CONSUMER BEHAVIOR
Hand Out By: Mohd Rafeeq
UNIT-I
“There never was in the world two opinions alike, no more than two hairs or two grains,
the most universal quality is diversity”.
“You never really understand a person until you consider things from his point of view”.
- Harper Lee.
I. Introduction: -
“The customer is the business ‘and’ the purpose of a business is to create a
customer”. Consumer is described by two different kinds of consuming entities.
Def: - The decision process and physical activity or individuals engage in when
evaluating, acquiring, using, or disposing of goods and services.
The term CB refers to the behavior that consumers display in searching for
purchasing, using, evaluating and disposing of products services and ideas that they
expect will satisfy their needs.
The study of CB is the study or how individuals make decisions to spend their
available resources (time, money, effort) on consumption-related items. It includes
the study of what they buy, why they buy it, when they buy it, where they buy it, how
often they buy it and how often they use it.
E.g.: - Toothpaste.
- What types of toothpaste do consumers buy (Gel, regular, striped, in a tube)?
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products and services, talking to friends about them, and seeing or hearing
advertisements about them.
2.Application to Decision Making: -
Consumers are often studied, because certain decisions are significantly affected
by their behavior or expected actions. For this reason, CB is said to be an applied
discipline and can exist at two different levels of analysis.
a) Micro Perspective: -
The micro perspective seeks application of this knowledge to problems
faced by the individual firm or organization
The Micro perspective involves in understanding consumers for the
purpose of helping a firm or organization to accomplish its objectives.
Advertising managers, product designers, and many others in profit-oriented
businesses are interested in understanding consumers in order to be more effective
at their tasks.
Managers of various non-profit organizations have benefited from the
same knowledge. For e.g.: - Red Cross has been effective in applying an
understanding of consumer behavior concepts to their activities.
b) Societal Perspective: -
The societal perspective applies knowledge of Consumers to aggregate-
level problems faced by large groups or by society as a whole.
In this consumers collectively influence economic and social conditions
with in an entire society. Market system is based on individual choice, consumers
strong influence what will be produced, for whom it will be produced, and what
resources will be used to produce it.
Vast amounts of resources have been used to produce cars, highway
systems, and petroleum products used in their operation. It has also strongly
influenced where many of us live (e.g.: - rural, suburbs) and how we run our daily
lives (e.g.: - what we eat, where we shop, and how we are entertained).
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Intervening variables are internal to the individual and can include values,
mood, knowledge, etc.
The study of Consumer Behavior is complex, because it is involved with
many variables to interact and influence each other, which are grouped into three
major sections.
1. External environmental variables influencing behavior. (Unit-3)
2. Individual determinants of behavior (Unit-1)
3. Consumer decision process (Unit-5)
Market segmentation, is the way marketers respond to the fact that different
groups of customers have different wants and needs. A large homogeneous market
is divided into segments that share certain characteristics.
Steps:
1. Identify segmentation variables and segment the market.
2. Develop profiles of resulting segments.
Market consists of buyers, and buyers differ in one or more respects. They
may differ in their wants, purchasing power, geographical locations, buying attitudes,
and buying practices.
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1. Geographic segmentation: -
Dividing market into several geographical units such as nations, regions,
etc. The company pays attention to local variations in geographical needs &
preferences.
The geographical variables are:
Country ------- India, China, Canada, etc.
Region ------- NEWS, Pacific, Atlantic, etc.
Size ----------- under 5,000; 10,000 to 20,000; ---- etc,.
Density ------- Urban, Suburban, Rural
Climate ------- tropic, subtropics, temperate.
Description: -
Divided by location:
People in same area have similar needs & wants, and that these needs &
wants differ from those of people living in other areas. E.g.: - Food Products.
Some can be accounted by climate. The Sunset regions of south and west
prefer bathing suits and refrigerators, air coolers and in Snow Belt regions of the
North and East prefer more for room heaters.
Coffee is sold nationally but flavored regionally. Its coffee is flavored
stronger in the west than the east.
Maruthi – Axile is made stronger in India, due bad condition of roads.
Geographic Segmentation can be easily reached through local media,
including newspapers, TV and Radio, and through regional editions of magazines.
2. Demographic segmentation:
This is the most popular bases for distinguishing customer groups, because
consumer wants, p It refers to vital and measurable statistics of a population.
It helps to locate target marketing.
Demographic variables are easier to measure than other segmentation
variables. references, and usage rates.
It is the study of human population statistics.
It is often said Market = People x Purchasing power x willingness to buy.
The demographic variables are:
Age ------------------ under1; 1-2; 2-5; --- >60.
Gender -------------- male, female.
Family size --------- 1-2; 2-3; so on.
Family life cycle ---- young, single; -young, married, no children;
-young, married, youngest child under 6;
- young, married, youngest child 6 or over;
-older, single; -older, married, no children; etc.
Income ------------- 3,000 - 5,000; 5,000 - 10,000; > 10,000.
Occupation -------- professional, technical, managers, students
Education --------- none, elementary education, primary education,
secondary education, under graduate, post graduate.
