influences consumer behavior
TRANSCRIPT
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What Influences Consumer Behavior?What Influences Consumer Behavior?
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Consumer BehaviorConsumer Behavior
y Understanding Customer behavior and
knowing Customers is never simple .
y They may respond to the influences that
change their mind at the last minute
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Consumer buying behavior is influencedConsumer buying behavior is influenced
strongly by following four factors...strongly by following four factors...
y Social Factor
y Cultural Factor
y Personal Factor
y Psychological Factor
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Social Factors
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Social Factors :Social Factors :--
y A consumers behavior is influenced by social factors,
such as .
y Groups
y Family
y Roles and status
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Social FactorSocial Factor
FamilyFamily Roles & StatusesRoles & Statuses
ReferenceReference
groupsgroups
SOCIALSOCIAL
FACTORSFACTORS
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Groups :Groups :
y Two or more people who interact to accomplish
individual or mutual goals.
y A persons behavious is influenced by many small
groups. Groups that have a direct influence and to
which a person belongs are called membershipgroups.
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GroupsGroups :: continuedcontinued
y Some are primary groups includes family, friends,
neighbors and coworkers. Some are secondary
groups, which are more formal and have less regular
interaction. These includes organizations like
religious groups, professional association and trade
unions.
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Family :Family :--
y Family members can strongly influence buyer
behavior. The family is the most important consumer
buying organization society and it has been
researched extensively.
y Marketers are interested in the roles, and influence of the husband, wife and children
on the purchase of different products and services.
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Roles and Status :Roles and Status :-- contd.contd.
y Roles
y
A Role consists of the activities people are expected toperform according to the persons around them
y
A person belongs to many groups, family, clubs,organizations
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Roles and StatusRoles and Status
y The persons position in each group can be defined in
terms of both role and status e.g.
y X plays the role of father, in his family, in his company, he
plays the role of manager, etc.
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Cultural Factor
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Cultural Factor :Cultural Factor :--
y Cultural factor divided into three sub factors
y Culture
y Sub Culture
y Social Class
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CultureCulture::--
y Culture is the most basic cause of a persons wants
and behavior.
y Every group or society has a culture, and cultural
influences on buying behavior may vary greatly from
country to country
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Sub Culture :Sub Culture :--
y A group of people with shared value systems based on common
life experiences and situations.
y Each culture contains smaller sub cultures a group of people with
shared value system based on common life experiences and
situations. Sub culture includes nationalities, religions, racial
group and geographic regions. Many sub culture make up
important market segments.
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Social Class:Social Class:--
y Almost every society has some form of social
structure, social classes are societys relatively
permanent and ordered divisions whose members
share similar values, interests and behavior.
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Personal Factors
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Personal Factors :Personal Factors :--
LifestyleLifestyle
Occupation & economicOccupation & economic
circumstancescircumstances
Personality &Personality &
selfself -- conceptconcept
Age & stageAge & stage
In the life cycleIn the life cycle
PERSONALPERSONAL
FACTORSFACTORS
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Personal Factors :Personal Factors :--
Personal factors Include.
y Age and life cycle stage
y Occupation
y Economic situation
y Life Style
y Personality and Self concept
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Age and Life cycle StageAge and Life cycle Stage
y People buy different goods and services over a lifetime.
Taste in food, clothes, furniture, and recreation is often age
related.
y Critical life events or transitionsmarriage, childbirth,
illness, relocation, divorce, career change, widowhood
give rise to new needs.
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Occupation :Occupation :--
y A persons occupation affects the goods and services
bought. Blue collar workers tend to buy more rugged work
clothes, whereas white-collar workers buy more business
suits.
y Different products for brand managers, accountants, engineers, lawyers, and
doctors.
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Economic situation :Economic situation :--
y A persons economic situation will affect product choice
y Choice of products depend upon attitude toward
spending MONEY.
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Life Style :Life Style :--
y A person's pattern of living in the world is expressed in
activities, interest and opinions.
y Life Style is a persons Pattern of living, understanding
these forces involves measuring consumers majorAIO
dimensions.
y i.e. activities (Work, hobbies, shopping, support etc) interest (Food, fashion,
family recreation) and opinions (about themselves, Business, Products)
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Personality and Self concept :Personality and Self concept :--
y Each persons distinct personality influence his or her
buying behavior. Personality refers to the unique
psychological characteristics that lead to relatively
consistent and lasting responses to ones own
environment
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Psychological Factors
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Psychological Factors :Psychological Factors :--
PsychologicalPsychological
factorsfactors
MotivationMotivation PerceptionPerception LearningLearning
BeliefsBeliefs
&&
AttitudesAttitudes
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Psychological Factors :Psychological Factors :--
y It includes these Factors
y Motivation
y Perception
y Learning
y Beliefs and attitudes
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Motivation :Motivation :--
y Motive (drive) a need that is sufficiently pressing to
direct the person to seek satisfaction of the need
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Perception :Perception :--
y The process by which people select, Organize, and
interpret information to form a meaningful picture of
the world.
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Learning:Learning:--
y Changes in an individuals behavior arising from
experience
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Beliefs and attitudes :Beliefs and attitudes :--
y Belief is a descriptive thought that a person holds
about something
y Attitude, a Persons consistently favorable or
unfavorable evaluations, feelings, and tendencies
towards an object or idea
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Reference :Reference :
y Internet
y Marketing management (kotler)
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TeamTeamy Rameesha Khan
y Tayyeba Dilgeer
y Mushfiq Hussain Siddiqui
y
Rashidy Muzahir
y Zubair
y Syed Sibtain
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