analyzing consumer markets marketing management, 13 th ed 6
TRANSCRIPT
Analyzing Consumer Markets
Marketing Management, 13th ed
6
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What Influences Consumer Behavior?
Cultural FactorsCultural Factors
Social FactorsSocial Factors
Personal FactorsPersonal Factors
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What is Culture?
Culture is the fundamental determinant of a person’s wants and behaviors
acquired through socialization processes with family and other key
institutions.
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Subcultures
Nationalities Nationalities
ReligionsReligions
Racial groupsRacial groups
Geographic regionsGeographic regions
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David’s Bridal Targets the Latino Sub-Culture with its Collection of
Quinceañera Dresses
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Social Classes
Upper uppersLower uppersUpper middlesMiddle class
Working classUpper lowersLower lowers
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Characteristics of Social Classes
• Within a class, people tend to behave alike
• Social class conveys perceptions of inferior or superior position
• Class may be indicated by a cluster of variables (occupation, income, wealth)
• Class designation is mobile over time
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Social Factors
Referencegroups
Social roles
Statuses
Family
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Reference Groups
Membership groupsMembership groups
Primary groupsPrimary groups
Secondary groupsSecondary groups
Aspirational groupsAspirational groups
Dissociative groupsDissociative groups
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Family Distinctions Affecting Buying Decisions
• Family of Orientation• Family of Procreation
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Roles and Status
What degree of status is associated with various occupational roles?
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Personal Factors
Age
Values
Life cyclestage
Occupation
Personality
Self-concept
Wealth
Lifestyle
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The Family Life Cycle
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Table 6.2 LOHAS (Lifestyles of Health and Sustainability) Market Segments
• Sustainable Economy
• Healthy Lifestyles
• Ecological Lifestyles
• Alternative Health Care
• Personal Development
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Figure 6.1 Model of Consumer Behavior
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Key Psychological Processes
Motivation
MemoryLearning
Perception
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Maslow’s Hierarchy of Needs
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Perception
Selective Attention
Subliminal Perception
Selective Retention
Selective Distortion
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Figure 6.4 Consumer Buying Process
Problem Recognition
Information Search
Evaluation
Purchase Decision
PostpurchaseBehavior
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Sources of Information
Personal
ExperientialPublic
Commercial
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Figure 6.5 Successive Sets Involved in Consumer Decision Making
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Figure 6.6 Stages between Evaluation of Alternatives and Purchase