This document discusses various theories of personality and their implications for understanding consumer behavior. It covers Freudian theory which suggests unconscious drives influence behavior. Neo-Freudian theory emphasizes social relationships in personality development. Trait theory approaches personality as a set of traits. The document also discusses self-concept and how personality traits relate to consumer segmentation, innovation adoption, and responsiveness to marketing messages. Memory and learning processes are also examined in the context of consumer behavior.
This document provides an overview of individual determinants of consumer behavior, including personality, self-concept, motivation, and learning/memory/recall. It discusses several personality theories and traits that influence consumer decisions. It also examines the concepts of self-image and motivation, describing different types of motives and motivation theories. Marketing implications are that personality traits can help segment consumers and appeal to their traits through branding, promotion, and product positioning. Motivation and self-image also influence product choices and how marketers can ensure satisfaction through congruence between products and consumers' self-concepts.
This document discusses the importance and use of customer relationship management (CRM) systems in the retail industry. It begins by noting how customer demands and expectations have changed, requiring retailers to shift from traditional to modern marketing focused on building customer relationships. The rest of the document then discusses what CRM is, how retailers have benefited from implementing CRM systems to collect and analyze customer data, develop targeted programs to increase satisfaction, retention and sales, and new trends in CRM technology.
This document defines buying motives as the impulses, desires, and considerations that motivate a person to purchase a product. It identifies several types of buying motives:
Product motives refer to attributes of the product itself that drive purchases. Emotional motives involve impulsive buying based on feelings rather than logic. Rational motives involve logical analysis of the pros and cons before purchasing. Operational and socio-psychological motives involve functionality needs and social status considerations. Patronage motives influence a buyer's selection of a particular shop or brand, based on either emotional or rational factors.
The document discusses the dynamics of perception from three aspects: perceptual selection, organization, and interpretation. It focuses on perceptual selection, which involves consumers selectively attending to environmental stimuli based on three main factors: the nature of the stimulus, their previous experiences, and their motives. Consumers filter stimuli through selective exposure, selective attention, perceptual defense, and perceptual blocking mechanisms. They tend to notice stimuli that confirm their beliefs and fulfill their needs, while ignoring threatening or irrelevant information.
Role of customer relationship manger in the organization and explain the role with call center management.Expectation from customer relationship manager in organisation.
ATTITUDES AND ATTITUDE FORMATION IN CONSUMER BEHAVIOR combinedShaista Butt
The document discusses attitudes in consumer behavior. It defines attitude as an enduring predisposition to behave consistently in a favorable or unfavorable manner towards a given object. Attitudes arise from beliefs and lie dormant in the mind. They influence consumer behavior in decision making situations. Attitudes are formed through direct experience and exposure to information, media, and personal beliefs. They can change in response to social influences, personality traits, and mass media exposure. Marketers work to understand, analyze, and change attitudes to influence consumer purchasing behaviors.
The document discusses different types of buying motives that influence consumer purchasing decisions. There are emotional and rational motives, with emotional motives influenced by feelings and rational motives based on logical thinking. Product motives refer to reasons for purchasing a certain product class or specific brand/item, while patronage motives determine where products are purchased based on factors like price, location, quality and services. Buying motives can also be inherent physiological needs or learned from one's environment and education. Motives provide the impulse for consumers to buy and determine what, when, where and how much they purchase.
Individual determinants of consumer behaviourMelissa Baker
The document discusses various theories and models of motivation and consumer behavior. It describes Maslow's hierarchy of needs which proposes that humans seek to satisfy higher level needs after fulfilling basic needs. McGuire's psychological motives model divides motivation into cognitive vs affective and status quo vs growth categories. Murray identified six psychogenic needs like autonomy and dominance. The consumer decision process model outlines stages like problem recognition, information search, evaluation of alternatives, purchase decision and post-purchase evaluation. Attitudes are influenced by affect through mere exposure effect, classical conditioning and attitude toward the ad.
This document provides an overview of individual determinants of consumer behavior, including personality, self-concept, motivation, and learning/memory/recall. It discusses several personality theories and traits that influence consumer decisions. It also examines the concepts of self-image and motivation, describing different types of motives and motivation theories. Marketing implications are that personality traits can help segment consumers and appeal to their traits through branding, promotion, and product positioning. Motivation and self-image also influence product choices and how marketers can ensure satisfaction through congruence between products and consumers' self-concepts.
This document discusses the importance and use of customer relationship management (CRM) systems in the retail industry. It begins by noting how customer demands and expectations have changed, requiring retailers to shift from traditional to modern marketing focused on building customer relationships. The rest of the document then discusses what CRM is, how retailers have benefited from implementing CRM systems to collect and analyze customer data, develop targeted programs to increase satisfaction, retention and sales, and new trends in CRM technology.
This document defines buying motives as the impulses, desires, and considerations that motivate a person to purchase a product. It identifies several types of buying motives:
Product motives refer to attributes of the product itself that drive purchases. Emotional motives involve impulsive buying based on feelings rather than logic. Rational motives involve logical analysis of the pros and cons before purchasing. Operational and socio-psychological motives involve functionality needs and social status considerations. Patronage motives influence a buyer's selection of a particular shop or brand, based on either emotional or rational factors.
The document discusses the dynamics of perception from three aspects: perceptual selection, organization, and interpretation. It focuses on perceptual selection, which involves consumers selectively attending to environmental stimuli based on three main factors: the nature of the stimulus, their previous experiences, and their motives. Consumers filter stimuli through selective exposure, selective attention, perceptual defense, and perceptual blocking mechanisms. They tend to notice stimuli that confirm their beliefs and fulfill their needs, while ignoring threatening or irrelevant information.
Role of customer relationship manger in the organization and explain the role with call center management.Expectation from customer relationship manager in organisation.
ATTITUDES AND ATTITUDE FORMATION IN CONSUMER BEHAVIOR combinedShaista Butt
The document discusses attitudes in consumer behavior. It defines attitude as an enduring predisposition to behave consistently in a favorable or unfavorable manner towards a given object. Attitudes arise from beliefs and lie dormant in the mind. They influence consumer behavior in decision making situations. Attitudes are formed through direct experience and exposure to information, media, and personal beliefs. They can change in response to social influences, personality traits, and mass media exposure. Marketers work to understand, analyze, and change attitudes to influence consumer purchasing behaviors.
The document discusses different types of buying motives that influence consumer purchasing decisions. There are emotional and rational motives, with emotional motives influenced by feelings and rational motives based on logical thinking. Product motives refer to reasons for purchasing a certain product class or specific brand/item, while patronage motives determine where products are purchased based on factors like price, location, quality and services. Buying motives can also be inherent physiological needs or learned from one's environment and education. Motives provide the impulse for consumers to buy and determine what, when, where and how much they purchase.
Individual determinants of consumer behaviourMelissa Baker
The document discusses various theories and models of motivation and consumer behavior. It describes Maslow's hierarchy of needs which proposes that humans seek to satisfy higher level needs after fulfilling basic needs. McGuire's psychological motives model divides motivation into cognitive vs affective and status quo vs growth categories. Murray identified six psychogenic needs like autonomy and dominance. The consumer decision process model outlines stages like problem recognition, information search, evaluation of alternatives, purchase decision and post-purchase evaluation. Attitudes are influenced by affect through mere exposure effect, classical conditioning and attitude toward the ad.
This document discusses the role of motives in guiding consumer behavior. It defines motives as inner urges that prompt a person to action. Motivation is the process that initiates, guides, and maintains goal-oriented behavior. Motives serve several roles including defining basic strivings, identifying goal objects, influencing choice criteria, and deciding other influences. There are different types of buying motives such as emotional, rational, and patronage motives. Motives can be aroused through physiological, emotional, cognitive, and environmental means. Motive combinations also occur through linking and bundling. The dynamics of motivation involve needs never being fully satisfied, new needs emerging, and people setting higher goals as old ones are achieved.
Perception involves selecting, organizing, and interpreting sensory information. Sensation is the immediate response to stimuli, while perception adds interpretation. Selective perception means we notice some things more than others based on internal factors like motivation and external ones like size and motion. Gestalt principles of perceptual organization include figure/ground, grouping, closure, and good continuation. Perceptual interpretation involves applying stereotypes, judging appearances, using descriptive terms, forming first impressions, and halo effects. Positioning creates an image for a product or service in consumers' minds through communications and benefits rather than attributes. Repositioning may be needed due to competitors, lifestyle changes, or target segments.
