Professional Documents
Culture Documents
CONSUMER
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BUYING
BEHAVIOR
Rajendran ananda krishnan
TOPICS TO BE COVERED
Rural Consumer : Consumer buying behavior models,
Factors affecting consumer behavior, Social Factors,
Technological Factors, Economic Factors, Political
Factors
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Characteristics of Rural Consumer – Age and Stages of
the Life Cycle, Occupation and Income, Economic
Circumstances, Lifestyle, Personality and Brand Belief,
Information Search and pre purchase Evaluation, Rise of
Consumerism
Consumer Buying Process, Opinion Leadership Process,
Diffusion of Innovation, Brand Loyalty
MODEL OF CONSUMER BEHAVIOR
Consumer
Psychology Buying
Marketing stimuli Other stimuli Decision
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Motivation Process
Product Economic
Price Technological Perception
Problem
Distribution Political Learning Recognition
Communication Cultural Memory
Information
search
Consumer
characteristics Evaluation of
Purchase decision alternatives
Cultural
Purchase
Product choice Social decision
Brand choice
Dealer choice,
Personal
Post
Purchase amount,
purchase
Purchase timing,
decision
Payment method
CONSUMER BUYING BEHAVIOR MODELS
Consumer decision making varies with the type of buying decision.
Complex and expensive purchases are likely to involve more
buyer deliberations and more participants. Henry Assael
distinguished four types of consumer buying behavior based on
the degree of buyer involvement and the degree of differences
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among brands.
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buying behavior Eg. Salt
brands
Eg. Carpet
Dissonance-reducing buying behavior – Sometimes the consumer is
highly involved in a purchase but sees little difference in the brands. The
high involvement is based on the fact that the purchase is expensive,
infrequent and risky. For example, carpet buying.
After the purchase, the consumer might experience dissonance that stems
from noticing certain disquieting features of the carpet or hearing favorable
things about other carpets. Thus marketing communication should aim at
supplying beliefs and evaluations that help the consumer feel good about
his or her brand choice.
Habitual Buying Behavior – Many products are bought
under conditions of low consumer involvement and the
absence of significant brand differences. Consider
salt.Consumers have little involvement in the product
category . They go to the store and reach for the brand.If
they keep reaching for the same brand, it is out of habit, not
strong brand loyalty.It happens with most low-cost,
frequently purchased products.Marketers find it effective to
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use ad repetition, price and sales promotion to stimulate
product trial.
Motivation
Reference Perception
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Groups, Social Learning
Family, factors, Psychological Memory
Roles and Cultural Factors
Status factors
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customs, tends to follow the customs of its traditional
society. In urban India, however, in the due course of
time, many of the customs have changed and continue
to change, a change that is accelerated when a new
generation adopts new value systems and practices in
order to fit into perceived modernity.
Regional influences can be defined as a set of
attributes exhibited in clothing, preference for certain
types of cereals, food preparations etc.For eg.
Tamilians prefer to cook their native idli with sambhar.
Traditions are long standing beliefs that are
believed to be true in nature and are often practised
in a ritualistic manner, without knowing the origin or
questioning the need to do so.
For eg. A tradition that after washing/shampooing
the hair, it should not be left open is based on a
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belief in some parts of rural India that this gives an
opportunity for evil spirits to enter. Shampoo ads
showing the bounce in the woman‟s hair after a
wash may communicate a message quite different
from what was intended.
FACTORS AFFECTING CONSUMER BEHAVIOR
Rural Taste Subject Urban Taste
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Cinema, Nautanki, Entertainment Theme Parks, Internet,
Dangals, Melas Travel
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areas based on Socio economic class.
Influenced by NGOs, Opinion Leaders, Aanganwadi
workers, SHG members.
Joint Family in rural areas and Nuclear Family in
urban areas.
Role and Status of Sarpanch, retired military
personnel, priests, teachers, medical practioners.
Product choice features
Very Social in Rural Areas
PRODUCTS AND STATUS SYMBOLS
Rural Urban
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Tractor/Jeep/Car Car
Land Airconditioning
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services, knowledge, information are all exploding.
Introduced with the purpose and need to create an
instant network for good governance,
telecommunications has transformed rural India in so
many other ways that is of interest to marketers. STD
booths and PCOs have emerged as the new community
centre in the villages for the exchange of news and
views for every age group and therefore an important
place fro marketers to display brand communication
messages.
ECONOMIC FACTORS
The entire economic environment of rural India
shows a much improved prosperity due to repeated
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benevolent monsoons, new and improved
techniques, higher quality of inputs and increasing
awareness and education on agriculture.
