4431 Markiii CB

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\plain\pard\sl-299 \li3444 \ri3140 \expndtw-20 \b \f20 \fs24 UNIT - I

\plain\par
\pard\pard\sl-412 \li822 \ri790 \expndtw-1 \b \f20 \fs24 CONSUMER BEHAVIOUR AND
MARKETING ACTION
\plain\par
\pard\pard\sl-417 \li0 \ri4463 \expndtw-3 \b \f20 \fs24 LEARNING OBJECTIVES
\plain\par
\pard\pard\sl-407 \li0 \ri1959 \expndtw-11 \f20 \fs24 After studying this chapte
r, you will be able to understand:
\par
\plain\pard\sl-427 \li360 \ri426 \expndtw-7 \f40 \fs24 {\f63 \u61623\'3f}
\plain\tx715 \tab \expndtw-18 \f20 \fs24 The terms {\f63 \u8215\'3f}consumer' ,
{\f63 \u8215\'3f}customer', {\f63 \u8215\'3f}industrial buyer' and {\f63 \u8215\
'3f}motives'
\plain\par
\pard\pard\sl-436 \li360 \ri40 \expndtw-7 \f40 \fs24 {\f63 \u61623\'3f}
\plain\tx715 \tab \expndtw-9 \f20 \fs24 Need of consumer behavioural study, diff
erences between oganisational
\plain\par
\pard\pard\sl-273 \li721 \ri2053 \expndtw-12 \f20 \fs24 buying behaviour and con
sumer buying behaviour
\plain\par
\plain\tx715 \tab \expndtw-12 \f20 \fs24 The nature and model of consumer involv
ement
\plain\par
\plain\tx715 \tab \expndtw-10 \f20 \fs24 Consumer and industrial decision making
process and decision rules
\plain\par
\plain\tx715 \tab \expndtw-9 \f20 \fs24 Marketing implications of consumer behav
iour
\plain\par
\plain\tx715 \tab \expndtw-11 \f20 \fs24 Study of consumer behaviour modelling
\par
\plain\pard\sl-422 \li0 \ri5830 \expndtw-22 \b \f20 \fs24 An Overview
\plain\par
\pard\pard\sl-407 \li0 \ri53 \expndtw-6 \f20 \fs24 Consumer behaviour is compara
tively a new field of study which evolved just
\plain\par
\pard\pard\sl-413 \li0 \ri52 \expndtw-5 \f20 \fs24 after the Second World War. T
he sellers market has disappeared and buyers
\plain\par
\pard\pard\sl-417 \li0 \ri44 \expndtw-11 \f20 \fs24 market has come up. This led
to paradigm shift of the manufacturer's attention
\plain\par
\pard\pard\sl-412 \li0 \ri49 \expndtw-6 \f20 \fs24 from product to consumer and
specially focused on the consumer behaviour.
\plain\par
\pard\pard\sl-412 \li0 \ri45 \expndtw-6 \f20 \fs24 The evaluation of marketing c
oncept from mere selling concept to consumer\plain\par
\pard\pard\sl-412 \li0 \ri51 \expndtw-7 \f20 \fs24 oriented marketing has result
ed in buyer behaviour becoming an independent
\plain\expndtw-10 \f20 \fs24 discipline. The growth of consumerism and consumer
legislation emphasizes the
\plain\par
\pard\pard\sl-417 \li0 \ri48 \expndtw-11 \f20 \fs24 importance that is given to
the consumer. Consumer behaviour is a study of how
\plain\expndtw-7 \f20 \fs24 individuals make decision to spend their available r
esources (time, money and
\plain\expndtw-8 \f20 \fs24 effort) or consumption related aspects (What they bu
y? When they buy?, How
\plain\par
\pard\pard\sl-413 \li0 \ri5711 \expndtw-16 \f20 \fs24 they buy? etc.).
\plain\par
\pard\pard\sl-417 \li0 \ri48 \expndtw-8 \f20 \fs24 The heterogeneity among peopl
e makes understanding consumer behaviour a
\plain\expndtw-6 \f20 \fs24 challenging task to marketers. Hence marketers felt
the need to obtain an in\plain\expndtw-8 \f20 \fs24 depth knowledge of consumers buying behaviour. Final
ly this knowledge acted
\plain\par
\pard\pard\sl-413 \li0 \ri56 \expndtw-5 \f20 \fs24 as an imperative tool in the
hands of marketers to forecast the future buying
\plain\par
\pard\pard\sl-417 \li0 \ri43 \expndtw-6 \f20 \fs24 behavior of customers and dev
ise four marketing strategies in order to create
\plain\par
\pard\pard\sl-412 \li0 \ri4246 \expndtw-12 \f20 \fs24 long term customer relatio
nship.
\par
\pard\sl-80\fs8\sect\sectd\sbkpage\margtsxn2420\pard
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\plain\pard\sl-299 \li0 \ri5071 \expndtw-21 \b \f20 \fs24 Consumer Behaviour
\plain\par
\pard\pard\sl-408 \li0 \ri49 \expndtw1 \f20 \fs24 It is broadly the study of ind
ividuals, or organisations and the processes
\plain\par
\pard\pard\sl-417 \li0 \ri51 \expndtw2 \f20 \fs24 consumers use to search, selec
t, use and dispose of products, services,
\plain\par
\pard\pard\sl-412 \li0 \ri116 \expndtw-12 \f20 \fs24 experience, or ideas to sat
isfy needs and its impact on the consumer and society.
\plain\par
\pard\pard\sl-418 \li0 \ri4312 \expndtw-22 \b \f20 \fs24 Customers versus Consum
ers
\plain\par
\pard\pard\sl-407 \li0 \ri46 \expndtw-10 \f20 \fs24 The term {\f63 \u8215\'3f}cu
stomer' is specific in terms of brand, company, or shop. It refers to
\plain\par
\pard\pard\sl-417 \li0 \ri47 \expndtw-2 \f20 \fs24 person who customarily or reg
ularly purchases particular brand, purchases
\plain\expndtw-11 \f20 \fs24 particular company's product, or purchases from par
ticular shop. Thus a person
\plain\expndtw-10 \f20 \fs24 who shops at Bata Stores or who uses Raymonds cloth
ing is a customer of these
\plain\expndtw0 \f20 \fs24 firms. Whereas the {\f63 \u8215\'3f}consumer' is a pe
rson who generally engages in the
\plain\par
\pard\pard\sl-417 \li0 \ri50 \expndtw-7 \f20 \fs24 activities - search, select,
use and dispose of products, services, experience, or
\plain\par
\pard\pard\sl-412 \li0 \ri6550 \expndtw-24 \f20 \fs24 ideas.
\plain\par
\pard\pard\sl-417 \li0 \ri5297 \expndtw-22 \b \f20 \fs24 Consumer Motives
\plain\par
\pard\pard\sl-408 \li58 \ri44 \expndtw-8 \f20 \fs24 Consumer has a motive for pu
rchasing a particular product. Motive is a strong
\plain\par
\pard\pard\sl-412 \li0 \ri54 \expndtw-11 \f20 \fs24 feeling, urge, instinct, des
ire or emotion that makes the buyer to make a decision
\plain\expndtw-9 \f20 \fs24 to buy. Buying motives thus are defined as {\f63 \u8
215\'3f}those influences or considerations
\plain\expndtw-3 \f20 \fs24 which provide the impulse to buy, induce action or d
etermine choice in the
\plain\par
\pard\pard\sl-413 \li0 \ri45 \expndtw1 \f20 \fs24 purchase of goods or service.

These motives are generally controlled by
\plain\par
\pard\pard\sl-412 \li0 \ri2986 \expndtw-9 \f20 \fs24 economic, social, psycholog
ical influences etc.
\plain\par
\pard\pard\sl-422 \li0 \ri3001 \expndtw-19 \b \f20 \fs24 Motives which Influence
Purchase Decision
\plain\par
\pard\pard\sl-407 \li240 \ri2721 \expndtw-10 \f20 \fs24 The buying motives may b
e classified into two:
\par
\plain\pard\sl-413 \li240 \ri2303 \expndtw-41 \f20 \fs24 i.
