...Chapter Five Consumer Markets and Consumer Buyer Behavior Copyright © 2009 Pearson Education, Inc. Publishing as Prentice Hall Chapter 5- slide 1 Consumer Markets and Consumer Buyer Behavior Topic Outline • • • • • Model of Consumer Behavior Characteristics Affecting Consumer Behavior Types of Buying Decision Behavior The Buyer Decision Process The Buyer Decision Process for New Products Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall Chapter 5- slide 2 Model of Consumer Behavior Consumer buyer behavior refers to the buying behavior of final consumers—individuals and households who buy goods and services for personal consumption Consumer market refers to all of the personal consumption of final consumers Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall Chapter 5- slide 3 Model of Consumer Behavior Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall Chapter 5- slide 4 Characteristics Affecting Consumer Behavior Factors Influencing Consumer Behavior Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall Chapter 5- slide 5 Characteristics Affecting Consumer Behavior Culture is the learned values, perceptions, wants, and Family Oriented Cultural symbol Copyright © 2010 Pearson Education, Inc. Publishing as Prentice Hall Future Orientation behavior from family and other important In Group - Collectivism institutions ...
Words: 1841 - Pages: 8
...Personality Analysis: Dispositional and Learning Theories Analysis of personalities helps to give a better understanding for human behaviors and the process in which people learn. Theorists have worked for years discovering new theoretical approaches. Gordon Allport studied the personalities of individuals because that approach gave more definition to individuality and emphasized the uniqueness of the individual (Feist & Feist, 2009). Describing an individual with general traits only classifies people as a group. However, Allport believed to accurately know a person is by knowing the person as an individual. Individuality makes people different, no one person is the same; because people have different personalities the abilities to learn will be different too. Albert Bandura’s social cognitive theory observes the manners in which people learn. Observational learning allows people to learn without performing actions or tasks (Feist & Feist, 2009). Basically people do learn from direct experiences but also learn from observing various tasks and actions by others. Most important the factors that give the answers to questions can be found through these forms of research and development. Dispositional Theories and Personalities Allport began his research of individual psychology by introducing his morphogenic science. Morphogenic science is the study of an individual, gathering information, and important data about the individual. Allport’s approach to personality theory...
Words: 1454 - Pages: 6
...dysfunction that results in functional impairment and adverse health outcomes or death. The antecedence of frail in older adults are intricate and interfere with the interrelationship between individual and environment context, such as personal characteristics, individual behaviors, social and culture, and environment and policy. Thus, using the ecological model will provide better understand frailty in older adults (Figure1); the model will discuss as follow: According to an ecology model on personal characteristics dimension, the strong predictor for functional limitation in older adults is personal characteristics which are personal factors including biological and physiology. As per personal factors, a number of study reveal that personal characteristics related to frailty are including age,...
Words: 577 - Pages: 3
...Buyer Behavior Case Study Harley Davidson Building Success • Understanding the customers’ emotions and motivation • Determining the factors of loyalty • Translating this information to effective advertising Measuring Success • Currently 22% of all U.S. bike sales • Demand above supply • Sales doubled in the past 5 years with earnings tripled Case Study Harley-Davidson – Devoted Consumers Building Success • Offers good bikes, upgraded showrooms, and revised sales tactics. • Consumer emotions, motivations, and lifestyle research has been translated into effective advertising. • Harley riders are fiercely loyal to the brand, older, better educated, affluent. Measuring Success • Currently has 26% of all U.S. bike sales and 50% of heavyweight segment. • Demand outstripped supply for several years; waits of up to 2 years for popular models. • Annual revenues/earnings have grown at 14% to 23% over past 10 years. 2007: 21st straight year of record sales and income. 5-3 Definitions • Consumer buyer behavior refers to the buying behavior of final consumers – individuals and households who buy goods and services for personal consumption • All of these final consumers combine to make up the consumer market. Consumer Buying Behavior • Consumers make many buying decisions every day. • Most research consumer buying decisions try to answer the questions about; What consumers buy? Where, how, and how they buy, when & why they buy? Consumer Buying Behavior •...
