...\CONSUMER BEHAVIOUR Basic concepts and definition Objectives: By the end of this lesson you will be able to: Explain why marketing managers should understand consumer behavior Define and explain basic concepts in the study of consumer behavior. Introduction Why is it difficult to market any product to consumers? The reason is simple: Consumers are complex and constantly changing. Not only is it difficult to figure what marketing program will work but also what worked yesterday may not work today. Thus marketers must constantly improve their understanding of customers. Understanding consumer behavior and knowing your customers is never simple. Customers may say one thing but do another. They may not be in touch with their deeper motivation. They may respond to last minute influences. Some companies like Kenya Airways, Equity Bank, Microsoft, Coca-Cola e.t.c have stood to profit from understanding how and why their customers buy. On the other hand not understanding your customer’s motivations, needs and preferences can hurt. In Kenya, companies like Elliott’s and Sang Yong Motors failed. Consider also the case of Kodak when it introduced its Advantage camera and proudly marketed it as a high-tech product but to a generation (usually referred to as middle-aged baby comers) for which the bells and whistles of new technology had lost their appeal. It was a costly bust. Basic definitions and concepts Marketing: Just to remind ourselves we can say that...
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...CHAPTER 1: 1.1 Introduction Strong brand equity had become a very important factor that influences consumer’s perceptions of a brand. Success in brand management arises from understanding and managing brand equity correctly to produce strong attributes that will influence consumers when making their choices. The research focused on the importance of these dimensions (brand awareness, brand loyalty, brand image and perceived quality) of customer-based brand equity on consumer’s perceptions of a brand. This was based on the assumption that all these dimensions of customer based-brand equity will have influence on consumer’s perceptions of brand. However, the thesis aimed to find out which among three dimensions (brand image, brand loyalty and perceived quality) appear to have the least brand equity in both restaurants and to find out if customer perception is met with respect to each attribute of brand awareness, brand image, perceived quality and brand loyalty. Brand awareness was treated separately from other dimensions because of the difference in scale. A structured questionnaire was constructed to provide answers to our research question. In this study, a number of questionnaires were distributed, but only sixteen useable questionnaires were realized. The study surveyed four dimensions of consumer’s based-brand equity namely brand awareness, brand image, perceived quality and brand loyalty. Among the three dimensions, brand loyalty appears to have the least brand equity...
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...“The Influence of Haptic Information on Product Evaluation – an Experimental Research on Undergraduate Students of Four Private Business Institutions of Karachi, Pakistan” Bachelors of Business Administration Fall 2012 Prepared by – Advisor – Mr. Zohaib Sufiyan Acknowledgement Firstly we would like to thank the Allah Almighty for his blessings and for the timely completion of the research. We would also like to thank and appreciate the efforts of our thesis advisor – Mr. Zohaib Sufiyan for his assistance at every step of the report. We would like to thank following people for providing us with valuable information which formed the basis of our research and expanded our knowledge base: Ms. Wajeeha Javed – Head of Academics, SZABIST Mr. Fahad Zuberi– BBA Coordinator, SZABIST Mr. Rizwan Bashir– CEO/Consultant, Training House Mr. Khurram Abbas– Territory Manager – Reckitt Benckiser Thank you all Table of Contents 1 Executive Summary 4 2 Introduction 5 2.1 Variables of the Study 5 2.2 Research Methodology 6 2.3 Sampling Size & Sample Techniques 9 2.4 Scope of Study 10 2.5 Research Objectives 10 2.6 Research Questions 11 3 Assumptions 11 4 Literature Review 12 5 Theoretical Framework 34 5.1 Flowchart 34 5.2 Explanation 34 5.3 Question Statement 35 6 Data Analysis 36 6.1 Study 1 36 6.2 Study 2 41 6.3 Data Collection Methodology 56 7 Conclusion 57 8 Recommendations 58 10 Limitations of the Study 59 ...
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...did you learn yesterday? Prof. Dr. Wengler Page 57 Day 2 Principles of Marketing GIMS – PSG Coimbatore Winter Semester 2013/14 Questions regarding the reading? Prof. Dr. Wengler Page 58 Day 2 Principles of Marketing GIMS – PSG Coimbatore Winter Semester 2013/14 Current Economic (World) News Prof. Dr. Wengler Page 59 Day 2 Principles of Marketing GIMS – PSG Coimbatore Winter Semester 2013/14 Agenda 09.00 a.m. – 09.30 a.m. 09.30 a.m. – 10.45 a.m. 11.00 a.m. – 12.15 p.m. Repetition & News Review Selection of Product & Market Competitive Advantage 12.15 p.m. – 01.30 p.m. Lunch-Break 01.30 p.m. – 03.15 p.m. Marketing Intelligence Case Study 1 “Registration of new automobiles in Germany” Consumer Behavior 03.30 p.m. – 05.45 p.m. Prof. Dr. Wengler Page 60 Day 2 1. Selection of Product & Market Principles of Marketing GIMS – PSG Coimbatore Winter Semester 2013/14 Selection of Product & Market Objectives The aim of the class “Principles of Marketing” is to teach you the tools to develop an own marketing plan for a selected product, which you will have to apply in your first research project. However, the choice of the product and therefore the market, is on your side. In the next hour you have the opportunity to present us the product you selected and on which you are going to write the marketing concept. Again, we are going to use the ‘vernissage’ to present our products to the fellow students. Tasks Introduce your product...