\plain\tx961 \tab \expndtw-11 \f20 \fs24 Product Motives
\plain\tx2858 \tab \expndtw-28 \f20 \fs24 ii
\plain\tx3461 \tab \expndtw-13 \f20 \fs24 Patronage Motives
\par
\plain\pard\sl-417 \li0 \ri5289 \expndtw-16 \b \f20 \fs24 i. Product Motives
\plain\par
\pard\pard\sl-412 \li360 \ri57 \expndtw9 \f20 \fs24 Product motives may be defin
ed as those impulses, desires and
\plain\expndtw-10 \f20 \fs24 considerations which make the buyer purchase a prod
uct. These may still be
\plain\par
\pard\pard\sl-412 \li360 \ri2626 \expndtw-10 \f20 \fs24 classified on the basis
of nature of satisfaction:
\par
\plain\pard\sl-413 \li360 \ri796 \expndtw-44 \f20 \fs24 a)
\plain\tx787 \tab \expndtw-9 \f20 \fs24 Emotional Product Motives
\plain\tx4144 \tab \expndtw-7 \f20 \fs24 b) Rational Product Motives
\par
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}}}
\plain\pard\sl-339 \li366 \ri2563 \expndtw-8 \f20 \fs27 {\ul N}{\ul a}{\ul t}{\u
l u}{\ul r}{\ul e}{\ul }{\ul o}{\ul f}{\ul }{\ul M}{\ul o}{\ul t}{\ul i}{\ul v
}{\ul e}
\plain\tx3698 \tab \expndtw-13 \f20 \fs27 {\ul P}{\ul u}{\ul r}{\ul c}{\ul h}{\u
l a}{\ul s}{\ul e}{\ul }{\ul D}{\ul e}{\ul c}{\ul i}{\ul s}{\ul i}{\ul o}{\ul n
}
\plain\par
\pard\pard\sl-302 \li11 \ri1828 \expndtw-14 \f20 \fs25 Desire for money
\plain\tx2715 \tab \expndtw-19 \f20 \fs25 :
\plain\tx3066 \tab \expndtw-11 \f20 \fs25 Purchasing when price falls down
\plain\par
\pard\pard\sl-297 \li11 \ri779 \expndtw-14 \f20 \fs25 Vanity
\plain\tx3066 \tab \expndtw-13 \f20 \fs25 Getting costly Items, to be admired by
others
\plain\par
\pard\pard\sl-302 \li11 \ri2294 \expndtw-30 \f20 \fs25 Fear
\plain\tx3066 \tab \expndtw-9 \f20 \fs25 Purchasing Insurance policy
\plain\par
\pard\pard\sl-297 \li11 \ri2137 \expndtw-21 \f20 \fs25 Pride
\plain\tx3066 \tab \expndtw-11 \f20 \fs25 Purchasing premium products
\plain\par
\pard\pard\sl-298 \li11 \ri2441 \expndtw-19 \f20 \fs25 Fashion
\plain\tx3066 \tab \expndtw-10 \f20 \fs25 Rural people imitate urban
\plain\par
\pard\pard\sl-302 \li78 \ri3136 \expndtw-17 \f20 \fs25 Possession
\plain\tx3066 \tab \expndtw-16 \f20 \fs25 purchasing antiques
\plain\par
\pard\pard\sl-297 \li11 \ri49 \expndtw-21 \f20 \fs25 Health
\plain\tx3066 \tab \expndtw-12 \f20 \fs25 Purchasing health foods .membership in
health clubs
\plain\par
\pard\pard\sl-297 \li11 \ri475 \expndtw-17 \f20 \fs25 Comfort
\plain\tx3066 \tab \expndtw-11 \f20 \fs25 Purchasing micro-oven, washing machine
, mixy
\plain\par
\pard\pard\sl-297 \li11 \ri3016 \expndtw-12 \f20 \fs25 Love and affection
\plain\tx3066 \tab \expndtw-12 \f20 \fs25 Purchasing gift items
\par
\plain\pard\sl-200\fs20\par \par \pard\sl-387 \li761 \ri90 \expndtw-11 \b \f20 \
fs24 Emotional Product Motives\b0 are those impulses which persuade the consume
r
\plain\par
\pard\pard\sl-417 \li761 \ri87 \expndtw-5 \f20 \fs24 on the basis of his emotion
. The buyer does not try to reason out or logically
\plain\par
\pard\pard\sl-412 \li761 \ri82 \expndtw-10 \f20 \fs24 analyse the need for purch
ase. He makes a buying to satisfy pride, sense of ego,
\plain\par
\pard\pard\sl-412 \li761 \ri2772 \expndtw-12 \f20 \fs24 urge to initiate others,
and his desire to be unique.
\plain\par
\pard\pard\sl-413 \li761 \ri89 \expndtw-7 \b \f20 \fs24 Rational Product Motives
\b0 are defined as those impulses which arise on the
\plain\par
\pard\pard\sl-412 \li761 \ri86 \expndtw0 \f20 \fs24 basis of logical analysis an
d proper evaluation. The buyer makes rational
\plain\expndtw0 \f20 \fs24 decision after chief evaluation of the purpose, alter
natives available, cost
\plain\par
\pard\pard\sl-412 \li761 \ri4375 \expndtw-13 \f20 \fs24 benefit, and such valid
reasons.
\plain\par
\pard\pard\sl-418 \li761 \ri5117 \expndtw-20 \b \f20 \fs24 ii. Patronage Motives
\plain\par
\pard\pard\sl-407 \li761 \ri92 \expndtw-10 \f20 \fs24 Patronage motives may be d
efined as consideration or impulses which persuade
\plain\par
\pard\pard\sl-417 \li761 \ri83 \expndtw-8 \f20 \fs24 the buyer to patronage spec
ific shops. Just like product motives patronage can
\plain\par
\pard\pard\sl-412 \li761 \ri3435 \expndtw-13 \f20 \fs24 also be grouped as emoti
onal and rational.
\plain\par
\pard\pard\sl-413 \li761 \ri82 \expndtw-8 \b \f20 \fs24 Emotional Patronage Moti
ves\b0 those that persuade a customer to buy from
\plain\par
\pard\pard\sl-412 \li761 \ri93 \expndtw0 \f20 \fs24 specific shops, without any
logical reason behind this action. He may be
\plain\par
\pard\pard\sl-417 \li761 \ri3135 \expndtw-10 \f20 \fs24 subjective for shopping
in his favourite place.
\plain\par
\pard\pard\sl-412 \li761 \ri88 \expndtw-6 \b \f20 \fs24 Rational Patronage Motiv
es\b0 are those which arise when selecting a place
\plain\par
\pard\pard\sl-412 \li761 \ri91 \expndtw-7 \f20 \fs24 depending on the buyer sati
sfaction that it offers a wide selection, it has latest
\plain\par
\pard\pard\sl-413 \li761 \ri3394 \expndtw-12 \f20 \fs24 models, offers good afte
r-sales service etc.
\par
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5a636465666768696a737475767778797a82838485868788898a92939495969798999aa2a3a4a5a6
}}}
\plain\pard\sl-314 \li0 \ri44 \expndtw-8 \f20 \fs24 Knowledge of buyer motives o
f consumers is useful for marketers to anticipate
\plain\par
\pard\pard\sl-412 \li0 \ri1952 \expndtw-12 \f20 \fs24 market trends and formulat
e effective marketing strategies.
\plain\par
\pard\pard\sl-422 \li0 \ri3392 \expndtw-19 \b \f20 \fs24 Need for Study of Consu
mer Behaviour
\plain\par
\pard\pard\sl-407 \li0 \ri57 \expndtw-6 \f20 \fs24 The study of consumer behavio
ur helps everybody as all are consumers. It is
\plain\par
\pard\pard\sl-413 \li0 \ri46 \expndtw-9 \f20 \fs24 essential for marketers to un
derstand consumers to survive and succeed in thes
\plain\par
\pard\pard\sl-412 \li0 \ri54 \expndtw0 \f20 \fs24 competitive marketing environm
ent. The following reasons highlight the
\plain\par
\pard\pard\sl-417 \li0 \ri1911 \expndtw-11 \f20 \fs24 importance of studying con
sumer behaviour as a discipline.
\plain\par
\pard\pard\sl-417 \li0 \ri4381 \expndtw-20 \b \f20 \fs24 Importance in day to da
y life
\plain\par
\pard\pard\sl-408 \li0 \ri44 \expndtw-5 \f20 \fs24 The purpose of studying a dis
cipline is to help oneself to better appreciate its
\plain\par
\pard\pard\sl-413 \li0 \ri60 \expndtw-9 \f20 \fs24 contributions. The reason to
study consumer behaviour is because of the role it
\plain\par
\pard\pard\sl-417 \li0 \ri52 \expndtw-8 \f20 \fs24 plays in the lives of humans.
Most of the free time is spent in the market place,
\plain\par
\pard\pard\sl-412 \li0 \ri49 \expndtw-3 \f20 \fs24 shopping or engaging in other
activities. The extra time is usually passed in
\plain\expndtw-10 \f20 \fs24 knowing and thinking about products and services, d
iscussing with friends about
\plain\par
\pard\pard\sl-413 \li0 \ri46 \expndtw0 \f20 \fs24 them, and watching advertiseme
nts related to them. The usage of them
\plain\par
\pard\pard\sl-412 \li0 \ri57 \expndtw-9 \f20 \fs24 significantly reveals our lif
e styles. All these reasons suggest the need for study.
\plain\par
\pard\pard\sl-417 \li0 \ri768 \expndtw-12 \f20 \fs24 However, the purpose may be
to attend immediate and tangible reasons.
