Consumer Behavior in Automobile Purchase in India for Volkwagen

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Consumer Behaviour in Automobile Purchasing

What is Consumer Behaviour?

Consumer behaviour can be defined as the acts of consumers directly involved in obtaining, using and disposing of economic goods and services, including the decision process that precede and determine their acts.

The study of how and why people purchase goods and services is termed consumer buying behaviour. The term covers the decision-making processes from those that precede the purchase of goods or services to the final experience of using the product or service. Models of consumer buying behaviour reflect the influences and the process of the consumer’s buying decision. They attempt to understand the proverbial 'blackbox' of what happens within the consumer between his or her exposure to marketing stimuli and the actual decision to purchase.

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Fig - Black box model of consumer buying behaviour {Source: Keegan et al. (1992, p. 193)}

The essence of the model is that it suggests consumers will respond in particular ways to different stimuli after they have 'processed' those stimuli in their minds. In more detail, the model suggests that factors external to the consumer will act as a stimulus for behaviour, but that the consumer's personal characteristics and decision-making process will interact with the stimulus before a particular behavioural response is generated. It is called the 'black box' model because we still know so little about how the human mind works. We cannot see what goes on in the mind and we don't really know much about what goes on in there, so it's like a black box. As far as consumer behaviour goes, we know enough to be able to identify major internal influences and the major steps in the decision-making process which consumers use, but we don't really know how consumers transform all these data, together with the stimuli, to generate particular responses.

Importance of Consumer Behavior to Marketing

1. The study of consumers helps firms and organizations improve their marketing strategies by understanding issues such as how 2. The psychology of how consumers think, feel, reason, and select between different alternatives (e.g., brands, products, and retailers); 3. The psychology of how the consumer is influenced by his or her environment (e.g., culture, family, signs, media); 4. The behavior of consumers while shopping or making other marketing decisions; 5. Limitations in consumer knowledge or information processing abilities influence decisions and marketing outcome;  6. How consumer motivation and decision strategies differ between products that differ in their level of importance or interest that they entail for the consumer; and 7. How marketers can adapt and improve their marketing campaigns and marketing strategies to more effectively reach the consumer.

General questions which arises during study of consumer behavior

1. Who buy?

2. How do they buy?

3. When do they buy?

4. Where do they buy?

5. Why do they buy?

Factors influencing consumer behavior

1. Budget Factors

2. Cultural Factors

3. Social Factors

4. Personal Factors

5. Psychological Factors

6. Competitive Factors

Major automobile dealers in India

1. Maruti

2. Toyota

3. Hyundai

4. Honda

5. Ford

6. General motors

7. Nissan

8. Audi

9. BMW, etc...

Study on Volkswagen

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About Volkswagen

Volkswagen (abbreviated VW) is one of the world's largest automobile manufacturers.[1] The company is headquartered in Wolfsburg, Lower Saxony, Germany. Volkswagen is the original marque within the Volkswagen Group, which includes the car marques Audi, Bentley Motors, Bugatti Automobiles, Automobili Lamborghini, SEAT, Škoda Auto and heavy goods vehicle manufacturer Scania. Volkswagen means "people's car" in German, in which it is pronounced [ˈfɔlksˌvaːɡən]. Its current...
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