Description: -
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3. Psychographic segmentation: -
People within same demographic group can exhibit different
psychographic profiles.
The psychographic variables are:
Needs-motivations - Shelter, safety, security, affection, sense of self worth
Personality ---------------- aggressive, gregarious, ambitious.
Perception ------- Low risk, Moderate risk, High risk
Learning involvement---------- Low involvement, High involvement.
Attitudes---------- Positive, Negative attitude.
Social class ---------------- Lower lowers, Upper lowers, Middle class,
Upper middles, Lower uppers, Upper uppers.
E.g.: car, clothing, furnishing
Life style ------------------ Achievers, strivers, strugglers
Description: -
Psychological characteristics: - It refers to the inner or intrinsic qualities of the
individual consumer. Consumer Segmentation strategies are often based on
specific psychological variables.
Personality: - Endow their products with brand personalities that correspond to
consumer personalities like, is using personality of certain athletes.
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Description: -
Culture: - Members of same culture tend to share the same values, beliefs and
customs. The cultural segmentation is particularly successful in international
marketing.
Subculture: - With in large culture, distinct sub groups often are united by certain
experiences, values or beliefs that make effective market segments based on race,
religion, ethnicity
E.g.: - Advertisement – in different Languages.
Social Class: -The concept of social class implies a hierarchy in which
individuals in the same class generally have the same degree of status, while
members of other classes have either higher or lower status/different social
classes vary in terms of values, product preferences and buying habits.
Family Life cycle: - It passes through similar phrases in their formation, growth
and final dissolution. At each phase, the family unit needs different products and
product styles.
5. Use-related segmentation: -
The use-related segment variables are:
Usage rate ------------- Heavy users, Medium users, Light users, Non users
Awareness status ----- Unaware, aware, interested, enthusiastic
Brand loyalty ------- -- None, same, strong
Description: -
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Usage Rate: - Segmentation to light, medium, heavy user groups of the product.
Heavy users are often a small % of the marketing but account for a high % of
total consumption.
(Product %Users) Heavy half Light half
Soaps (94%) 75% 25%
Cola (67%) 83% 17%
Beer (41%) 87% 13%
Shampoo (94%) 79% 21%
Fig: - Heavy and light users of common consumers products.
Awareness Stage: - The readiness to buy a product the some un ware, some
aware, same all informed, some are interested some desire, some intend to buy.
E.g.: - Medical tests, products, etc
Brand Loyalty: - A market can be segmented by consumer loyalty patterns.
Consumers can be loyal to brands (Coca-cola).
For e.g.: - Assume that there are five brands: A, B, C, D & E. Buyers can
be divided into four groups:
1.Hard-core Loyals: Consumers who buy same brand all the time.
A, A, A, A, A, A, A.
2.Split Loyals: consumers who are loyal to 2 or 3 brands.
A, A, B, B, A, B.
3.Shifting Loyals: Consumers shifting from one brand to another.
A, A, A, B, B, B.
4.Switchers: Consumers who show no loyalty to any brand.
A, C, E, B, D, B
7. Benefit Segmentation: -
Benefits --------------------- Quality, speed, economy, service, convenience,
prestige, value-for-the money
Description: -
- Changing life styles plays an important role in determining the product benefits.
- Benefit segmentation can be used to position various brands with in the same
product category.
E.g.: - Close-up, with a social appeal that stresses bright teeth, targeted to
young, good-lasting encourage children to brush longer, remove tartar
(Cosmetic benefit) and plaque (health benefit).
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- Benefit Segmentation is used not only to find a niche for new products, but also
to reposition established products.
8. Hybrid segmentation:
The Hybrid segmentation variables are:
Demographic/Psychographic profiles -------- Combination of demographic and
psychographic characteristics
Geodemographics -------------------------------- Young suburban
VALS (values and Life style) ----------- Actualizer, fulfilled, believer, achiever,
striver, experiencer, struggler.
Description: -
Combining several segmentation variables rather than relying on a single
segmentation base.
Heavy-use, light-users
7. Establish profiles of segments
Low income, High education, etc.
8. Translate the results into Marketing strategy
Product Positioning: -
Positioning is essentially a battle for capturing place in the mind of the
consumers.
A product can’t be every thing to every one. It has to do some thing to some one.
Hence, there is a need for positioning. So, positioning is the outcome of some unique
feature of the product, market and competition. This uniqueness is used as “plank”.
1. Positioning on Health plank. E.g.: - Complain as Health drink.
2. Positioning on Luxury plank. E.g.: - Oberoi hotel chain.
3. Positioning on Economy plank. E.g.: - Bajaj, Nirma.
4. Positioning on Fashion plank. E.g.: - Vimal.
5. Positioning on Efficiency plank. E.g.: - Hero Honda is positioned on fuel
efficiency.
6. Positioning on Energy plank. E.g.: - Boost.
Market Positioning: -
It is the act of establishing and communicating the products key distinctive
benefits in the market. (Product positioning)
Market positioning consists of setting the competitive positioning for the
product and creating a detailed marketing plan.
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Positioning Analysis: -
The technique used for determining the appropriate positioning for a brand is
perceptual mapping.