\plain\par
\pard\pard\sl-417 \li0 \ri4219 \expndtw-20 \b \f20 \fs24 Pertinence to Decision
Making
\plain\par
\pard\pard\sl-408 \li0 \ri47 \expndtw-5 \f20 \fs24 Consumer behaviour is said to
be an applied discipline as some decisions are
\plain\par
\pard\pard\sl-412 \li0 \ri53 \expndtw5 \f20 \fs24 significantly affected by thei
r behaviour or expected actions. The two
\plain\par
\pard\pard\sl-417 \li0 \ri40 \expndtw-1 \f20 \fs24 perspectives that seek applic
ation of its knowledge are micro and societal
\plain\par
\pard\pard\sl-412 \li0 \ri5928 \expndtw-16 \f20 \fs24 perspectives.
\plain\par
\pard\pard\sl-413 \li0 \ri49 \expndtw-3 \f20 \fs24 The micro perspectives involv
e understanding consumer for the purpose of
\plain\par
\pard\pard\sl-412 \li0 \ri45 \expndtw-7 \f20 \fs24 helping a firm or organizatio
n to achieve its objectives. The people involved in
\plain\par
\pard\pard\sl-417 \li0 \ri67 \expndtw-11 \f20 \fs24 this field try to understand
consumers in order to be more effective at their tasks.
\plain\par
\pard\pard\sl-412 \li0 \ri53 \expndtw-8 \f20 \fs24 Whereas the societal or macro
perspective applies knowledge of consumers to
\plain\par
\pard\pard\sl-412 \li0 \ri49 \expndtw2 \f20 \fs24 aggregate- level faced by mass
or society as a whole. The behaviour of
\plain\par
\pard\pard\sl-413 \li0 \ri44 \expndtw-6 \f20 \fs24 consumer has significant infl
uence on the quality and level of the standard of
\plain\par
\pard\pard\sl-417 \li0 \ri6490 \expndtw-11 \f20 \fs24 living.
\par
{\shp
ffd8ffe000104a46494600010100000100010000ffdb004300010101010101010101010101010101
01010101010101010101010101010101010101010101010101010101010101010101010101010101
010101010101010101ffdb0043010101010101010101010101010101010101010101010101010101
0101010101010101010101010101010101010101010101010101010101010101010101010101ffc0
00110806d904d803012200021101031101ffc4001f00000105010101010101000000000000000001
02030405060708090a0bffc400b5100002010303020403050504040000017d010203000411051221
31410613516107227114328191a1082342b1c11552d1f02433627282090a161718191a2526272829
2a3435363738393a434445464748494a535455565758595a636465666768696a737475767778797a
0101010101010101010000000000000102030405060708090a0bffc400b511000201020404030407
05040400010277000102031104052131061241510761711322328108144291a1b1c109233352f015
6272d10a162434e125f11718191a262728292a35363738393a434445464748494a53545556575859
5a636465666768696a737475767778797a82838485868788898a92939495969798999aa2a3a4a5a6
}}}
\plain\pard\sl-299 \li0 \ri2770 \expndtw-18 \b \f20 \fs24 Organisational Buyer v
ersus Individual Buyer
\plain\par
\pard\pard\sl-408 \li0 \ri54 \expndtw-10 \f20 \fs24 The obvious difference betwe
en industrial or institutional markets and consumer
\plain\par
\pard\pard\sl-417 \li0 \ri53 \expndtw-5 \f20 \fs24 markets is that, instead of p
urchases being made for individual consumption
\plain\par
\pard\pard\sl-412 \li0 \ri48 \expndtw-4 \f20 \fs24 industrial markets are made f
or business use. There are several factors that
\plain\par
\pard\pard\sl-413 \li0 \ri54 \expndtw-8 \f20 \fs24 differentiate consumer market
s and their buying behaviour from organizational
\plain\par
\pard\pard\sl-412 \li0 \ri715 \expndtw-11 \f20 \fs24 market and their buying beh
aviour. The key factors of differentiation are:
\plain\par
\pard\pard\sl-417 \li183 \ri3934 \expndtw-4 \f20 \fs24 i Market Structure and De
mand
\plain\par
\pard\pard\sl-273 \li183 \ri4684 \expndtw-4 \f20 \fs24 ii. Buyer Characteristics
\plain\par
\pard\pard\sl-278 \li183 \ri3253 \expndtw-7 \f20 \fs24 iii. Decision Process and
Buying Patterns
\par
\plain\pard\sl-375 \li0 \ri49 \expndtw-6 \b \f20 \fs24 i
\plain\tx403 \tab \expndtw-6 \b \f20 \fs24 Market Structure and Demand :\b0 The
distinguishing factors of market
\par
\plain\pard\sl-412 \li0 \ri3881 \expndtw-14 \f20 \fs24 structure and demand are
as follows:
\plain\par
\pard\pard\sl-412 \li0 \ri59 \expndtw-7 \f20 \fs24 In organizations buyers are m
ore geographically concentrated than consumer
\plain\par
\pard\pard\sl-417 \li0 \ri6308 \expndtw-22 \f20 \fs24 markets.
\plain\par
\pard\pard\sl-412 \li0 \ri52 \expndtw-11 \f20 \fs24 Organisational buyers are fe
wer in number but they are bulk buyers compared to
\plain\par
\pard\pard\sl-413 \li0 \ri5488 \expndtw-11 \f20 \fs24 individual buyers.
\plain\par
\pard\pard\sl-412 \li0 \ri55 \expndtw0 \f20 \fs24 Organisational buyer markets a
re either vertical or horizontal. In vertical
\plain\expndtw-9 \f20 \fs24 structures they cater only one or two industries, wh
ereas in horizontal structure
\plain\par
\pard\pard\sl-412 \li0 \ri4665 \expndtw-14 \f20 \fs24 the buyer base is too broa
d.
\plain\par
\pard\pard\sl-413 \li0 \ri54 \expndtw-5 \f20 \fs24 Organsational demand is deriv
ed from consumer demand. The nature of the
\plain\par
\pard\pard\sl-412 \li0 \ri3827 \expndtw-11 \f20 \fs24 demand is fluctuational an
d inelastic.
\plain\par
\pard\pard\sl-417 \li0 \ri48 \expndtw-7 \b \f20 \fs24 ii. Buyer Chararteristics:
\b0 The distinguishing factors of buyer characteristics
\plain\par
\pard\pard\sl-412 \li0 \ri5897 \expndtw-14 \f20 \fs24 are as follws:
\plain\par
\pard\pard\sl-413 \li0 \ri512 \expndtw-9 \f20 \fs24 Many individuals or group in
volvement is seen in decision making process.
\plain\par
\pard\pard\sl-412 \li0 \ri1454 \expndtw-11 \f20 \fs24 Organisational buyers are
quite knowledgeable and professional.
\plain\par
\pard\pard\sl-412 \li0 \ri1891 \expndtw-9 \f20 \fs24 The buying motive is mostly
rational than individual buyer.
\plain\par
\pard\pard\sl-417 \li0 \ri50 \expndtw-4 \b \f20 \fs24 iii. Decision Process and
Buying Patterns\b0 The major differences are as
\plain\par
\pard\pard\sl-413 \li0 \ri6341 \expndtw-13 \f20 \fs24 follows:
\plain\par
\pard\pard\sl-412 \li0 \ri45 \expndtw-9 \f20 \fs24 In organizational buying lot
of formalities like proposals, quotations, procedures
\plain\par
\pard\pard\sl-412 \li0 \ri3287 \expndtw-11 \f20 \fs24 are to be followed unlike
consumer buying.
\par
{\shp
ffd8ffe000104a46494600010100000100010000ffdb004300010101010101010101010101010101
01010101010101010101010101010101010101010101010101010101010101010101010101010101
010101010101010101ffdb0043010101010101010101010101010101010101010101010101010101
0101010101010101010101010101010101010101010101010101010101010101010101010101ffc0
00110806d904d803012200021101031101ffc4001f00000105010101010101000000000000000001
02030405060708090a0bffc400b5100002010303020403050504040000017d010203000411051221
31410613516107227114328191a1082342b1c11552d1f02433627282090a161718191a2526272829
2a3435363738393a434445464748494a535455565758595a636465666768696a737475767778797a
0101010101010101010000000000000102030405060708090a0bffc400b511000201020404030407
05040400010277000102031104052131061241510761711322328108144291a1b1c109233352f015
6272d10a162434e125f11718191a262728292a35363738393a434445464748494a53545556575859
5a636465666768696a737475767778797a82838485868788898a92939495969798999aa2a3a4a5a6
}}}
\plain\pard\sl-314 \li0 \ri55 \expndtw-4 \f20 \fs24 Decision process is much com
plex with high financial risk, technical aspects,
\plain\par
\pard\pard\sl-412 \li0 \ri4281 \expndtw-9 \f20 \fs24 multiple influencing factor
s etc.
\plain\par
\pard\pard\sl-417 \li0 \ri48 \expndtw-3 \f20 \fs24 Organizational buying require
s more extensive negotiation over larger time
\plain\par
\pard\pard\sl-412 \li0 \ri4470 \expndtw-13 \f20 \fs24 period than consumer buyin
g.
