Introduction to Consumer Behaviour IIB 3430 By Dr

Introduction to Consumer Behaviour IIB 3430 By Dr. Kevin Wongleedee

Consumer Behaviour The behaviour that consumers display in searching for, purchasing, using, evaluating, and disposing of products and services that they expect will satisfy their needs. 1 -2

Personal Consumer The individual who buys goods and services for his or her own use, for household use, for the use of a family member, or for a friend. 1 -3

Development of the Marketing Concept Production Concept Product Concept Selling Concept Marketing Concept 1 -4

The Production Concept n Assumes that consumers are interested primarily in product availability at low prices n Marketing objectives: – Cheap, efficient production – Intensive distribution – Market expansion 1 -5

The Product Concept n Assumes that consumers will buy the product that offers them the highest quality, the best performance, and the most features n Marketing objectives: – Quality improvement – Addition of features n Tendency toward Marketing Myopia 1 -6

The Selling Concept n Assumes that consumers are unlikely to buy a product unless they are aggressively persuaded to do so n Marketing objectives: – Sell, sell n Lack of concern for customer needs and satisfaction 1 -7

The Marketing Concept n Assumes that to be successful, a company must determine the needs and wants of specific target markets and deliver the desired satisfactions better than the competition n Marketing objectives: – Profits through customer satisfaction 1 -8

Business Leaders Who Understood Consumer Behaviour n Alfred Sloan, General Motors n Colonel Sanders, KFC n Ray Kroc, Mc. Donald’s 1 -9

Implementing the Marketing Concept n Consumer Research n Segmentation n Targeting n Positioning 1 -10

Segmentation, Targeting, and Positioning n Segmentation: process of dividing the market into subsets of consumers with common needs or characteristics n Targeting: selecting one ore more of the segments to pursue n Positioning: developing a distinct image for the product in the mind of the consumer 1 -11

Successful Positioning n Communicating the benefits of the product, rather than its features n Communicating a Unique Selling Proposition for the product 1 -12

The Marketing Mix n Product n Price n Place n Promotion 1 -13

The Societal Marketing Concept n All companies prosper when society prospers. n Companies, as well as individuals, would be better off if social responsibility was an integral component of every marketing decision. n Requires all marketers adhere to principles of social responsibility. 1 -14

Digital Revolution in the Marketplace n Allows customization of products, services, and promotional messages like never before n Enhances relationships with customers more effectively and efficiently n Has increased the power of customers and given them access to more information 1 -15

Digital Revolution in the Marketplace - Continued n The exchange between consumers and marketers has become more interactive n May affect the way marketing is done 1 -16

Changes brought on by the digital revolution n Changes in segmentation strategies n Re-evaluation of promotional budgets – reduced impact of television? – More internet-based promotion? n Integrated marketing becomes critical – Using off-line promotions to drive consumers to company’s website (and vice-a-versa) Copyright © 2006 Pearson Education Canada Inc. 1 -17 Continued

Changes brought on by the digital revolution - continued n Revamping distribution systems – Direct distribution becomes more of an option n Pricing methods may need to be reevaluated – Comparison shopping made easier n Consumer research methods may change – How do you measure web-based promotions? 1 -18

Why study consumer behaviour? n Knowledge of consumer behaviour is essential for non-profit organizations – Non profits have different customers to please – Donors, users, volunteers, general public, government » continued 1 -19

Why study consumer behaviour? n Public service initiatives have to be based on an understanding of consumer behaviour – Canada’s largest advertiser is the federal government – Most government initiatives (e. g. , antismoking campaigns) need a knowledge of consumer behaviour to succeed » continued 1 -20

Why study consumer behaviour? n Better understanding of our own consumption behaviour 1 -21

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