This document discusses consumer behavior and related marketing concepts. It covers the historical evolution of consumer behavior including classical and managerial schools of thought. It also discusses the underlying principles of consumer behavior, including that consumers are sovereign, global, and different/alike. Additionally, it addresses the importance of understanding consumer behavior for applications like analyzing market opportunities, selecting target markets, and marketing mix decisions. Finally, it summarizes theories of personality and motivation that influence consumer decision making.
Hey Friends , I have compiled some important questions and answers in PDF related to CONSUMER BEHAVIOUR AND MARKETING RESEARCH . Hope it will be useful for everyone !
Hey Friends , I have compiled some important questions and answers in PDF related to CONSUMER BEHAVIOUR AND MARKETING RESEARCH . Hope it will be useful for everyone !
consumer buying behavior. The process by which individuals search for, select, purchase, use, and dispose of goods and services, in satisfaction of their needs and wants. See also consumer decision making.
Perfectly Irrational: the importance of psychological validity in market rese...Angus Carbarns
Angus Carbarns, Director of Strategy at UX consultancy We Are Engines, explores key psychological biases underpinning consumer decision-making and their impact on market research and strategy. Rich in case studies and actionable take-aways, this talk should be of interest to brand managers, marketers, researchers and designers alike.
consumer buying behavior. The process by which individuals search for, select, purchase, use, and dispose of goods and services, in satisfaction of their needs and wants. See also consumer decision making.
Perfectly Irrational: the importance of psychological validity in market rese...Angus Carbarns
Angus Carbarns, Director of Strategy at UX consultancy We Are Engines, explores key psychological biases underpinning consumer decision-making and their impact on market research and strategy. Rich in case studies and actionable take-aways, this talk should be of interest to brand managers, marketers, researchers and designers alike.
Read| The latest issue of The Challenger is here! We are thrilled to announce that our school paper has qualified for the NATIONAL SCHOOLS PRESS CONFERENCE (NSPC) 2024. Thank you for your unwavering support and trust. Dive into the stories that made us stand out!
Normal Labour/ Stages of Labour/ Mechanism of LabourWasim Ak
Normal labor is also termed spontaneous labor, defined as the natural physiological process through which the fetus, placenta, and membranes are expelled from the uterus through the birth canal at term (37 to 42 weeks
Model Attribute Check Company Auto PropertyCeline George
In Odoo, the multi-company feature allows you to manage multiple companies within a single Odoo database instance. Each company can have its own configurations while still sharing common resources such as products, customers, and suppliers.
Introduction to AI for Nonprofits with Tapp NetworkTechSoup
Dive into the world of AI! Experts Jon Hill and Tareq Monaur will guide you through AI's role in enhancing nonprofit websites and basic marketing strategies, making it easy to understand and apply.
Unit 8 - Information and Communication Technology (Paper I).pdfThiyagu K
This slides describes the basic concepts of ICT, basics of Email, Emerging Technology and Digital Initiatives in Education. This presentations aligns with the UGC Paper I syllabus.
How to Make a Field invisible in Odoo 17Celine George
It is possible to hide or invisible some fields in odoo. Commonly using “invisible” attribute in the field definition to invisible the fields. This slide will show how to make a field invisible in odoo 17.
Safalta Digital marketing institute in Noida, provide complete applications that encompass a huge range of virtual advertising and marketing additives, which includes search engine optimization, virtual communication advertising, pay-per-click on marketing, content material advertising, internet analytics, and greater. These university courses are designed for students who possess a comprehensive understanding of virtual marketing strategies and attributes.Safalta Digital Marketing Institute in Noida is a first choice for young individuals or students who are looking to start their careers in the field of digital advertising. The institute gives specialized courses designed and certification.
for beginners, providing thorough training in areas such as SEO, digital communication marketing, and PPC training in Noida. After finishing the program, students receive the certifications recognised by top different universitie, setting a strong foundation for a successful career in digital marketing.
Operation “Blue Star” is the only event in the history of Independent India where the state went into war with its own people. Even after about 40 years it is not clear if it was culmination of states anger over people of the region, a political game of power or start of dictatorial chapter in the democratic setup.
