chp 1 - California State University, Bakersfield

chp 1 - California State University, Bakersfield

Chapter 1 Buying, Having, Being CONSUMER BEHAVIOR, 10e Michael R. Solomon 1-1 Copyright 2013 Pearson Education, Inc. publishing as Prentice Hall Chapter Objectives When you finish this chapter, you should understand why: 1. Consumers use products to help them define their identities in different settings.

2. Consumer behavior is a process. 3. Marketers need to understand the wants and needs of different consumer segments. Copyright 2013 Pearson Education, Inc. publishing as Prentice Hall 1-2 Chapter Objectives (continued) 4. The Web is changing consumer behavior. 5. Consumer behavior relates to other issues in our lives. 6. Many different types of specialists study

consumer behavior. 7. There are two major perspectives that seek to understand and study consumer behavior. Copyright 2013 Pearson Education, Inc. publishing as Prentice Hall 1-3 Learning Objective 1 Consumers use products to help them define their identities Copyright 2013 Pearson Education, Inc. publishing as Prentice Hall

1-4 Consumer Identity as an Aid to Marketers Consumers segmented by demographics and psychographics Consumers understood in part based on their consumption communities and reference groups Brands target consumers using market segmentation strategies Consumers may choose brands that

match with their own identities Copyright 2013 Pearson Education, Inc. publishing as Prentice Hall 1-5 What is Consumer Behavior? Consumer behavior: 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.

Copyright 2013 Pearson Education, Inc. publishing as Prentice Hall 1-6 For Reflection Do your consumption choices differ depending upon the role you are playing at the time? Give examples from your own life. How do your choices as a consumer differ depending upon whether you are in the role of student, child, employee, and so on? Copyright 2013 Pearson Education, Inc. publishing as Prentice Hall

1-7 Learning Objective 2 Consumer behavior is a process. Copyright 2013 Pearson Education, Inc. publishing as Prentice Hall 1-8 Figure 1.1 Stages in the Consumption Process Copyright 2013 Pearson Education, Inc. publishing as Prentice Hall

1-9 For Reflection Thinking about the three stages in the consumption process, what issues do you consider in each stage when you are making important decisions? Copyright 2013 Pearson Education, Inc. publishing as Prentice Hall 1-10 Learning Objective 3 Marketers need to

understand the wants and needs of different consumer segments. Copyright 2013 Pearson Education, Inc. publishing as Prentice Hall 1-11 Segmenting Consumers: Demographics Demographics: Age Gender Family structure Social class/income Race/ethnicity

Geography Copyright 2013 Pearson Education, Inc. publishing as Prentice Hall 1-12 Redneck Bank Targets by Social Class Copyright 2013 Pearson Education, Inc. publishing as Prentice Hall 1-13 Popular Culture

Music Movies Sports Books Marketers influence preferences for movie and music heroes, fashions, food, and decorating choices.

Celebrities Entertainment Copyright 2013 Pearson Education, Inc. publishing as Prentice Hall 1-14 Consumer-Brand Relationships Self-concept attachment Nostalgic attachment

Interdependence Love Copyright 2013 Pearson Education, Inc. publishing as Prentice Hall 1-15 For Reflection What kind of relationship do you have with your car? Do these feelings correspond to the types of relationships consumers may develop with products?

How do these relationships affect your behavior? Copyright 2013 Pearson Education, Inc. publishing as Prentice Hall 1-16 Learning Objective 4 The Web is changing consumer behavior. Copyright 2013 Pearson Education, Inc. publishing as Prentice Hall 1-17 Social Media

Social media are the online means of communication, conveyance, collaboration, and cultivation among interconnected and interdependent networks of people, communities, and organizations enhanced by technological capabilities and mobility. Copyright 2013 Pearson Education, Inc. publishing as Prentice Hall 1-18 For Reflection Did you know

If you were paid $1 for every time an article was posted on Wikipedia, youd earn $156.23/hour? 80% of companies use LinkedIn as their primary recruiting tool? More than 1.5 billion pieces of content are shared on Facebook daily? Copyright 2013 Pearson Education, Inc. publishing as Prentice Hall 1-19 Learning Objective 5 Our beliefs and actions as consumers strongly connect to other issues in our lives.

