An Introduction to Consumer Behaviour Essay Sample

This debut to consumer behavior will supply the background information necessary for the survey of consumer behavior. with respect to its nature. definition. development. consumer determination devising procedures. research methods. market cleavage and relationship selling. Through this it will research the features of consumer behavior and the major constructs in the survey of consumer behavior. In an ever- changing environment. the survey of consumer behavior will accommodate and alter. nevertheless this paper aims to supply an overview that may be considered the dateless history in theories about consumer behavior. Changing engineerings means that new signifiers of consumer behavior surveies are undertaken. and as Schiffman & A ; Kanuk province ‘…new ways of merchandising merchandises and services became available to consumers during the past 15 old ages and are the consequence of digital technologies…and they exist today because they reflect an understand of consumer demands and consumer behaviour’ . ( Schiffman & A ; Kanuk. 2008 ) This paper aims to spread out on that point.

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and display illustrations of how consumer behavior surveies are undertaken in the twenty-first century. Specifying Consumer Behavior

Consumer Behavior can be described as ‘The behavior that consumers display in seeking for. buying. utilizing. measuring and disposing of merchandises. services and ideas’ ( Schiffman & A ; Kanuk. 2008 ) They go on to province that it is best described as ‘what people buy. why they buy. when they buy. where they buy. how frequently they buy. how frequently they use it. how they evaluate it after purchase and how they dispose of it. ’ ( Ibid ) It includes the survey of the determination doing procedure that people go through when make up one’s minding whether to see a merchandise. service or thought. In add-on. it involves the seller. or the individual behind the survey of consumer behavior. who may utilize these surveies to promote the gross revenues of goods. services or thoughts. Moneesha Pachauri. of Nottingham University Business School provinces in ‘The Marketing Review. 2002’ that ‘simple observation provides limited penetration into the complex nature of consumer pick and research workers have progressively sought the more sophisticated constructs and methods of probe provided by behavioural scientific disciplines in order to understand. predict. and perchance command consumer behaviour more efficaciously. ’

This statement can be married to the thought of the selling construct. which frequently goes manus in manus with consumer behavior. When sing consumer behavior. one must admit the two types of general consumer that exist. The personal consumer is purchasing for his/ her ain utilizations. This may be extended into family usage or gifts. Contrary to this. the Organizational Consumer consists of companies. charities. authorities bureaus and establishments that but merchandises in order to run their administrations. The manner of consumer behavior for each of these differs. but for the intent of this paper. we will analyze the personal consumer. The consumer goes through procedures which allow the act of ingestion to be evaluated from the point of job acknowledgment to the station purchase actions. These may be described through the consumer determination doing procedure. CONSUMER DECISION MAKING PROCESS

The procedure that a consumer goes through when make up one’s minding what or whether to consumer. This lies beneath the act of doing a purchase. and may be attributed to the psychological nucleus of the individual. The procedure includes seven stairss which consumers go through earlier doing a purchase. Step one may be described as ‘problem recognition’ . As the chief get downing factor of the determination devising procedure. it requires in depth analysis and research. Problem acknowledgment conjures the thought that jobs merely exist when we recognize them. Hoyer and MacInnis describe the job acknowledgment phase as ‘the perceived difference between an ideal and an existent province. ’ ( Hoyer & A ; MacInnis. 2008 ) . The ideal province in this context refers to the manner the consumer wants things were. An illustration of this may be the want for a nice house or auto. In comparing to this. the existent province refers to how life truly is. or how the consumer positions it.

Examples would so be ‘this house is excessively old’ or ‘my auto is non fast enough’ . It is the acknowledgment of the existent province and ideal province that leads a consumer to the phase of job acknowledgment. It is within the job acknowledgment phase that the psychological job work outing discrepancies are considered. These include Extended. Routine and Limited job work outing. and the degree of committedness lending to each may or may non take to buy. In add-on. psychological and functional demands may be defined within this procedure. As a psychological demand the consumer feels personal satisfaction associated with a merchandise or service. Conversely. the functional demands refer to the public presentation of said merchandise or service.

Phase two of the consumer determination doing procedure is referred to as the ‘Internal Search’ . This phase necessitate the consumer to dig into their memory. and hunt for replies in the long term memory. This may take to a remembrance of advertizements or utilizations in advancement that the consumer has acknowledged and stored. The external hunt follows this in the outside hunt for information. Communicating with others for advice and their internal cognition furthers the consumers desire to buy. The rating procedure so allows you to take these things you have learned and organize an attitude or sentiment on it. The creative activity of either a positive or negative sentiment will so take you to intention. The ‘say-do dichotomy’ of the state of affairs is examined during this phase. as the consumer has made a determination in their caput about whether or non they will carry through purchase. It is non the act of buying. but the psychological credence of the merchandise service or thought. The 6th measure of purchase is the act itself. In Ireland. this phase is of all time altering. as new engineerings allow on-line buying and factors such as biotechnologies of a store no longer consequence the determination devising procedure.

