Marketers are interested in understanding how personality affects consumer behavior. Consumer innovators, who are open to trying new products and services, are often targeted. Personality traits related to innovativeness include stimulation seeking, novelty seeking, and need for uniqueness. Consumer dogmatism measures a person's openness to new information without bias. Social character determines if a consumer is inner-directed in their judgments or looks to others. Those seeking uniqueness avoid conformity. Sensation seeking and optimum stimulation level influence risk-taking and preferences for novel experiences. Variety seeking impacts exploratory purchases, information gathering, and using products in new ways.
A complete information is given starting from the meaning of personality to its theories to its relation to marketing.
How consumers' personality affect in their buying habit and everything related is explained.
A complete information is given starting from the meaning of personality to its theories to its relation to marketing.
How consumers' personality affect in their buying habit and everything related is explained.
Consumer Behaviour-Attitude, Tri module of attitude, Multi attribute module o...Gerald Michael
In a consumer behavior context, they are learned predispositions to behave in a consistently favorable or unfavorable way with respect to a given object (e.g., people, places, products, services or events)
Attitudes
Introduction. Consumer attitudes are a composite of a consumer’s (1) beliefs about, (2) feelings about, (3) and behavioral intentions toward some object--within the context of marketing, usually a brand or retail store. These components are viewed together since they are highly interdependent and together represent forces that influence how the consumer will react to the object.
attitudes
Beliefs. The first component is beliefs. A consumer may hold both positive beliefs toward an object (e.g., coffee tastes good) as well as negative beliefs (e.g., coffee is easily spilled and stains papers). In addition, some beliefs may be neutral (coffee is black), and some may be differ in valance depending on the person or the situation (e.g., coffee is hot and stimulates--good on a cold morning, but not good on a hot summer evening when one wants to sleep). Note also that the beliefs that consumers hold need not be accurate (e.g., that pork contains little fat), and some beliefs may, upon closer examination, be contradictory (e.g., that a historical figure was a good person but also owned slaves).
Since a consumer holds many beliefs, it may often be difficult to get down to a “bottom line” overall belief about whether an object such as McDonald’s is overall good or bad. The Multiattribute (also sometimes known as the Fishbein) Model attempts to summarize overall attitudes into one score using the equation:
That is, for each belief, we take the weight or importance (Wi) of that belief and multiply it with its evaluation (Xib). For example, a consumer believes that the taste of a beverage is moderately important, or a 4 on a scale from 1 to 7. He or she believes that coffee tastes very good, or a 6 on a scale from 1 to 7. Thus, the product here is 4(6)=24. On the other hand, he or she believes that the potential of a drink to stain is extremely important (7), and coffee fares moderately badly, at a score -4, on this attribute (since this is a negative belief, we now take negative numbers from -1 to -7, with -7 being worst). Thus, we now have 7(-4)=-28. Had these two beliefs been the only beliefs the consumer held, his or her total, or aggregated, attitude would have been 24+(-28)=-4. In practice, of course, consumers tend to have many more beliefs that must each be added to obtain an accurate measurement.
Affect. Consumers also hold certain feelings toward brands or other objects. Sometimes these feelings are based on the beliefs (e.g., a person feels nauseated when thinking about a hamburger because of the tremendous amount of fat it contains), but there may also be feelings which are relatively independent of beliefs. For example, an extreme environmentalist may believe that cutting down tree
Report on Consumer behavior towards dairy milkPrateek Pawar
Consumer behavior research is continuous process. Understanding consumer is never ending, it gives insights to marketer to adapt his marketing strategies. The objective on studying the consumer behavior is to understand the behavior of the consumer in quite deep. This study is to understand CB towards FMCG we have taken product of Dairy milk chocolate. Study involves both primary data and secondary data.
Consumer Behaviour-Attitude, Tri module of attitude, Multi attribute module o...Gerald Michael
In a consumer behavior context, they are learned predispositions to behave in a consistently favorable or unfavorable way with respect to a given object (e.g., people, places, products, services or events)
Attitudes
Introduction. Consumer attitudes are a composite of a consumer’s (1) beliefs about, (2) feelings about, (3) and behavioral intentions toward some object--within the context of marketing, usually a brand or retail store. These components are viewed together since they are highly interdependent and together represent forces that influence how the consumer will react to the object.
attitudes
Beliefs. The first component is beliefs. A consumer may hold both positive beliefs toward an object (e.g., coffee tastes good) as well as negative beliefs (e.g., coffee is easily spilled and stains papers). In addition, some beliefs may be neutral (coffee is black), and some may be differ in valance depending on the person or the situation (e.g., coffee is hot and stimulates--good on a cold morning, but not good on a hot summer evening when one wants to sleep). Note also that the beliefs that consumers hold need not be accurate (e.g., that pork contains little fat), and some beliefs may, upon closer examination, be contradictory (e.g., that a historical figure was a good person but also owned slaves).