Banking is reaching out to the doorstep of more and
more farmers. Finance is now more readily
available and so is credit.
POLITICAL FACTORS
Schemes launched by Government has led to the
development of rural areas.
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The Government of India is empowering the
Panchayati Raj and other village institutions by
making available developmental funds. This has
resulted in major purchases of equipment and
materials needed for infrastructure development.
30% compulsory representation of women in local
bodies is leading to their empowerment,
encouraging women in rural India to explore income
generation and entrepreneurial activities.
FUNDAMENTALS OF RURAL CONSUMER
BEHAVIOR
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Lack of Strong Brand Consciousness
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Hanuman Chalisa along with their products. Ganga
made of milk and holy water of Ganga. Govinda as
a Brand Ambassador.
Rural Consumers prefer to work Hard themselves –
Machines to be sold on the basis of benefits offered
and not on the basis of comfort and convenience.
Strong Family ties and respect for Family Values
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Shampoo, and small Coke for Rs. 5.
Role of Retailer
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13-19 Teenage Cell phones, motor cycles, Bicycle, television,
Internet cinema
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consumer, influenced by the occupation and
income of the individual. Fishermen buy a boat and
large nets, whereas a farmer opts first for a tractor
and pump set.
LIFESTYLE – COMPARISON OF RURAL AND
URBAN LIFESTYLE
Dimensions Urban Rural
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Demographic Convent Educated, Govt school, self-employed,
s salary earner, small large family, small/scattered
nuclear family, large population, ordinary spacious
dense population, houses
apartments
Activities Office jobs, internet Agriculture, physical sports,
surfing. Health club, gossip, playing cards,
shopping, clubs and cinema, religious
party congregation.
Interests Chinese, Continental Desi food, milk, bright colored
foods, designer clothes, clothes, jewellery, visiting
beauty salons, holiday towns, markets/melas
trips
INFORMATION SEARCH AND PRE-PURCHASE
EVALUATION
The rural consumer primary seeks and gets his
information from opinion leaders and influencers, rather
than the media. However, this information search is
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fuelled by exhibitions and road shows, because of the
opportunity of personal interaction and leisurely pace of
absorbing and understanding the information and its
relevance.
In the case of high involvement products, this
information search needs to be supplemented by an out
of village visit to a company outlet with an opportunity
for personal interaction. The need to demonstrate
individual accessories of the product and their
performance also becomes critical.
The ultimate clincher is always the „touch and feel‟
experience. Anything less will not lead to a purchase.
STAGES IN BUYING DECISION PROCESS
Problem Recognition Problem Recognition – The buying process starts when
the buyer recognises a problem or need. The need can
b triggered by internal or external stimuli. In the former
case, one of the person‟s normal needs – hunger, thirst
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Information search rises to a threshold level and becomes a drive. In the
latter case, a need is aroused by external stimulus. A
person passing through a bakery and sees a freshly
baked cake which stimulates her hunger. Marketer
Evaluation of needs to identify the circumstances that trigger a
alternatives particular need.
Information search -
Two levels of involvement
Purchase decision with search. The milder search state is called
heightened attention. At this level person simply
becomes more receptive to information about
product.At the next level is active information
Post-purchase behavior search. The person looks for reading material,
phones friends and engages in other activities to
learn more about the product.
Urban Buying Process Rural
High-involvement product, Need Recognition High involvement product -
comfort, status, drive, productivity drives consumer‟s
consumer‟s recognition for recognition for need.
need
First hand information from Information search First hand information from a
TV, Internet, Newspaper Ads/ fellow owner and nearby dealer
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Consults a fellow owner at district town.
before dealer visit
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risk factor. is lower and
Higher risk taking expectation level is
ability, because of low. Low risk-taking
wanting ability becauselife-
experimentation. attached product,
After sales service lack of technical
no issue know how, low
confidence on after
sales service.
DIFFUSION OF INNOVATION
Diffusion of Innovations is a theory of how, why, and at what rate new
ideas and technology spread through cultures.
Elements of diffusion of innovations
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Innovation
Rogers defines an innovation as "an idea, practice, or object that is
perceived as new by an individual or other unit of adoption" .
Communication channels
A communication channel is "the means by which messages get from one
individual to another.”
Time
"The innovation-decision period is the length of time required to pass
through the innovation-decision process" . Rate of adoption is the relative
speed with which an innovation is adopted by members of a social
system.
Social system
"A social system is defined as a set of interrelated units that are engaged in
joint problem solving to accomplish a common goal“.
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CATEGORIES OF INNOVATIVENESS
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