However. stores such as IKEA show that this purchase determination has physically effected the concern. even down to shop layout. The concluding phase involves cognitive disagreement. It is the station purchase rating of your merchandise or service. This allows the consumer to experience satisfaction or compunction in their purchase. and will take to an increased cognition for farther purchases. By measuring these seven stairss in the consumer determination doing procedure. sellers may raise ways to pull strings consumers by appealing to their determination devising procedure. Philip Kotler’s ‘Behavioral Models for Analyzing Buyers’ contains a figure that allows us to analyze the procedure of pre to post purchase analysis. utilizing a survey of how the inputs of purchasing influences. and the channels of obtaining information may take to buying responses. This may besides be referred to the ‘black box model’ as it explores the buyer’s head. ( Kotler. 1965 ) When researching an debut to consumer behavior. it is of import to first see the consumer. Through the determination devising procedure and the ‘black box’ theoretical account. we have examined some of the psychological procedures consumers go through when buying. In add-on to this. there are 7 keys to consumer behavior. These are a manner for sellers to understand the best possible ways they can act upon consumers and to understand their penchants and behaviors.

( Functional ) The merchandises public presentation proves a ground for the client to make up one’s mind to purchase it. ( Self Expressive ) The consumer’s behavior is judged by their demand to show their feelings and desires. They want to demo something approximately themselves as an person. Examples of this may be the Apple vs. PC argument. Apple users feel that having a Mac says something approximately them as an person. ( Mix of Motivation ) Consumers buy a merchandise for multiple reasons- visual aspect. public presentation and the image it gives the proprietor all come together. An illustration of this might be the buying of a auto. The consumer might seek for something dependable. broad. and good looking. A- ACTIVITIES

This includes cognitive actions such as believing about the merchandise. visual image. observations and analyzing. These besides include physical activities. or making the action. These would include talking to a sales representative. seeking on a jacket. taking a auto for a trial thrust. and paying for something. The concluding factor would be how the consumer uses the merchandise. This would include either positive or negative experiences. P- Procedure

These can be related back to the activities a individual goes through. It is the pre-purchase. purchase. and post-purchase phase of the consumer’s relationship with the merchandise. ( Pre-purchase ) From the consumer’s position this would include. how does the consumer decide that they need the merchandise? Where can the consumer learn about alternate options? The marketer’s position during this procedure would oppugn how the consumers attitudes or sentiments of the merchandise are formed or changed? How do consumers make up one’s mind whether a merchandise is superior to another or non. An illustration in this economic clime would be Lidl and Aldi’s usage of advertisement. They are cognizant that consumer’s do non desire to pay more for similar merchandises. so the usage of an advertizement comparing the two merchandises by criterion and pricing allows consumer’s to believe they are having the same quality at a lower monetary value. ( Purchase Activities )

During this phase the consumer is traveling through the procedure of either a pleasant or nerve-racking experience with the merchandise. Customer service criterions and biotechnologies one time once more come into drama when consumer’s see the emotional fond regard. As Tim Manners provinces in ‘The Empowered Shopper’ . ‘They [ the consumer ] may besides happen inspiration in the signifier of merchandise use thoughts. promotional offers. or other merchandises or trade names that they had non considered before. A positive shopping experience will reenforce the consumer’s committedness to both the trade name and the retail merchant. ( Post-Purchase Activities ) From the consumer’s position. this phase inquiries whether the merchandise provides pleasance. Does it make the occupation it was intended to make. and how will the consumer dispose of the merchandise? Each stage links to either the strengthening or weakening of the trade name in the consumer’s head. and hence marketer’s guarantee that a positive reaction is fulfilled. T- Timing

Clocking examines how long the determination devising procedure takes topographic point. and the figure of activities involved in doing the determination. R- ROLES
When a consumer is buying a merchandise or service. they are playing different psychological functions. These may include functions ‘as shopper. as picker. as communicator. as character adventurer. as pleasance searcher. as Rebel. as victim. as militant. and as citizen. ’ ( Thomas. 1997 ) Solomon et al describe in their book. Consumer Behaviour: A European Perspective. that ‘since people act out many different functions. they may modify their ingestion determinations harmonizing to the peculiar ‘play’ they are in at the clip. ( Solomon et al. 2010 ) Slide 9 in Appendix 1 contains more information on these functions. I- Influence

Influences can be described as things that persuade the consumer to see a merchandise or service in a peculiar visible radiation. Three types of influences that may happen are external influences. internal procedures ( including consumer determination devising ) and post- determination procedures. ( Noel. 2009 ) Examples of internal influences would include the consumer’s life style. category. music manners. sub-culture. household. or the type of media they consume. External influences would be recognized as values. civilization and the people that surround them. Noel goes on to province.