Since a consumer holds many beliefs, it may often be difficult to get down to a “bottom line” overall belief about whether an object such as McDonald’s is overall good or bad. The Multiattribute (also sometimes known as the Fishbein) Model attempts to summarize overall attitudes into one score using the equation:
That is, for each belief, we take the weight or importance (Wi) of that belief and multiply it with its evaluation (Xib). For example, a consumer believes that the taste of a beverage is moderately important, or a 4 on a scale from 1 to 7. He or she believes that coffee tastes very good, or a 6 on a scale from 1 to 7. Thus, the product here is 4(6)=24. On the other hand, he or she believes that the potential of a drink to stain is extremely important (7), and coffee fares moderately badly, at a score -4, on this attribute (since this is a negative belief, we now take negative numbers from -1 to -7, with -7 being worst). Thus, we now have 7(-4)=-28. Had these two beliefs been the only beliefs the consumer held, his or her total, or aggregated, attitude would have been 24+(-28)=-4. In practice, of course, consumers tend to have many more beliefs that must each be added to obtain an accurate measurement.
Affect. Consumers also hold certain feelings toward brands or other objects. Sometimes these feelings are based on the beliefs (e.g., a person feels nauseated when thinking about a hamburger because of the tremendous amount of fat it contains), but there may also be feelings which are relatively independent of beliefs. For example, an extreme environmentalist may believe that cutting down tree
Report on Consumer behavior towards dairy milkPrateek Pawar
Consumer behavior research is continuous process. Understanding consumer is never ending, it gives insights to marketer to adapt his marketing strategies. The objective on studying the consumer behavior is to understand the behavior of the consumer in quite deep. This study is to understand CB towards FMCG we have taken product of Dairy milk chocolate. Study involves both primary data and secondary data.
Where would you place yourself as a consumer along the adoption curv.docxjolleybendicty
Where would you place yourself as a consumer along the adoption curve (1
st
part
Transcript: Diffusion of Innovation – choose one of the 5 in this part
), and why? Share an example of an adoption behavior to illustrate your self-characterization. For example, do you own a cell phone, a handheld PDA? If so, when did you buy your first one? Are there certain product categories in which you feel you’re more of an innovator than others--for example, electronics or fashion?
Given what you know about your tendencies, what is the best marketing strategy to meet you needs? What would a hotel do to appeal to a consumer like you?
3-4 paragraphs
Transcript: Diffusion of Innovation
Diffusion of innovation is the process by which the adoption of an innovation spreads. The diffusion process is the spread of a new idea from its source of invention or creation to its ultimate users or adopters. The adoption curve illustrates how different groups accept ideas at different times.
Consumer innovators
The first purchasers of a new good or service. Comprising approximately 2.5% of the population, they are generally young and well educated and don't mind taking a risk.
Early adopters
The second group to adopt a new product. Comprising approximately 13.5% of the population, they often are opinion leaders well respected by their peers.
Early majority
Comprising about 34% of the population, these are the people who avoid risk and wait to see if the early adopters like a product before they try it.
Late majority
An additional 34% of the population who are cautious about new ideas. They adopt a new product as a result of the pressure to conform. They tend to be older and/or below average in income and education.
Laggards
The remaining 16% of the population who prefer to do things the way they have been done in the past, are very suspicious of new ideas, and are alienated from a rapidly advancing society. They may also simply lack the financial means to take advantage of innovations.
Transcript: The Six Steps of the Adoption Process
Awareness
Consumers are consciously aware that a new hospitality product exists. Building strong awareness requires repeatedly exposing consumers to the new product or service through various forms of promotion.
Interest
Potential customers want to learn more. Interest can be either active or passive:
Customers exhibiting active interest will seek information about the new product or service. This information may be derived from the company itself, from family and friends, from Internet-based sources, or a variety of other origins.
Customers exhibiting passive interest won't seek information themselves, but will accept it if it is offered.
Evaluation
Consumers compare the new product or service with existing offerings. If they perceive an advantage, they will wait for an opportunity to try the new offering. They may "cycle back" to the existing offering if sufficient information is not available, but they will remain interested.
Trial
T.
