Meaning and nature of buyer behavior, differences between consumer buying and organizational buying in terms of characteristics and process, Strategic use of consumer behavior knowledge in marketing and public policy decisions. Modern Consumerism and the global consumer movement
Strategies Affecting Consumer Behavior:
Consumer behavior refers to the selection, purchase and consumption of goods and services for the satisfaction of their wants. There are various factors influencing the purchases of consumer such as social, cultural,economic, personal and psychological.
1. Social Factors
Social factors also impact the buying behavior of consumers. The important social factors are: reference groups, family, role and status.
a)Reference Groups
Reference groups have potential in forming a person attitude or behavior. The impact of reference groups varies across products and brands. For example if the product is visible such as dress, shoes, car etc .
b) Family
Buyer behavior is strongly influenced by the member of a family. Therefore marketers are trying to find the roles and influence of the husband, wife and children. If the buying decision of a particular product is influenced by wife then the marketers will try to target the women in their advertisement. Here we should note that buying roles change with change in consumer lifestyles.
c) Roles and Status
Each person possesses different roles and status in the society depending upon the groups, clubs, family, organization etc. to which he belongs. For example a woman is working in an organization as finance manager. Now she is playing two roles, one of finance manager and other of mother. Therefore her buying decisions will be influenced by her role and status.
2. Cultural Factors:
Consumer behavior is deeply influenced by cultural factors such as: buyer culture, subculture, and social class.
Culture
Basically, culture is the part of every society and is the important cause of person wants and behavior. The influence of culture on buying behavior varies from country to country therefore marketers have to be very careful in analyzing the culture of different groups, regions or even countries.
Subculture
Each culture contains different subcultures such as religions, nationalities, geographic regions, racial groups etc. Marketers can use these groups by segmenting the market into various small portions. For example marketers can design products according to the needs of a particular geographic group.
Social Class
Every society possesses some form of social class which is important to the marketers because the buying behavior of people in a given social class is similar.
3. Economic Factors:
Consumer behaviour is influenced largely by economic factors. Economic factors that influence consumer behaviour are as: personal income, family income ,savings ,consumer credit and other economic factors.
a) Personal Income:
The discretionary personal income refers to the balance remaining after meeting basic necessaries of life. This income is available for the purchase of shopping goods, durable goods and luxuries. An increase in the discretionary income leads to an increase in the expenditure on shopping goods, luxuries etc. which improves the standard of living
Meaning and nature of buyer behavior, differences between consumer buying and organizational buying in terms of characteristics and process, Strategic use of consumer behavior knowledge in marketing and public policy decisions. Modern Consumerism and the global consumer movement
Strategies Affecting Consumer Behavior:
Consumer behavior refers to the selection, purchase and consumption of goods and services for the satisfaction of their wants. There are various factors influencing the purchases of consumer such as social, cultural,economic, personal and psychological.
1. Social Factors
Social factors also impact the buying behavior of consumers. The important social factors are: reference groups, family, role and status.
a)Reference Groups
Reference groups have potential in forming a person attitude or behavior. The impact of reference groups varies across products and brands. For example if the product is visible such as dress, shoes, car etc .
b) Family
Buyer behavior is strongly influenced by the member of a family. Therefore marketers are trying to find the roles and influence of the husband, wife and children. If the buying decision of a particular product is influenced by wife then the marketers will try to target the women in their advertisement. Here we should note that buying roles change with change in consumer lifestyles.
c) Roles and Status
Each person possesses different roles and status in the society depending upon the groups, clubs, family, organization etc. to which he belongs. For example a woman is working in an organization as finance manager. Now she is playing two roles, one of finance manager and other of mother. Therefore her buying decisions will be influenced by her role and status.
2. Cultural Factors:
Consumer behavior is deeply influenced by cultural factors such as: buyer culture, subculture, and social class.
Culture
Basically, culture is the part of every society and is the important cause of person wants and behavior. The influence of culture on buying behavior varies from country to country therefore marketers have to be very careful in analyzing the culture of different groups, regions or even countries.
Subculture
Each culture contains different subcultures such as religions, nationalities, geographic regions, racial groups etc. Marketers can use these groups by segmenting the market into various small portions. For example marketers can design products according to the needs of a particular geographic group.
Social Class
Every society possesses some form of social class which is important to the marketers because the buying behavior of people in a given social class is similar.
