predispositions to respond to an object or
class of object in a consistently favourable or unfavourable way.
28
29. Nature of Attitude
Attitude have an object
Attitudes have Direction, Degree and Intensity
Attitude have Structure
Attitudes are learned
Attitudes are Predispositions
Attitudes have a Relationship with behaviour
Attitudes are Consistent
29
31. Personality
The term personality has been derived from Latin word PERSONARE which means
to speak through. Personality is used in terms of influencing others through
external appearance.
According to Schiffman and Kanuk, Personality can be defined as those inner
psychological characteristics that both determine and reflect how a person
responds to his or environment.
31
32. Nature of Personality
Impact behaviours and actions
Psychological and Physiological
Personality Reflects Individual Differences
Personality is consistent and Enduring
Personality can change
32
34. Group Behaviour
According to David H. Smith, “A group is a set of two or more individuals who are
jointly characterised by a network of relevant communications, shared sense of
collective identity and one or more shared dispositions with associated normative
strength”.
34
35. Nature of Groups
Two or More Persons
Collective Identity
Interaction
Shared Goal Interest
35
36. Social Group Influencing on Consumer Behaviour
Family
Reference Groups
Opinion Leaders
Roles and Status
36
37. Social Class
Social Class is defined as the division of members of a society into a hierarchy of
distinct status classes, so that members of each class have relatively the same
status and members of all other classes have either more or less status
37
38. Social Class Categories
Upper- Upper Class
Lower-Upper Class
Upper-Middle Class
Lower-Middle Class
Upper-Lower Class
Lower-Lower Class
38
40. Applications of Social Class Influences
Advertising
Market Segment
Distribution
Product Development
40
41. Opinion Leaders
Opinion leaders are individuals whose ideas and behaviour serve as a model to
others. Opinion leaders communicate messages to a primary group, influencing the
attitudes and behaviour change of their followers.
Opinion Leader is a process by which the opinion leader informally influences the
actions or attitude of others, who may be opinion seekers of opinion recipients.
41
42. Characteristics of Opinion Leadership
Higher Social Status:
Opinion leaders have approximately the same social class position as non-leaders,
although they have higher social status within the class.
Media Exposure:
Knowledge
Social/ Gregarious
Innovator
Familiar
Individuated
42
44. Influence of Opinion Leadership
Product-Involvement
Self-Involvement
a. Gaining Attentions
b. Showing Connoisseurship
c. Having Inside Information
d. Suggesting Status
e. Spreading the Gossips
f. Seeking Confirmation
g. Asserting Supiority
Other Involvement
Message Involvement
44
45. Reference Group
Reference group can be defined as actual or imaginary, institutions, individuals or
groups having significant relevance on the target individual’s evaluations,
aspirations or behaviour.
A reference groups is an individual(s) or group(s) that influences the shaping of an
individual’s opinion, belief, attitude and/or behaviour.
Some of them are Normative Reference Group and Comparative Reference
Group.
45
46. Types of Reference Group
Friendship Group
Shopping Group
Work Groups
Virtual Groups or Communities
Brand Communities
Consumer Action Groups
46
47. Influence of Reference Groups
Compliance: Necessity of the beliefs and values considered
Identification: Group beliefs and values followed while living in group
Internationalization: Group Beliefs and Value can be the same at individual level
47
48. Culture
Culture is everything that is socially learned and shaped by the members of a
society.
Culture is a society’s personality.
Culture is the sum total of learned beliefs, values and customs that serve to direct
the consumer behaviour of members of a particular society.
Beliefs consists of the very large number of mental or verbal statements (i.e. I
believe…) that reflect a person’s particular knowledge and assessment of
something (another person, a store, a product, a brand)
Values also are beliefs. Values differ from other beliefs.
Customs are covert modes of behaviour that constitute culturally approved or
acceptable ways of behaving in a specific situations. Customs consist of everyday
or routine behaviour. Thus, while beliefs and values are guides for behaviour,
customs are usual and acceptable ways of behaving.
