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Introduction
As we know that The Customer is the King of Market, means the overall performance of any business enterprise depends upon how they satisfy the need and wants of the customer in the market place then the enterprise can became market leader among all competitors. So the field of consumer behavior is a significant way for dealing with consumers in the market place, because when a consumer wants to buy any types of goods or services they are always influenced by their environment, culture, thinking, and by many other aspects which are related to the behavior of consumer and the study of consumer behavior deals with all those factors which are worked as a influencer for consumers.
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Definition
According to AMA; The dynamic interaction of affect
and cognition (knowledge), behavior, and the environment by which human being conduct the exchange aspects of their lives. According to schiffman & kanuck; The term consumer behavior is defined as the behavior that consumers display in searching for, purchasing, using, evaluating and disposing of goods and services that they expect will satisfy their needs According to Dictionary of Marketing; The term consumer behavior refers to the actions of consumers in the market place and the underlying motives for those actions.
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Means the term consumer behavior deals with how individuals make decisions to spend their available resources (i.e. time, money and efforts) on consumption related items. That includes; What they buy? When they buy? Where they buy? How they often buy it? How they evaluate it after the purchase? And the impact of such evaluation on future purchases, and how they dispose of it?
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Psychology:- is the study of the individual, which includes motivation, perception, attitudes, personality and learning theories. All these factors are critical to an understanding of consumer behavior. Sociology:- is the study of groups. Social psychology:- is a combination of sociology and psychology and studies how an individual operates in a group. Cultural anthropology:- is the study of human being in society. Economics:- an important aspect of the study of economics is the study of how consumers spend their funds, how they evaluate alternatives and how they make decisions to get maximum satisfaction from their purchases.
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Personal consumer or personal buying behavior:- personal consumer buys goods and services
for his or her own use, for the use of his/her household, or as a gift for some one. E.g. Shaving Cream, T.V., books etc. The personal consumers is sometimes also referred to as a end user or ultimate customer.
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Organizational/Industrial consumer or buying behavior:- it includes profit or non profit business, different government agencies & industries all of which must buy products, equipment and services in order to run their organizations. Means they buy goods and services for the purpose of further production.
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In another words we can say, Those factors which effects the action of consumer behavior in terms of decision making, purchasing activities actual consumption, are called influences of consumer behavior Following are the major factors which comes under factors influencing the consumer behavior.
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CULTURE
SOCIAL Reference
Culture
Group
Cross Culture
Family
stage
Occupatio
n
Economic
Subculture
Roles
situation
Lifestyle Personalit
beliefs
and status
Social class
Macro social factors
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y & selfconcept
Micro social factors Personal factors Psychological factors
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PROBLEM RECOGNITION
INFORMATION SEARCH
EVALUATION OF ALTERNATIVES
PURCHASE DECISION
PURCHASE PROCESS
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OR
Need Recognition Information Search Cultural, Social, Individual and Psychological Factors affect all steps Evaluation of Alternatives Purchase Postpurchase Behavior
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So in this stage the marketer needs to identify the circumstances that trigger the particular need/interest in consumer. The marketer should research consumer to find out what kinds of felt needs or problem arose.
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Internal Search
Scanning ones memory to recall Previous experiences with products or brands. It is often sufficient for frequently purchased products. When past experience or knowledge is inadequate - The risk of making a wrong purchase
decision is high
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External Search
Personal sources, such as friends and family. Public sources, including various productrating organizations such as Consumer Reports. Marketer-dominated sources, such as advertising, company websites, and salespeople
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