3. Economic Factors:
Consumer behaviour is influenced largely by economic factors. Economic factors that influence consumer behaviour are as: personal income, family income ,savings ,consumer credit and other economic factors.
a) Personal Income:
The discretionary personal income refers to the balance remaining after meeting basic necessaries of life. This income is available for the purchase of shopping goods, durable goods and luxuries. An increase in the discretionary income leads to an increase in the expenditure on shopping goods, luxuries etc. which improves the standard of living
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
Consumer's Choice: Brand Choice and Store Choice factors, Post purchase dissonance, Product use and non-use, Product disposition, Satisfaction and Dissatisfaction, Consumer Complaint Behavior, Satisfaction and Brand Loyalty, Strategic implications of post purchase behavior
CONSUMER BEHAVIOUR is an important concept when it comes to marketing. Therefore, consumer involvement in the product also plays an important role in understanding consumer behaviour. The slides share in-depth explanation about what is consumer involvement
Nature of Consumers' information search , types of information sought by consumers, sources of consumer information, marketing strategy in the information search process, consumers evaluative criteria and its measurement, consumer decision rules, Marketing strategy in the evaluation process.
Consumer Behaviour _E-Notes-1 (Introduction,Significance,Ethical Marketing,Co...Venkat. P
Introduction and overview to study of Consumer Behaviour – Definition of Consumer Behaviour – Significance – Development of the concept & The discipline of Consumer Behaviour – Marketing impact on Consumers – Marketing ethics and Social Responsibility – Understanding consumer and Market Segments.
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
Consumer's Choice: Brand Choice and Store Choice factors, Post purchase dissonance, Product use and non-use, Product disposition, Satisfaction and Dissatisfaction, Consumer Complaint Behavior, Satisfaction and Brand Loyalty, Strategic implications of post purchase behavior
CONSUMER BEHAVIOUR is an important concept when it comes to marketing. Therefore, consumer involvement in the product also plays an important role in understanding consumer behaviour. The slides share in-depth explanation about what is consumer involvement
Nature of Consumers' information search , types of information sought by consumers, sources of consumer information, marketing strategy in the information search process, consumers evaluative criteria and its measurement, consumer decision rules, Marketing strategy in the evaluation process.
Consumer Behaviour _E-Notes-1 (Introduction,Significance,Ethical Marketing,Co...Venkat. P
Introduction and overview to study of Consumer Behaviour – Definition of Consumer Behaviour – Significance – Development of the concept & The discipline of Consumer Behaviour – Marketing impact on Consumers – Marketing ethics and Social Responsibility – Understanding consumer and Market Segments.
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
Role of Marketing Channels – Channel Design & Channel Conflicts Venkat. P
Role of Marketing Channels – Channel Design Decisions – Channel Management Decisions – Types, Causes & Management of Channel Conflicts (See class Notes)– Concept of Logistics. Definition & Components of Marketing Communication mix – Characteristics of Marketing Communication Mix – Developing Effective Communication mix.
Modern Marketing Practices-Marketing Control Types & strategies-Green MarketingVenkat. P
Marketing Department – Marketing Control & Types of Control. Modern Marketing Practices – Green Marketing, Cause – related Marketing, Mobile Marketing and Online Marketing.
Consumerism,Consumer Rights & Consumer Protection Act 1986Venkat. P
Roots of Consumerism – Consumer Safety and Information – Environmental Concerns – Consumer Privacy – Consumer Protection Act 1986; Central and State Consumer Protection Councils, Consumer Disputes Redressal Agencies and Forum, National Consumer Disputes Redressal Commission
Production Function,Cost Concepts & Cost-Output analysisVenkat. P
Production Function, Cobb-Douglas Production function, Iso-quants and Iso-costs, MRTS, Least Cost Combination of Inputs, Laws of Returns, Internal and External Economies of Scale
Cost concepts, Determinants of cost
cost-output relationship in short run and Long run, Objectives, Assumptions of BEA
Graphical representation, Importance, Limitations of BEA
Forms of business organizations _sole trader,partnership,joint ventures,advantages and Disadvantages of various forms of business,momorendom of certificate, partnership Deed ,public corporation and government company.
