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 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)
Reference Group and Family Influence on Consumer BehaviorRamishSheikh1
This presentation is based on the important topics of the Two Chapters 1.Reference Group 2. Family Influence On Consumer Behavior.
Reference Group: Groups that serve as source of comparison, influence and norms for people’s opinion’s, values and behaviors.
Word Of Mouth: Communication where satisfied customer’s tell
other people how much they like a business,
product or service.
Source Credibility:A source’s persuasive impact, stemming from its perceived expertise, trustworthiness, and believability.
Reference Group Influence:
* Normative Influence
*Comparative Influence
Consumption Related Reference Group:
There are several Types which are as follow:
*Friendship Group
*Shopping Group
*Virtual Community
*Advocacy Group
Factors Affecting reference Group Influence:
Conformity:
To influence its members, a reference group must:
Inform members that the brand or product exists.
Provide opportunity to compare thinking with the attitudes/behavior of the group.
Influence individual to adopt attitudes and behavior that are consistent with the group’s norms.
Legitimize the member’s decision to use the same products as other members.
Consumer attitude towards consumer behaviourArun Gupta
Attitude, nature of attitude, factors of attitude, consumer attitude, components of attitude, structural models of attitude, issues in formation of attitude, conclusion
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
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 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)
Reference Group and Family Influence on Consumer BehaviorRamishSheikh1
This presentation is based on the important topics of the Two Chapters 1.Reference Group 2. Family Influence On Consumer Behavior.
Reference Group: Groups that serve as source of comparison, influence and norms for people’s opinion’s, values and behaviors.
Word Of Mouth: Communication where satisfied customer’s tell
other people how much they like a business,
product or service.
Source Credibility:A source’s persuasive impact, stemming from its perceived expertise, trustworthiness, and believability.
Reference Group Influence:
* Normative Influence
*Comparative Influence
Consumption Related Reference Group:
There are several Types which are as follow:
*Friendship Group
*Shopping Group
*Virtual Community
*Advocacy Group
Factors Affecting reference Group Influence:
Conformity:
To influence its members, a reference group must:
Inform members that the brand or product exists.
Provide opportunity to compare thinking with the attitudes/behavior of the group.
Influence individual to adopt attitudes and behavior that are consistent with the group’s norms.
Legitimize the member’s decision to use the same products as other members.
Consumer attitude towards consumer behaviourArun Gupta
Attitude, nature of attitude, factors of attitude, consumer attitude, components of attitude, structural models of attitude, issues in formation of attitude, conclusion
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
Learning Objectives:
- To Understand What Consumer Behavior Is and the Different Types of Consumers.
- To Understand the Relationship Between Consumer Behavior and the Marketing Concept, the Societal Marketing Concept, as well as Segmentation, Targeting, and Positioning.
- To Understand the Relationship Between Consumer Behavior and Customer Value, Satisfaction, Trust, and Retention.
- To Understand How Marketers are Increasingly Able to Reach Consumers via Social Media and Better Satisfy the Needs and Wants of Consumers.
- To Understand the Makeup and Composition of a Model of Consumer Behavior.
In this presentation, we will discuss about the importance and process of advertising research with various pros and cons.
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In the highly specialised study of “BUSINESS MANAGEMENT”, today, the function of “MARKETING MANAGEMENT” plays a very critical role. This is because this functional area of management :
(1) “EARNS” the revenue, &
(2) “WORKS” in the close proximity with the public or persons outside the organisation.
Controlling these two attributes to have the desired benefits are the most difficult part of the management, because none of these two are within the direct control of the marketers.
This doesn’t mean that the other functional areas are not important, but they are not “DIRECTLY” involved in the activities mentioned above.
Similarly, within the study of Marketing Management, the “Consumers” or the “Customers” play a very critical role as these are the people who finally BUY the goods & services of the Organisation, and the firm is always on the move to make them buy so as to earn revenue.
A consumer is a person or an organization that consumes whether he buys or not. That is, consumer is known for actual use or employment of a product or service; he or she does not worry about paying for the same. On the contrary, customer is definitely a buyer or who purchases and may or may not actually consume a given product or service.
The Five Generations of Computers
Basic levels of the Computer
Software
Hardware
Liveware
Computer Language
Types of Memory
Networking
Local Area Network (LAN)
Wide Area Network (WAN)
Types of Servers
Modulation and Demodulation ( MODEM)
ISDN (Integrated Service Digital Network)
Digital Subscriber Line (DSL)
LEASED LINES
Types of Topology
2. Though similar, consumers are unique in
themselves; they have needs and wants
which are varied and diverse from one
another; and they have different
consumption patterns and consumption
behavior.
