Consumer Behavior

Topics: Classical conditioning, Behaviorism, Ivan Pavlov Pages: 10 (2900 words) Published: May 5, 2013

1.Consumer Orientation: A group of actions taken by a business to support its sales and service staff in considering client needs and satisfaction their major priorities. Business strategies that tend to reflect a customer orientation might include: developing a quality product appreciate by consumers; responding promptly and respectfully to consumer complaints and queries; and dealing sensitively with community issues

2.Learning: Measurable and relatively permanent change in behavior through experience, instruction, or study. Whereas individual learning is selective, group learning is essentially political its outcomes depend largely on power playing in the group. Learning itself cannot be measured, but its results can be. In the words of Harvard Business School psychologist Chris Argyris, learning is "detection and correction of error" where an error means "any mismatch between our intentions and what actually happens."

3.Habit: A settled or regular tendency or practice, esp. one that is hard to give up.

4.Motivation: Internal and external factors that stimulate desire and energy in people to be continually interested and committed to a job, role or subject, or to make an effort to attain a goal. Motivation results from the interaction of both conscious and unconscious factors such as the (1) intensity of desire or need, (2) incentive or reward value of the goal, and (3) expectations of the individual and of his or her peers. These factors are the reasons one has for behaving a certain way. An example is a student that spends extra time studying for a test because he or she wants a better grade in the class.

5. Personality; The combination of characteristics or qualities that form an individual's distinctive character. Qualities that make someone interesting or popular.

6. Interpersonal Influences: “communication that takes place between two persons who have an established relationship; the people are in some way ‘connected’” (thus, as interpersonal communication can occur between romantic partners, business Associates, doctors and patients, etc., it permeates our lives. Often, you devote your interpersonal interactions to attempts at influencing the other individual in some way.

7. Opinion Leadership: Opinion leadership is leadership by an active media user and who interprets the meaning of media messages or content for lower-end media users. Typically the opinion leader is held in high esteem by those who accept his or her opinions.

8. Cross Culture Influence:

9. Environment

10. Limited Problem Solving : a problem-solving process in which consumers are not motivated to search for information or to rigorously evaluate each alternative; instead they use simple decision rules to arrive at a purchase decision.  11. High Involvement feeling Situation

High involvement means just what it says. Your audience will get very much involved with a buying decision. Low involvement is the opposite. It’s something your audience will buy, but is a product or service they don’t really consider seriously.

13. Dissonance Reducing: Dissonance means anxiety after purchase. This happens in the case of high involvement purchases where there are few differences between brands and the consumer does not have enough information based on which to make a decision. Therefore the consumer will try to reduce his/her anxiety by disbelieving any negative information about the brand purchased.

14. Post Purchase Search: The behavior after a product purchase is called Post purchase behavior. Generally after a product purchase the buyer undergoes post purchase dissonance means the buyer regrets his /her purchase. But if the performance of the product is good the customer is satisfied Now based on the satisfaction or dissatisfaction the consumer will rebuy the product or discontinue the product. Example: - A customer buys toothpaste and doesn’t like the taste, this will cause dissonance and he will...
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