Basic Understanding of Brands – Definitions – Product vs Brand – Product vs Brand– Brand Manager: Roles, Responsibilities and Interfaces - Different Types of Brands – Branding Challenges and Opportunities
Consumer behaviour (Influences on Consumer Behaviour)_E_NotesUnit-2Venkat. P
Environmental Influences on Consumer Behaviour: Reference Groups,Characteristics of Reference Groups – Family– Social Class – Culture – Sub-Culture influences on consumer
Managerial Economics & Financial Analysis(MEFA)_e Notes_Part-1Venkat. P
Managerial economics
Nature and scope of economics
demand functions
types of elasticity of demand
Demand Determinants
Demand Forecasting
Exceptions of law of demand
Factors affecting on elasticity of demand
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.
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Search Engine Marketing - Competitor and Keyword researchETMARK ACADEMY
Over 2 Trillion searches are made per day in Google search, which means there are more than 2 Trillion visits happening across the websites of the world wide web.
People search various questions, phrases or words. But some words and phrases are searched
more often than others.
For example, the words, ‘running shoes’ are searched more often than ‘best road running
shoes for men’
These words or phrases which people use to search on Google are called Keywords.
Some keywords are searched more often than others. Number of times a keyword is searched
for in a month is called keyword volume.
Some keywords have more relevant results than others. For the phrase “running shoes” we
get more than 80M relevant results, whereas for “best road running shoes for men” we get
only 8.
The former keyword ‘running shoes’ has way more competition from popular websites to
new and small blogs, whereas the latter keyword doesn’t have that much competition. This
search competition for a keyword is called search difficulty of a keyword or keyword
difficulty.
In other words, if the keyword difficulty is ‘low’ or ‘easy’, there won’t be any competition
and if you target such keywords on your site, you can easily rank on the front page of Google.
Some keywords are searched for, just to know or to learn some information about something,
that’s their search intention. For example, “What shoe size should I choose?” or “How to pick
the right shoe size?”
These keywords which are searched just to know about stuff are called informational
keywords. Typically people who are searching this type of keywords are top of a Conversion
funnel.
Conversion funnel is the journey that search visitors go through on their way to an email
subscription or a premium subscription to the services you offer or a purchase of products
you sell or recommend using your referral link.
For some buyers, research is the most important part when they have to buy a product.
Depending on that, their journey either widens or narrows down. These types of buyers are
Researchers and they spend more time with informational keywords.
Conversion is the action you want from your search visitors. Number of conversions that you
get for every 100 search visitors is called Conversion rate.
People who are at different stages of a conversion funnel use different types of keywords.
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Monthly Social Media News Update May 2024Andy Lambert
TL;DR. These are the three themes that stood out to us over the course of last month.
1️⃣ Social media is becoming increasingly significant for brand discovery. Marketers are now understanding the impact of social and budgets are shifting accordingly.
2️⃣ Instagram’s new algorithm and latest guidance will help us maintain organic growth. Instagram continues to evolve, but Reels remains the most crucial tool for growth.
3️⃣ Collaboration will help us unlock growth. Who we work with will define how fast we grow. Meta continues to evolve their Creator Marketplace and now TikTok are beginning to push ‘collabs’ more too.
For too many years marketing and sales have operated in silos...while in some forward thinking companies, the two organizations work together to drive new opportunity development and revenue. This session will explore the lessons learned in that beautiful dance that can occur when marketing and sales work together...to drive new opportunity development, account expansion and customer satisfaction.
No, this is not a conversation about MQLs and SQLs. Instead we will focus on a framework that allows the two organizations to drive company success together.
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 Local SEO for Service Businesses in the AI Era is tailored specifically for local service providers like plumbers, dentists, and others seeking to dominate their local search landscape. This session delves into leveraging AI advancements to enhance your online visibility and search rankings through the Content Factory model, designed for creating high-impact, SEO-driven content. Discover the Dollar-a-Day advertising strategy, a cost-effective approach to boost your local SEO efforts and attract more customers with minimal investment. Gain practical insights on optimizing your online presence to meet the specific needs of local service seekers, ensuring your business not only appears but stands out in local searches. This concise, action-oriented workshop is your roadmap to navigating the complexities of digital marketing in the AI age, driving more leads, conversions, and ultimately, success for your local service business.
Key Takeaways:
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Core Web Vitals SEO Workshop - improve your performance [pdf]Peter Mead
Core Web Vitals to improve your website performance for better SEO results with CWV.