\plain\par
\pard\pard\sl-200\fs20\par \par \pard\sl-430 \li3314 \ri3030 \expndtw-17 \b \f20
\fs24 LESSON-2
\plain\par
\pard\pard\sl-417 \li2238 \ri2061 \expndtw-1 \b \f20 \fs24 CONSUMER INVOLVEMENT
\plain\par
\pard\pard\sl-407 \li0 \ri56 \expndtw-3 \f20 \fs24 Some consumers are characteri
zed as being more involved in products and
\plain\expndtw-8 \f20 \fs24 shopping than others. A consumer who is highly invol
ved with a product would
\plain\par
\pard\pard\sl-413 \li0 \ri50 \expndtw-1 \f20 \fs24 be interested in knowing a lo
t about it before purchasing. Hence he reads
\plain\par
\pard\pard\sl-417 \li0 \ri55 \expndtw-11 \f20 \fs24 brochures thoroughly, compar
es brands and models available at different outlets,
\plain\par
\pard\pard\sl-412 \li0 \ri52 \expndtw-11 \f20 \fs24 asks questions, and looks fo
r recommendations. Thus\b consumer involvement
\plain\par
\pard\pard\sl-412 \li0 \ri49 \expndtw-7 \f20 \fs24 can be defined as heightened
state of awareness that motivates consumers to
\plain\par
\pard\pard\sl-413 \li0 \ri672 \expndtw-12 \f20 \fs24 seek out, attend to, and th
ink about product information prior to purchase.
\plain\par
\pard\pard\sl-417 \li0 \ri2815 \expndtw-1 \b \f20 \fs24 CAUSES OF CONSUMER INVOL
VEMENT
\plain\par
\pard\pard\sl-412 \li0 \ri50 \expndtw-10 \f20 \fs24 The factors that influences
consumer involvement include personal, product and
\plain\par
\pard\pard\sl-412 \li0 \ri6097 \expndtw-14 \f20 \fs24 situational.
\plain\par
\pard\pard\sl-418 \li0 \ri5493 \expndtw-21 \b \f20 \fs24 Personal Factors
\plain\par
\pard\pard\sl-407 \li0 \ri53 \expndtw-10 \f20 \fs24 Self-concept, needs, and val
ues are the three personal factors that influence the
\plain\par
\pard\pard\sl-417 \li0 \ri54 \expndtw-2 \f20 \fs24 extent of consumer involvemen
t in a product or service. The more product
\plain\expndtw-4 \f20 \fs24 image, the value symbolism inherent in it and the ne
eds it serves are fitting
\plain\par
\pard\pard\sl-413 \li0 \ri50 \expndtw-7 \f20 \fs24 together with the consumer se
lf- image, values and needs, the more likely the
\plain\par
\pard\pard\sl-412 \li0 \ri54 \expndtw-6 \f20 \fs24 consumer is to feel involved
in it. Celebrities for example share a certain self\plain\expndtw-11 \f20 \fs24 image, certain values, and certain needs. They tend
to use products and services
\plain\par
\pard\pard\sl-412 \li0 \ri47 \expndtw-5 \f20 \fs24 that reflect their life style
. They get highly involved in purchasing prestigious
\plain\par
\pard\pard\sl-412 \li0 \ri1167 \expndtw-12 \f20 \fs24 products like designer wea
r, imported cars, health care products etc.
\par
{\shp
ffd8ffe000104a46494600010100000100010000ffdb004300010101010101010101010101010101
01010101010101010101010101010101010101010101010101010101010101010101010101010101
010101010101010101ffdb0043010101010101010101010101010101010101010101010101010101
0101010101010101010101010101010101010101010101010101010101010101010101010101ffc0
00110806d904d803012200021101031101ffc4001f00000105010101010101000000000000000001
02030405060708090a0bffc400b5100002010303020403050504040000017d010203000411051221
31410613516107227114328191a1082342b1c11552d1f02433627282090a161718191a2526272829
2a3435363738393a434445464748494a535455565758595a636465666768696a737475767778797a
0101010101010101010000000000000102030405060708090a0bffc400b511000201020404030407
05040400010277000102031104052131061241510761711322328108144291a1b1c109233352f015
6272d10a162434e125f11718191a262728292a35363738393a434445464748494a53545556575859
5a636465666768696a737475767778797a82838485868788898a92939495969798999aa2a3a4a5a6
}}}
\plain\pard\sl-299 \li0 \ri5553 \expndtw-20 \b \f20 \fs24 Product Factors
\plain\par
\pard\pard\sl-408 \li0 \ri53 \expndtw-8 \f20 \fs24 The consumer involvement grow
s as the level of perceived risk in the purchase
\plain\par
\pard\pard\sl-417 \li0 \ri48 \expndtw-9 \f20 \fs24 of a good or service increase
s. It is likely that consumers will feel more involved
\plain\par
\pard\pard\sl-412 \li0 \ri54 \expndtw-8 \f20 \fs24 in the purchase of their hous
e than in the purchase of tooth paste, it is a much
\plain\par
\pard\pard\sl-413 \li0 \ri5622 \expndtw-13 \f20 \fs24 riskier purchase.
\plain\par
\pard\pard\sl-412 \li0 \ri47 \expndtw-6 \f20 \fs24 Product differentiation affec
ts involvement. The involvement increases as the
\plain\expndtw-11 \f20 \fs24 number of alternatives that they have to choose fro
m increases. This may be due
\plain\par
\pard\pard\sl-412 \li0 \ri1531 \expndtw-12 \f20 \fs24 to the fact that consumers
feel variety which means greater risk.
\plain\par
\pard\pard\sl-412 \li0 \ri56 \expndtw3 \f20 \fs24 The pleasure one gets by using
a product or service can also influence
\plain\par
\pard\pard\sl-413 \li0 \ri59 \expndtw-8 \f20 \fs24 involvement. Some products ar
e a greater source of pleasure to the consumer
\plain\par
\pard\pard\sl-417 \li0 \ri48 \expndtw-1 \f20 \fs24 than others. Tea and coffee h
ave a high level of hedonic (pleasure) value
\plain\par
\pard\pard\sl-412 \li0 \ri1077 \expndtw-11 \f20 \fs24 compared to, say household
cleaners. Hence the involvement is high.
\plain\par
\pard\pard\sl-412 \li0 \ri53 \expndtw-8 \f20 \fs24 Involvement increases when a
product gains public attention. Any product that
\plain\par
\pard\pard\sl-413 \li0 \ri42 \expndtw-7 \f20 \fs24 is socially visible or that i
s consumed in public, demands high involvement. For
\plain\expndtw-1 \f20 \fs24 example, involvement in the purchase of car is more
than the purchase of
\plain\par
\pard\pard\sl-417 \li0 \ri5588 \expndtw-15 \f20 \fs24 household items.
\plain\par
\pard\pard\sl-417 \li0 \ri5289 \expndtw-20 \b \f20 \fs24 Situational Factors
\plain\par
\pard\pard\sl-408 \li0 \ri54 \expndtw-6 \f20 \fs24 The situation in which the pr
oduct is brought or used can generate emotional
\plain\par
\pard\pard\sl-412 \li0 \ri47 \expndtw-10 \f20 \fs24 involvement. The reason for
purchase or purchase occasion affects involvement.
\plain\expndtw-8 \f20 \fs24 For example, buying a pair of socks for yourself is
far less involved than buying
\plain\par
\pard\pard\sl-412 \li0 \ri5023 \expndtw-11 \f20 \fs24 a gift for a close friend.
\plain\par
\pard\pard\sl-413 \li0 \ri53 \expndtw-7 \f20 \fs24 Social pressure can significa
ntly increase involvement. One is likely to be more
\plain\par
\pard\pard\sl-412 \li0 \ri48 \expndtw-8 \f20 \fs24 self conscious about the prod
ucts and brands one looks at when shopping with
\plain\par
\pard\pard\sl-417 \li0 \ri4082 \expndtw-13 \f20 \fs24 friends than when shopping
alone.
\plain\par
\pard\pard\sl-412 \li0 \ri58 \expndtw-9 \f20 \fs24 The need to make a fast decis
ion also influences involvement. A consumer who
\plain\par
\pard\pard\sl-412 \li0 \ri50 \expndtw-12 \f20 \fs24 needs a new refrigerator and
sees a {\f63 \u8215\'3f}one- day- only sale' at an appliances retailer
\plain\par
\pard\pard\sl-413 \li0 \ri56 \expndtw-11 \f20 \fs24 does not have the time to sh
op around and compare different brands and prices.
\plain\par
\pard\pard\sl-417 \li0 \ri2433 \expndtw-11 \f20 \fs24 The eminence of the decisi
on heightens involvement.
