Generally marketing deals with buying and selling a products or services. And consumer behavior is a branch of marketing deals with the process that the consumer purchase or do not purchase the products and services (Quester, Pettigrew, & Hawkins, 2006). For the retailers and all other businesses consumer behavior is analyzed for identifying key successful marketing strategy. Marketing strategy is the combination of product, price, promotion, channel of distribution and market segmentation (Quester, Pettigrew, & Hawkins, 2006). There are various factors that affect the consumer behavior for buying a product or services. And for making good strategic marketing decisions any firms or organizations need to understand those factors like cultural, individual, organizational etc (Quester, Pettigrew, & Hawkins, 2006). Analyzing consumer behavior become very important for this competitive world. For gaining competitive advantage it’s important to give more value to the customer than the competitors (Quester, Pettigrew, & Hawkins, 2006). According to Quester, Pettigrew and Hawkins (2006), customer value means the differences between the benefit they get from the products and the cost that they spend for acquiring those products. Quester, Pettigrew and Hawkins (2006) emphasize that giving best customer value mainly requires the firms to react immediate to consumer needs more quickly than rivals. This essay is based on a case study with three questions. And these three questions will be discussed simultaneously. First question is based on describing the situational influences that would affect the customer decisions for buying a products and services. Second question is based on the case that Kate wants to purchase a gift for her boyfriend’s birthday and identify the three situational influences that affect the Kate’s purchasing decisions. And the third question is describing the key marketing strategy by which a marketer might be able to utilize the situation to a market specific type of products or brands.
Question 1: Answer
As states before that this question is based on describing the situational influences that affects the customer decisions for purchasing products. Any organizations or companies have to understand that which situations is affecting the customer buying decision of their products or services and how the marketers could serve the best when those situations arise (Quester, Pettigrew, & Hawkins, 2006). Marketers activities should be designed in the context of the situation the consumer faces which influence the customers for purchasing the product when
MKT510: Consumer Behavior
M. M. Tamim 2 ID: 11511633 they face such situation (Foxal & Yani-de-Soriano, 2005). A consumer’s choices are affected by various personal influences such as mood and if there is limitation of time for purchase etc. Now-a-days people are using electronic source for the initial information for purchasing the products (Solomon, Dann, & Russel-Bennett, 2007). Relating to consumer behavior a number of attempts have been made to classify the situations and the classification has been made by Russel Belk (Belk, 1975). According to Belk there are five types of situation that influence customers’ decisions. They are physical surroundings, social surroundings, temporal perspective, task definition and antecedent states (Quester, Pettigrew, & Hawkins, 2006). Physical surroundings include the location of the store, interior decoration, smell, sound system, lighting, visible surroundings of the materials to the stimulus object (Quester, Pettigrew, & Hawkins, 2006). Those surroundings can significantly influence consumption of the customer and can convince to coming the store repeatedly. (Solomon, Dann, & RusselBennett, 2007). Social environment also affects customer motives for purchasing products or usage of products. In a consumer environment if there are large number of people present then it could...