buyer behaviors - city college of san francisco€¦ · accomplishment pleasure salvation security...
TRANSCRIPT
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BUYER BEHAVIORS
CHAPTER 3
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CHAPTER OBJECTIVES
What are the steps and issues associated with the consumer buying decision-making process?
How do attitudes and values influence buyer behaviors?
How can traditional factors and new trends affect consumer purchasing decisions?
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CHAPTER OVERVIEW
Consumer purchase process
Consumer buying
environment
Recent trends in consumer
behavior
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PRIMARY GOAL
OF AN IMC
PROGRAM
Persuade customers to buy your product/service
Need to understand how a consumer makes his
purchase decision
Following purchase decision steps makes for a
better marketing plans
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CONSUMER
PURCHASE
PROCESS
Problem Recognition
01
Information Search
02
Evaluate Alternatives
03
Purchase Decision
04
Postpurchaseevaluation
05
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PROBLEM RECOGNITION
The customer notices a need or want
I’m out of laundry detergent
I need a vacation
I got a new job with a 60 mile commute each way
I’m moving to a new apartment
My mother is getting old and can’t take care of herself
My boyfriend moved to India
I want to celebrate my 21st birthday is Vegas
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INFORMATION
SEARCH
1. Search for information for
alternative ways to solve
the problem
Dissatisfaction with the last
purchase
Desire to try a new product
for novelty or variety
Desire to expand an
information search after
hearing about a new brand
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TWO TYPES OF INFORMATION SEARCHES
Internal search
Recall of image or product that fulfill
need
External search
Insufficient internal information to make
a purchase decision
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INTERNAL SEARCH
Marketers must build equity
So that the company's brand
will be recalled during an
internal search.
Think about brands
Quickly reduce options
Choice based on past
experience
Brand awareness and brand equity important
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EXTERNAL SEARCH
Insufficient internal information to make a purchase decision
Sources
Friends
Relatives
Magazines
Advertisement
In-store displays
Internet
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FACTORS MAKING UP AN EXTERNAL SEARCH
1. Ability to search
2. Motivation
3. Costs
4. Perceived benefits of the search
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DURING THE INFORMATION SEARCH,
ADVERTISERS NEEDS TO UNDERSTAND…
1. Consumer attitudes
2. Consumer values
3. Cognitive mapping
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CONSUMER
ATTITUDES
Mental position taken toward a
topic, a person or an event that
influences the holders feelings,
perceptions, learning processes
and behaviors.
Definition. Attitude = a favorable
or unfavorable evaluative
reaction toward something or
someone, exhibited in ones
beliefs, feelings, or intended
behavior.
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THREE PARTS OF ATTITUDE
Cognitive part of the brain has to do with
intelligence, the affective deals with emotions and
the conative drives how one acts on those
thoughts and feelings.
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ADS PERSUADE THE ATTITUDE THROUGH 3 COMPONENTS
Affective - contains the feelings or emotions a person has about the
particular brand
Cognitive – The knowledge and perceptions that are acquired by a
combination of direct experience with the attitude object and related
information from various sources
Conative - is an individual’s intentions, actions, or behavior to act in a
certain way with regard to the attitude object
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CONSUMER VALUES
Strongly held beliefs about various topics or concepts and lead to the
judgments that guide personal behaviors.
By appealing to the basic values marketers hope to convince prospective
customers that their products can help them achieve a desirable
outcome.
Values are those things that really matter to each of us
Strongly held beliefs
Enduring
Not easily changed
Brands tied to values (patriotism, health)
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CONSUMER PERSONAL VALUES
Comfortable Life
Equality
Excitement
Freedom
Fun, exciting life
Happiness
Inner peace
Mature love
Personal
accomplishment
Pleasure
Salvation
Security
Self-fulfillment
Self-respect
Sense of belonging
Social acceptance
Wisdom
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Which personal values does this ad target?
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COGNITIVE MAPPING
A cognitive map is a type of mental representation which helps us to acquire, code, store, recall, and decode information about products/services in our everyday environment.
Assumptions
Beliefs
Interpretations of facts
Feelings
Cognitive - The knowledge and perceptions that are acquired by a combination of direct experience
with product/service and related information from various sources
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DISNEYLAND
Let’s draw a cognitive map for
Disneyland…
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What do these ads to my cognitive map?