CWV Topics include:
- Understanding the latest Core Web Vitals including the significance of LCP, INP and CLS + their impact on SEO
- Optimisation techniques from our experts on how to improve your CWV on platforms like WordPress and WP Engine
- The impact of user experience and SEO
Digital marketing is the art and science of promoting products or services using digital channels to reach and engage with potential customers. It encompasses a wide range of online tactics and strategies aimed at increasing brand visibility, driving website traffic, generating leads, and ultimately, converting those leads into customers.
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Mastering Multi-Touchpoint Content Strategy: Navigate Fragmented User JourneysSearch Engine Journal
Digital platforms are constantly multiplying, and with that, user engagement is becoming more intricate and fragmented.
So how do you effectively navigate distributing and tailoring your content across these various touchpoints?
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- How today’s users engage with content across various channels and devices.
- The latest methodologies for identifying and addressing content gaps to keep your content strategy proactive and relevant.
- What digital shelf space is and how your content strategy needs to pivot.
With Wayne Cichanski, we’ll explore innovative strategies to map out and meet the diverse needs of your audience, ensuring every piece of content resonates and connects, regardless of where or how it is consumed.
34-Rahul-Mande.pdf PROJECT REPORT MBA 4TH SEMESTER
Consumer behaviour-Introduction,Types,Significance of consumer behaviour..etc
1. P.Venkata Subbaiah,
MBA,(Ph.D.)
AITS (Autonomous),Rajampet
CONSUMER BEHAVIOUR
Introduction and overview to study of Consumer Behaviour
Nature & Significance Of Consumer Behaviour
Dimensions of Consumer Behavior
Development concept of Consumer Behaviour
Marketing Segmentation
2. Consumer behaviour has emerged in the 1940s and 50s as a distinct sub-discipline
of Marketing
“Consumer behavior is the process where by individual decides what, where, when,
how, from whom to purchase the goods and services.” --- Walter
According to Engel, Blackwell, and Mansard, ‘consumer behaviour is the actions and
decision processes of people who purchase goods and services for personal
consumption’.
Differences among below terms
Customer
Consumer
Client
End-User
Buyer
3. Consumers can be divided into two types –
Household consumers – Who buy products for their own consumption.
Industrial consumers – Who buy products for further value addition, as inputs for manufacturing or for retailing.
4. Consumer behaviour is the study of individuals, groups, or
organizations and all the activities associated with the purchase, use
and disposal of goods and services, and how the consumer's
emotions, attitudes and preferences affect buying behaviour.
Purchase activities: The purchase of goods or services; how consumers acquire
products and services.
Use or consumption activities: Concerns the who, where, when and how of
consumption and the usage experience.
Disposal activities: Concerns the way that consumers dispose of products and
packaging; may also include reselling activities such as eBay and second-hand
markets
5. The study of Consumer Behavior helps in understanding how individuals make
decisions to spend their available resources like time, money, and effort while
purchasing goods and services.
It is a subject that explains the basic questions that a normal consumer faces −
what to buy, why to buy, when to buy, where to buy from, how often to buy, and
how they use it.
6. Types of consumer behavior
There are four main types of consumer behavior:
1. Complex buying behavior
2. Dissonance-reducing buying behavior
3. Habitual buying behavior
4. Variety seeking behavior
7. Dimensions of Consumer Behavior
Consumer behavior is multidimensional in nature and it is influenced by the following
subjects −
Psychology is a discipline that deals with the study of mind and behavior.
Sociology is the study of groups.
Social Psychology is a combination of sociology and psychology
Cultural Anthropology is the study of human beings in society.
8. What it reveal ?
What consumers think and how they feel about various alternatives
(brands, products, etc.);
What influences consumers to choose between various options;
Consumers’ behavior while researching and shopping;
How consumers’ environment (friends, family, media, etc.) influences
their behavior.
9. Nature of Consumer Behaviour
1. Influenced by various factors
2. Undergoes a constant change
3. Varies from consumer to consumer
4. Varies from region to region and country to county
5. Information on consumer behaviour is important to the marketers:
Product design/model
Pricing of the product
Promotion of the product
Packaging
Place of distribution
6. Leads to purchase decision
7. Varies from product to product
8. Improves standard of living
10. Significance of Studying Consumer Behaviour
(i) Realistic Implementation of the Marketing Concept:
• The modern marketing concept is consumer-oriented.