\par
{\shp
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01010101010101010101010101010101010101010101010101010101010101010101010101010101
010101010101010101ffdb0043010101010101010101010101010101010101010101010101010101
0101010101010101010101010101010101010101010101010101010101010101010101010101ffc0
00110806d904d803012200021101031101ffc4001f00000105010101010101000000000000000001
02030405060708090a0bffc400b5100002010303020403050504040000017d010203000411051221
31410613516107227114328191a1082342b1c11552d1f02433627282090a161718191a2526272829
2a3435363738393a434445464748494a535455565758595a636465666768696a737475767778797a
0101010101010101010000000000000102030405060708090a0bffc400b511000201020404030407
05040400010277000102031104052131061241510761711322328108144291a1b1c109233352f015
6272d10a162434e125f11718191a262728292a35363738393a434445464748494a53545556575859
5a636465666768696a737475767778797a82838485868788898a92939495969798999aa2a3a4a5a6
}}}
\plain\pard\sl-314 \li0 \ri51 \expndtw-9 \f20 \fs24 The involvement is high when
the decision is irrevocable, for example when the
\plain\par
\pard\pard\sl-412 \li0 \ri1828 \expndtw-13 \f20 \fs24 retailer does not accept r
eturn or exchange on the sale items.
\plain\par
\pard\pard\sl-417 \li0 \ri53 \expndtw0 \f20 \fs24 Thus involvement may be from o
utside the individual, as with situational
\plain\expndtw-8 \f20 \fs24 involvement or from with in the individual as with e
nduring involvement. It can
\plain\par
\pard\pard\sl-413 \li0 \ri46 \expndtw-9 \f20 \fs24 be induced by a host of perso
nal-product-and situation related factors, many of
\plain\par
\pard\pard\sl-412 \li0 \ri52 \expndtw-10 \f20 \fs24 which can be controlled by t
he marketer. It affects the ways in which consumers
\plain\par
\pard\pard\sl-417 \li0 \ri3216 \expndtw-13 \f20 \fs24 see, process, and send inf
ormation to others.
\plain\par
\pard\pard\sl-417 \li0 \ri4287 \expndtw-1 \b \f20 \fs24 TYPES OF INVOLVEMENT
\plain\par
\pard\pard\sl-408 \li0 \ri4076 \expndtw-12 \f20 \fs24 The two types of involveme
nt are:
\par
\plain\pard\sl-413 \li360 \ri4059 \expndtw-7 \f20 \fs24 A) Situation
\plain\tx2124 \tab \expndtw-12 \f20 \fs24 B) Enduring
\par
\plain\pard\sl-417 \li0 \ri42 \expndtw-1 \f20 \fs24 Involvement has various face
ts of consumer behaviour such as\i search for
\plain\par
\pard\pard\sl-412 \li0 \ri1191 \expndtw-9 \i \f20 \fs24 information, information
processing, and information transmission\i0 .
\plain\par
\pard\pard\sl-417 \li0 \ri4836 \expndtw-23 \b \f20 \fs24 Situational Involvement
\plain\par
\pard\pard\sl-408 \li0 \ri58 \expndtw-1 \f20 \fs24 Situational involvement is te
mporary and refers to emotional feelings of a
\plain\par
\pard\pard\sl-412 \li0 \ri49 \expndtw-5 \f20 \fs24 consumer, experiences in a pa
rticular situation when one thinks of a specific
\plain\par
\pard\pard\sl-417 \li0 \ri6330 \expndtw-20 \f20 \fs24 product.
\plain\par
\pard\pard\sl-417 \li0 \ri4955 \expndtw-22 \b \f20 \fs24 Enduring Involvement
\plain\par
\pard\pard\sl-408 \li0 \ri49 \expndtw-8 \f20 \fs24 Enduring involvement is persi
stent over time and refers to feelings experienced
\plain\expndtw-4 \f20 \fs24 toward a product category across different situation
s. For example, holiday\plain\par
\pard\pard\sl-417 \li0 \ri61 \expndtw-9 \f20 \fs24 makers renting a resort for t
heir trip are highly involved in their choice, but their
\plain\par
\pard\pard\sl-412 \li0 \ri56 \expndtw-5 \f20 \fs24 involvement is temporary. Whe
reas involvement of a person whose hobby is
\plain\par
\pard\pard\sl-413 \li0 \ri52 \expndtw-11 \f20 \fs24 bike racing endures overtime
and affects his responses in any situation related to
\plain\expndtw-6 \f20 \fs24 pre-purchase, purchase and post- purchase of sport b

ikes. It is observed that
\plain\par
\pard\pard\sl-417 \li0 \ri55 \expndtw-7 \f20 \fs24 involvement is triggered by s
pecial situation in the case of holiday makers, but
\plain\par
\pard\pard\sl-412 \li0 \ri1471 \expndtw-13 \f20 \fs24 in the second case, in com
es from, and is a part of the consumer.
\plain\par
\pard\pard\sl-412 \li0 \ri45 \expndtw-9 \f20 \fs24 The contrast between situatio
nal and enduring involvement is important. When
\plain\par
\pard\pard\sl-413 \li0 \ri49 \expndtw-4 \f20 \fs24 marketers measure involvement
they examine the extent to which it can be
\plain\expndtw6 \f20 \fs24 induced by the product or selling situation. After no
ticing the type of
\par
{\shp
ffd8ffe000104a46494600010100000100010000ffdb004300010101010101010101010101010101
01010101010101010101010101010101010101010101010101010101010101010101010101010101
010101010101010101ffdb0043010101010101010101010101010101010101010101010101010101
0101010101010101010101010101010101010101010101010101010101010101010101010101ffc0
00110806d904d803012200021101031101ffc4001f00000105010101010101000000000000000001
02030405060708090a0bffc400b5100002010303020403050504040000017d010203000411051221
31410613516107227114328191a1082342b1c11552d1f02433627282090a161718191a2526272829
2a3435363738393a434445464748494a535455565758595a636465666768696a737475767778797a
0101010101010101010000000000000102030405060708090a0bffc400b511000201020404030407
05040400010277000102031104052131061241510761711322328108144291a1b1c109233352f015
6272d10a162434e125f11718191a262728292a35363738393a434445464748494a53545556575859
5a636465666768696a737475767778797a82838485868788898a92939495969798999aa2a3a4a5a6
}}}
\plain\pard\sl-314 \li0 \ri57 \expndtw-2 \f20 \fs24 involvement they are facing,
marketers work to control products or selling
\plain\par
\pard\pard\sl-412 \li0 \ri6166 \expndtw-16 \f20 \fs24 situations.
\plain\par
\pard\pard\sl-422 \li0 \ri2698 \expndtw0 \b \f20 \fs24 EFFECTS OF CONSUMER INVOL
VEMENT
\plain\par
\pard\pard\sl-407 \li0 \ri44 \expndtw0 \f20 \fs24 Involvement with the product m
akes consumers process product-related
\plain\par
\pard\pard\sl-413 \li0 \ri57 \expndtw-8 \f20 \fs24 information more readily. Thi
s information is processed thoroughly, hence, it is
\plain\par
\pard\pard\sl-412 \li0 \ri53 \expndtw-10 \f20 \fs24 retained for a longtime. Bec
ause of this the consumers become emotionally high
\plain\par
\pard\pard\sl-417 \li0 \ri44 \expndtw5 \f20 \fs24 and tend to engage in extended
problem solving and word- of-mouth
\plain\par
\pard\pard\sl-412 \li0 \ri48 \expndtw-3 \f20 \fs24 communications. These result
into three categories:\i search for information,
\plain\par
\pard\pard\sl-412 \li0 \ri2316 \expndtw-9 \i \f20 \fs24 processing information,
and information transmission.
\plain\par
\pard\pard\sl-413 \li0 \ri57 \expndtw-4 \f20 \fs24 Customers who are highly invo
lved tend to search for information and shop
\plain\par
\pard\pard\sl-417 \li0 \ri49 \expndtw-11 \f20 \fs24 around more when compared wi
th low involvement customers. For example, the
\plain\expndtw-8 \f20 \fs24 customer who is highly involved with cars and thinks
about buying it is likely to
\plain\par
\pard\pard\sl-412 \li0 \ri58 \expndtw-9 \f20 \fs24 gather information. He sees f
or alternative models to figure the advantages and
\plain\expndtw-8 \f20 \fs24 disadvantages of each. The more they are involved, t
he more they learn about
\plain\expndtw-11 \f20 \fs24 the alternatives with in that category. To gather t
he information they use various
\plain\par
\pard\pard\sl-417 \li0 \ri52 \expndtw-9 \f20 \fs24 sources. One such behaviour i
s to shop around, where they visit various outlets
\plain\expndtw-8 \f20 \fs24 and talk to sales people. The customers of this kind
should be encouraged buy
\plain\par
\pard\pard\sl-413 \li0 \ri57 \expndtw-1 \f20 \fs24 retailers to visit the outlet
s to know, and compare various models to meet
\plain\par
\pard\pard\sl-412 \li0 \ri5432 \expndtw-14 \f20 \fs24 information needs.
