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Understanding Consumer Behavior: The Impact of Emotion, Culture, and Decision-Making

This comprehensive lecture recap explores the intricacies of consumer behavior, focusing on the cognitive and emotional responses that drive purchasing decisions. It highlights the significant roles of cultural and social influences, dissecting how values, norms, and demographics shape consumer motivations. The presentation also outlines key concepts such as the consumer decision process, the importance of segmenting and targeting, and the psychological factors that compel customers to choose specific products or brands. Gain insights into the dynamics that govern consumer interactions with market offerings.

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Understanding Consumer Behavior: The Impact of Emotion, Culture, and Decision-Making

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Presentation Transcript

  1. The Consumer AudienceLecture 7

  2. Recap • Cognition • The Affective or Emotional Response • Association • Persuasion • Behavior

  3. Chapter Outline • Chapter Key Points • How Does Consumer Behavior Work? • Cultural and Social Influences on Consumer Decisions • Psychological Influences that Motivate Consumers • Behavioral Influences on Consumer Decisions • The Consumer Decision Process • Segmenting and Targeting

  4. Key Points • Assess cultural and social influences on consumer responses • Demonstrate how psychological influences motivate customers • Explain the behavioral characteristics that describe consumer responses • Describe how the consumer decision process works • Differentiate between segmenting and targeting and trace these tools to their sources

  5. How Does Consumer Behavior Work? • Consumer behavior • Describes how individuals or groups select, purchase, use, or dispose of products – as well as describing the needs that motivate these behaviors • Consumer audience • People who buy or use products to satisfy their needs and wants • Customers • People who buy a particular brand or patronize a specific store

  6. Influences on Consumer Decision Making

  7. Social and Cultural InfluencesCulture • Tangible items and intangible concepts that together define a group of people or a way of life • Norm: rules that are learnt through social interaction that specify and prohibit certain behaviour. • Values: represent our belief system. • Subcultures

  8. Play… HaleebAhtaram-e-Ramadan Ad

  9. Social and Cultural InfluencesSocial Class The position a person and his/her family hold within society

  10. Play… Unbreakable by Toyota Hilux

  11. Social and Cultural InfluencesReference Groups • A group of people who are used as a guide for behavior in specific situations • Inner directed vs outer directed • Functions: Provide information, means of comparison, and offer guidance.

  12. Play… The World of Rolex

  13. Social and Cultural InfluencesFamily Two or more people who are related by blood, marriage, or adoption and live in the same household

  14. Social and Cultural Influences Demographics • The statistical, personal, social, and economic characteristics that describe a population Characteristics • Age • Gender • Race and ethnicity • Education • Occupation • Income • Geography

  15. Play… Expensive by TMF From Daily Videos

  16. Summary • Chapter Key Points • How Does Consumer Behavior Work? • Cultural and Social Influences on Consumer Decisions

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