• To give a realistic implementation to this concept, a study of consumer
behavior is imperative.
• More specifically, a study of consumer behavior is a must for developing an
ideal marketing-mix; which is the cornerstone of the concept of marketing.
• It is, in fact, very true to state that unless the marketer knows what
consumers buy and why; it is not possible to design and implement a
successful scheme of marketing-mix to, beat the completive elements.
11. (ii) Planning Product Differentiation and Market Segmentation:
For planning product differentiation strategies (i.e. making the product so
differentiated and unique that consumer may be tempted to buy only that
product due to its unique features); a study of consumer behaviour is very
significant or necessary.
Again, for designing schemes of market segmentation (a process of dividing
a potential market into distinct sub-markets of consumers with common
needs and characteristics), a study of consumer behaviour is very
necessary.
12. (iii) Selection of Distribution Channels:
A study of consumer behaviour not only includes what consumers buy;
but also the source from where they buy’.
For example, men of status in society may never buy things from
ordinary shops and ordinary markets. They may prefer to buy from
prestigious stores and markets; even though they may have to pay a
higher price and so on for various categories of consumers.
13. (iv) Designing Promotional Techniques:
Promotional techniques include advertising message and media,
personal selling approaches and special sales promotional devices.
Designing promotional techniques is much facilitated by a study of
consumer behaviour; which may throw light on the psychology of
people as to the factors which affect their buying decisions.
14. (v) Trade-Off between Price and Quality:
A study of consumer behaviour is likely to reveal whether target
consumers of the enterprise emphasize more on the price of the
product or its quality.
On this basis, the marketer can device suitable pricing strategies and
programmes aimed at upgrading the quality of organization's
products to suit the needs, habits and behaviour of consumers.
15. Development Of The Marketing Concept And
The Discipline Of Consumer Behaviour:
• The field of consumer behaviour is rooted in the marketing concept, a business
orientation that evolved in the 1950s through several alternative approaches toward
doing business referred to respectively: -
1) The Production Concept.
2) The Product Concept.
3) The Selling Concept.
4) The Marketing Concept.
5) The Societal Marketing Concept
16. 1) THE PRODUCTION CONCEPT:
• The production concept assumes that consumers are mostly
interested in product availability at low prices; its implicit marketing
objectives are cheap, efficient product and intensive distribution.
• It makes sense when consumer are more interested in buying what’s
available rather than wait for what they really want.
• The main objective is to expand the market.
17. 2) THE PRODUCT CONCEPT:
• The product concept assumes that consumers will buy the product that
offers them the highest quality, the best performance, and the most
features.
• It ensures the company to improve the quality of its product and add new
features.
• The product concept often leads to “marketing myopia” that is focusing on
the product rather than the customer needs.
18. 3) THE SELLING CONCEPT:
• The assumption of the selling concept is that consumers are unlikely to buy
the product unless they are aggressively persuaded to do so – mostly
through “hard sell” approach.
• The problem in this concept is that it fails to satisfy a customer.
• Today the selling concept is utilize be marketers of unsought products –
that is which people are not willing to buy it (such as life insurance).
19. 4) THE MARKETING CONCEPT:
• It started in 1950’s when some marketers realized we can sell more
products by determining what consumer would buy.
• Consumer need and wants became the firm’s primary focus.
• The marketers should made product what t can sell, instead of what it
has made.
20. STARTING POINT FOCUS MEANS ENDS
SELLING CONCEPT
Factory Product Selling & Promotion Profit through sale volume
MARKETING CONCEPT
Market Needs Marketing Profit via customer satisfaction
22. IMPLEMENTING THE MARKETING CONCEPT:
• To identify unsatisfied consumer need, companies had to engage in
extensive marketing research. The marketing concept underscored
the importance of consumer research.
• The strategic tools that are used to implement the marketing concept
include segmentation, targeting, positioning and the marketing mix.
23. • Analyzing market opportunity:
• Selecting target market:
• Marketing-mix decisions:
• Use in social and non-profits marketing
Strategic Applications of Consumer Behaviour
24. Market Segmentation
Market segmentation is the process of dividing a market of potential customers into groups, or
segments, based on different characteristics.
The segments created are composed of consumers who will respond similarly to marketing
strategies and who share traits such as similar interests, needs, or locations.