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ROLE OF MARKETING MESSAGES IN COGNITIVE MARKETING
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PRIUS
Green
Pruis
Recall ProblemSolar
Toyota Highlander
Ugly
PretentiousPoor
visability
Hybrid Cars
Long Commute
Economical
Mid-Price
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Cognitive map for Ruby Tuesday
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JOB OF THE CREATIVES
Design ads that reach the linkages consumers
already have
Volvo = safety
Nordstrom's = service
Walmart = value
Axe = sex
Make sure the ad is processed into long term
memory
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PRINCIPLES
CONCERNING
PROCESSING OF
INFORMATION
AND
COGNITIVE
MAPPING
FINAL WORD…..
Cognitive mapping enhances the movement of messages
from short-term to long-term memory.
Most persuasive messages reinforce current linkages.
Repetition is necessary to establish new linkages.
Modifying or creating new linkages is difficult.
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EVALUATION OF ALTERNATIVES
Evoked Set
Multiattribute
Affect Referral
Understanding how consumers evaluate choices helps the firm’s marketing team develop materials that lead consumers to favor a given brand.
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EVOKED SET METHOD
Evoked set - brands that are considered in a purchasing situation
Often generated internally during the information search
stage of the process
Consists of brands the consumer is aware of and would
consider purchasing, often brands that the consumer has
used in the past
Inept set - brands the consumer will not purchase, either because
of a bad personal experience or information received from another
source
Inert set - are brands the consumer does not know anything about or has so
little information a judgment cannot be made.
Goal is to transfer the brand into the evoked set
Problem Recognition
Information SearchEvaluate
AlternativesPurchase Decision
Postpurchaseevaluation
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CONSIDERING A FAST FOOD RESTAURANT
Evoked Set
McDonalds
In and Out
Inept Set
Taco Bell – got sick last time ate there
Inert Set
Popeye’s – heard about it from friends and ads
KFC – offer grilled chicken now???
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MULTIATTRIBUTE APPROACH
Used for high end products consumers often examine sets of attributes across sets of products or brands.
The multiattribute model assumes that a consumer’s attitude toward a brand is determined by:
1. The consumer’s beliefs about a brand’s performance on each attribute
2. The importance of each attribute to the consumer
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• 6 cylinder
• 7,750 rpm
• Torque
• Performance/fuel consumption
• Maximum speed
• Electrical system
• Battery
• Power transmission
• Brakes
• Size/dimension
• Style
• Reputation
• Consumer report rankings
• Weight
• Material
Multiattribute
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Affect Referral
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AFFECT REFERRAL
Third model of consumer
evaluations of purchase
alternatives
Suggests that consumers choose
brands they like the best or ones
with which they have emotional
connections
No evaluation of attributes
Buys based on brand that gives
a positive feeling
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TRENDS IN THE CONSUMER BUYING ENVIRONMENT AFFECT PURCHASING PATTERNS
Age complexity
Gender complexity
Individualism
Active, busy lifestyles
Communication Revolution
Pleasure Binges
Health Emphasis
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AGE COMPLEXITY
Young people "growing up" more quickly. Older people refusing to
"grow old."
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GENDER COMPLEXITY
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COPYRIGHT ©2016 PEARSON EDUCATION, INC. 3-45
Acceptance of Female Products by Millennial Men
12%
18%
14%
60%
32%
45%
51%
11%
16%14%
12%
0%
10%
20%
30%
40%
50%
60%
70%
Eyeliner Foundation Nail polish Skin care Facials Wax/hair
removal
Man bag Spanx Sarong Leggings Women's
jeans
Perc
ent
of Sa
mple
Use Female Grooming Products Acceptance of Female
Fashions
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INDIVIDUALISM
COPYRIGHT © 2010 PEARSON EDUCATION, INC. PUBLISHING AS PRENTICE HALL
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ACTIVE BUSY LIFESTYLES
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COPYRIGHT © 2010 PEARSON EDUCATION, INC. PUBLISHING AS PRENTICE HALL 3-49
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3-51
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3-52
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COPYRIGHT © 2010 PEARSON EDUCATION, INC. PUBLISHING AS PRENTICE HALL 3-53
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DIVERSE LIFESTYLES
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COPYRIGHT © 2010 PEARSON EDUCATION, INC. PUBLISHING AS PRENTICE HALL 3-55
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COPYRIGHT © 2010 PEARSON EDUCATION, INC. PUBLISHING AS PRENTICE HALL 3-56
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3-57
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COPYRIGHT © 2010 PEARSON EDUCATION, INC. PUBLISHING AS PRENTICE HALL 3-58
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EXPERIENCE PURSUITS: PLEASURE & HEALTH
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COMMUNICATION REVOLUTION
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HEALTH EMPHASIS
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DRY BATH CASE STUDY
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