The marketer helps satisfy these needs and
wants through product and service offerings.
For a firm to survive, compete and grow, it is
essential that the marketer identifies these
needs and wants, and provides product
offerings more effectively and efficiently
than other competitors.
3. Customer: Someone who regularly
purchases from a particular store or
company.
Consumer: Anyone engaging in any of the
activities namely evaluating, acquiring,
using or disposing of a product
4. In a layman’s language consumer behavior
deals with the buying behavior of individuals.
Consumer Behavior is a branch which deals
with the various stages a consumer goes
through before purchasing products or
services for his end use.
it continues through pre-purchase activity to
the post purchase experience;
it includes the stages of evaluating,
acquiring, using and disposing of goods and
services”.
5. The subject can be studied at micro or macro
levels depending upon whether it is analyzed at the
individual level or at the group level.
The subject is interdisciplinary.
Consumer behavior is dynamic and interacting in
nature.
As a field of study it is descriptive and
also analytical/ interpretive.
It is a science as well as an art.
6. What 'the consumers buy: goods and
services
‘Why’ they buy it: need and want
‘When’ do they buy it: time: day, week,
month, year, occasions etc
‘Where’ they buy it: place
‘How often they buy’ it: time interval
‘How often they use’ it: frequency of use
7. Household consumer (personal consumer)
Organizational consumer (industrial or
business consumer)
8. The individual who buys goods and services
for his or her own use, for household use, for
the use of a family member, or for a friend.
9. A business, government agency, or other
institution (profit or nonprofit) that buys the
goods, services, and/or equipment necessary
for the organization to function.
10. Cultural factors
Social factors
Personal factors
Psychological factors
11. Cultural factor divided into three sub factors (i)
Culture (ii) Sub Culture (iii) Social Class
i. Culture:- Culture is the most basic cause of a
person’s wants and behavior.
ii. Sub culture:- Each culture contains smaller sub
cultures a group of people with shared value
system based on common life experiences and
situations. Sub culture includes nationalities,
religions, racial group and geographic regions.
iii. Social class:- social classes are society’s
relatively permanent and ordered divisions
whose members share similar values, interests
and behaviour.
12. A consumer’s behaviour also is influenced by social
factors such as the (i) Groups (ii) Family (iii) Roles and
status
i. Groups:- Two or more people who interact to
accomplish individual or mutual goals. A person’s
behaviors is influenced by many small groups
ii. Family:- Family members can strongly influence buyer
behaviour
iii. Roles and status:- A person belongs to many groups,
family, clubs, organizations. The person’s position in
each group can be defined in terms of both role and
status.
13. It includes) Age and life cycle stage (ii) Occupation
(iii) Economic situation (iv) Life Style (v)
Personality and self concept.
i. Age and Life cycle Stage:- People changes the
goods and services they buy over their lifetimes
ii. Occupation:- A person’s occupation affects the
goods and services bought
iii. Economic situation:- A person’s economic
situation will affect product choice
iv. Life style:- Life Style is a person’s Pattern of
living
v. Personality and self concept:- Each person’s
distinct personality influence his or her buying
behaviour
14. It includes these Factors(i) Motivation (ii) Perception (iii)
Learning (iv) Beliefs and attitudes
i. Motivation:- Motive (drive) a need that is sufficiently
pressing to direct the person to seek satisfaction of
the need
ii. Perception:- The process by which people select,
Organize, and interpret information to form a
meaningful picture of the world
iii. Learning:- Changes in an individuals behaviour arising
from experience
iv. Beliefs and attitudes:- Belief is a descriptive thought
that a person holds about something and Attitude, a
Person’s consistently favorable or unfavorable
evaluations, feelings, and tendencies towards an
object or idea
15. Product Motives: Those impulses, desires and
consideration which make the buyer purchase a product.
1) Emotional Product motives
2) Rational Product Motives
Patronage Motives: Those impulses which persuade
the buyer to patronage specific shops.
1) Emotional Patronage Motives
2) Rational Patronage Motives
16. A consumer goes through several stages
before purchasing a product or service.
NEED
↓
INFORMATION GATHERING/SEARCH
↓
EVALUATION OF ALTERNATIVES
↓
PURCHASE OF PRODUCT/SERVICE
↓
POST PURCHASE EVALUATION
17. Compaq
Gateway
Toshiba
Apple
Dell
HP
IBM
LG
Sony
Asus
HCL
.
.
.
Dell
Apple
HP
Toshiba
IBM
Compaq
HCL
Dell
HP
IBM
Dell
HP
?
TotalSet
Awareness
Set
Consideration
Set
Choice
Set Decision