This document provides information on sales force management and sales training. It discusses the meaning and definition of recruitment, characteristics of recruitment, and the process of recruiting salesmen including determining the nature, number, and sources of salesmen. It also covers the meaning of selection, its importance, who selects salesmen, principles and methods used in selection, and selection tests. Finally, it discusses the meaning and objectives of sales training, its importance, types of training, contents of a good training scheme, and planning a sales training program in terms of its aim, content, method of execution, and evaluation.
Post-purchase dissonance is doubt or anxiety experienced after making a difficult purchase decision. Factors like the number of alternatives considered and substitutability of options can influence dissonance. Consumers may also regret purchases if the product fails to meet expectations or they find out foregone alternatives were better. Approaches to reduce dissonance include increasing desirability of the chosen brand and decreasing desirability of rejected brands. Satisfaction depends on expectations; focusing on satisfying customers totally is important for loyalty rather than immediate repurchase. Dissatisfied customers may still repurchase due to lack of alternatives, while satisfied customers may switch seeking better options.
This document discusses advertising and sales promotion. It begins by defining advertising as any paid form of non-personal presentation and promotion of ideas, goods, or services by an identified sponsor. The objectives of advertising include creating brand awareness, preference, conviction to purchase, and stimulating repeat purchases. Sales promotion consists of short-term incentives to encourage quicker or greater purchase, and objectives include introducing new products and increasing sales. Common consumer promotion tools include samples, coupons, and contests while trade tools include discounts, free goods, and allowances. Advertising has long-term policies while sales promotion fills gaps with short-term policies.
This document discusses several models for customer relationship management (CRM). It describes the IDIC model which involves identifying customers, differentiating them, interacting with them, and customizing products/services for each customer. It also outlines the QCI model which examines how external environment, customer experience, infrastructure, and processes work together in customer management. Additionally, it summarizes the CRM value chain model which divides CRM into primary stages of analyzing customer portfolio, developing customer intimacy/networks, and managing the customer lifecycle, supported by leadership, technology, people and processes. The five step process model focuses on strategy development, value creation, multichannel integration, information management and performance assessment.
This document outlines a lecture on consumer learning. It discusses the key learning theories of behavioral learning, cognitive learning, and observational learning. For behavioral learning, it covers classical and operant conditioning. Classical conditioning examples include branding using familiar stimuli. Operant conditioning applications are customer satisfaction and reinforcement schedules. Cognitive learning theories discussed are discovery learning and meaningful verbal learning using advance organizers. Models of cognitive processing and the innovation decision process are also presented. The document concludes with measures of consumer learning like recognition, recall, and developing brand loyalty and equity.
This document discusses different types of advertising appeals that are used to influence consumer purchasing decisions. It describes rational appeals that focus on a product's practical benefits. Emotional appeals evoke feelings like fear, humor, pride and joy. Moral appeals reference social causes. Other appeals mentioned include reminder, teaser, musical, transformational, comparison, direct, indirect, social, bandwagon, and statistics appeals. The document provides examples for most appeal types.
This document discusses consumer motivation and behavior. It begins by defining motivation as the driving force within individuals that impels them to action. Needs are the essence of marketing, as marketers make consumers aware of needs rather than create them. The document then discusses the motivation process, types of needs, goals, and the relationship between needs and goals. It also covers positive and negative motivation, rational versus emotional motives, arousal of motives, and philosophies around motive arousal.
Consumer Attitude Formation and change
Attitude
What Are Attitudes?
Structural Models of Attitudes
Tricomponent Attitude Model
Multiattribute Attitude Models
A Simplified Version of the Theory of Reasoned Action
Theory of Trying to Consume
Attitude-Toward-the-Ad Model
Changing the Basic Motivational Function
Elaboration Likelihood Model (ELM)
Consumer Attitude Formation and Changes 1784Zubair Bhatti
Attitudes are learned predispositions to behave positively or negatively towards people, objects, services or ideas. They have three components - cognitive, affective and behavioral. Attitudes are formed through direct experience, social influences and personality traits. Marketers use various strategies to change attitudes, such as associating products with groups, resolving conflicting attitudes, and altering beliefs about attributes. Theories of attitude formation include cognitive dissonance theory and attribution theory, which provide different perspectives on how behavior can precede and influence attitude.
This document discusses consumer learning theories and their application in marketing. It covers both behavioral learning theories like classical and instrumental conditioning, as well as cognitive learning theory. Marketers use these theories to build brand loyalty through repetition, associations between stimuli and responses, and driving consumers to rehearse information. Behavioral theories focus on observable behaviors in response to stimuli, while cognitive theory examines mental problem solving and information processing.
Consumer behavior and factors influencing consumer behaviorWish Mrt'xa
The document discusses factors that influence consumer behavior, including cultural, social, personal, and psychological factors. Cultural factors encompass elements like culture, subcultures, and social classes that shape consumer values and preferences. Social factors include reference groups, family influences, and social roles/status. Personal factors pertain to individual characteristics like age, lifestyle, and income that affect purchasing decisions. Psychological factors are motivations, perceptions, learning, and beliefs/attitudes that drive consumer behavior at a subconscious level. Understanding these various influences is important for analyzing consumer decision-making processes.
Motivation is constantly changing based on life experiences and the satisfaction of needs and goals over time. Psychologists have proposed three reasons for this dynamic nature: 1) Existing needs are never fully satisfied and new needs emerge; 2) satisfying one need leads to the emergence of higher-level needs; 3) achieving goals leads individuals to set even higher new goals for themselves as their aspirations increase.
Personality and self concept- Studying Consumer Behaviour Nupur Agarwal
Personality and Self Concept are important parameters while studying consumer behaviour. It helps us understand the market behavioural pattern and trends.
This document discusses brand management and customer-based brand equity. It defines a brand and explains the challenges of brand management. It introduces the concept of customer-based brand equity and presents a pyramid model with the key dimensions of brand identity, meaning, response, and resonance. It outlines the strategic brand management process and emphasizes the importance of building strong, favorable brand associations in the minds of customers.
This document provides an overview of consumer behavior and consumer rights in India. It defines consumer behavior as how individuals make purchasing decisions and interact with products and services. The key aspects covered include:
- Definitions and meaning of consumer behavior
- Differences between consumers and customers
- Characteristics of Indian consumers, including value orientation, family orientation, and tradition
- The six main consumer rights established in India, including safety, information, choice, redressal, and education
- Responsibilities of consumers such as self-help, keeping transaction records, and proper use of products
- A brief history of the consumer movement in India
This document discusses consumer behavior and the factors that influence consumer purchasing decisions. It defines consumer behavior as the process a consumer goes through to make purchase, use, and disposal decisions regarding goods and services. Understanding consumer behavior is important for companies to forecast trends and meet consumer needs. Consumers are motivated to purchase goods both by primary needs like hunger and shelter, as well as secondary motives that can be emotional, rational, or based on patronage preferences. Emotional motives are feelings-driven, rational motives use logic and judgment, and patronage motives favor certain retailers. Purchasing decisions often involve a combination of these different motives.
Unit 3 external influences on consumer behaviour (1)viveksangwan007
External Influences on Consumer Behaviour
Group Dynamics and Reference Groups: Consumer relevant groups, Types of Family: Functions of family, Family decision making, Family Life Cycle (Modern and Traditional) Culture: Values and Norms, Characteristics and influence on Consumer Behaviour, sub culture, Cross cultural consumer behavior. Social Class: Categories, Measurement and Applications of Social Class.
This document discusses factors that influence consumer behavior, including cultural, social, and personal factors. Cultural factors include social class and subcultures that shape consumer wants. Social factors refer to the influence of reference groups, family roles, and social status. Personal factors comprise age and life stage, occupation, personality, lifestyle, and values. The consumer decision process involves problem recognition, information search, alternative evaluation, purchase decision, and post-purchase behavior. Psychological processes like motivation, perception, learning, and memory also impact consumer choices.
This document discusses consumer buying behavior and decision making. It covers key topics such as factors influencing consumer behavior like cultural, social, personal and psychological factors. It also discusses the buyer decision process, including problem recognition, information search, evaluation of alternatives, purchase decision, purchase, and post-purchase evaluation. Additionally, it covers customer satisfaction and the role of marketing in influencing the consumer buying process.