Words: 2046 - Pages: 9
...leadership, from the 1900s to the 1950s, differentiated between leader and follower characteristics. Finding that no single trait or combination of traits fully explained leaders' abilities, researchers then began to examine the influence of the situation on leaders' skills and behaviors. Subsequent leadership studies attempted to distinguish effective from non-effective leaders. These studies attempted to determine which leadership behaviors were exemplified by effective leaders. To understand what contributed to making leaders effective, researchers used the contingency model in examining the connection between personal traits, situational variables, and leader effectiveness. Leadership studies of the 1970s and 1980s once again focused on the individual characteristics of leaders which influence their effectiveness and the success of their organizations. The investigations led to the conclusion that leaders and leadership are crucial but complex components of organizations. Traits Model of Leadership: Leaders versus Followers Initial investigations of leadership considered leaders as individuals endowed with certain personality traits which constituted their abilities to lead. The studies investigated individual traits such as intelligence, birth order, socioeconomic status, and child-rearing practices (Bass, 1960; Bird, 1940; Stogdill, 1948, 1974). Stogdill (1974) identified six categories of personal factors associated with leadership: capacity, achievement, responsibility, participation...
Words: 863 - Pages: 4
...the attacks on 9/11 were actions of terrorist and exposed the weaknesses of the nation, and specifically Washington DC. The article that will be scrutinized by Bornstein & Hendricks (2007) attempts to analyze the stress responses of adolescents in the Washington D.C. area within an ecological structure including, adolescent perception, maternal personal characteristics, and adolescent personal characteristics. The Theoretical Basis of the Article Bornstein & Hendricks (2007) use, “…a developmental, multivariate approach that allows for the evaluation of interrelations among variables as well as the unique contributions of each…” (p. 72). The extent of this study is distinctive because few studies have investigated the effects of disasters and war on adolescents from an ecological viewpoint. The article reflects upon the adolescent perception, personal characteristics of the adolescent and maternal personal characteristics of the adolescent’s parent or guardian. This last reflection is necessary because a parent’s behavior often takes a backseat to the viewpoint that an adolescent has of these particular behaviors (Bornstein & Hendricks, 2007).Studies have shown that the stress response reactions and...
Words: 991 - Pages: 4
...MARKETING CHAPTER 5: SAPASAP, GLYSSA VILLANUEVA Consumer Markets and Consumer Buyer Behavior Consumer Market * All the individuals and households that buy or acquire goods and services for personal consumption. Consumer Buyer Behavior * The buying behavior of final consumers---individuals and households that buy goods and services for personal consumption. Characteristics Affecting Consumer Behavior 1.) Cultural Factors * Culture The set of basic values, perceptions , wants, and behaviors learned by a member of society from family and other important institutions. * Subculture A group of people with shared value systems based on common life experiences and situations. * Social class Relatively permanent and ordered divisions in a society whose members share similar values, interests, and behaviors. 2.) Social Factors * Group Two or more people who interact to accomplish individual or mutual goals. * Opinion leader A person within a reference group who, because of special skills, knowledge, personality, or other characteristics, exerts social influence on others. * Family Family members can strongly influence buyer behavior. The family is the most important consumer buying organization in society, and it has been researched extensively. Marketers are interested in the roles and influence of the husband, wife, and children on the purchase of different products and services. * Roles and Status A person belongs to many groups—family...
Words: 1334 - Pages: 6
... |Page no. | |Introduction |01 | |Model of consumer behavior |02 | |Physical influences within an individual |03 | |Motivation |04 | | Perception |05 | |Learning |06 | |Attitudes |06 | |Lifestyle |06 | |Social influences affect consumer behavior |07 | |Family |07 ...