\plain\par
\pard\pard\sl-422 \li0 \ri4650 \expndtw-22 \b \f20 \fs24 Processing of Informati
on
\plain\par
\pard\pard\sl-407 \li0 \ri43 \expndtw-6 \f20 \fs24 Processing of information mea
ns\i depth of comprehension\i0 ,\i extent of cognitive
\plain\par
\pard\pard\sl-413 \li0 \ri51 \expndtw-4 \i \f20 \fs24 elaboration\i0 , and the e
xtent of\i emotional arousal\i0 of information as discussed
\plain\par
\pard\pard\sl-412 \li0 \ri6468 \expndtw-21 \f20 \fs24 below.
\plain\par
\pard\pard\sl-422 \li0 \ri4735 \expndtw-22 \b \f20 \fs24 Depth of Comprehension
\plain\par
\pard\pard\sl-408 \li0 \ri56 \expndtw-8 \f20 \fs24 Highly involved customers ten
d to process product information at deeper levels
\plain\par
\pard\pard\sl-412 \li0 \ri53 \expndtw-6 \f20 \fs24 of understanding than the one
s with low involvement. For example educated
\plain\par
\pard\pard\sl-413 \li0 \ri44 \expndtw-9 \f20 \fs24 parents in urban areas are hi
ghly involved in baby food purchase decisions than
\plain\par
\pard\pard\sl-417 \li0 \ri57 \expndtw-9 \f20 \fs24 rural uneducated parents. The
y also retain this information for long time. In this
\par
{\shp
ffd8ffe000104a46494600010100000100010000ffdb004300010101010101010101010101010101
01010101010101010101010101010101010101010101010101010101010101010101010101010101
010101010101010101ffdb0043010101010101010101010101010101010101010101010101010101
0101010101010101010101010101010101010101010101010101010101010101010101010101ffc0
00110806d904d803012200021101031101ffc4001f00000105010101010101000000000000000001
02030405060708090a0bffc400b5100002010303020403050504040000017d010203000411051221
31410613516107227114328191a1082342b1c11552d1f02433627282090a161718191a2526272829
2a3435363738393a434445464748494a535455565758595a636465666768696a737475767778797a
0101010101010101010000000000000102030405060708090a0bffc400b511000201020404030407
05040400010277000102031104052131061241510761711322328108144291a1b1c109233352f015
6272d10a162434e125f11718191a262728292a35363738393a434445464748494a53545556575859
5a636465666768696a737475767778797a82838485868788898a92939495969798999aa2a3a4a5a6
}}}
\plain\pard\sl-314 \li0 \ri47 \expndtw-2 \f20 \fs24 case marketers need to provi
de information cues to help the consumers to
\plain\par
\pard\pard\sl-412 \li0 \ri58 \expndtw-3 \f20 \fs24 retrieve information from mem
ory. But when the target is low involvement
\plain\par
\pard\pard\sl-417 \li0 \ri52 \expndtw-8 \f20 \fs24 consumers, marketers should m
ake the necessary information as accessible as
\plain\par
\pard\pard\sl-412 \li0 \ri1980 \expndtw-11 \f20 \fs24 possible at the time of se
lection and buying of the product.
\plain\par
\pard\pard\sl-418 \li0 \ri4106 \expndtw-18 \b \f20 \fs24 Extent of Cognitive Ela
boration
\plain\par
\pard\pard\sl-407 \li0 \ri55 \expndtw-6 \f20 \fs24 Highly involved customers thi
nk more about product choices than consumers
\plain\par
\pard\pard\sl-417 \li0 \ri47 \expndtw-5 \f20 \fs24 with low involvement. Their d
eep understanding involves support arguments
\plain\par
\pard\pard\sl-412 \li0 \ri53 \expndtw-11 \f20 \fs24 and / or counter arguments.
That is, highly involved consumers tend to generate
\plain\par
\pard\pard\sl-412 \li0 \ri58 \expndtw-7 \f20 \fs24 cognitive responses either in
support of the product information or against the
\plain\par
\pard\pard\sl-413 \li0 \ri3659 \expndtw-12 \f20 \fs24 information provided by th
e marketers.
\plain\par
\pard\pard\sl-417 \li0 \ri53 \expndtw-8 \f20 \fs24 If we talk of the previous ex
ample, marketing baby food products, the product
\plain\expndtw-3 \f20 \fs24 all though effective may have significant side effec
ts like obesity. Educated
\plain\par
\pard\pard\sl-412 \li0 \ri56 \expndtw-7 \f20 \fs24 parents are likely to give th
is the great deal of thought before giving it to their
\plain\par
\pard\pard\sl-413 \li0 \ri48 \expndtw-8 \f20 \fs24 children. To ensure that the
parents generate positive thoughts, the marketers
\plain\par
\pard\pard\sl-412 \li0 \ri56 \expndtw-2 \f20 \fs24 have to mention a quality arg
ument that the product benefits outweigh its
\plain\expndtw-5 \f20 \fs24 negative effects. If the arguments are less informed
and not persuasive, it is
\plain\par
\pard\pard\sl-412 \li0 \ri40 \expndtw-10 \f20 \fs24 likely to produce negative t
houghts resulting in an unfavourable attitude towards
\plain\par
\pard\pard\sl-413 \li0 \ri6011 \expndtw-18 \f20 \fs24 the product.
\plain\par
\pard\pard\sl-417 \li0 \ri4509 \expndtw-17 \b \f20 \fs24 Level of Emotional Arou
sal
\plain\par
\pard\pard\sl-412 \li0 \ri292 \expndtw-10 \f20 \fs24 Highly involved consumers a
re more emotional than less involved consumers.
\plain\par
\pard\pard\sl-412 \li0 \ri45 \expndtw-2 \f20 \fs24 The highly involved react mor
e strongly to the product-related information
\plain\par
\pard\pard\sl-413 \li0 \ri51 \expndtw5 \f20 \fs24 which may act for or against m
arketers. This is because the negative
\plain\par
\pard\pard\sl-412 \li0 \ri57 \expndtw-4 \f20 \fs24 interpretation is likely to b
e exaggerated more number of times causing the
\plain\par
\pard\pard\sl-417 \li0 \ri4328 \expndtw-14 \f20 \fs24 customers to reject the pr
oduct.
\plain\par
\pard\pard\sl-417 \li0 \ri4620 \expndtw-21 \b \f20 \fs24 Information Transmissio
n
\plain\par
\pard\pard\sl-407 \li0 \ri55 \expndtw-6 \f20 \fs24 Transmission of information i
s the extent to which greatly involved customers
\plain\par
\pard\pard\sl-413 \li0 \ri45 \expndtw-11 \f20 \fs24 send information about the p
roduct to others. This is done usually through word\plain\par
\pard\pard\sl-417 \li0 \ri57 \expndtw-6 \f20 \fs24 of-mouth communication. The r
esearchers have shown that if consumers are
\par
{\shp
ffd8ffe000104a46494600010100000100010000ffdb004300010101010101010101010101010101
01010101010101010101010101010101010101010101010101010101010101010101010101010101
010101010101010101ffdb0043010101010101010101010101010101010101010101010101010101
0101010101010101010101010101010101010101010101010101010101010101010101010101ffc0
00110806d904d803012200021101031101ffc4001f00000105010101010101000000000000000001
02030405060708090a0bffc400b5100002010303020403050504040000017d010203000411051221
31410613516107227114328191a1082342b1c11552d1f02433627282090a161718191a2526272829
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0101010101010101010000000000000102030405060708090a0bffc400b511000201020404030407
05040400010277000102031104052131061241510761711322328108144291a1b1c109233352f015
6272d10a162434e125f11718191a262728292a35363738393a434445464748494a53545556575859
5a636465666768696a737475767778797a82838485868788898a92939495969798999aa2a3a4a5a6
}}}
\plain\pard\sl-314 \li0 \ri58 \expndtw-4 \f20 \fs24 highly involved they talk ab
out the product frequently than others. Satisfied
\plain\par
\pard\pard\sl-412 \li0 \ri53 \expndtw-6 \f20 \fs24 consumers are likely to speak
favourable about the product, while unsatisfied
\plain\expndtw-7 \f20 \fs24 speak negatively. Therefore, marketers catering to h
ighly involved consumers
\plain\expndtw-8 \f20 \fs24 should attempt to enhance consumer satisfaction and
decrease dissatisfaction.
\plain\par
\pard\pard\sl-413 \li0 \ri46 \expndtw-10 \f20 \fs24 For example, customer happy
with ONIDA television communicates the same to
\plain\par
\pard\pard\sl-412 \li0 \ri4363 \expndtw-13 \f20 \fs24 others through word-of-mou
th.
