What is consumer behaviour PDF?
Consumer behavior can be defined as the study of psychological, physical and social actions when individuals buy, use and dispose of products, services, ideas, and practices. In other words, consumer behavior is the study of how consumers will make their buying decision and what those factors which support or influence these decisions.
What are examples of consumer behavior?
Other topics in consumer behaviour
- Risk perception and risk reduction activities. ...
- New product adoption and diffusion of innovations. ...
- Brand-switching. ...
- Channel-switching. ...
- Impulse buying. ...
- Affect: Emotions, feelings and mood. ...
- Customer loyalty. ...
- Customer citizenship behaviour. ...
- Internet consumer behaviour. ...
- The role of aesthetics and visual fluency in relation to consumer choice. ...
What influences consumer behavior?
Consumer behaviour has witnessed a fundamental shift over the past couple of years, especially in terms of changing needs and expectations. Technology has played a significant role in this context as businesses are focusing on personalising customer ...
Why to study consumer behavior?
These researches try to find out:
- What the consumer thinks of the company’s products and those of its competitors?
- How can the product be improved in their opinion?
- How the customers use the product?
- What is the customer’s attitude towards the product and its advertizing?
- What is the role of the customer in his family?
What is the meaning of consumer behavior?
Consumer behavior refers to the acquisition, consumption, and disposal of products, services, time, and ideas by decision-making units.
What is Consumer Behaviour and its types?
There are four types of consumer behavior: habitual buying behavior, variety-seeking behavior, dissonance-reducing buying behavior, complex buying behavior. Consumer behavior types are determined by what kind of product a consumer needs, the level of involvement, and the differences that exist between brands.
What is consumer behavior according to Kotler?
Kotler (1994) Consumer behaviour is the study of how people buy, what they buy, when they buy and why they buy. Solomon et al. ( 1995) Consumer is the study “of the processes involved when individuals or groups select, purchase, use, or dispose of products, services, ideas, or experiences to satisfy needs and desires”
What are the 4 types of consumer behavior?
4 Types of Consumer BehaviorComplex buying behavior.Dissonance-reducing buying behavior.Habitual buying behavior.Variety seeking behavior.
What is importance of consumer behaviour?
Consumer behavior analysis has emerged as an important tool to understand your customers. By looking into consumer psychology and the forces behind customer buying behavior, companies can craft new products, marketing campaigns and increase profitability.
What is the role of consumer behaviour?
Studying consumer behavior helps marketers see what consumers want and their reasons choosing certain products over others. By understanding consumers' reactions to goods and marketing, they can analyze their audience's needs and expectations and thus work toward meeting them.
What is consumer behavior essay?
Consumer behaviour is an integral part of strategic market planning. The study of consumer behaviour is the study of how individuals make decisions to spend their available resources (time, effort, money) on consumption-related items. Methodology used to study consumer behaviour is known as consumer research.
What is the study of consumer Behaviour?
What is consumer behavior? Consumer behavior is the study of individuals and organizations and how they select and use products and services. It is mainly concerned with psychology, motivations, and behavior.
What is Consumer Behaviour conclusion?
The study also revealed the relation of consumer motivations toward impulse buying behavior. Consumer's impulse buying behavior was proven to be influenced by the consumers' desire to satisfy their hedonic needs. It can be concluded that hedonic motivation is one crucial factor for consumers during shopping activities.
What are the characteristics of consumer behavior?
CHARACTERISTIC OF CONSUMER BEHAVIORNeed identification to buy the product .Information search relating to the product.Listing of alternative brands.Evaluating the alternative (cost-benefit analysis)Purchase decision.Post-purchase evaluation by the marketer.
What are the factors affecting consumer behaviour?
Factors Affecting Consumer BehaviorPsychological Factors. Human psychology plays a major role in understanding consumer behaviour. ... Motivation. Motivation to do something often influences the buying behaviour of the person. ... Perception. ... Learning. ... Attitudes and Beliefs. ... Social Factors. ... Family. ... Reference Groups.More items...•
What are the 4 factors that influence consumer behavior?
There are four psychological factors that influence consumer behaviour: Motivation, perception, learning, and attitude or belief system.
What are the types of consumers?
There are four types of consumers: omnivores, carnivores, herbivores and decomposers. Herbivores are living things that only eat plants to get the food and energy they need.