The people of Punjab felt alienated from main stream due to denial of their just demands during a long democratic struggle since independence. As it happen all over the word, it led to militant struggle with great loss of lives of military, police and civilian personnel. Killing of Indira Gandhi and massacre of innocent Sikhs in Delhi and other India cities was also associated with this movement.
A Strategic Approach: GenAI in EducationPeter Windle
Artificial Intelligence (AI) technologies such as Generative AI, Image Generators and Large Language Models have had a dramatic impact on teaching, learning and assessment over the past 18 months. The most immediate threat AI posed was to Academic Integrity with Higher Education Institutes (HEIs) focusing their efforts on combating the use of GenAI in assessment. Guidelines were developed for staff and students, policies put in place too. Innovative educators have forged paths in the use of Generative AI for teaching, learning and assessments leading to pockets of transformation springing up across HEIs, often with little or no top-down guidance, support or direction.
This Gasta posits a strategic approach to integrating AI into HEIs to prepare staff, students and the curriculum for an evolving world and workplace. We will highlight the advantages of working with these technologies beyond the realm of teaching, learning and assessment by considering prompt engineering skills, industry impact, curriculum changes, and the need for staff upskilling. In contrast, not engaging strategically with Generative AI poses risks, including falling behind peers, missed opportunities and failing to ensure our graduates remain employable. The rapid evolution of AI technologies necessitates a proactive and strategic approach if we are to remain relevant.
1. UNIT-1 CB
Q1. Evolution ofconsumer behaviour
The historical evolutionof consumerbehaviourcanbe describedasfollows-
1. Classical thought: in classical thought,the underlyingresearchwasonaspectslike how the
consumerconsumedthe goods,the supportthatwasextendedbyretail andhow the
consumerbehavedwhenthe marketingandeconomicvariablesinthe productmix was
changed.
2. Managerial school of thought:
3. Behavioural school of thought:
Underlyingprinciple ofconsumerbehaviour
1. Consumerissovereign:
2. Consumerisglobal:
3. Consumerare differentconsumerare alike:
Scope ofconsumer behaviour
1. Consumerbehaviourandmarketingmanagement:
2. Consumerbehaviourandnon-profitandsocial marketing:
3. Consumerbehaviourandgovernmentdecisionmaking:
4. Consumerbehaviourandde-marketing:
5. Consumerbehaviourandconsumereducation:
Importance of consumerbehaviour
1. Attitude:
2. Culture:
3. Lifestyle:
4. Experience:
5. Decisionmaking:
6. Productuse/complements:
Applicationof consumerbehaviour
1. Analysingmarketopportunity:
2. Selectingtargetmarket:
3. Marketingmix decision:
I. Product:
II. Price:
III. Promotion:
IV. Place:
4. Use insocial and non-profitmarketing:
Q2. Marketing mixstrategies
All the decisionsrelatedtothe product,the pricingpolicy,the promotionplansandthe distribution
strategy,constitute toformmarketingmix.These fourelementsof marketingmix are discussed
below-
1. Product:
2. Price:
2. 3. Place (distribution):
4. Promotion:
Value and role of brands in marketingstrategies
The codeswhichprovide life tothe brandsare termedas brandvalues.Inorderto determine the
behavioursandperformance,brandvaluesare treatedasbenchmarks.The worthof the brand in
termof income,potentialincome,marketvalue,reputationandprestige isknownasbrandvalue.
Componentsof brandvalue-
1. Reputationvalue- Perceivedproductquality:
2. Relationshipvalue- relationshipperceptions:
3. Experiential value- consumerexperiences:
4. Symbolicvalue- valuesandidentities:
Q3. Market segmentation
Market segmentationmeansdivisionof marketintosmallergroupshavingsimilarneedsand
qualities.Thishelpsthe companytomodifythe productsorservicestosuitthe differentgroups
more effectively.Even,the advertisementmessagesandpromotionalmethodsare neededtobe
modifiedsothattheyare well understoodbythe group.