This document discusses the role of motives in guiding consumer behavior. It defines motives as inner urges that prompt a person to action. Motivation is the process that initiates, guides, and maintains goal-oriented behavior. Motives serve several roles including defining basic strivings, identifying goal objects, influencing choice criteria, and deciding other influences. There are different types of buying motives such as emotional, rational, and patronage motives. Motives can be aroused through physiological, emotional, cognitive, and environmental means. Motive combinations also occur through linking and bundling. The dynamics of motivation involve needs never being fully satisfied, new needs emerging, and people setting higher goals as old ones are achieved.
Perception involves selecting, organizing, and interpreting sensory information. Sensation is the immediate response to stimuli, while perception adds interpretation. Selective perception means we notice some things more than others based on internal factors like motivation and external ones like size and motion. Gestalt principles of perceptual organization include figure/ground, grouping, closure, and good continuation. Perceptual interpretation involves applying stereotypes, judging appearances, using descriptive terms, forming first impressions, and halo effects. Positioning creates an image for a product or service in consumers' minds through communications and benefits rather than attributes. Repositioning may be needed due to competitors, lifestyle changes, or target segments.
This document provides information on sales force management and sales training. It discusses the meaning and definition of recruitment, characteristics of recruitment, and the process of recruiting salesmen including determining the nature, number, and sources of salesmen. It also covers the meaning of selection, its importance, who selects salesmen, principles and methods used in selection, and selection tests. Finally, it discusses the meaning and objectives of sales training, its importance, types of training, contents of a good training scheme, and planning a sales training program in terms of its aim, content, method of execution, and evaluation.
Post-purchase dissonance is doubt or anxiety experienced after making a difficult purchase decision. Factors like the number of alternatives considered and substitutability of options can influence dissonance. Consumers may also regret purchases if the product fails to meet expectations or they find out foregone alternatives were better. Approaches to reduce dissonance include increasing desirability of the chosen brand and decreasing desirability of rejected brands. Satisfaction depends on expectations; focusing on satisfying customers totally is important for loyalty rather than immediate repurchase. Dissatisfied customers may still repurchase due to lack of alternatives, while satisfied customers may switch seeking better options.
This document discusses advertising and sales promotion. It begins by defining advertising as any paid form of non-personal presentation and promotion of ideas, goods, or services by an identified sponsor. The objectives of advertising include creating brand awareness, preference, conviction to purchase, and stimulating repeat purchases. Sales promotion consists of short-term incentives to encourage quicker or greater purchase, and objectives include introducing new products and increasing sales. Common consumer promotion tools include samples, coupons, and contests while trade tools include discounts, free goods, and allowances. Advertising has long-term policies while sales promotion fills gaps with short-term policies.
This document discusses several models for customer relationship management (CRM). It describes the IDIC model which involves identifying customers, differentiating them, interacting with them, and customizing products/services for each customer. It also outlines the QCI model which examines how external environment, customer experience, infrastructure, and processes work together in customer management. Additionally, it summarizes the CRM value chain model which divides CRM into primary stages of analyzing customer portfolio, developing customer intimacy/networks, and managing the customer lifecycle, supported by leadership, technology, people and processes. The five step process model focuses on strategy development, value creation, multichannel integration, information management and performance assessment.
This document outlines a lecture on consumer learning. It discusses the key learning theories of behavioral learning, cognitive learning, and observational learning. For behavioral learning, it covers classical and operant conditioning. Classical conditioning examples include branding using familiar stimuli. Operant conditioning applications are customer satisfaction and reinforcement schedules. Cognitive learning theories discussed are discovery learning and meaningful verbal learning using advance organizers. Models of cognitive processing and the innovation decision process are also presented. The document concludes with measures of consumer learning like recognition, recall, and developing brand loyalty and equity.
This document discusses different types of advertising appeals that are used to influence consumer purchasing decisions. It describes rational appeals that focus on a product's practical benefits. Emotional appeals evoke feelings like fear, humor, pride and joy. Moral appeals reference social causes. Other appeals mentioned include reminder, teaser, musical, transformational, comparison, direct, indirect, social, bandwagon, and statistics appeals. The document provides examples for most appeal types.
This document discusses consumer motivation and behavior. It begins by defining motivation as the driving force within individuals that impels them to action. Needs are the essence of marketing, as marketers make consumers aware of needs rather than create them. The document then discusses the motivation process, types of needs, goals, and the relationship between needs and goals. It also covers positive and negative motivation, rational versus emotional motives, arousal of motives, and philosophies around motive arousal.
Consumer Attitude Formation and change
Attitude
What Are Attitudes?
Structural Models of Attitudes
Tricomponent Attitude Model
Multiattribute Attitude Models
A Simplified Version of the Theory of Reasoned Action
Theory of Trying to Consume
Attitude-Toward-the-Ad Model
Changing the Basic Motivational Function
Elaboration Likelihood Model (ELM)
Consumer Attitude Formation and Changes 1784Zubair Bhatti
Attitudes are learned predispositions to behave positively or negatively towards people, objects, services or ideas. They have three components - cognitive, affective and behavioral. Attitudes are formed through direct experience, social influences and personality traits. Marketers use various strategies to change attitudes, such as associating products with groups, resolving conflicting attitudes, and altering beliefs about attributes. Theories of attitude formation include cognitive dissonance theory and attribution theory, which provide different perspectives on how behavior can precede and influence attitude.
This document discusses consumer learning theories and their application in marketing. It covers both behavioral learning theories like classical and instrumental conditioning, as well as cognitive learning theory. Marketers use these theories to build brand loyalty through repetition, associations between stimuli and responses, and driving consumers to rehearse information. Behavioral theories focus on observable behaviors in response to stimuli, while cognitive theory examines mental problem solving and information processing.
Consumer behavior and factors influencing consumer behaviorWish Mrt'xa
The document discusses factors that influence consumer behavior, including cultural, social, personal, and psychological factors. Cultural factors encompass elements like culture, subcultures, and social classes that shape consumer values and preferences. Social factors include reference groups, family influences, and social roles/status. Personal factors pertain to individual characteristics like age, lifestyle, and income that affect purchasing decisions. Psychological factors are motivations, perceptions, learning, and beliefs/attitudes that drive consumer behavior at a subconscious level. Understanding these various influences is important for analyzing consumer decision-making processes.
Motivation is constantly changing based on life experiences and the satisfaction of needs and goals over time. Psychologists have proposed three reasons for this dynamic nature: 1) Existing needs are never fully satisfied and new needs emerge; 2) satisfying one need leads to the emergence of higher-level needs; 3) achieving goals leads individuals to set even higher new goals for themselves as their aspirations increase.
Personality and self concept- Studying Consumer Behaviour Nupur Agarwal
Personality and Self Concept are important parameters while studying consumer behaviour. It helps us understand the market behavioural pattern and trends.
This document discusses brand management and customer-based brand equity. It defines a brand and explains the challenges of brand management. It introduces the concept of customer-based brand equity and presents a pyramid model with the key dimensions of brand identity, meaning, response, and resonance. It outlines the strategic brand management process and emphasizes the importance of building strong, favorable brand associations in the minds of customers.
This document provides an overview of consumer behavior and consumer rights in India. It defines consumer behavior as how individuals make purchasing decisions and interact with products and services. The key aspects covered include:
- Definitions and meaning of consumer behavior
- Differences between consumers and customers
- Characteristics of Indian consumers, including value orientation, family orientation, and tradition
- The six main consumer rights established in India, including safety, information, choice, redressal, and education
- Responsibilities of consumers such as self-help, keeping transaction records, and proper use of products
- A brief history of the consumer movement in India
This document discusses consumer behavior and the factors that influence consumer purchasing decisions. It defines consumer behavior as the process a consumer goes through to make purchase, use, and disposal decisions regarding goods and services. Understanding consumer behavior is important for companies to forecast trends and meet consumer needs. Consumers are motivated to purchase goods both by primary needs like hunger and shelter, as well as secondary motives that can be emotional, rational, or based on patronage preferences. Emotional motives are feelings-driven, rational motives use logic and judgment, and patronage motives favor certain retailers. Purchasing decisions often involve a combination of these different motives.