‘External influences. such as a consumer’s civilization. have a direct impact on their internal. psychological procedures and other factors that lead to different consumer determinations being made. For case. a consumer’s faith could impact on their attitudes towards eating beef or other types of meat ; or their age could impact on their ability to comprehend fast-moving objects in certain telecasting commercials. ’ ( Noel. 2009 )

P- Peoples
The universe of consumers. similar to the universe in general. is made up of many different types of people. Theorists such as Jung and Durkheim discuss the thought of a corporate consciousness. and how the media is making a set of shared beliefs within society. When sing the ‘people’ in consumer behavior. it would be considered a marketer’s dream for a ‘one size tantrums all’ bundle to consumers. However. tools such as market cleavage show us that consumers come in different forms and sizes. and hence must be studied and grouped harmonizing to their similar involvements.

Continuing to analyze the consumers themselves. market cleavage is a tool used by sellers to set up who their consumers are. based on similar features in their external and internal influences. An illustration of this in usage would be the advertizements shown on the side of your Facebook page. They are aimed at you specifically based on your gender. age. birthday. location. ‘likes’ and involvements. relationship position. linguistic communication. instruction. workplace. connexions and even friends of connexions. ( Dunnay. Krueger & A ; Elad. 2010 ) In the 3rd edition of Solomon et al’s Consumer Behaviour: A European Perspective. they supply a chart depicting market cleavage under the headers of ‘category’ and ‘variable’ . ( Solomon et al. 2006 )

Schiffman. Hansen and Kanuk describe marketing cleavage in relation to the selling construct in their book ‘Consumer Behaviour: A European Outlook’ . They province that the selling construct has been split into several alternate attacks. referred to ‘the production construct. the merchandise construct and the merchandising construct. The three major strategic tools of marketing are market cleavage. aiming and positioning’ . ( Schiffman et al. 2008 ) This shows the importance of the relationship between consumers and sellers. as sellers continue to research consumer behavior utilizing these schemes. CONSUMER RESEARCH

Similar to marketing research. consumer research exists within two paradigms. the qualitative and the quantitative. Consumer Research contains a six measure procedure. Specify the aims of the research

Roll uping and measuring secondary informations
Planing a primary research survey
Roll uping primary informations
Analyzing the information
Fixing a study on the findings.
( Rifatbabu. 2010 )
The two most indispensable attacks to consumer research are positivism and interpretivism. In a positivism attack. the research worker regards the consumer behavior subject as an applied selling scientific discipline. ( Ibid ) This signifier of research is quantitative. and anticipations are made about the actions the consumer will take. Contrary to this. the station modern interpretivist position looks more into the ingestion of goods. instead than merely the purchasing of goods. Once once more the external and internal influences. and the consumer determination doing procedure comes into both of these attacks. The chart below shows the contrast between the rationalist and interpretivist attack. ( Rifabatu. 2010 )

In the 29th edition of the Journal of Marketing. theoretician Philip Kotler presented the thought that the survey of consumer behavior may be described in five ways. harmonizing to the 5 cardinal theoreticians. Each theoretician took a different position on consumer behavior surveies. including the economic. larning. psychological. societal and the personal organizational consumer. The theoreticians included in these schools of idea are Alfred Marshall. Ivan Pavlov. Sigmund Freud. Thorstein Veblen and Thomas Hobbs severally. A line from each. depicting their school of idea. may sum up their theory separately. Marshallian Model – Harmonizing to this theory ‘the consumers are assumed to be rational and witting about economic computations. They follow the jurisprudence of fringy public-service corporation. An single purchaser seeks to pass his money on such goods which give maximal satisfaction ( public-service corporation ) harmonizing to his involvements and at comparative cost. ’ ( MBA-Marketing. 2008 )

Pavlovian Model- ‘Learning is an associatory procedure that contains four cardinal constructs: thrust. cue. response. and reinforcement’ ( Michman et al. 2003 ) This theoretical account is frequently associated with Pavlov’s experiment in developing a Canis familiaris to eat at the sound of a whistling.

Freudian Model- This theoretical account is based on Freud’s theories of the Id. Ego and Superego. The theoretical account suggests that the Id would drive consumers to want merchandises. stressing the subconscious motives for devouring.