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...ANELINA YASENOVA BAEVA ONLINE CONSUMER BEHAVIOR WEB EXPERIENCE ELEMENTS IN ONLINE CLOTHING MARKET September 2011 MASTER THESIS IN MARKETING ONLINE CONSUMER BEHAVIOR Web Experience Elements in Online Clothing Market Student: Anelina Yasenova Baeva Supervisor: Professor Doctor Arnaldo Fernandes Matos Coelho September, 2011 ONLINE CONSUMER BEHAVIOR – Web Experience Elements in Online Clothing Market Abstract Online shopping in EU has been shown to be a good potential market. Clothing represents a high percent of the individuals shopping. Buying clothes online gives customers the opportunity to find a great variety of products, customers can review a wide selection of products and find special offers with the best deals online. However, the tangible and intangible problems of clothing online shopping still exist and the online store retailers lack the customer knowledge in some extent. Therefore, the intention of the thesis is to explore customer behavior when purchasing clothing online through investigating the factors that can affect online consumer`s attitudes, intention and actual consumers` behavior. The study investigates the main web - experience factors that customer takes into consideration when purchasing clothes online. Yet, the most important online elements are categorized in two main groups: customer - oriented factors and technology - oriented factors. The autor used quantitave research in term of survey to analyze the consumer`s attitutes towards the web...
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...A Project Report On ―Consumer attitude towards Air Conditioner‖ of Undertaken At Bachelor of Business Administration (B.B.A) Semester – 6 Submitted By: Patel Niraj R T.Y.B.B.A ROLL NO: (26) Guided By: Aatish Patel AMBABA COMMERCE COLLEGE & MANIBA INSTITUTE OF BUSINESS MANAGEMENT SABARGAM (January to March) Maniba institute of business management 1 COLLEGE CERTIFICATE This is to certify that the project entitled Summer Report Title ―Consumer attitude towards Air Conditioner of BLUE STAR‖ under taken at JAY AIR SYSTEM PVT.LTD. Submitted by NIRAJ PATEL in partial fulfillment of the requirement of VEER NARMAD SOUTH GUJARAJ UNIVERSITY, SURAT in record of bonofide study work carried out by AATISH PATEL under my supervision. The project or any part of it has not been previously submitted for any degree. I/c Principal Dr. Yogesh N Vansiya Ambaba Commerce College & MIBM, Sabargam Date: Place: Sabargam. Maniba institute of business management 2 Maniba institute of business management 3 DECLARATION I declare that the project entitled Jay Air System Pvt.Ltd „Submitted in partial fulfillment of the requirement of VEER NARMAD SOUTH GUJARAJ UNIVERSITY, SURAT in record of bonofide study work carried out at Ambaba Commerce College & Maniba Institute of Business Management, Sabargam. The project or any part of it has not been previously submitted for any degree. Signature of Student Date: Place: Sabargam. Maniba institute of business management...
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...CHAPTER 2 REVIEW OF RELATED LITERATURE On Undergarments Undergarments are clothes worn under other clothes, often directly next to the skin. They keep outer garments from being soiled by bodily secretions and discharges, shape the body, and provide support for parts of it. In cold weather, long underwear is sometimes worn to provide additional warmth. Some undergarments are intended for erotic effect. Special types of undergarments have religious significance. Some items of clothing are designed as undergarments, while others, such as T-shirts and certain types of shorts, are appropriate both as undergarments and as outer clothing. If made of suitable material, some undergarments can serve as nightwear or swimsuits. From ancient paintings, sculptures and mosaics we know, for example, that in 2000 BC in Minoan Crete both men and women had extremely small waists, presumably from wearing constricting belts or girdles from childhood. Even the corset may be a more ancient invention that we imagine. Although the bra as we know it was not invented until the 20th century, women in ancient Greece strapped or bound their breasts with lengths of cloth or leather and young female dancers and athletes are shown wearing what can best be described as a bikini.Of all the various forms of female underwear, the corset in its various guises has probably played the largest role in keeping women immobilised over the centuries. Corsets restrict movement and make breathing shallow and difficult...