Unit 3 external influences on consumer behaviour (1)viveksangwan007
External Influences on Consumer Behaviour
Group Dynamics and Reference Groups: Consumer relevant groups, Types of Family: Functions of family, Family decision making, Family Life Cycle (Modern and Traditional) Culture: Values and Norms, Characteristics and influence on Consumer Behaviour, sub culture, Cross cultural consumer behavior. Social Class: Categories, Measurement and Applications of Social Class.
This document discusses factors that influence consumer behavior, including cultural, social, and personal factors. Cultural factors include social class and subcultures that shape consumer wants. Social factors refer to the influence of reference groups, family roles, and social status. Personal factors comprise age and life stage, occupation, personality, lifestyle, and values. The consumer decision process involves problem recognition, information search, alternative evaluation, purchase decision, and post-purchase behavior. Psychological processes like motivation, perception, learning, and memory also impact consumer choices.
This document discusses consumer buying behavior and decision making. It covers key topics such as factors influencing consumer behavior like cultural, social, personal and psychological factors. It also discusses the buyer decision process, including problem recognition, information search, evaluation of alternatives, purchase decision, purchase, and post-purchase evaluation. Additionally, it covers customer satisfaction and the role of marketing in influencing the consumer buying process.
The document discusses various topics related to consumer behavior, including problem recognition, motivation, attitudes, and environmental influences. It defines consumer behavior and describes how marketers study factors that impact purchase decisions. It also covers motivation theories like Maslow's hierarchy of needs and how motivation research is used. Key environmental influences discussed are culture, subcultures, social class, and reference groups. Learning theories around behaviorism and cognitivism are also summarized.
The document discusses consumer buyer behavior. It covers characteristics that affect consumer behavior like cultural, social, personal and psychological factors. It also discusses Henry Assael's model of buyer decision behavior types based on involvement and differences between brands. The consumer buying decision process is outlined as need recognition, information search, evaluation of alternatives, purchase decision, and post-purchase behavior. Factors influencing each stage are explained. Social classes in India are classified based on annual income as deprived, aspires, seekers, strivers, and global Indians. Maslow's hierarchy of needs and its influence on motivation is also summarized.
The document discusses consumer buying behavior and the factors that influence it. It provides definitions of consumer behavior and discusses the need to study consumer behavior to satisfy customer needs, understand consumer psychology, motives, choices, and preferences. It then describes different types of consumer buying behavior including complex, dissonance-reducing, habitual, and variety seeking behaviors. The stages of the consumer buying decision process are outlined as well as psychological, social, cultural, personal, and economic factors that influence consumer decisions.
This document discusses consumer buying behavior and the factors that influence it. It covers the decision making process and stages consumers go through, from need recognition to post-purchase evaluation. The four main factors that influence consumer behavior are cultural, social, personal and psychological factors. It also outlines different types of buying behaviors and provides a model of the consumer decision journey.
The document discusses the key determinants and processes involved in consumer buying behavior. It defines buying behavior and identifies the main factors that influence it, including cultural, social, personal and psychological factors. It then outlines the five main stages in the buying behavior process: perceived want or desire, information search, evaluation of alternatives, purchase decision, and post-purchase experience and behavior. The document concludes that understanding this buying behavior process is important for marketing management.
What we buy, how we buy, where and when we buy, in how much quantity we buy depends on our perception, self-concept, social and cultural background and our age and family cycle, our attitudes, beliefs values, motivation, personality, social class and many other factors that are both internal and external to us.
This document provides an overview of key concepts in consumer behavior including:
1. Definitions of consumer behavior focus on how individuals make decisions to purchase goods and services to satisfy their needs.
2. Important factors that influence consumer behavior are discussed, including social and cultural influences, psychological factors like motivation and personality, and the consumer purchase decision process.
3. Understanding consumer behavior is important for businesses to develop effective marketing strategies like market segmentation to appeal to different consumer groups. Consumer perceptions and attitudes greatly impact the purchasing decisions.
The document discusses consumer behavior, defining it as the actions and decisions individuals make when selecting, purchasing, using, and disposing of goods and services. It explains that consumer behavior is influenced by personal, social, cultural, situational, psychological, and marketing factors. The document also outlines different types of consumer behavior including complex, dissonance-reducing, habitual, and variety-seeking behaviors. Understanding consumer behavior is critical for businesses to develop effective marketing strategies and meet customer needs.
The document discusses key concepts in consumer and buyer behavior. It defines a customer as a person who buys goods and services and pays for them, while a consumer is the end user of those goods and services. It then explains factors that influence consumer behavior, including cultural, social, personal, and psychological factors. Specifically, it outlines how characteristics like age, income, lifestyle, personality, motivation, perception, learning, beliefs and attitudes all shape consumer decisions. Finally, it discusses the different roles in buying decisions, types of buying behavior, and stages of the consumer buying process.
The document provides an overview of consumer buyer behavior. It discusses characteristics that affect consumer behavior such as cultural, social, personal, and psychological factors. It also examines Henry Assael's model of different types of buying decision behaviors based on involvement. The consumer buying decision process and process for new products are analyzed. Various buying motives and behavioral models including economic, learning, psychoanalytical, and sociological are also examined.
This document discusses consumer motivation and values. It introduces concepts like the marketing concept of fulfilling consumer needs and wants. It describes positive and negative motivation, as well as internal and external motivation. Maslow's hierarchy of needs is explained, categorizing needs from physiological to self-actualization. Freudian and Jungian theories of motivation involving the id, ego and superego are also summarized. Motivation research techniques used by marketers like projective tests and word association tests are briefly outlined. The relationship between consumer motivation and shopping behavior is explored through shopper classifications. Finally, the document defines instrumental and terminal values and discusses the role of culture in shaping values according to Hofstede's cultural dimensions.
Consumer decision making involves a process where consumers identify their needs, gather information about alternatives, evaluate options, and make a purchase decision. This process is influenced by psychological, economic, and environmental factors. There are three main types of consumer buying decisions - routine response behavior for everyday low-involvement purchases, limited decision making for moderate-involvement purchases, and extensive decision making for high-involvement purchases. A consumer's decision making process typically involves need recognition, information search, and leads to a purchase and post-purchase evaluation.
This document discusses how personality influences consumer behavior and attitudes. It begins by defining personality and outlining theories of personality, including Freudian, Neo-Freudian, and trait theories. It then explains how specific personality traits like consumer innovativeness, dogmatism, and need for uniqueness impact consumer responses. The document also covers brand personality, materialism, compulsive consumption, and how products can enhance consumers' self-images. The overall objective is to understand how personality reflects differences in consumers and how marketers can use this knowledge.
This document discusses consumer behavior and factors that influence it. It defines key terms like consumer, buyer, and customer. It describes the consumer decision making process which involves need recognition, information search, evaluation of alternatives, purchase decision, and post-purchase behavior. It also outlines 4 types of consumer behaviors and discusses psychological, social, cultural, personal, economic, and environmental factors that influence consumer decisions.
This document discusses consumer behavior and the factors that influence it. It outlines the objectives of studying consumer behavior as understanding internal and external influences, the buying process, and how this knowledge can be used for market segmentation and targeting. Both external/exogenous factors like culture, social class, reference groups, and internal/endogenous factors like needs, perceptions, learning, attitudes, personality and self-concept shape consumer behavior. Understanding these factors is important for marketing management.
The document discusses consumer buying behavior and the factors that influence purchase decisions. It describes the consumer buying decision process as having 5 stages: need recognition, information search, evaluation of alternatives, purchase decision, and post-purchase behavior. It then lists and explains the cultural, social, personal, and psychological factors that affect consumer decisions at each stage of the process. Finally, it outlines 4 types of buying behavior: complex, dissonance, habitual, and variety-seeking.
The document discusses consumer behavior and culture. It provides an overview of key concepts in consumer behavior including the decision making process, external and internal influences, problem recognition, information search, alternative evaluation and selection, outlet selection and purchase, post-purchase processes, and customer satisfaction. It then discusses culture and cultural influences, defining culture and outlining Hofstede's cultural dimensions model for comparing cultures.
Similar to Individual Determinants of Consumer Behaviour (20)
Industrial marketing (or business-to-business marketing) is the marketing of goods and services by one business to another. Industrial goods are those an industry uses to produce an end product from one or more raw materials.