Words: 2501 - Pages: 11
...An individual who purchases products and services from the market for his/her own personal consumption is called as consumers. Consumers’ behavior deals with the study of buying behavior of consumers. Consumers buying behaviors are influenced strongly by Cultural, social, personal and psychological characteristics. Cultural Factors: The most basic cause of a person’s wants and behavior is culture. It includes the basic principles, perceptions, preferences and behavior that a person gets from his parents and relatives as a child. But whereas sub-culture is ‘culture within culture’ that has different values and way of life and this can be based on anything from period to civilization. Culture is an invasive power which underlines all facets of social activities and communication. Cultural factors also include social status and genders. It has a significant effect on a person’s buying behavior. Cosmetics are ever green choice in human culture, especially for women and it is also representing an important way of presenting women and transform their public personality. Now a days, beauty and physical charisma are constantly emphasized as enviable and worthy characteristics in the society. This research focuses on the influences of culture on consumer’s cosmetics buying decision making process. Social Factors: It also influence the consumers’ buying decisions. Human are social being. We need people around us to talk to and discus various issue and come to a decision or better solution...
Words: 589 - Pages: 3
...PLEASE NOTE THAT QUESTIONS AND ANSWERS MAY NOT APPEAR IN THE SAME ORDER AS MY QUIZ. Your answers : 22/22 (100%) • 1 Transformational behavior can include o passive management by exception XXX inspirational motivation o contingent rewards o active management by exception Correct • 2 A contingency theory that contains mediating variables is o leadership substitutes theory o situational leadership theory o cognitive resource theory XXX multiple-linkage model Correct • 3 Which of the following is a characteristic of a positive charismatic? o Dependency on the leader o Centralized decision making by the leader XXX Devotion to ideology not personal identification o Information is restricted Correct • 4 One unique characteristic of followers in leadership theory is o skills and expertise o traits XXX task commitment and effort o confidence and optimism Correct • 5 Ideological leaders will develop when the leader o makes a rational appeal to followers XXX appeals to shared values o appeals to emotion o has particular expertise Correct • 6 Effective transformational leaders o select subordinates who will be loyal and uncritical o delegate most decisions to individuals or self-managed teams XXX use a combination of transformational and transactional behaviors o challenge strongly held values of followers to get their attention Correct • 7 Which statement about transformational and charismatic leadership is most accurate...
Words: 735 - Pages: 3
...Consumer Traits and Behaviors Paper and Presentation References PSY/322 Team C: Jesika Corbet, Marshaye Glasscock, Jane Riscica, Yulonda Coleman, and Brandon Treece May 26, 2014 1. Kacen, Jacqueline, J. (2002). The Influence of Culture on Consumer Impulsive Buying Behavior Journal of Consumer Psychology, Volume 12, Issue 2, Pages 163-176 This article would be a helpful resource because it demonstrates the impact annual sales volumes increase in many cultures through impulsive buying. It also allows us to see just how individualism-collectivism, self-identity, and purchase behavior whether it is planned or impulsive contributes to a culture in different fashions. Impulse buying generates over $4 billion in annual sales volume in the United States. With the growth of e-commerce and television shopping channels, consumers have easy access to impulse purchasing opportunities, but little is known about this sudden, compelling, hedonically complex purchasing behavior in non-Western cultures. Yet cultural factors moderate many aspects of consumer's impulsive buying behavior, including self-identity, normative influences, the suppression of emotion, and the postponement of instant gratification. From a multi-country survey of consumers in Australia, United States, Hong Kong, Singapore, and Malaysia, our analyses show that both regional level factors (individualism–collectivism) and individual cultural difference factors (independent –interdependent self-concept) systematically...