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...Research Project: Motivations for impulsive buying behavior and the effective marketing strategies selling grocery products Case: CITY SHOP By: Ilja Khanan Nationality: Germany Major Business Administration Student ID: 113110246 Supervisor: Nikola Zivlak Date: June 2014 Abstract For over sixty years, marketers and consumer researchers have studied Impulsive-buying behavior. Today, 30 to 60% of all purchases are impulsive in the USA (Crawford & Melewar 2003) for different product categories and it is considered to have a $4.2 billion annual volume. That’s why it is becoming more important for marketers to understand how people can be influenced when shopping in order to increase revenues and profits. Millions of dollars are spent on in-store marketing efforts. Over the years, different models have been created for marketers to better understand the key drivers that lead to impulsive buying. This dissertation is written for the retailer or marketer who will adjust their marketing strategies to capture the opportunities of the consumer impulse purchases. This dissertation focuses on City shop and the strategies they use to encourage impulsive buying behavior. The thesis will cover the following topics in regard to impulsive buying: - Factors and influences that lead to impulsive buying behavior? - The different promotional approaches used by marketers? - What personal traits influence consumers to buy on impulse and what is the...
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...CONSUMER BEHAVIOR PART ONE CONSUMER BEHAVIOR INTRODUCTION As the twentieth century has come to a close and we have moved into the third millennium, we can see many developments and changes taking place around us with all the industries and firms within each industry trying to keep pace with the changes and diverse needs of the people. Though for decades together, marketers have regarded ‘customer’ as the king and evolved all activities to satisfy this concept is gaining more momentum and importance today. This can largely be attributed to the prevailing market situation. Not only competition has become intense but over an above with the market being flooded with many products. The challenge before the marketers is to understand the diversity of consumer behavior and offer goods and services accordingly. Today the company image is built and made known by its customers. Thus the success of the firm will be determined by how effective it has been in meeting the diverse consumer needs and wants by treating each customer as unique and offering products and services to suit his needs and creating a life time value and relationship with him. (Nair 2004; 3) Marketers have come to realize that their effectiveness in meeting consumer needs directly influences their profitability the better they understand the factors underlying consumer behavior, the better able they are to develop effective marketing strategies to meet consumer needs. (Assael 2001; 3) Today, the digital revolution...
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...CHAPTER 1: Creating/Capturing Customer Value Marketing: aim of marketing is to create value for customers and to capture value from customers in return * The activity, set of institutions, and processes for creating, communicating, delivering, and exchanging products that have value for customers, clients, partners, and society at large -The Firm’s Stakeholders: these include employees, unions, customers, competitors, activists, government and the press (these people affect company) The Marketing Process: 1) Understand the marketplace + customer’s needs/wants 2) Design a customer-driven market strategy 3) Construct a marketing program that delivers superior value 4) build relationships + create customer delight *5) Capture value from customers to create profits and customer equity ($$$) * Human Needs: states the felt deprivation; include basic physical needs for food, clothing, warmth, and safety; social needs for belonging/affection, and individual needs for knowledge and self-expression. These needs are not created by marketers * Human Wants: the form of human needs take as shaped by culture and individual personality Wants are shaped by one’s society + marketing programs * Need food but want a breakfast sandwich and espresso at Tims * Human Demands: when backed by buying power, wants become demands. Given someone’s wants, people demand products that add up to most value + satisfaction Marketing Offerings: a combination of products, services...
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.....5 2.2.1 Consumer Learning………………………………………………...5 2.2.2 Consumer Memory…………………………………………………6 2.3 Motivation………………………………………………………………..7 2.4 Attitude…………………………………………………………………..8 2.5 Personality……………………………………………………………9-10 3.0 Sociological factors…………………………………………………….10 3.1 Socio-culture……………………………………………………………10 3.1.1 Sub-culture………………………………………………………..11 3.1.2 Media……………………………………………………………...11 3.1.3 Family……………………………………………………………..12 4.0 Decision Making Process………………………………………………13 5.0 Conclusion…………………………………………………………………14 6.0 References…………………………………………………………………..15 1.0 Introduction Consumer behavior is a decision process and physical activity that an individual involve in obtaining, using and deposing of goods and services. In this report, it shows how psychological, sociological and marketing mix factors combine to influence customer purchase behavior and decisions of The Burger King. 1.1 Burger King Background Burger King is an American internationalization fast-food restaurant providing hamburger. Burger King has been very successful fast-food chains that provide healthy and big portion of burger. The headquartered of the Burger King Corporation is located in Florida, United States. Burger King Corporation is a very successful group in the world, and it is the second largest fast food chain in The United States. The company has more than 12,600 franchises in 86 countries. On the other hand, Burger King Corporation was founded by two great people...