Veblenian Model- Suggests that consumers are effected by their societal influences. Michman states ‘…the impact of present group ranks and aspired group ranks is stressed…conspicuous ingestion operates in the purchase…’ ( Michman et al. 2003 )

Hobbesian Model- Hobbs suggests that the organizational consumer is besides a personal consumer. ‘The purchaser has private purposes. and yet he tries to make a satisfactory occupation for his corporation. ’ ( Karp. 1974 )

Relationship Selling
“Mass advertisement can assist construct trade names. but genuineness is what makes them last. If people believe they portion values with a company. they will remain loyal to the trade name. ” ( Schultz. 2012 )

The quotation mark above. from Howard Schultz’s book ‘Pour Your Heart Into It: How Starbucks Built a Company One Cup at a Time’ . can learn sellers that there is more to the survey of consumer behavior than merely selling. As a consumer. they want a connexion with their purchase. and companies may take to admit and provide this connexion through relationship selling. Palmatier tells us that the definition of marketing itself had been updated by the American Marketing Association in 2004. Selling is now defined as ‘an organisational map and a set of procedures for making. communication. and presenting value to clients and for pull offing client relationships in ways that benefit the organisation and its stakeholders’ . ( Palmatier. 2008 ) As you may see. an accent has been added to the direction of client relationships. and this is no surprise as invention in the past 20 old ages has changed the function of marketing drastically.

Relationship selling allows for the care of a strong relationship between concern and consumer. It besides works as traditional selling does. by pulling new consumers into their market. This may be achieved in many ways. such as gift cards. trueness cards or charity competitions. An illustration of the success could be the Supervalu concatenation in Ireland. The trueness card allows consumers to derive points. and provides price reduction vacations upon a certain figure of points. This assures Supervalu clients that they are having more than merely good service and low-cost shopping. and allows them to experience like a portion of the Supervalu community.

Another usage for the client trueness card is the usage of database selling. These databases allow sellers to analyze which merchandises are selling. and shows the clients personal penchant of merchandise. In return for the clients engagement. they receive direct selling that is important to them. For illustration. Tesco Club card users receive monthly vouchers on points they have often bought. As discussed earlier. Facebook advertisement and Youtube advertisement entreaty straight to the consumer. as they examine their involvements and gustatory sensation and advertise merchandises they might be interested in.

In a technological age. the usage of societal networking has changed the universe of selling. The usage of Facebook and Twitter are common among big and little companies. as they may portion the page among friends. or hold competitions to affect the consumer. The diagram below shows the relevant figure of societal characteristics that sites usage. It is a strong representation of the altering times in selling. and allows us to analyze how some Irish companies are utilizing societal characteristics on their e-commerce site.

Diagram: ( O’Toole. 2011 )

The survey of consumer behavior extends into many more elaborate Fieldss. nevertheless. this paper has aimed to research the introductory points necessary for the cognition of consumer behavior. The relationship between consumer and seller continues to be examined. and new methods of research will go on to be formed. In an advanced age. the universe of consumer behavior is increasingly atilt towards the add-on of the cyberspace. including societal networking and e-commerce. Sellers will go on to utilize ethical signifiers of advertisement to make popular civilization. taking to successful concern.


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hypertext transfer protocol: //www. icmrindia. org/courseware/Consumer % 20Behavior/CBC06. htmRetrieved: February. 2013 Karp. R. ( 1974 ) Issues in Marketing. p. 64. Ardent Media

Kaur. R. ( 2012 ) Unit 1- Consumer Behaviour and Marketing Action. Accessed From: hypertext transfer protocol: //www. slideshare. net/tamana2223/7008203-consumerbehaviourRetrieved: February. 2013 Kotler. P. ( 1965 ) Behavioral Models for Analyzing Buyers. Journal of selling. Vol. 29 pgs. 37-45 Michman. R. Mazze. E. Greco. A. ( 2003 ) Lifestyle Selling: Reaching the New American Consumer. Greenwood Publishing Group. MBA-Marketing ( 2008 ) Consumer Behaviour: Lesson 5. Consumer Behaviour Models. Accessed From: hypertext transfer protocol: //www. scribd. com/doc/7008203/57/ECONOMIC-OR-MARSHALLIAN-MODEL Retrieved: February. 2013 Noel. H. ( 2009 ) Basics Marketing 01: Consumer Behaviour. AVA Publishing O’Toole. A. ( 2011 ) How sociable is Irish E-Commerce?

Rifatbabu ( 2010 ) Consumer Research. Accessed From: hypertext transfer protocol: //www. slideshare. net/rifatbabu/consumer-resarchRetrieved: February. 2013 Schiffman. L. Hansen. H. Kanuk. L. ( 2008 ) Consumer Behaviour: A European Outlook. 9th Ed. Pearson Education. Solomon. M. Bamossy. G. Hogg. M. K. ( 2006 ) Consumer Behaviour: A European Perspective. 3rd Ed. Prentice Hall. England. Solomon. M. Bamossy. G. Askegaard. S. ( 2010 ) Consumer Behaviour: A European Perspective. 4th Ed. Pearson Education. Thomas. M. J. ( 1997 ) Consumer Market Research: Does it hold cogency? MCB University Press.

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