Benefitsofmarket segmentation
1. Adjustmentof productandmarketappeals:
2. Betterpositiontospotmarketingopportunities:
3. Allocationof marketingbudget:
4. Understandingandmeetingthe needsof consumers:
5. Strongerpositioning:
6. Enhancedefficiency:
Base of market segmentation
1. Geographicsegmentation:
2. Demographicsegmentation:
I. Age and life cycle stage:
II. Genderandsexual orientation:
III. Marital status:
IV. Income:
V. Social class:
VI. Familysize:
VII. Occupation:
VIII. Educational level:
IX. Religion:
3. Psychographicsegmentation:
I. Lifestyle:
II. Personality:
III. Values:
IV. Beliefs:
4. Behavioural segmentation:
I. Occasions:
II. Benefits:
III. User status:
3. IV. Quantityconsumed
V. Buyerreadinessstage
VI. Loyaltystatus:
VII. Attitude:
Q4. Consumerbehaviour
Consumerbehaviouristhe studyof consumersandthe processes theyuse toselect,purchase and
dispose of the goodsandservices.Thisprocessmayconsistof areaslike psychology,sociology,
anthropologyandeconomics.Thisstudyrevealsthe decisionmakingprocessof individuals,groups
and organisations.
Nature of consumerbehaviour
1. Variesfromcustomertocustomer:
2. Variesfromproductto product:
3. Variesacrossgeographical regions:
4. Importantfor marketer:
5. Reflectsstatus:
6. Resultsinspreadeffect:
7. Improvesstandardof living:
8. Variesfromtime totime:
9. Informationsearch:
10. Influencedbyvariousfactors:
Q5. Variablesaffectingthe decisionprocess
1. Cultural factors:
2. Social factors:
3. Personal factors:
4. Psychological factors:
Factors influencingextentofproblemsolving
1. Degree of involvement:
2. Perceivedproductdifferentiation:
3. Time pressure:
4. Mood states:
Q6. Nature of consumerresearch
1. Scientificmethod:
2. Researchcreativity:
3. Multiple method:
4. Value andcost information:
5. Ethical marketing:
Role of research in understandingconsumerbehaviour
1. Betterconsumptionexperiences:
2. Potential forbuildingcustomerrelationships:
3. Determiningconsumerneeds:
4. Uncoveringproblems:
5. Minimisinglosses:
6. Obtainingindustryinformation:
4. UNIT-2
Q1. Importance of understandingconsumermotivation/ influence ofmotivationon consumer
behaviour
1. Definingbasicstrivings:
2. Recognisinggoal objects:
3. Influencingchoice criteria:
4. Directingotherinfluences:
Motivational conflictsand needpriorities
People are subjecttoa varietyof motivations.These motivations,attimes,workincoordination.For
example if apersonisthirstyina hot summerdayand a friendofferhim/heraglassof coldjuice and
snacks,thenhe/she will gladlyacceptitasthishelpsto fulfil all of his/hermotives,coolingthe body
temperature,thirst,hungerandalsobeingable tomeetfriends.These motivationscanalsoappear
to be in conflict.
Needpriority-
1. Basic physiological needs:
2. Safetyandsecurityneeds:
3. Social needs:
4. Esteemneedsoregoneeds:
5. Self-actualisationneeds:
Q2. Consumersatisfaction
One of the importantelementsof post-purchase stage issatisfaction.Satisfactionisthe customer’s
situationof beingadequately compensatedinapurchasingsituationforthe sacrificesmade byhim.
Satisfactionisakindof steppingawayfromanexperience andevaluatingit.
Importance of consumersatisfaction
1. Customer-orientedmanagement:
2. Comparisonwiththe competitors:
3. Comparisonovertime:
4. Profitfromspecificinsights:
5. Loyalty:
6. Reducedcosts:
7. Leadsand referrals:
8. Ideasfornewdevelopment:
Factor affectingconsumersatisfactionlevel
1. Product(basicdesign):
2. Salesactivity:
3. Aftersales:
4. Culture:
Q3. Theoriesof personalityand marketing strategy
The most commontheoriesof personalityare-
5. 1. Freudiantheory: freudwhoisconsideredtobe the fatherof psychoanalytical theory,
suggestedthatanindividual personalityisendresultof all the three interactingforcesinside
and outside the person.These are-
I. Id:
II. Ego:
III. Superego:
2. Neo-freudiantheory:
I. Harry stack Sullivan:
II. Karenhorney:
III. Carl jung:
3. Trait theory:
I. Big five model:
a) Neuroticism:
b) Extraversion:
c) Opennesstoexperience:
d) Agreeableness:
e) Conscientiousness:
Q4. Motivation
Motivationisthe core of managementwhichshowsthateveryhumanbeinggiveshimasense of
worthin face to face groups whichare most importanttohim.A supervisorshouldstrive totreat
individualswithdignityandrecognitionof theirpersonal worth.