\plain\par
\pard\pard\sl-422 \li0 \ri2732 \expndtw0 \b \f20 \fs24 MODELS OF CONSUMER INVOLV
EMENT
\plain\par
\pard\pard\sl-407 \li0 \ri58 \expndtw-9 \f20 \fs24 There are four prominent mode
ls of consumer behaviour based on involvement
\plain\expndtw-3 \f20 \fs24 which help marketers in making strategic decision pa
rticularly in marketing
\plain\par
\pard\pard\sl-413 \li0 \ri1356 \expndtw-11 \f20 \fs24 communication related stra
tegies. The four models are as follows.
\plain\par
\pard\pard\sl-417 \li360 \ri236 \expndtw-6 \f20 \fs24 1. Low Involvement Learnin
g Model , 2.Learn-Feel-Do Hierarchy model,
\plain\par
\pard\pard\sl-412 \li360 \ri52 \expndtw-8 \f20 \fs24 3.Level of Message Processi
ng Model, 4.Product versus Brand Involvement
\plain\par
\pard\pard\sl-412 \li360 \ri6151 \expndtw-14 \f20 \fs24 Model

\plain\par
\pard\pard\sl-417 \li0 \ri3881 \expndtw-19 \b \f20 \fs24 Low Involvement Learnin
g Model
\plain\par
\pard\pard\sl-408 \li0 \ri46 \expndtw-9 \f20 \fs24 Low Involvement products are
those which are at low risk, perhaps by virtue of
\plain\par
\pard\pard\sl-417 \li0 \ri56 \expndtw-9 \f20 \fs24 being inexpensive, and repeat
edly used by consumers. Marketers try to sell the
\plain\expndtw-3 \f20 \fs24 products without changing the attitudes of consumers
. New product beliefs
\plain\par
\pard\pard\sl-413 \li0 \ri49 \expndtw-4 \f20 \fs24 replace old brand perceptions
. Marketers achieve low-involvement learning
\plain\par
\pard\pard\sl-412 \li0 \ri54 \expndtw-8 \f20 \fs24 through proper positioning. F
or example, writing pen with the {\f63 \u8215\'3f}uninterrupted
\plain\par
\pard\pard\sl-417 \li0 \ri336 \expndtw-18 \f20 \fs24 flow', and tooth paste with
{\f63 \u8215\'3f}mouth wash' positioning attracts new consumers.
\plain\par
\pard\pard\sl-417 \li0 \ri4042 \expndtw-16 \b \f20 \fs24 Learn-Feel-Do Hierarchy
Model
\plain\par
\pard\pard\sl-408 \li0 \ri49 \expndtw-9 \f20 \fs24 Buying decisions vary accordi
ng to the way there are taken. Some decisions are
\plain\par
\pard\pard\sl-412 \li0 \ri57 \expndtw-8 \f20 \fs24 taken with lot of thinking, o
thers are taken with great feelings. Some are made
\plain\par
\pard\pard\sl-417 \li0 \ri48 \expndtw-1 \f20 \fs24 through force of habit and ot
hers are made consciously. The learn-feel-do
\plain\par
\pard\pard\sl-412 \li0 \ri55 \expndtw-10 \f20 \fs24 hierarchy is simple matrix t
hat attributes consumer choice to information (learn),
\plain\expndtw-8 \f20 \fs24 attitude (feel), and behaviour (do) issues. The matr
ix has four quadrants, each
\plain\expndtw-2 \f20 \fs24 specifying a major marketing communication goal to b
e informative, to be
\plain\par
\pard\pard\sl-417 \li0 \ri52 \expndtw-8 \f20 \fs24 effective, to be habit formin
g, or promote self-satisfaction. Thinking and feeling
\par
{\shp
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d9
}}}

\plain\pard\sl-314 \li0 \ri320 \expndtw-8 \f20 \fs24 are shown as a continuum some decisions involve one or the other and many
\plain\par
\pard\pard\sl-412 \li0 \ri327 \expndtw-3 \f20 \fs24 involve elements of both. Hi
gh and low importance is also represented as a
\plain\par
\pard\pard\sl-417 \li0 \ri6345 \expndtw-18 \f20 \fs24 continuum.
\par
\plain\pard\sl-412 \li360 \ri318 \expndtw-11 \f20 \fs24 HIGH
\plain\tx1339 \tab \expndtw8 \f20 \fs24 INVOLVEMENT
\plain\tx6878 \tab \expndtw-12 \f20 \fs24 {\ul T}{\ul h}{\ul i}{\ul n}{\ul k}{\u
l i}{\ul n}{\ul g}
\plain\par
\pard\pard\sl-413 \li360 \ri698 \expndtw-16 \f20 \fs24 Feeling
\plain\tx3756 \tab \expndtw-6 \f20 \fs24 1. Informative
\plain\tx6193 \tab \expndtw-10 \f20 \fs24 2. Affective
\plain\par
\pard\pard\sl-249 \li4116 \ri701 \expndtw-15 \f20 \fs24 ( Thinker )
\plain\tx6456 \tab \expndtw-17 \f20 \fs24 ( Feeler )
\plain\par
\pard\pard\sl-200\fs20\par \pard\sl-352 \li4178 \ri859 \expndtw-16 \f20 \fs24 Mo
del :
\plain\tx6413 \tab \expndtw-17 \f20 \fs24 Model :
\plain\par
\pard\pard\sl-278 \li3880 \ri508 \expndtw-11 \f20 \fs24 Learn-Feel-Do
\plain\tx6128 \tab \expndtw-11 \f20 \fs24 Feel-Learn-Do
\par
\plain\pard\sl-200\fs20\par \par \par \par \pard\sl-304 \li3760 \ri34 \expndtw-1
2 \f20 \fs24 3. Habit Formation
\plain\tx6231 \tab \expndtw-10 \f20 \fs24 4.Self- Satisfaction
\plain\par
\pard\pard\sl-273 \li4240 \ri597 \expndtw-21 \f20 \fs24 (Doer)
\plain\tx6422 \tab \expndtw-17 \f20 \fs24 ( Reactor )
\plain\par
\pard\pard\sl-278 \li4178 \ri915 \expndtw-16 \f20 \fs24 Model :
\plain\tx6413 \tab \expndtw-18 \f20 \fs24 Model:
\plain\par
\pard\pard\sl-273 \li4058 \ri396 \expndtw-10 \f20 \fs24 Do-Learn-Feel
\plain\tx6247 \tab \expndtw-11 \f20 \fs24 Do-Feel-Learn
\par
\plain\pard\sl-200\fs20\par \par \pard\sl-315 \li360 \ri4875 \expndtw7 \f20 \fs2
4 LOW INVOLVEMENT
\plain\par
\pard\pard\sl-417 \li360 \ri3798 \expndtw-20 \b \f20 \fs24 High Involvement / Hi
gh Thinking
\plain\par
\pard\pard\sl-412 \li360 \ri327 \expndtw-6 \f20 \fs24 Purchases in first quadran
t require more information, both because of the
\plain\par
\pard\pard\sl-412 \li360 \ri322 \expndtw-11 \f20 \fs24 importance of the product
to the consumer and thinking issues related to the
\plain\par
\pard\pard\sl-413 \li360 \ri318 \expndtw-7 \f20 \fs24 purchases. Major purchases
such as cars, houses and other expensive and
\plain\par
\pard\pard\sl-412 \li360 \ri326 \expndtw-7 \f20 \fs24 infrequently buying items

come under this category. The strategy model is
\plain\expndtw-4 \f20 \fs24 learn-feel-do. Marketers have to furnish full inform
ation to get consumer
\plain\par
\pard\pard\sl-412 \li360 \ri4722 \expndtw-15 \f20 \fs24 acceptance of the produc
t.
\plain\par
\pard\pard\sl-418 \li360 \ri3982 \expndtw-22 \b \f20 \fs24 High Involvement / Hi
gh Feeling
\plain\par
\pard\pard\sl-408 \li360 \ri318 \expndtw-8 \f20 \fs24 The purchase decisions in
second quadrant involve less of information than
\plain\par
\pard\pard\sl-417 \li360 \ri320 \expndtw-6 \f20 \fs24 feeling. Typical purchases
tied to self-esteem- jewelry, apparel, cosmetics
\plain\expndtw-9 \f20 \fs24 and accessories come under this category. The strate
gy model is feel-learn\plain\expndtw-2 \f20 \fs24 do. To encourage purchases marketers must approach c
ustomers with
\plain\par
\pard\pard\sl-413 \li360 \ri5252 \expndtw-16 \f20 \fs24 emotion and appeal.