Green marketing enables companies to satisfy the expectations of customers, communities and government leaders regarding environmentally friendly operations. Companies at the forefront of green marketing may attract more customers and generate greater revenue. Also, the push for green marketing impacts preservation of natural resources upon which companies rely
services marketing is a specialised branch of marketing. Services marketing emerged as a separate field of study in the early 1980s, following the recognition that the unique characteristics of services required different strategies compared with the marketing of physical goods.
The most significant trend of 2016 will be the ‘Platformification’ of banking, where both existing banks and startups begin a strategic shift towards becoming banking platforms, much like how Amazon is a platform in retail.”
Credit rating is an analysis of the credit risks associated with a financial instrument or a financial entity. It is a rating given to a particular entity based on the credentials and the extent to which the financial statements of the entity are sound, in terms of borrowing and lending that has been done in the past.
A debit is an accounting entry that either increases an asset or expense account, or decreases a liability or equity account. It is positioned to the left in an accounting entry. A credit is an accounting entry that either increases a liability or equity account, or decreases an asset or expense account.
The document summarizes the history and characteristics of stock exchanges in India. It notes that the first stock exchange was established in Bombay in 1877, followed by exchanges in Ahmadabad and Calcutta. There are now 24 recognized stock exchanges in India. The two major exchanges are the Bombay Stock Exchange (BSE), established in 1887, and the National Stock Exchange (NSE), established in 1992 to modernize the Indian capital market. The document outlines the role of stock exchanges in providing liquidity to capital markets, facilitating continuous trading of securities, and promoting economic development.
51 Types of Marketing Strategies in Use TodayPeter vinosh
An organization's strategy combines all of its marketing goals into one comprehensive plan. A good marketing strategy should be drawn from market research and focus on the product mix in order to achieve the maximum profit and sustain the business. The marketing strategy is the foundation of a marketing plan.
Money market basically refers to a section of the financial market where financial instruments with high liquidity and short-term maturities are traded. Money market has become a component of the financial market for buying and selling of securities of short-term maturities, of one year or less, such as treasury bills and commercial papers.
A financial system is a system that allows the exchange of funds between lenders, investors, and borrowers. Financial systems operate at national, global, and firm-specific levels.They consist of complex, closely related services, markets, and institutions intended to provide an efficient and regular linkage between investors and depositors.
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.
In this humorous and data-heavy Master Class, join us in a joyous celebration of life honoring the long list of SEO tactics and concepts we lost this year. Remember fondly the beautiful time you shared with defunct ideas like link building, keyword cannibalization, search volume as a value indicator, and even our most cherished of friends: the funnel. Make peace with their loss as you embrace a new paradigm for organic content: Pillar-Based Marketing. Along the way, discover that the results that old SEO and all its trappings brought you weren’t really very good at all, actually.
In this respectful and life-affirming service—erm, session—join Ryan Brock (Chief Solution Officer at DemandJump and author of Pillar-Based Marketing: A Data-Driven Methodology for SEO and Content that Actually Works) and leave with:
• Clear and compelling evidence that most legacy SEO metrics and tactics have slim to no impact on SEO outcomes
• A major mindset shift that eliminates most of the metrics and tactics associated with SEO in favor of a single metric that defines and drives organic ranking success
• Practical, step-by-step methodology for choosing SEO pillar topics and publishing content quickly that ranks fast
From Hope to Despair The Top 10 Reasons Businesses Ditch SEO Tactics.pptxBoston SEO Services
From Hope to Despair: The Top 10 Reasons Businesses Ditch SEO Tactics
Are you tired of seeing your business's online visibility plummet from hope to despair? When it comes to SEO tactics, many businesses find themselves grappling with challenges that lead them to abandon their strategies altogether. In a digital landscape that's constantly evolving, staying on top of SEO best practices is crucial to maintaining a competitive edge.
In this blog, we delve deep into the top 10 reasons why businesses ditch SEO tactics, uncovering the pain points that may resonate with you:
1. Algorithm Changes: The ever-changing algorithms can leave businesses feeling like they're chasing a moving target. Search engines like Google frequently update their algorithms to improve user experience and provide more relevant search results. However, these updates can significantly impact your website's visibility and ranking if you're not prepared.
2. Lack of Results: Investing time and resources without seeing tangible results can be disheartening. The absence of immediate results often leads businesses to lose faith in their SEO strategies. It's important to remember that SEO is a long-term game that requires patience and consistent effort.
3. Technical Challenges: From site speed issues to complex metadata implementation, technical hurdles can be daunting. Overcoming these challenges is crucial for SEO success, as technical issues can hinder your website's performance and user experience.
4. Keyword Competition: Fierce competition for top keywords can make it hard to rank effectively. Businesses often struggle to find the right balance between targeting high-traffic keywords and finding less competitive, niche keywords that can still drive significant traffic.
5. Lack of Understanding of SEO Basics: Many businesses dive into the complex world of SEO without fully grasping the fundamental principles. This lack of understanding can lead to several issues:
Keyword Awareness: Failing to recognize the importance of keyword research and targeting the right keywords in content.
On-Page Optimization: Ignorance regarding crucial on-page elements such as meta tags, headers, and content structure.
Technical SEO Best Practices: Overlooking essential aspects like site speed, mobile responsiveness, and crawlability.
Backlinks: Not understanding the value of high-quality backlinks from reputable sources.
Analytics: Failing to track and analyze data prevents businesses from optimizing their SEO efforts effectively.
6. Unrealistic Expectations and Timeframe: Entrepreneurs often fall prey to the allure of quick fixes and overnight success. Unrealistic expectations can overshadow the reality of the time and effort needed to see tangible results in the highly competitive digital landscape. SEO is a long-term strategy, and setting realistic goals is crucial for success.
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First Things First: Building and Effective Marketing Strategy
Too many companies (and marketers) jump straight into activation planning without formalizing a marketing strategy. It may seem tedious, but analyzing the mindset of your targeted audiences and identifying the messaging points most likely to resonate with them is time well spent. That process is also a great opportunity for marketers to collaborate with sales leaders and account managers on a galvanized go-to-market approach. I’ll walk you through the methods and tools we use with our clients to ensure campaign success.
Key Takeaways:
-Recognize the critical role of strategy in marketing
-Learn our approach for building an actionable, effective marketing strategy
-Receive templates and guides for developing a marketing strategy
The Secret to Engaging Modern Consumers: Journey Mapping and Personalization
In today's digital landscape, understanding the customer's journey and delivering personalized experiences are paramount. This masterclass delves into the art of consumer journey mapping, a powerful technique that visualizes the entire customer experience across touchpoints. Attendees will learn how to create detailed journey maps, identify pain points, and uncover opportunities for optimization. The presentation also explores personalization strategies that leverage data and technology to tailor content, products, and experiences to individual customers. From real-time personalization to predictive analytics, attendees will gain insights into cutting-edge approaches that drive engagement and loyalty.
Key Takeaways:
Current consumer landscape; Steps to mapping an effective consumer journey; Understanding the value of personalization; Integrating mapping and personalization for success; Brands that are getting It right!; Best Practices; Future Trends
Are you struggling to differentiate yourself in a saturated market? Do you find it challenging to attract and retain buyers? Learn how to effectively communicate your expertise using a Free Book Funnel designed to address these challenges and attract premium clients. This session will explore how a well-crafted book can be your most effective marketing tool, enhancing your credibility while significantly increasing your leads and sales while decreasing overall lead cost. Unpacking practical steps to create a magnetic book funnel that not only draws in your ideal customers, but also keeps them engaged. Break through the noise in the marketing world and leave with a blueprint that will transform your sales strategy.
Yes, It's Your Fault Book Launch WebinarDemandbase
From Blame to Gain: Achieving Sales and Marketing Alignment to Drive B2B Growth.
Tired of the perpetual tug-of-war between your sales and marketing teams? Come hear Demandbase Chief Marketing Officer, Kelly Hopping and Chief Sales Officer, John Eitel discuss key insights from their new book, “Yes, It’s Your Fault! From Blame to Gain: Achieving Sales and Marketing Alignment to Drive B2B Growth.”
They’ll share their no-nonsense approach to bridging the sales and marketing divide to drive true collaboration — once and for all.