Copyright 2013 Pearson Education, Inc. publishing as Prentice Hall 1-20 Marketing Ethics and Public Policy Business ethics are rules of conduct that guide actions in the marketplace There are cultural differences in what is considered ethical. Copyright 2013 Pearson Education, Inc. publishing as Prentice Hall 1-21

Do Marketers Create Artificial Needs? Objective of marketing: create awareness that needs exist, not to create needs Need: a basic biological motive versus Copyright 2013 Pearson Education, Inc. publishing as Prentice Hall Want: one way that society has taught us that the need can be satisfied

1-22 Are Advertising & Marketing Necessary? Does advertising foster materialism? Products are designed to meet existing needs; Advertising only helps to communicate their availability Copyright 2013 Pearson Education, Inc. publishing as Prentice Hall 1-23 Do Marketers Promise Miracles? Advertisers simply do not know enough

about people to manipulate them Copyright 2013 Pearson Education, Inc. publishing as Prentice Hall 1-24 Public Policy & Consumerism Concern for the welfare of consumers Department of Agriculture Federal Trade Commission Food and Drug Administration

Securities and Exchange Commission Environmental Protection Agency Copyright 2013 Pearson Education, Inc. publishing as Prentice Hall 1-25 For Reflection Advertisers are often blamed for promoting a materialistic society by making their products as desirable as possible. Do you agree with this?

If yes, is materialism a bad thing? If no, what are your reasons? Copyright 2013 Pearson Education, Inc. publishing as Prentice Hall 1-26 Learning Objective 6 Many specialists study consumer behavior. Disciplinary Focus Product Role Experimental Psychology Perception, learning, and memory processes Clinical Psychology

Psychological adjustment Human Ecology Allocation of individual or family resources Social Psychology Behavior of individuals as members of social groups Sociology Social institutions and group relationships Macroeconomics

Consumers relations with the marketplace Demography Measurable characteristics of a population History Societal changes over time Cultural Anthropology Societys beliefs and practices Copyright 2013 Pearson Education, Inc. publishing as Prentice Hall

1-27 Figure 1.2 Disciplines in Consumer Research MICRO CONSUMER BEHAVIOR (INDIVIDUAL FOCUS) Consumer behavior involves many different disciplines MACRO CONSUMER BEHAVIOR (SOCIAL FOCUS) Experimental Psych

Clinical Psychology Developmental Psych Human Ecology Microeconomics Social Psychology Sociology Macroeconomics Semiotics/Literary Criticism Demography History Cultural Anthropology Copyright 2013 Pearson Education, Inc. publishing as Prentice Hall 1-28

For Reflection Pick two of the disciplines shown in Figure 1.2. How would their approaches to the same marketing issue differ? Copyright 2013 Pearson Education, Inc. publishing as Prentice Hall 1-29 Learning Objective 7 There are two major perspectives on consumer behavior: Positivist approach Interpretivist approach

Copyright 2013 Pearson Education, Inc. publishing as Prentice Hall 1-30 Table 1.3 Positivist versus Interpretivist Approaches Assumptions Positivist Approach Interpretivist Approach Nature of reality

Objective, tangible Single Socially constructed Multiple Goal Prediction Understanding Knowledge generated Time free

Context-independent Time-bound Contest dependent View of causality Existence of real causes Multiple, simultaneous shaping events Research relationship

Separation between researcher and subject Interactive, cooperative with researcher being part of phenomenon under study Copyright 2013 Pearson Education, Inc. publishing as Prentice Hall 1-31 For Reflection How do you think the two paradigms of consumer research affect the choices

marketers make in targeting consumer segments? Copyright 2013 Pearson Education, Inc. publishing as Prentice Hall 1-32 Chapter Summary Consumer behavior is a process. Consumer use products and brands to define their identity to others. Consumers from different segments have different needs and wants.

Consumer behavior benefits from several fields. There are two major perspectives guiding our study of consumer behavior. Copyright 2013 Pearson Education, Inc. publishing as Prentice Hall 1-33

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