1. Personality and Consumer behavior
Marketers have always been interested in understanding and attempting to
answer how personality affects an individual’s consumption behavior as this helps
them to understand customer and eventually target those customers who would
respond favorably and positively to their product/service offered.
Customer Innovativeness and Related Personality Traits
Consumer innovators – those that are open to new products and the first in
the market to try new products/services are the ones marketing practitioners
generally try to learn about. Some of the personality traits used to differentiate
customer innovators from non-innovators would be
Customer Innovativeness
Consumer Dogmatism
Social Character
Need for Uniqueness
Optimum Simulation level
Sensation Seeking
Variety and Novel seeking
Customer Innovativeness
Over the years, the trait of customer innovativeness has been linked to
stimulation, novelty seeking and need for uniqueness. Various research studies on
innovation adoption process in first discontinuous innovations like personal
computers, video recorders have the following features.
They are opinion leaders.
They are tolerant towards risks.
They are oriented form inside and independent from the norms of the
belonging groups.
They prefer getting informed by mass media rather than oral communication.
They are open to new idea and changes.
They are cosmopolites.
They have a higher socio-economic standard.
Innovativeness can be useful in the following scenarios
To identify and target people who are open to new product categories.
Used as an important consideration for brand extensions.
2. Consumer Dogmatism
Marketers, especially those of technologically rich products, are always
keenly interested in managing consumer responses to distinctively unfamiliar
products or product features. Consumer dogmatism is the extent to which a person
can react to information that is relevant and can judge the product/service according
to its own merits without being encumbered by irrelevant factors. Given below are
some of the traits of low dogmatic and high dogmatic personalities.
Low Dogmatic Individuals Highly Dogmatic Individuals
Prefer Innovative products to More likely to choose established products.
traditional/established alternatives.
More receptive to messages that stress factual More receptive to ads for new products/services.
differences, product benefits and other forms of
product-usage info.
Ads focus more on product information rather Marketer uses celebrities and experts for their
than on anything else like celebrity endorsement, new product offerings.
etc.
Social Character
Buying behavior/patterns of an individual also depends on the character of
the individual, whether the person evaluates the product based on his own
judgment, assumption, values or standards or he tends to look to others for
guidance.
The ad given below targets an inner-directed consumer. Here the ad targets woman
who are self conscious about their body and the ad implies
them to take call to have a cigarette instead of a sweet.
The best example that illustrates ads that targets individuals
who look for other’s guidance would be Apple’s “If you don’t
have an IPhone ad”. The ad literally tells people that they are
missing out on the IPhone revolution if they haven’t bought it
yet.
Needforuniqueness
For people seeking to be unique, conformity to other’s
expectations/standards in appearance/possessions is something they would avoid.
Some of the characteristics of people seeking uniqueness.
Collecting unusual products.
Daring to be different despite of other’s criticism.
Abandonment of a product/brand when it is very popular amongst masses.
3. Always on the lookout for one-of-a-kind product to create a more distinctive
personal image.
Optimum Simulation Level
Some people prefer a simple, uncluttered and calm existence while others
prefer an environment with novel, complex and unusual experiences. People with
high optimum simulation levels have the following characteristics.
Greater willingness to take risks
Trying new products
Being innovative in purchases
Seeking purchase related information and being open to new retail facilities.
Studying the optimum simulation level helps manufactures and retailers in
understanding consumer preferences and ensures that consumers do not change
their brand by launching variants of brands (e.g. cigarettes, toothpastes). It also
helps in identifying the ideal product offering for the consumer once his/her OSL has
been determined. (E.g.) Holiday plans for customers based on their lifestyle.
Sensation Seeking
This is similar to OSL concept, where consumers are characterized by the
need to for varied, novel and complex experiences and willingness to take physical
and social risks for the sake of such experience.
Variety or Novel seeking
There are three consumer seeking variety – exploratory purchase (switching
brands to experience new, different and possibly better alternatives), vicarious
purchases (securing new information about new/difference alternatives and
contemplating whether to buy or not) and use innovativeness (using an already
adopted product in a new or novel way).
Examples of exploratory purchase and vicarious purchases would be the purchase of
FMCG products like soaps, shampoos, biscuits.
Use innovativeness is used for promoting technological products, in which some
products have more features than the rest. Customers who seek products with many
features can be targeted to sell these products.
References
1. Consumer Behavior by Leon G. Schiffman, Leslie Lazar Kanuk
2. Personality Trait Theory and Consumer Behavior by Ruby Roy Dholakia