In this webinar, you’ll discover:
The underlying dynamics fueling sales and marketing misalignment
How to implement practical solutions without disrupting day-to-day operations
How to cultivate a culture of collaboration and unity for long-term success
How to align on metrics that matter
Why it’s essential to break down technology and data silos
How ABM can be a powerful unifier
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:
Embrace AI for Local SEO: Learn to harness the power of AI technologies to optimize your website and content for local search. Understand the pivotal role AI plays in analyzing search trends and consumer behavior, enabling you to tailor your SEO strategies to meet the specific demands of your target local audience. Leverage the Content Factory Model: Discover the step-by-step process of creating SEO-optimized content at scale. This approach ensures a steady stream of high-quality content that engages local customers and boosts your search rankings. Get an action guide on implementing this model, complete with templates and scheduling strategies to maintain a consistent online presence. Maximize ROI with Dollar-a-Day Advertising: Dive into the cost-effective Dollar-a-Day advertising strategy that amplifies your visibility in local searches without breaking the bank. Learn how to strategically allocate your budget across platforms to target potential local customers effectively. The session includes an action guide on setting up, monitoring, and optimizing your ad campaigns to ensure maximum impact with minimal investment.
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.
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Lily Ray - Optimize the Forest, Not the Trees: Move Beyond SEO Checklist - Mo...Amsive
Lily Ray, Vice President of SEO Strategy & Research at Amsive, explores optimizing strategies for sustainable growth and explores the impact of AI on the SEO landscape.
We will explore the transformative journey of American Bath Group as they transitioned from a traditional monolithic CMS to a dynamic, composable martech framework using Kontent.ai. Discover the strategic decisions, challenges, and key benefits realized through adopting a headless CMS approach. Learn how composable business models empower marketers with flexibility, speed, and integration capabilities, ultimately enhancing digital experiences and operational efficiency. This session is essential for marketers looking to understand the practical impacts and advantages of composable technology in today's digital landscape. Join us to gain valuable insights and actionable takeaways from a real-world implementation that redefines the boundaries of marketing technology.
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
Conferences like DigiMarCon provide ample opportunities to improve our own marketing programs by learning from others. But just because everyone is jumping on board with the latest idea/tool/metric doesn’t mean it works – or does it? This session will examine the value of today’s hottest digital marketing topics – including AI, paid ads, and social metrics – and the truth about what these shiny objects might be distracting you from.
Key Takeaways:
- How NOT to shoot your digital program in the foot by using flashy but ineffective resources
- The best ways to think about AI in connection with digital marketing
- How to cut through self-serving marketing advice and engage in channels that truly grow your business
In this humorous and data-heavy session, join us in a joyous celebration of life honoring the long list of SEO tactics and concepts we lost this year. Remember fondly the beautiful time you shared with defunct ideas like link building, keyword cannibalization, search volume as a value indicator, and even our most cherished of friends: the funnel. Make peace with their loss as you embrace a new paradigm for organic content: Pillar-Based Marketing. Along the way, discover that the results that old SEO and all its trappings brought you weren’t really very good at all, actually.
In this respectful and life-affirming service—erm, session—join Ryan Brock (Chief Solution Officer at DemandJump and author of Pillar-Based Marketing: A Data-Driven Methodology for SEO and Content that Actually Works) and leave with:
• Clear and compelling evidence that most legacy SEO metrics and tactics have slim to no impact on SEO outcomes
• A major mindset shift that eliminates most of the metrics and tactics associated with SEO in favor of a single metric that defines and drives organic ranking success
• Practical, step-by-step methodology for choosing SEO pillar topics and publishing content quickly that ranks fast
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.
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With Regards
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2. Personality
• The inner psychological characteristics (the specific
qualities, attributes, traits, factors, and mannerisms
that distinguish one individual from other
individuals) that both determine and reflect how we
think and act.
• Personal reflects individual differences ( No two
individuals are exactly alike)
• Personality is consistent and enduring-
• ( Personality is somewhat permanent and long term
character)
• Personality may change
3. Theories of Personality
• Freudian theory suggests unconscious needs
or drives are at the heart of human
motivation.
• Neo-Freudian theory suggests social
relationships are fundamental to the
formation and development of personality.
• Trait theory takes a quantitative approach to
personality as a set of psychological traits
4. • Freud's theory provides one conceptualization
of how personality is structured and how the
elements of personality function.
In Freud's view, a balance in the dynamic
interaction of the id, ego, and superego is
necessary for a healthy personality.
5.
6. Implications for marketers:
• Consumers match their personality styles with
the product/brands they buy. Thus, marketers
should segment markets and position their
brands accordingly. For example, there are
variants of the same motorbike; some plain and
sleek, some trendy and some powerful, each of
which are meant for separate segments. Thus,
marketers could take a clue and segment
consumers on the basis of the personality traits
that determine their behavior.
7. • Second, with a majority of human drives being
unconscious, consumers themselves are often
unaware of the true reasons for buying a
particular product or brand. Many a times, a
consumer fails to provide an answer as to why
he bought a red shirt and not a yellow one.
8. • Third, much of the processes that come into
play while purchase decisions and
consumption patterns is unexplainable;
behavior is many a times instant and
spontaneous much against market forecast.
For example, Hrithik Roshan movies made by
Rakesh Roshan and team like Koi Mil Gaya,
Krish etc. have been huge hits, but Kites made
under the same banner was quite a disaster,
much against marketer expectations.
9. Neo-Freudian theory
• Individual develops a personality through
numerous attempts to deal with others in a
social setting.
• Believed that
• Philosophers:
• Alfred Adler
• Harry Stack Sullivan
• Karen Horney
10. Horney Proposed that individuals can be classified
into three personality groups:
• Complaints
• Aggressive
• Detached
• Complaints: Are those who move towards others
and stress the need for love, approval and
affection. These people are unselfish and show
empathy and humility.
• Aggressive: Those who move against others. They
stress the need for power, strength and ability to
manipulate others.
11. • Detached: Those who move away from others.
They stress the need for independence,
freedom in their dealings with others.
12. Application Of Neo Freudian Theory to
consumer Behaviour
• The research study shows that some tentative
relationship between consumers and product
brand usage pattern.
• Complaint types prefer known brands
• Aggressive types prefer Old space after shave
lotion and Heusen Shirts because of their
masculin appeal
• Detached – appear to have least awareness of
brands
13. • Adlers theory : much emphasis on the
individuals efforts to overcome feelings of
inferiority .
• Ex: ad- campaign of ONIDA T.V- depicts that
owners of other T.V’s are envious of owners of
ONIDA T.V – Neighbors envy – owners Pride.
15. • On the play ground, 6 year old Sam pushes
little Samantha off her tricycle and rides away
on it. Why?
16.
17. Three trait theory
1. Cardinal Traits: Traits that dominate an individual’s
whole life, often to the point
that the person becomes known specifically for these
traits. Freudian, Machiavellian, narcissism, Don Juan,
Christ-like, etc.
2. Central Traits: These are the general characteristics
that form the basic foundations of personality. Terms such
as intelligent, honest, shy and anxious are considered
central traits.
3. Secondary Traits: These are the traits that are
sometimes related to attitudes or preferences and often
appear only in certain situations or under specific
circumstances. Some examples would be getting anxious
when speaking to a group or impatient while waiting in
line.
18. Personality Traits and Consumer Behavior
• Market Segmentation: Marketers can use trait
variables in understanding the consumer
behaviour and segmenting the market
accordingly.
• Consumer Innovators: innovators can be
defined as the relatively small group of
consumers who are earliest purchasers of a
new product and non innovators are those
who are not keen in purchasing new products.
19. • Social Character: it is a personality trait that
ranges on a continuum from inner directedness
and other directedness.
• Inner Directed Consumers: consumers who rely
on their values and standards in evaluating the
new products .
• Other Directed Consumers: who tend to look to
others on what is right or wrong.
• Dogmatism: A highly dogmatic consumer will be
willing to accept new or unfamiliar product if the
promotional appeal is authoritative, ( e.g by an
admired celebrity or by a well known expert)
20. • Low Dogmatic Consumer: shall be more
respective to the messages that stress factual
difference and product benefits.
• For this reason, the marketer should be wise
enough to emphasize in his appeal why and
how his product is superior to other exiting
products in the market.
21. Self – Concept ( Self- Image)
• Self-concept is how a consumer sees and feels
about him / herself, both the actual self and the
ideal self he or she would like to become. Self-
concept also relates to how consumers want
others to see them.
