intro to cb
TRANSCRIPT
MKTG 371 INTRO TO ONSUMER BEHAVIOR Lars Perner, Instructor 1
Intro to Consumer Behavior
� Consumer behavior--what is it?
� Applications� Consumer Behavior
and Strategy� Elements of strategy� Consumer Analysis
� Consumer behavior outcomes
MKTG 371 INTRO TO ONSUMER BEHAVIOR Lars Perner, Instructor 2
One Definition
� Consumer behavior : the study of individuals, groups, or organizations and the processes they use to select, secure, use, and dispose of products, services, experiences, or ideas to satisfy needs and the impacts that these processes have on the consumer and society.
MKTG 371 INTRO TO ONSUMER BEHAVIOR Lars Perner, Instructor 3
Applications of Consumer Behavior
� Marketing Strategy� Regulatory (Public)
Policy� Social Marketing� Personal Consumer
Skills
MKTG 371 INTRO TO ONSUMER BEHAVIOR Lars Perner, Instructor 4
Orientations in the Study of Consumer Behavior
� Anthropology� Economics� History and
geography� Psychology� Sociology
MKTG 371 INTRO TO ONSUMER BEHAVIOR Lars Perner, Instructor 5
Anthropology
� The study of people within and across cultures
� Emphasis on cross-cultural differences
� Questioning of assumptions within own culture
MKTG 371 INTRO TO ONSUMER BEHAVIOR Lars Perner, Instructor 6
Economics
� Basic economic issues� Supply and demand� Rational decision making� Perfect information
� Emphasis on predicting behavior
� Complications in real life� Behavioral economics—
e.g., “mental accounting”
MKTG 371 INTRO TO ONSUMER BEHAVIOR Lars Perner, Instructor 7
History and Geography
� Origins of behavior, perspectives, and traditions
� Impact of geography on individuals� Isolation� Language development� Climate
� Geographic determinism
MKTG 371 INTRO TO ONSUMER BEHAVIOR Lars Perner, Instructor 8
Psychology
� Study of human thinking and behavior
� Some issues� Personality� Personal development� Cognition (thinking),
perception� Attention and its
limitations� “Learning”—e.g.,
acquired tastes
MKTG 371 INTRO TO ONSUMER BEHAVIOR Lars Perner, Instructor 9
Sociology
� Cultural and interpersonal influences on consumption—e.g.,� Fads, fashions� Diffusion of innovation� Popular culture
MKTG 371 INTRO TO ONSUMER BEHAVIOR Lars Perner, Instructor 10
Marketing Strategy and Consumer Behavior
MARKETANALYSIS
MARKETINGSTRATEGY
MARKETSEGMENTATION
CONSUMER DECISION
PROCESSES
OUTCOMES
MKTG 371 INTRO TO ONSUMER BEHAVIOR Lars Perner, Instructor 11
Market Analysis Components
� Consumers� Firms� Competitors� Conditions
(environment)
MKTG 371 INTRO TO ONSUMER BEHAVIOR Lars Perner, Instructor 12
Market Segmentation (covered in more detail later)
� Product-related need sets
� Segments: customers with similar needs and responses
� Segment description� Segment selection
MKTG 371 INTRO TO ONSUMER BEHAVIOR Lars Perner, Instructor 13
Elements in Marketing Strategy
� Product� Communications� Price� Distribution� Service
MKTG 371 INTRO TO ONSUMER BEHAVIOR Lars Perner, Instructor 14
Outcomes
� Firm� Product
position/perception� Sales� Customer satisfaction
� Individual� Need satisfaction� Injurious consumption
� Society� Economic� Physical environment� Social welfare
MKTG 371 INTRO TO ONSUMER BEHAVIOR Lars Perner, Instructor 15
The Nature of Consumer Behavior
� External Influences� Internal Influences� Self-Concept� Situations� Experiences and
acquisitions
MKTG 371 INTRO TO ONSUMER BEHAVIOR Lars Perner, Instructor 16
Why We Buy: Some Issues
� Questions academics relatively well: Whether, how, why?
� Questions academics answer less well: � How much?� Which effect is stronger?� What if…?
MKTG 371 INTRO TO ONSUMER BEHAVIOR Lars Perner, Instructor 17
Why We Buy Issues
� “Conversion” and “interception” rates� The “Transition Zone”� Thinking like a consumer who is in the
shopping setting!� A note on exam questions from the text:
You need to have read the book to be able to answer! (The answers are not obvious.)