48
49. Factors Affecting Culture
Social Factors:
a. Reference Groups
b. Family
C. Roles and Status
Personal Factors:
a. Age and stage in the lifecycle
b. Occupation and Economic Circumstances
c. Personality and Self-concept
d. Lifestyle and Values
49
50. Role of Culture in Influencing Consumer Behaviour
The impact of culture is so natural and automatic that influence on behaviour is
usually taken for granted.
Culture can exist and sometimes reveal itself at different perceived or subjective
levels. There are three levels of subjective culture are as follow:
Level1. Supranational
Level2. National
Level3. Group
50
51. SUBCULTURE
Subculture is defined as broad groups of consumers within a society’s culture
having similar values which distinguish them from the rest of society
Subculture can be distinctive because of the age, ethnicity, class, location and/or
gender of the members.
The qualities that determine a subculture as distinct may be linguistic, aesthetic,
religious, political, sexual, geographical or combination of factors.
51
52. Types of Subculture
Nationality Subculture
Religious Subculture
Geographic and Regional Subculture
Racial Subculture
Age Subculture
Gender as a Subculture
52
54. FAMILY
Family is defined as two or more persons related by blood, marriage, or adoption
who reside together.
Although families sometimes are referred to as households, not all households are
families.
Example: a household might include individuals who are not related by blood,
marriage or adoption. Such as unmarried couples, family friends, roommates.
54
60. Buying Role of Consumers
Initiator
Influencer
Decider
Gatekeeper
Buyer
User
60
61. Consumer Decision Making Process
Problem/ Need Recognition
Information Search
Evaluation of Alternatives
Purchase Decision
Post Purchase Behaviour
61
62. Diffusion Of Innovation
According to Rogers, Diffusion is a process by which an innovation is
communicated through certain channels over time among the members of a social
system.
62
67. ORGANIZATIONAL BUYING
Organizational/industrial/businessOrganizational/industrial/business
buying can be defined as the decision-buying can be defined as the decision-
making process by which formalmaking process by which formal
organizations establish the need fororganizations establish the need for
purchase products and services andpurchase products and services and
identify, evaluate and choose amongidentify, evaluate and choose among
alternative brands and suppliers.alternative brands and suppliers.
67
68. Objectives of Organizational Buying
Non-Task Objectives
Task Oriented Objectives
Cost
Quality
Service
68
69. Organizational Buying Process
69
Post Purchase
Evaluation
Purchase Routine
Selection
Supplier
Selection
Proposal
Solicitation
Supplier Search
Product
Specification
General Need
Description
Problem
Recognition
70. Buying Centre/Decision Making Units
A buying centre includes all those persons in an
organization who become involved in the purchase
decision.
Identifying Key Members of Buying Centre:
1. Top Management Persons
2. Technical Persons (functions)
3. Buyers/Purchasers (Purchase or Materials
Department)
4. Accounts/Finance Persons
5. Marketing Function 70
71. Role of Buying Centre
Initiators
Users
Buyers
Influencers
Deciders
Approvers
Gate-Keepers
71
72. Consumerism: An Application of Consumer Behaviour
Consumerism is a social force within the environment
designed to aid and protects the consumers by exerting legal,
moral and economic pressures on business.
Consumerism is a social movement seeking to augment the
rights and powers of the buyers in relation to sellers.
Let the seller beware or Caveat Venditor in comparison to the old age
Caveat Emptor or Let the buyer beware.
72
73. Importance of Consumerism
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Improvement in
Supply
Educating Consumer
Better Relation with
Customers
No Unfair Trade
Practices
Better Support of
Government
Producers Rating
Product Rating
Liaison with Government
and Producers
74. Obstacles in Growth of Consumerism
Lack of LeadershipLack of Leadership
IlliteracyIlliteracy
Difficulty in Disseminating ConsumerDifficulty in Disseminating Consumer
EducationEducation
Cumbersome Legal ProcessCumbersome Legal Process
Lack of Effective Implementation ofLack of Effective Implementation of
Legislative MeasuresLegislative Measures
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75. Factors Contributing to Consumerism
Globalization
New Organizational Technologies
Unprecedented Market Competition
Misleading and Deceptive Advertising
Unfair Trade Practices
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