What are the different types of customers?
What are the Different Types of Customers?Five Main Types of Customers. In the retail industry, customers can be segmented into five main types: ... Loyal Customers. ... Impulse Customers. ... Discount Customers. ... Need-Based Customers. ... Wandering Customers. ... Related Readings.
What are the types of consumer products?
There are three main types of consumer goods: durable goods, nondurable goods, and services. Durable goods those with a long life-span, such as appliances and tools. Nondurable goods are consumed in less than three years, such as packaged food and drinks.
What are the types of consumer buyers?
There are three different buyer types – spendthrifts, average spenders, and frugalists.
What is consumer behavior?
Consumer behavior involves the purchasing, and other consumption related activities of people engaging in the exchange process. Bagozzi and Zaltman defined consumer behavior as “ acts, processes, and social relationships exhibited by individuals, groups, and organizations in the obtainment, use of, and consequent experience with product, services, and other resources”. Behavior of consumer is motivated or purposive. This behavior is directed toward the goal of obtaining products or other resources. They are obtained for use in their own right or as a medium for future exchange. The three important aspects of this definition such as acts, processes, and social relationships include diverse consumer activities. Some of the activities include experiencing a need, window shopping, comparison shopping, simply thinking about the available information concerning a product’s relative benefits and dis-benefits, or seeking a friend’s advice about a new product etc. Consumer behavior also involves the experiences, which are consequences of using products and services.
What are the two types of consumer behavior?
Consumer behavior field is studied using two types of theories - the traditional and the newer or contemporary/modern theories. The older or traditional theories were developed based on the opinions or intuitions of marketers. While developing theories they depended heavily on different economic principles. According to the economic principles, most of the consumers behave purely based on rationality or logic. Economists compare human behavior with that of machine. A machine always behaves in the same fashion against a particular stimulus. Economists as well as the advocates of traditional theories believe that human behaviors are comparable with that of the behaviors of machines.
What is the first decision a consumer makes?
The first decision the consumer makes is whether the need should even be satisfied, i.e., should the consumer make a purchase or hold his or her money? Decisions about very low-cost purchases will not be specially agonizing. But those requiring considerable expense may be quite difficult. If the consumer decides to purchase a product, the question then becomes which one will best satisfy the need. Many variables influence this choice which we will be discussed later.
How does a consumer's buying process work?
The buying processes consumers go through to purchase most products and services are considerably more complex than they may appear. Seldom are they just matters of buying or not buying. If you analyze the mind of a consumer you will find that a set of complex often conflicting needs simultaneously felt by him as unmet. His buying behavior is determined by such sets of needs and the influences that create these needs as well as the stages consumer go through to satisfy them (needs).
How does consumer behavior help the marketer?
The knowledge of consumer behavior helps the marketer to understand how consumers think, feel and select from alternatives like products, brands and the like and how the consumers are influenced by their environment, the reference groups, family, and salespersons and so on. A consumer‟s buying behavior is influenced by cultural, social, ...
What are the factors that influence consumer behavior?
A consumer‟s buying behavior is influenced by cultural, social, personal and psychological factors. Most of these factors are uncontrollable and beyond the hands of marketers but they have to be considered while trying to understand the complex behavior of the consumers.
What is the behavioural perspective?
THE BEHAVIOURAL PERSPECTIVE As mentioned above, in contrast to the economic view which underscores the importance of internal mental processes in consumer decision making, the behavioural perspective emphasizes the role of external environmental factors in the process of learning, which it is argued causes behaviour.
What is the first section of the Consumer Perspectives?
The first section, describes, the importance of various factors including lifestyle and its impact on the consumer buying behavior. The second section describes the dominant, positivistic consumer perspectives. The third section, presents a methodological and analytical overview of the traditional perspectives.
What does Holbrook (1987) suggest?
Holbrook (1987) suggests that consumer researchers must expand their view to examine “all facets of the value potentially provided when some living organism acquires, uses, or disposes of any product that might achieve a goal, fulfill a need, or satisfy a want.”.
What is the dramaturgical perspective on consumer behaviour?
The dramaturgical perspective on consumer behaviour views people much like actors who play different roles (Goffman 1959). Goffman (1959) introduced the concept a „managed situation‟, the idea that people manage the impression that others have of them by the way they present themselves.
