Understanding Consumer Behavior
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12-10-2010, 09:32 AM

.ppt   ConsBeh Pt 1of3 decprocess 1Aug06 n58.ppt (Size: 1.21 MB / Downloads: 94)
Understanding Consumer Behavior


To conceptualize basic models of
consumer behavior
To understand the consumer decision process for goods, services, and ideas

Simplified Model

Why Study Consumer Behavior?

To implement the Marketing Concept . . a plan to influence buyer – seller exchanges to meet organizational goals
To understand complex influences on consumption processes

To increase a manager’s confidence to predict consumer responses to their marketing strategy
To avoid “the Self-Reference Criterion”
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07-01-2012, 10:08 AM

Digital Revolution in the Marketplace
Allows customization of products, services, and promotional messages like never before
Enhances relationships with customers more effectively and efficiently
Changes in the Business Environment
Increased consumer power
Access to information
More products and services
Interactive and instant exchanges
Access to customer patterns and preferences
Evolution to other -Web connection
Mobile phones
Consumer Behavior
The behavior that consumers display in searching for, purchasing, using, evaluating, and disposing of products and services that they expect will satisfy their needs.

Personal Consumer
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.
Organizational Consumer
A business, government agency, or other institution (profit or nonprofit) that buys the goods, services, and/or equipment necessary for the organization to function.

Development of the Marketing Concept
The Production Concept

Assumes that consumers are interested primarily in product availability at low prices
Marketing objectives:
Cheap, efficient production
Intensive distribution
Market expansion
The Product Concept
Assumes that consumers will buy the product that offers them the highest quality, the best performance, and the most features
Marketing objectives:
Quality improvement
Addition of features
Tendency toward Marketing Myopia
The Selling Concept
Assumes that consumers are unlikely to buy a product unless they are aggressively persuaded to do so
Marketing objectives:
Sell, sell, sell
Lack of concern for customer needs and satisfaction
The Marketing Concept
Assumes that to be successful, a company must determine the needs and wants of specific target markets and deliver the desired satisfactions better than the competition
Marketing objectives:
Profits through customer satisfaction

Business Leaders Who Understood Consumer Behavior
Alfred Sloan, General Motors
Colonel Sanders, KFC
Ray Kroc, McDonald’s

The Marketing Concept
A consumer-oriented philosophy that suggests that satisfaction of consumer needs provides the focus for product development and marketing strategy to enable the firm to meet its own organizational goals.
Implementing the Marketing Concept
Consumer Research
Consumer Research
The process and tools used to study consumer behavior.
Two perspectives:
Positivist approach
Interpretivist approach

Attached Files
.ppt   consumer behaviour.ppt (Size: 501 KB / Downloads: 37)

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