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...[pic] SUMMER TRAINING REPORT ON “CONSUMER BEHAVIOR & SATISFACTION” FOR [pic] “GUJRAT CO-OPERATIVE MILK MARKETING FEDERATION LTD.” BY ROHAN ROY SAMUEL Submitted in partial fulfilment of the requirement for the award of Post Graduate Diploma in Management. 2008-2009 CERTIFICATE OF THE COMPANY CERTIFICATE This is to certify that Mr. ROHAN ROY SAMUEL of DSM has successfully completed the summer training in partial fulfilment of requirement for the award of PGDM Degree prescribed by the Institute. This report is the record of authentic work carried out by the student during the academic year 2008 -2009. Prof. VIBHUTI JHA Prof. N. H. Deshpande (Internal Guide) Vice-President (Faculty of Management) DECLARATION I, Rohan Roy Samuel hereby declare that this report is the record of authentic work carried out by me during the academic year 2008-2009 in Amul (Gujrat co-operative Milk Marketing Federation) Gujarat Co-operative Milk Marketing Federation Gudiyari Raipur (C.G.) ( ) Signature of the student ( Rohan Roy Samuel ) ACKNOWLEDGEMENT With immense...
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...this chapter, we will address the following questions: 1. How do consumer characteristics influence buying behavior? 2. What major psychological processes influence consumer responses to the marketing program? 3. How do consumers make purchasing decisions? 4. In what ways do consumers stray from a deliberative, rational decision process? CHAPTER SUMMARY 1. Consumer behavior is influenced by three factors: cultural (culture, subculture, and social class), social (reference groups, family, and social roles and statuses), and personal (age, stage in the life cycle, occupation, economic circumstances, lifestyle, personality, and self‐concept). Research into these factors can provide clues to reach and serve consumers more effectively. 2. Four main psychological processes affecting consumer behavior are motivation, perception, learning, and memory. 3. To understand how consumers actually make buying decisions, marketers must identify who makes and has input into the buying decision; people can be initiators, influencers, deciders, buyers, or users. Different marketing campaigns might be targeted to each type of person. 4. The typical buying process consists of the following sequence of events: problem recognition, information search, evaluation of alternatives, purchase decision, and postpurchase behavior. The marketers’ job is to understand the behavior at each stage. The attitudes of others, unanticipated situational factors, and perceived risk may all affect the decision to buy...
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...in in Business Administration FOA214 (15 credits) Factors that influence consumer purchasing decisions of Private Label Food Products A case study of ICA Basic Thu Ha, Nguyen 900524 Ayda Gizaw 1/13/2014 830902 ` Abstract Course: Bachelor Thesis in Business Administration Institution: School of Business, Society and Engineering Authors: Thu Ha, Nguyen & Ayda Gizaw Examiner: Eva Maaninen-Olsson Supervisor: Magnus Linderströmd Title: Factors influence consumer purchase decisions of Private Label Food Products Keywords: Private Label Brand, consumer attitudes, intention, perceptions, ICA Basic Abbreviations PLB: Private Label Brand, WOM: word of mouth Research questions: Which factors influence consumers buying decisions of low-price PLBs food products? How consumers perceive low-price PLB food product? Case study of ICA Basic Research purpose: The purpose of this study is to identify and analyze factors that influence consumer purchasing decision of private label food products. Method: In this case study, both secondary data and primary were utilized. Secondary data was obtained from relevant literatures, online journals, articles, blogs, and other electronic sources. The primary data was collected by the combination of quantitative and qualitative approaches. Qualitative data was carried out through interviews with store manager of ICA Skrapan, Västerås and with ICA PLB manager; quantitative...
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...products even it is planned or unplanned purchase. These stores trade thousands of commodities daily and customers are consuming these commodities at the cost of their revenue. It only dependents on the profits or income of the person, that to what extant and how many times he or she stopover for shopping with stores to purchase products. It is generally seen that punchers buy products which they have not planned and this phenomena of unplanned purchasing is known as impulse buying. Impulsive purchasing, usually explained as a consumer unplanned purchase which is an significant element of buyer behavior. It accounts for as much as sixty two percent of supermarket sales and eighty percent of all sales in definite product categories. Although impulsive purchasing has fascinated attention in consumer research. Unfortunately, there is a lack of research on group-level determinants. 1.1 RATIONALE OF THE STUDY In-store marketing is increasingly becoming an important part of promotion. Advertising is becoming highly diversified. Increased number of media channels has created a clutter for the consumer. Due to the increased demand, the media channels rates have gone up, as they enjoy higher viewership than before. Middle scale businesses can’t afford such higher rates, so they find out newer channels for their product advertisement. This situation has compelled the middle and small level businesses to go for in-store advertising. There is one another reason why businesses...
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