31. Modern Trends in Life style of
consumer- Indian Scenario
• Information-Centered Shopping. People in
Indian cities now treat information gathering
as an integral part of the shopping experience.
Eighty-five percent of consumers check at
least two data points (beyond prices and
discounts) when they’re buying something,
32. • Shopping to Stay Trendy: More than 60% of
respondents said that in the past year, in at
least one category, they had purchased
something because it was trendy.
• Adoption of Time-Saving Products and
Services. A young family in Bhubaneshwar
contracted out the refurbishment and painting
of their house to an end-to-end provider to
avoid the hassle of dealing with multiple
contractors.
33. • A Full-On Embrace of Health and
Wellness. Health consciousness has seeped
into the national conversation in recent years.
• Growing Interest in Customized
Products. Mass-produced offerings have long
dominated the Indian market.
• The Rise of the Female Decision Maker.
34. • A Preference for Indian Brands over
International Ones.
36. Memory
• The total accumulation of past experiences are
known as memory.
• Short-term memory: It is the memory which can
be recalled immediately and, is activated and in
use. Short-term memory can give continued
repetition of a piece of information that can be
used for problem solving.
37. • Long-term memory: It is a permanent storage
in the minds of the consumer. It is active and
can store a variety of information consisting of
concepts, decisions, rules, processes, affective
states, etc.
• This is important to the marketer because an
image of a brand and the concepts that a
consumer had heard about a brand, are made
up of various elements and the consumer can
have a lot of meanings attached to the brand,
when the particular brand is mentioned.
38. The various factors that come to a consumer’s mind when he thinks of Coca Cola or Bata
Shoes are shown in the figure.
39. • Positioning:
• Marketers try to position their brands in the
minds of the consumer. It relates to the memory
of brand in relation to competing products. By
this, the marketer tries to enhance the image of
his brand which suits the consumer, promotes
the image of the products and the stores as
well. Product position evolves over time, as the
marketer gets to know more about the
preference of the consumers
41. What is learning?
• Learning refers to more or less permanent
change in behaviour which occurs as a result of
practice.
• Consumer learning is the process by which
individuals acquire the purchase and
consumption knowledge and experience they
apply to future related behaviour.
SCHIFFMAN AND KANUK.
42. The process by which individuals acquire the
purchase and consumption knowledge and
experience that they apply to future related
behavior
(In Terms of Consumer Behaviour/
Marketing Management)
44. • Cues : viewed as a weak stimulus not strong
enough to arouse consumers but is capable of
providing direction to already motivated activity.
• For example: when we are hungry, we are
guided by certain cues such as restaurant signs
and the aroma of food cooking, because we
have learned that these stimuli are associated
with food preparation and consumption.
45. Implication in CONSUMER BEHAVIOUR
• In the market place, price styling, packaging ,
advertising, displays, colour , all serve as cues to
help consumers to fulfill their needs in product in
specific ways.
• For example, sellers of food add artificial colour to
provide the expected cue. Similarly, consumers
expect that a high fashion stores should carry
good designers clothes at high prices.
46. Response
• Response appropriate to a particular situation are
learned through experience over time, in facing that
situation.
• Learning can occur even when response are not
overt.
• The automobile Manufacturer that provides
consistent cues to a consumer may not always
succeed in stimulating a purchase. However, if the
manufacturer succeeds in forming a favorable
image of a particular model in the consumer’s mind,
when the consumer is ready to buy the product.
47. Reinforcement
• Reinforcement means likelihood of repeating the
same response in future as a result of a
particular cues or stimuli or in a similar situation,
because reinforced behaviour tends to be
repeated.
• EX: If a student finds that he is able to ward off
the beginning of a cold by taking vitamin C
Tablets , he is more likely to take vitamin C
tablets at the next sign of a cold. Through
reinforcement, learning takes place since he
experienced in the past that vitamin C lived up
to his expectation in the past.
49. Classical Conditioning by Ivan Pavlov(
Russian Psychologist)
• According to Pavolvian theory, conditioned
learning results when a stimulus that is paired
with another stimulus that elicits a known
response serves to produce the same
response by itself.
• Pavlov demonstrated his theory( what he
meant by conditioned learning) in his studies
with dogs. The dogs were hungry and highly
motivated in his experiment, Pavlov sounded
a tone and immediately followed by applying
50. • a meat paste to the dogs tongues, which caused
salivation . This practice repeated sufficient
number of times. Learning occurred when after
sufficient number of repetition of the tone,
followed almost immediately by food, the tone
alone caused salivation. The tone had been
learned to be an indicator of the reward of meat
paste.
51.
52.
53.
54. Principles of Conditioned learning:
• Repetition
• Stimulus Generalization
• Stimulus discrimination
• Each of these concepts is important in
understanding the behaviour of consumers.
• Repetition: which may learn a message which
marketers want to impart by repeated exposure of
the same message through advertising on T.V OR
print media . A repeated exposure of a message in a
magazine, news paper or television advertisements
will familiarize the brand name and the product
name to the consumers.
55. • Stimulus Generalization: Pavlov noted that
dogs could learn to salivate not only to the
tone of bell but also to the similar sound of
jangeling keys.
• Stimulus generalization explains why imitative
me-too products crowd into the market
immediately after the introduction of a new
innovative product in the market.
• Another marketing strategy that works on the
principle of stimulus generalization is the
product line extension- adding related products
to an already established brand.
56. • ex: Philips which specialized in the beginning in
electric bulbs now extended its line to all types of
electrical and electronics goods.
• Stimulus Discrimination: Stimulus Discrimination
is opposite to stimulus generalization and results
in the selection of a specific stimulus from
among similar stimulus. Discrimination is
obviously an important concept in marketing.
Marketers want to distinguish their products
from the products of their competitors to win
the consumer’s minds.
57. • Imitators want consumers to generalize their
experience where as market leaders want
their products discriminate to retain their
position in the market.
58.
59. Instrumental Conditioning
• The instrumental condition theory is
associated with the American Psychologist,
named B.F. Skinner.
• Instrumental learning theorists believe that
learning occurs through a trail and error
process, with habits formed as result of
rewards received for certain responses or
behaviors.
60. • For example, consumers learn which stores
carry the type of clothing they prefer at prices
they can afford to pay by shopping in a
number of stores. Once they find a store that
carries clothing that meets their needs, they
are likely to patronize that store to the
exclusion of others.
Theory:
• Skinner used a box for the type of learning
known as Skinner Box. He placed pigeons in
that skinner box. On one wall of the box there
are buttons or levers which when pressed or
pecked will deliver food to the pigeons
61. • In this case, button is the conditioned stimulus.
When placed in the box, pigeons can respond in
a variety of ways. Eventually, it will push a
particular button and get food and eat with
great enjoyment.
• Here the food which represents a positive
reinforce, is the unconditioned stimulus. Most
likely, pigeon will not immediate learn pushing
the right button for food receiving. Other
responses will also occur, but pushing only a
right button will lead to reinforcement.
62. • Therefore, over a number of reinforced trials the
pigeon will learn the connection between the
stimulus and the response.
• In the context of marketing, consumer tries a
number of brands of a particular product and
continues trying different brands until he finds a
suitable brand that satisfies him in fulfilling his
needs. The brand that gives him maximum
satisfaction, will continue to be used.
64. POSITIVE AND NEGATIVE REINFORCEMENT
Positive Reinforcement:
• Are favorable events that are presented after
the behaviour.
• Ex: A student answered all the items correctly
in the internal examination test. The teacher
said you are exempted in the periodic test.
Negative Reinforcement:
• It is an unpleasant or negative outcome that
serves to encourage a specific behaviour.
65. • Marketers generally use both positive and
negative reinforcement to encourage customers
to buy their products.
• Ex: Conference sponsors distributes notebooks or
paper files to remind them of the conference .
• Marketers, some times use negative
reinforcement:
• Ex. Insurance advertisement:
• Fear appeals in advertisement messages are
examples of negative reinforcement.
66. Cognitive Theory of Learning
• According to Cognitive theorists, a considerable
amount of learning takes place as the result of
consumer thinking and problem solving.
• The view point contends that much learning
occurs not as a result of trail and error or
Practice but through mental activity discovering
meaning patterns that enable us to solve
problems.