Words: 1058 - Pages: 5
...research on romantic relationships are emphasizing the roles of psychological intimacy and the generated jealousy evoking behaviors. However, the causal effects of these constructs in relation to jealousy have not yet been examined enough. Some of the factors such as affection, affirmation levels, attachment style, and levels of intimacy play an important role in changing the style of jealousy related behaviors either cognitive or surveillance. Results show that the negative type of jealousy where the emotion of fear, aggressiveness hold to the person’s character may be the reason of perceived threats to the relationship from third parties. When there is a threat in a romantic relationship, it is seen that the partners are more likely to be engaged in jealousy behaviors. Keywords: Jealousy, Psychological intimacy, Romantic relationship Relationship Between Psychology Intimacy and Romantic Jealousy Have you ever seen that either you or your romantic partner turned into a green eyed monster? Green eyed monster is socially named for the concept, jealousy. Being jealous has always considered to be negative yet many people engage in jealousy evoking behaviors. There are many factors lying behind the emotion such as psychological intimacy. In other words, interpersonal closeness. Due to different give and takes, interpretations and characteristics, people tend to have different levels of psychological intimacy in romantic relationships. Since differing levels of intimacy...
Words: 3830 - Pages: 16
...Analysis This class has taught me a lot about learning organizations. My organization still has a lot to learn about becoming a learning organization. I have learned that there are different kinds of culture and model behavior. I thought that I could share my knowledge with my associates on how they should be working and applying themselves. Some of them brush me off like they were not interested in my advice. I am the transportation coordinator at this nursing facility and have been having communication issues with the nursing staff about having the residents ready. It Seems that this issues is not that important to them unless the supervisor starts to question why the resident is not on time for their doctors’ appointment. I finally realize that I had to change my mind set and work smarter and not become so upset about the situation. I consider this a learning experience for me to grow wiser and cover myself. I started documenting every little thing that I do. These types of decision help me to evaluate every situation within the company. The article I found reference to me on how to channel my negative behavior. A supervisor is expected to assist subordinates in identifying negative behavior characteristics; sometimes I have seen supervisor demonstrated negative behavior toward an employee. I notice how the morale is very low employees do not respect the nurses; they have that don’t care attitude. I know that the supervisors can see this every day. I think the upper management feels...
Words: 2420 - Pages: 10
...personality continues to fill psychological literature and study with widespread research and theory. Personality is the continuous presentation of attributes and distinctions that contribute to variety in human thought and behavior (Feist & Feist, 2009). To enable more precise understandings of such differences and distinctions, psychological theorists develop explanations and parameters from various contexts. Psychoanalytic, humanistic and/or existential, dispositional, and learning theories help psychologists account for why and how people develop such individual and specific characteristics. They study these characteristics and the significant affects that the characteristics have on human development, as well as, the whole of human nature. Personality Defined According to Feist,& Feist (2009) personality is a global concept referring to a relatively permanent pattern of traits, dispositions, or characteristics that give some degree of consistency to a person’s behavior. Feist & Feist (2009) also wrote "Although no single definition is acceptable to all personality theorists, we can say that personality is a pattern of relatively permanent traits and unique characteristics that give both consistency and individuality to a person's behavior."(Feist and Feist, 2009) There are many different theories of personality which can be grouped into one of four classes: traits, psychoanalytic, social learning, and humanistic personality. At the begining an individual...
Words: 1571 - Pages: 7
...Leadership approaches are behaviors are traits that leaders use. All leaders have something in common. What style of leadership is mostly effective depends on a particular situation. There are three kinds of leadership approaches. The trait approach is about identifying different personality traits and characteristics that are connected to successful leadership in so many different situations. This approach is based on belief that ability to lead was something that people were simply born with. Trait approach focuses on the personal attributes of leaders, such as physical, personal characteristics; competencies and values. This approach gives more credit to the qualities a person was born with rather than what they develop in a relationship with followers. This style is characteristic of ones who others see as “born leaders”. This theory believes that if you can identify people with right traits, you can identify leaders. Research was done, and it was found that traits can be learned as well. Traits are strongly associated with person’s perception of leadership. One doesn’t become a leader based on traits, but working relationship between leader and group members, and changing situations. Trait leadership approach works well for organizations with managers in leadership position that have specific traits. School is a good example of an organization in this position. Behavioral leadership approach focuses on the study of specific behavior of leader. Leader’s behavior is the best predictor...
Words: 471 - Pages: 2