What is customer behavior study?
Customer behavior study is based on consumer buying behavior, with the customer playing the three distinct roles of user, payer and buyer. Consumer buying behaviour has become an integral part of strategic market planning.
What does Schiffman and Kanuk define consumer behavior?
Schiffman & Kanuk (1997: 648) define consumer behaviour as: "The behavior
What chapter is consumer decision making?
more specifically consumer decision-making, will be provided in Chapter 4.
What is human behaviour?
Human behaviour encompasses every thought, feeling or action by people. This
Who decides whether, what, when, where, how, and from whom to purchase a product?
individuals decide whether, what, when, where, how, and from whom to purchase
Should we focus on human behaviour?
Therefore, one should first focus on human behaviour, since consumer
Who first defined the term "consumer"?
first define the term "consumer". Walters (1974: 4) provides such a definition by
Is Maslow's hierarchy of needs a model of consumer behaviour?
Maslow's well-known hierarchy of needs, although not classified as a model of . human behaviour, provides valued input to the theory of consumer behaviour, . since it provides theory on the motivation of human beings based on a hierarchy .
What is the rationality of consumer behavior?
In a marketing context, the rationality implies that consumers select goals based on totally objective criteria, such as size, weight, price etc. Emotional motives imply the selection of goals according to personal or subjective criteria (e.g. pride, fear, affection or status).
How do consumers benefit from orderly investigations?
Consumers also stand to benefit directly from orderly investigations of their own behaviour . This can occur on an individual basis or as part of more formal educational programs. As we study what has been discovered about the behaviour of others, we can gain insight into out own interactions with the marketplace. For example, when we learn that a large proportion of the billions spend annually on grocery products is used for impulse purchases, and not spent according to pre-planned shopping lists, we may be more willing to plan our purchases in an effort to save money. In general, as we discover the many variables that can influence consumers’ purchases. We have the opportunity to understand better how they affect our own behaviour.
How many respondents are in a group discussion?
Consists of 8 to 10 respondents who meet with a moderator-analyst for a group discussion “focussed” on a particular product or product category. Respondents are encouraged to discuss their interests, attitudes, reactions, motives, life styles, feelings about the product or product category, usage experience and so forth.
What is consumer misbehavior?
Consumer misbehavior is behavior that violates laws and generally accepted norms of conduct in today’s society. Examples include shoplifting, fraud, and abusive consumer behavior. Consumer misbehavior can disrupt consump-tion activities and can cause loss to your business both in revenue and in the loss of other consumers. All businesses are at risk of experiencing consumer misbehavior.
What is the role of emotions in consumer behavior?
Motivation and emotions serve as the emerging forces within consumers that activate certain behaviors. Motivation is the persistent need that stirs up and stimulates long-term goals within a consumer. Emotions are temporary states that reflect current changes in motivation. They also often trigger changes in behavior.
What is segmented marketing?
Segments are market groups within the total market that are made up of people who have similar needs. When you can recognize a segmented group, your marketing opportunities increase and you gain the highest return on your marketing. That’s because segmenting enables you to focus on the cus-tomers that are most likely to purchase your products or services — those individuals that are most interested in what you have to offer.
What is an attitude?
Attitude is that lasting general evaluation of something. It represents how con-sumers feel about products, services, and companies. Attitudes can tell you a lot about your consumers and how well you’re accepted in the marketplace. Just remember that consumers easily screen information that conflicts with their own attitudes.
What is perception in psychology?
Perception is representative of how a consumer processes and interprets information. You could describe perception as the way that consumers see the world around them — the world that includes your products and ser-vices. Perceptions are unique and determine purchasing behavior in every consumer differently.
How to gain consumer loyalty?
You can gain consumer loyalty by understanding how consum-ers learn and by using techniques that help them remember you. Consumer loyalty really comes from meeting the emotional needs of consumers. Those needs include the need to be understood, feel important, feel welcomed, and feel comfortable. You can meet these needs and encourage consumer loyalty by providing consumers with expertise, attention, friendliness, flexibility, patience, and superiority in your products and your services. This is done by communicating and creating relationships with consumers.
How does marketing affect consumers?
It’s your responsibility to embrace, communicate, and practice ethical values that improve the confidence of your consumers. You need to understand the importance of marketing ethics, because deceptive marketing practices can affect consumer behavior.