Types ofconsumer buyingmotives
1. Personal motives:
a) Role playing:
b) Diversion:
c) Learningaboutnewtrends:
d) Sensorystimulation:
2. Social motives:
a) Social experience:
b) Statusand authority:
c) Pleasure of bargaining:
Two factor theory of motivation
1. Hygiene factors: Hygiene factorsare those jobfactors whichare essential forexistence of
motivationatworkplace.These donotleadtopositive satisfactionforlong-term.Butif
these factorsare absent/if these factorsare non-existentatworkplace,thentheyleadto
dissatisfaction.Inotherwords,hygiene factorsare those factorswhichwhen
adequate/reasonable inajob,pacifythe employeesanddonot make themdissatisfied.
These factorsare extrinsictowork.Hygiene factorsare alsocalledas dissatisfiesor
maintenance factors astheyare requiredtoavoiddissatisfaction.
2. Motivational factors: AccordingtoHerzberg,the hygiene factorscannotbe regardedas
motivators.The motivationalfactorsyieldpositive satisfaction.Thesefactorsare inherentto
work.These factorsmotivate the employeesforasuperiorperformance.Thesefactorsare
calledsatisfiers.These are factorsinvolvedinperformingthe job.Employeesfindthese
factors intrinsicallyrewarding.The motivatorssymbolizedthe psychological needsthatwere
perceivedasanadditional benefit.
Q5. Characteristics of lifestyle
6. 1. Group phenomenon:
2. Pervadesdifferentlifeaspects:
3. Impliesacentral life interest:
4. Varyaccording to sociologicallyrelevantvariables:
Applicationsof lifestyle
1. Positioningof newproducts:
2. Repositioninganold/existingproduct:
3. Developingnewproductconcepts:
4. Creatingpromotionstrategies:
Influence oflifestyle onconsumerbehaviour
1. Technological lifestyles:
2. Outdoorlifestyles:
3. Statusseekinglifestyles:
UNIT-3
Q1. Culture and its formation
Culture issomethingthatthe membersof asocietylearnthroughsocial interactionsandsharing.It
pertainstomaterial aswell asnon- material components.Material componentsinvolve resources,
spacesand physical objectsthatdescribe the peoplesculture like home,neighbourhoods,cities,
schools,religiousplaces,factories,shopsetc.non-material culture mayinclude ideasorbeliefsof
individuals,acquiredhabits,wordsusedindailylifeetc.
Characteristics ofculture
1. Culture is invented:
a) Ideological system:
b) Technological system:
c) Organisational system:
2. Culture islearned:
3. Culture issociallyshared:
4. Culturesare similarbutdifferent:
5. Culture isgratifyingandpersistent:
6. Culture isadaptive:
Factors affectingculture
1. Social factors:
a) Reference groups:
b) Family:
c) Rolesandstatus:
2. Personal factors:
a) Age and stage inthe lifecycle:
b) Occupationandeconomiccircumstances:
c) Personalityandself-concept:
d) Lifestyle andvalues:
Effectof culture on consumerbehaviour
1. Values:
7. 2. Symbols:
3. Rituals:
4. Thoughtprocesses:
Q2. Family and household
The term familyreferstotwo or more individualslivingtogetherwhoare relatedthroughthe tiesof
blood,marital bondorlegal adoption.Thoughsometimes,we cancall familyashousehold,butthe
householdscannotbe regardedasfamily.
The term householdrepresents anindividualsora groupof individualswhosharesthe same living
place and donot have any other place to stay.The householdcaninclude familygroupslike acensus
familyortwo or more familylivingtogether.