Perceptual mapping is usually represented on two-dimensional scales, so that
the marketing manager can readily see where his own brand is positioned in the
mind of his prospect consumers and in relation to other brands.
Perceptual mapping technique identifies the two dimensions that differentiate
consumer perceptions of products and the positions of existing products on these
dimensions.
PERSONALITY:
“Personality of a consumer guides and directs the behavior chosen to accomplish
goals in different situation”
Def: - The inner psychological characteristics that determines and reflects, how a
person responds to his/her environment.
-The Nature of Personality:-
1. Personality reflects individual differences :-
Every individuals personality has unique combination of factors
i.e., no two individuals are exactly alike, but are similar in terms of a
single personality characteristic, which is useful to categorize consumers
into different groups on the basis of a single trait or a few traits. (Trait –
distinguishing quality).
If each person has different aspects it is difficult to develop
standardized products and promotional campaigns.
-Determinants of Personality :-
1. Biological Factors a) Heredity-Genetic i.e., from parents to younger.
b) Brain - Human personality and behavior
c) Physical features – External appearance of a
person i.e, tall, short etc.
2. Cultural Factors - It depends on how a person behave and what a
person learn.
Ex: Caste, Believes, Value System, etc.
-Theories of Personality :-
1. Freudian Theory :-
This theory was developed by Sigmund Freud’s, Psychoanalytic
theory of personality. He has divided the human brain into 3 elements.
a) The Preconscious – mind that can be recognized.
b) Conscious – through feeling, believes & desire.
c) The Unconscious – without the knowledge.
Freud proposed that the human personality consists of three
interacting systems – the Id, the superego & ego.
The following figure represents the inter relationships among the
three interacting systems.
Gratification ID EGO
System 1 System 3
Super
Ego
System 2
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d) Introvert - They are less sociable, with drawn and absorbed in inner
life.
Ex: Negative attitude, Negative Opinions.
4. Trait Theory - The orientation of trait theory is primarily
quantitative/empirical, which focuses on the measurement of personality in terms
of specific psychological characteristics, called traits.
A trait is defined as “any thing distinguishing, relatively enduring way in
which an individual differs from another”.
The trait measures of personality are:
1. Consumer Innovativeness :-
This is to know the consumer willingness or acceptance towards
the new products, new services. This measurement is important to both
consumers and marketers, because both are beneficiable from right
innovation.
2. Dogmatism :-
Dogmatism is a personality trait that measures the degree of rigidity, where
individuals display towards the unfamiliar and toward information that is
contrary to their own established beliefs.
Measuring Personality :-
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I. 1. Rating Methods :-
It involves one or more evaluators., which determines the
predetermined personality characteristics on a standardized scale, by using
a informal interview evaluation. The type of scale employed for
evaluation can be 5 point or 6 point.
2. Situational Tests :-
This techniques develops a situation, which closely resembles to real-life
situation. A topic for discussion will be given to a group of people and the
behavior of the subjects are observed and measured.
3. Projective Techniques :-
In this technique the individual is presented with an visual image
and is asked to explain it.
a) Rorschach Test :- It consists of ten inkblots, which varies in color,
shape and shading.
b) Thematic Apperception Test (TAT):- It involves in presenting 20
pictures showing various situations, and asked to a develop a story
based on pictures, which is assessed by a trained evaluator.
4. Inventory Schemes :-
This method is in written form. The popular inventory method is,
Minnesota Multiphase Personality Inventory (MMPI), consists of 550
statements.
Eg:- “I like to try new things” – True/false.
Individuals describe his or her own view of himself or herself i.e., develop
their self-images through interaction with other people i.e., initially their parents
and then other individuals/groups.
-How self concept develops :-
Products and Brands will have symbolic value for individuals, who
evaluate them on the basis of their consistency with their personal pictures or
images of themselves.
Behaviorists have formed various theories of how people develop their
self concepts, which is based on social interaction. There are 4 views of self
concept.
1. Self-appraisal - A person develops a self-concept by naming his
own dominant behavior patterns according to what is socially acceptable
and unacceptable behavior.
2. Reflected Appraisal - It is also termed as “looking – glass well”. In this
theory a person receives from others (i.e., Parents, friends) mold the self-
concept, which depends on the characteristics of the appraiser and his/her
appraisal.
3. Social Comparison:- It states that peoples self-concepts depends on, how
they see themselves in relation to others.
5. Biased Scanning :- It views in terms of identifying aspirations and
biased scanning of the environment for information to confirm
how ell the person is meeting his/her aspirations, i.e., collect
information and remove unnecessary/not required information.
-Self Concept and Consumer Behavior :
Consumer’s self-concept have a strong influence on their behavior in the
market place. Consumers perceives various products/services and are reflected by
his/her own-image. Based on the possible influences consumer researchers and
marketers have developed the following concerns.
1. Alternative Views of the Self :-
The self concept is generally divided into 2 groups.
a) Single Component perspective
b) Multiple Component perspective
The single component focuses on single component or dimensions
i.e., the actual self. The multiple component focuses on 2 or more
components or dimensions.
Diagram
-Diagram-
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