Learning Based on mental activity is known as
cognitive learning
67. • Cognitive theory holds that most learning is
based on the main characteristic of human
being i.e problem solving, which enables
individuals to gain some control over their
environment. Consumer learns much from the
environment . He collects information about a
problem, applies information to solve the
problem, and make a decision in order to solve
the problem in the best way possible.
68. Theory
• Kohler’s work with apes provides an interesting
example to understand this type of learning. In
an experiment, a chimpanzee was placed in a
cage with a bos, and bananas were hung from
the top of the cage beyond the reach of the
chimpanzee even if he jumped. After failing to
reach the bananas, the problem was solved
when he placed the box under the bananas and
jumped from it to reach the food.
This suggested that the ape learned not from
trail and error but from insight into a problem
solution.
69. • Information processing: The human mind is
engaged in the processing of information. Of central
importance to the processing of information gets
stored in the human memory.
Short term store and Long term store :
Short term : it is a position of memory activated to
temporarily store and process information in order
to interpret it.
Long Term: The capacity of this store is to store an
almost unlimited amount information for a long
( ex: We can remember the name of our most
favored teacher for years)
70. Implications of Marketers
• Research studies have found that previous
experience and stored beliefs about the
market place significantly influence the
consumer’s external search for information.
They have found that information stored in
memory is brand based, and that consumers
interpret new information in a manner
consistent with the existing organization
73. Perception
• An event occurred in the presence of four
persons, it will be narrated by these four persons
in a quite different ways. They view the same
event at the same time, and each reports it in
the total honesty a story different from all
others.
• The consumers perception what consumers
think about the product or producer or brand
etc. The consumer’s perception is much more
important to the marketers than their
knowledge of objective reality.
74. Definition
• “Perception is a process of receiving, electing,
organizing, interpreting, checking and reacting
to sensory stimuli or data so as to form a
meaningful and coherent picture of the world”.
_Davis Keith
75. Elements of Perception
• Sensation
• Absolute threshold
• Differential threshold
• Subliminal perception
76. SENSATION
• Sensation is the immediate and direct response
of the sensory organs to simple stimuli( an
advertisement, a package, a brand name etc.)
• Sensitivity to stimulus varies from person to
person depending upon the quality of his
sensory receptors (Sensory receptors – Eyes,
Ears, Nose, Mouth and Skin) and the amount or
intensity to stimuli to which he or she is
exposed.
77. ABSOLUTE THRESHOLD
• The lowest level at which an individual can
experience a sensation. [ Detecting difference
between “something and nothing”]
Ex: A person who is driving through a road will
experience sensation when he enters the
mountains.
DIFFERENTIAL THRESHOLD(J.N.D)
The minimal difference that can be detected
between the two stimuli is called as the
differential threshold or the J.N.D.
78. • A nineteenth century German scientist Ernst
Weber discovered that the just noticeable
difference between two stimuli was not an
absolute amount, but an amount relative to the
intensity of the first stimulus.
• For Example, if the price of refrigerator increases
by Rs. 25, it would probably remain unnoticed by
the consumers, because proportionate to the
initial stimulus ( value), the increase is negligible ,
but if increase is by Rs 500 or more, it will be
perceived as noticeable.
80. SUBLIMINAL PERCEPTION
• Perception of very weak or rapid stimuli received
below the level of conscious awareness
Subliminal perception occurs whenever stimuli
presented below the threshold
The term subliminal perception was originally
used to describe situations in which weak stimuli
Were perceived without awareness
81. PERCEPTUAL INTERPRETATION
• Stimulus are often highly ambiguous or weak
• 1 Stereotypes
• 2. Physical Appearances
• 3. Descriptive terms
• 4. First Impression
• 5. Halo Effect
82. Stereotypes:
People carrying biased pictures in their
minds of the meanings of various stimuli.
People hold meaning related to stimuli
Stereotypes influence how stimuli are
perceived.
83. Physical Appearances:
• People associate quality with people in the
ads.
• Attractive models have positive influence
• Colors of juices.
• Shape of the package
84. Descriptive Terms
• KFC – Spicy Chicken
• – McDonald – Happy price (targeting Indians
who are price conscious).
HALO EFFECT: (The tendency for positive
impressions of a person, company, brand or
product)
• Consumers perceive and evaluate product or
• service or even product line based on just one
• dimension.
86. WHAT IS ATTITUDE
• It is a learned predisposition to respond in a
consistently favorable or unfavorable manner
with respect to a given object.
• Thus, an attitude is the way one thinks, feels,
and acts toward some aspect of his or her
environment such as a retail store, television
prog, or product.
87. • Attitudes are not directly observable but must be
inferred from what people say or what they do.
• For example, if a researcher determines from
questioning a consumer that he consistently buys
philips products and even recommends them to
friends, the researcher is likely to infer that the
consumer possesses a positive attitude toward
philips products.
88. Four key functions of Attitude
• Knowledge function: Some attitudes swerve
primarily as a means of organizing beliefs
about objects or activities such as brands and
shopping.
• For example, a consumer’s attitude toward
cola drinks may be ‘they all taste the same.’
This consumer would be likely to purchase the
least expensive or most convenient brand.
89. • Value-expressive function: consumers who
value nature and the environment are likely to
develop attitudes about products and
activities that are consistent with that value.
These consumers are likely to
express support for environment protection
initiatives, to recycle, and to purchase and use
‘green’ products.
90. Utilitarian function: People tend to form favorable
attitudes toward objectives and activities that are
rewarding and negative attitudes toward those
that are not.
• Marketers frequently promise rewards in
advertising and conduct extensive product testing
to be sure the products are indeed rewarding.
• Ego-defensive function: People form and use
attitudes to defend their egos and self-images
against threats and shortcomings. Products
promoted as very macho may be viewed favorably
by men who are insecure in their masculinity.
92. • Belief plays a vital role for consumers because,
it can be either positive or negative towards
an object.
• For example, some may say tea is good and
relieves tension, others may say too much of
tea is not good for health. Human beliefs are
not accurate and can change according to
situations.
• Typically these come to light in generalities or
stereotypes, such as ‘all babies are cute’,
‘smoking is harmful to health’ etc
93. Affective Component
Affective component is the emotional or
feeling segment of an attitude
It deals with feelings or emotions that are
brought to the surface about something, such
as fear or hate.
Example, they hate smoking because it is
harmful to health.
94. Conative Component
• It is concerned with the likelihood or tendency
that an individual will undertake a specific
action or behave in a particular way with regard
to the attitude object.
• Ex: “I will avoid spiders and scream if I see one”
• In consumer behaviour, the conative component
is frequently treated as an expression of the
consumers intention to buy.
96. According to the tri-component model, attitudes
consist of three major components –
(1) Cognitive (knowledge)
(2) Affective (feelings, emotions),
(3)conative (tendency, intention inclination)
98. Motivation
• The word motivation is derived from the Latin
word ‘ Movere’, which means to move. It is a
psychological concept that mobilizes bodily
energy.
Types of Motives:
• Positive and Negative
Motives may be either positive or negative. If
they have positive influence on consumers, they
are positive otherwise they are negative.
99. • When we buy some product to satisfy our
need is positive drive but when we are forced
to purchase certain products due to some fear
(for example, tooth paste for decay
prevention).
Conscious and Unconscious .
• Conscious motives are those motives of which
consumers are quite aware . They know that
they are influenced by certain motives. But
there are certain other motives about which
consumers are not aware that they are being
influenced by them.
100. • (Ex . We really do not know why we prefer
certain colors over others).
Rational and Emotional
Rationality implies that consumers select goals
based on totally objective criteria, such as size,
weight, price.
Emotional motives imply the selection of goals
according to personal or subjective criteria such
as pride, affection, fear and status.
102. Maslow’s hierarchy
• Some needs take precedence over other
needs—physiological needs take top priority
• Differences in the importance attached to
various needs affects how consumers evaluate
products.
103.
104.
105.
106.
107.
108.
109.
110. Role of Motivation In Consumer
Behaviour
• Premiums, free products, contests, and
sweepstakes are designed to motivate
consumers to purchase.
• Motivate repeat buying by providing rewards to
customers based on how much business they do
with the company ( implement the loyalty
Program)
• Curiosity often leads to an enhanced need for
information ( Provoke Consumers curiosity)