Playedby individualsinfamily purchases/familydecisionmakingand consumption relatedroles
1. Initiator:
2. Influencer:
3. Decider:
4. Gatekeeper:
5. Buyer:
6. User:
Q3. Importance of consumer attitude in studyingconsumer behaviour
1. Determinesmeaningof environment:
2. Rationalisesthe actions:
3. Organisesfacts:
4. Facilitiesselectionof facts:
Influence ofattitude on consumerbehaviour
1. Negative learnedattitude:
2. Positive learnedattitude:
3. Negative experience attitude:
4. Positive experience attitudes:
Importance/role of beliefsinstudyingconsumerbehaviour
1. Products supportingbeliefs:
2. Beliefsshape the consumerperception:
3. Blockinginformationconflictingbeliefs:
4. Marketingstrategiesrevolvingaroundbeliefs:
5. Beliefsmake upproductandbrandimage:
Q4. Influence ofrole behaviouron decisionprocess
Familyinfluence canbe dividedintotwobroadcategories-
1. Influence of familyorientation:
2. Influence of familyprocreation:
Influencesof the differentfamilyrolesonpurchasingdecision:
1. Role of familymembers:
2. Role of children:
8. 3. Role of spouses:
4. Familylifecycle stage:
5. Role of women:
UNIT-4
Q1. Process or opinionformation/shapingconsumers opinion
A basicbusinessactivityisshapingof opinionsof the customers.Encouragingthe formationof
positive opinionsincustomersaboutproductsisthe mainrequirementof thisprocess.Forexample
duringthe launchof a newproduct,introductionof anexistingproductinanew market,interaction
withthe newcustomers,etc.while insome cases,there canbe some attemptsinchangingthe
opinionformedearlier.Forexample,duringthe modificationorrepositioningof aproduct.
Variousfeaturesof suchprocessing-
1. Stimuluscategorisation:
2. Amountof processing:
3. Classical conditioning:
4. Contentof processing:
Role of advertisingin consumer opinionformation
1. Advertisingappeal:
a) Emotional appeal:
b) Rational appeal:
2. Advertisingsexecutional elements:
a) Straightsell orfactual message:
b) Scientificortechnical evidence:
c) Demonstration:
d) Comparison:
e) Testimonials:
f) Slice of life:
g) Animation:
h) Personalitysymbol:
i) Fantasy:
j) Dramatization:
k) Humour:
l) Combinations:
Importance of opinionleaderinadvertisingand marketingstrategy
1. Advertising:
2. Negative WOM(wordof mouth):
3. Marketingresearch:
4. Productsampling:
5. Retailing/personal selling:
6. Identifyingopinionleaders:
9. Q2. Gainingconsumer’sattention
The main reasonbehindconsumersnotpayingattentiontoeachstimulusistheirexposure toahuge
numberof stimuli presentinthe marketingenvironment.Thusalotof difficultiesare presentedto
the marketersforovercomingthismess.
Varioustoolswhich are describedbelowcanbe utilisedbythe marketers-
1. Intensityof stimuli:
2. Contrast:
3. Movement:
4. Surprisingstimuli:
5. Size of stimuli:
6. Involvement:
Type of groups and theirinfluence onindividuals
1. Primaryand secondarygroups:
2. Membershipgroupsandreference groups:
3. In groupsand outgroups:
4. Interestandfriendshipgroups:
5. Formal and informal groups:
6. Temporaryand permanentgroups:
7. Nominal andnon-performinggroups:
Q3. Cognitive learning
Mental activityisthe basisof informationprocessingtheoryonlearningorthe cognitive theoryon
learning.Thistheoryisbasedonthe assumptionthatthe importantinformationwillbe searchedby
the customersand therefore will be involvedinthe problemsolvingprocessforthe variousneeds
identified.Brands,features,productclassorthe combinationof these canbe the aspectson which
the consumermay processthe information.
Importance of cognitive learninginconsumer behaviour
1. Recognitionandrecall:
2. Cognitive responsestoadvertising:
3. Attitudinal and behavioural measuresof brandloyalty:
a) As perbehavioural scientists:
b) As percognitive researches:
4. Brand equity:
Measuresundertakenby companiesin helpingconsumersto remember/company’srole in helping
consumersto remember
1. Chunking:
2. Rehearsal:
3. Re-circulation:
4. Elaboration:
10. Q4. Factors influencingrate of diffusion
1. Type of group:
2. Type of decision:
3. Marketingeffort:
4. Fulfilmentof feltneed:
5. Relative advantage:
6. Compatibility:
7. Complexity:
8. Trialability:
9. Observability:
10. Cost: