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Consumer & industrial buying behaviour learning

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Consumer & industrial buying behaviour, learning marketing implications sushant lulla,

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Consumer & industrial buying behaviour learning

  1. 1. CONSUMER & INDUSTRIAL BUYING BEHAVIOUR Submitted by: Sushant Lulla Submitted to Dr. Anannya Deb Roy
  2. 2. OBJECTIVE • To study the consumer learning theories • To study the marketing implications of the learning theories.
  3. 3. MOTIVATION
  4. 4. CUES
  5. 5. RESPONSE
  6. 6. REINFORCEMENT
  7. 7. BEHAVIORAL LEARNING THEORIES
  8. 8. CLASSICAL LEARNING
  9. 9. STRATEGIC APPLICATIONS OF CLASSICAL CONDITIONING
  10. 10. REPETITION Repetition creates boredom
  11. 11. Repetition creates boredom
  12. 12. --COSMETIC VARIATION
  13. 13. --SUBSTANTIVE VARIATION
  14. 14. STIMULUS GENERALIZATION
  15. 15. To Overcome it?
  16. 16. PRODUCT LINE EXTENSION
  17. 17. PRODUCT FORM EXTENSION
  18. 18. STIMULUS DISCRIMINATION
  19. 19. INSTRUMENTAL
  20. 20. REINFORCEMENT OF BEHAVIOR
  21. 21. POSITIVE REINFORCEMENT
  22. 22. NEGATIVE REINFORCEMENT
  23. 23. EXTINCTION
  24. 24. PUNISHMENT
  25. 25. STRATEGIC APPLICATION OF INSTRUMENTAL CONDITIONING
  26. 26. TOTAL OR CONTINUOUS REINFORCEMENT
  27. 27. SYSTEMATIC OR FIXED RATIO REINFORCEMENT
  28. 28. RANDOM OR VARIABLE RATIO REINFORCEMENT
  29. 29. SHAPING REINFORCEMENT
  30. 30. COGNITIVE THEORY
  31. 31. INVOLVEMENT THEORY
  32. 32. LOW INVOLVEMENT INFORMATION PROCESSING
  33. 33. HIGH INVOLVEMENT INFORMATION PROCESSING
  34. 34. INTEGRATED PROCESSORS
  35. 35. CENTRAL AND PERIPHERAL ROUTES TO PERSUASION
  36. 36. CENTRAL ROUTES TO PERSUASION
  37. 37. PERIPHERAL ROUTES TO PERSUASION
  38. 38. THANKYOU

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