\par
{\shp
ffd8ffe000104a46494600010100000100010000ffdb004300010101010101010101010101010101
01010101010101010101010101010101010101010101010101010101010101010101010101010101
010101010101010101ffdb0043010101010101010101010101010101010101010101010101010101
0101010101010101010101010101010101010101010101010101010101010101010101010101ffc0
00110806d904d803012200021101031101ffc4001f00000105010101010101000000000000000001
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0101010101010101010000000000000102030405060708090a0bffc400b511000201020404030407
05040400010277000102031104052131061241510761711322328108144291a1b1c109233352f015
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5a636465666768696a737475767778797a82838485868788898a92939495969798999aa2a3a4a5a6
}}}
\plain\pard\sl-299 \li0 \ri3811 \expndtw-22 \b \f20 \fs24 Low Involvement / Low
Feeling
\plain\par
\pard\pard\sl-408 \li0 \ri48 \expndtw-10 \f20 \fs24 The purchases in this quadra
nt are motivated primarily by the need to satisfy
\plain\par
\pard\pard\sl-417 \li0 \ri49 \expndtw-7 \f20 \fs24 personal tastes, many of whic
h are influenced by self-image. Products like
\plain\par
\pard\pard\sl-412 \li0 \ri40 \expndtw3 \f20 \fs24 news paper, soft drinks, Liquo
r etc., fall under this category. Group
\plain\par
\pard\pard\sl-413 \li0 \ri56 \expndtw-8 \f20 \fs24 influences often lead to the
purchase of these items. The strategy model is
\plain\expndtw-4 \f20 \fs24 do-feel-learn. It helps marketers to promote product
s through reference
\plain\par
\pard\pard\sl-417 \li0 \ri4017 \expndtw-13 \f20 \fs24 groups and other social fa
ctors.
\plain\par
\pard\pard\sl-417 \li0 \ri3625 \expndtw-21 \b \f20 \fs24 Low Involvement / Low T
hinking
\plain\par
\pard\pard\sl-408 \li0 \ri52 \expndtw0 \f20 \fs24 It involves less in thinking a
nd more of habitual buying. Products like
\plain\expndtw-4 \f20 \fs24 stationery, groceries, food etc., fall under this ca
tegory. Over a period of
\plain\par
\pard\pard\sl-417 \li0 \ri53 \expndtw-1 \f20 \fs24 time any product can fall in
this segment. The role of information is to
\plain\par
\pard\pard\sl-412 \li0 \ri44 \expndtw-11 \f20 \fs24 differentiate any {\f63 \u82
15\'3f}point of difference' from competitors. Brand loyalty may
\plain\par
\pard\pard\sl-412 \li0 \ri39 \expndtw-9 \f20 \fs24 result simply from the habit.
The strategy model is do-learn-feel. It suggests
\plain\par
\pard\pard\sl-413 \li0 \ri595 \expndtw-11 \f20 \fs24 that marketers induce trial
through various sales promotion techniques.
\plain\par
\pard\pard\sl-417 \li0 \ri3470 \expndtw-20 \b \f20 \fs24 Level of Message Proces
sing Model
\par
\plain\pard\sl-412 \li0 \ri56 \expndtw-19 \f20 \fs24 Consumer
\plain\tx1262 \tab \expndtw-19 \f20 \fs24 attention
\plain\tx2379
\plain\tx2849
\plain\tx4561
\plain\tx5041
\plain\tx5660
\plain\tx6423
\tab
\tab
\tab
\tab
\tab
\tab
\expndtw-43
\expndtw-17
\expndtw-41
\expndtw-36
\expndtw-27
\expndtw-19
\f20
\f20
\f20
\f20
\f20
\f20
\fs24
\fs24
\fs24
\fs24
\fs24
\fs24
to
advertisements
or
any
other
marketing
\par
\plain\pard\sl-412 \li0 \ri41 \expndtw0 \f20 \fs24 communication depends on four
levels of consumer involvement: Pre\plain\par
\pard\pard\sl-413 \li0 \ri55 \expndtw-4 \f20 \fs24 attention, focal attention, c
omprehension and elaboration. Each calls for
\plain\par
\pard\pard\sl-412 \li0 \ri51 \expndtw-6 \f20 \fs24 different level of message pr
ocessing. Pre-attention demands only limited
\plain\par
\pard\pard\sl-417 \li0 \ri42 \expndtw0 \f20 \fs24 message processing - the consu
mer only identifies the product. Focal
\plain\par
\pard\pard\sl-412 \li0 \ri52 \expndtw9 \f20 \fs24 attention involves basic infor
mation as product name on use. In
\plain\par
\pard\pard\sl-413 \li0 \ri56 \expndtw-2 \f20 \fs24 comprehension level the messa
ge is analysed, through elaboration the
\plain\expndtw-5 \f20 \fs24 content of the message is integrated with other info
rmation that helps to
\plain\par
\pard\pard\sl-417 \li0 \ri52 \expndtw-3 \f20 \fs24 build attitude towards the pr
oduct. It is suggested that marketers make
\plain\par
\pard\pard\sl-412 \li0 \ri2781 \expndtw-12 \f20 \fs24 advertisements which can i
nduce elaboration.
\plain\par
\pard\pard\sl-417 \li0 \ri2843 \expndtw-19 \b \f20 \fs24 Product versus Brand In
volvement Model
\plain\par
\pard\pard\sl-408 \li0 \ri52 \expndtw-8 \f20 \fs24 Sometimes consumer is involve
d with the product category but may not be
\plain\par
\pard\pard\sl-417 \li0 \ri50 \expndtw-5 \f20 \fs24 necessarily involved with the
particular brand or vice versa. For example,
\par
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}}}
\plain\pard\sl-314 \li400 \ri51 \expndtw-10 \f20 \fs24 house wives know more abo
ut kitchen ware but may not know the details of
\plain\par
\pard\pard\sl-412 \li400 \ri51 \expndtw-9 \f20 \fs24 various brands. According t
o the consumer involvement in either product or
\plain\expndtw-2 \f20 \fs24 particular brand, consumer types can be divided into
four categories as
\plain\par
\pard\pard\sl-412 \li400 \ri5262 \expndtw-14 \f20 \fs24 described below.
\plain\par
\pard\pard\sl-413 \li400 \ri52 \expndtw-9 \b \f20 \fs24 Brand Loyals\b0 : These
consumers are highly involved with both the product
\plain\expndtw-3 \f20 \fs24 category and with particular brand. For example, cig
arette smokers and
\plain\par
\pard\pard\sl-417 \li400 \ri3788 \expndtw-12 \f20 \fs24 paper readers fall in th
is category.
\plain\par
\pard\pard\sl-412 \li400 \ri50 \expndtw-1 \b \f20 \fs24 Information Seekers\b0 :
These buyers are involved more with product
\plain\expndtw5 \f20 \fs24 category but may not have preferred brand. They are l
ikely to see
\plain\expndtw-9 \f20 \fs24 information to decide a particular brand. For exampl
es, air-conditioners and
\plain\par
\pard\pard\sl-417 \li400 \ri2488 \expndtw-11 \f20 \fs24 washing machine buyers f
all under this category.
\plain\par
\pard\pard\sl-412 \li400 \ri54 \expndtw-10 \b \f20 \fs24 Routine Brand Buyers\b0
: These consumers are not highly involved with the
\plain\par
\pard\pard\sl-412 \li400 \ri58 \expndtw-8 \f20 \fs24 product category but may be
involved with the particular brand with in that
\plain\par
\pard\pard\sl-413 \li400 \ri49 \expndtw-6 \f20 \fs24 category. They have low emo
tional attachment with the product category
\plain\par
\pard\pard\sl-412 \li400 \ri41 \expndtw-6 \f20 \fs24 and tied mainly with their
brand. For example users of particular brand of
\plain\par
\pard\pard\sl-417 \li400 \ri311 \expndtw-10 \f20 \fs24 soap for years, regular v
isitors to particular restaurant fall in this category.
\plain\par
\pard\pard\sl-412 \li400 \ri51 \expndtw4 \b \f20 \fs24 Brand Switching\b0 : Cons
umers in this category have no emotional
\plain\expndtw0 \f20 \fs24 attachment either with product category or any brand
with in it. They
\plain\expndtw-5 \f20 \fs24 typically respond to price. For example stationery i
tems, fashion products
\plain\par
\pard\pard\sl-417 \li400 \ri4496 \expndtw-14 \f20 \fs24 come under this category
.
\plain\par
\pard\pard\sl-417 \li40 \ri1126 \expndtw-19 \b \f20 \fs24 Measuring Involvement
on Semantic Differential Scale(Activity)
\plain\par
\pard\pard\sl-200\fs20\par \pard\sl-439 \li12 \ri1307 \expndtw2 \b \f20 \fs24 TO
ME\b0 [INSERT PRODUCT OR PRODUCT CATEGORY]\b IS :
\par
\plain\pard\sl-273 \li2235 \ri1512 \expndtw-11 \f20 \fs24 1

\plain\tx3193 \tab \expndtw-10 \f20 \fs24 2
\plain\par
\pard\pard\sl-278 \li372 \ri1635 \expndtw-9 \f20 \fs24 1. Important
\plain\tx2222 \tab \expndtw-11 \f20 \fs24 _
\plain\par
\pard\pard\sl-273 \li732 \ri5322 \expndtw-15 \f20 \fs24 Unimportant
\par
\plain\pard\sl-278 \li372 \ri1614 \expndtw-4 \f20 \fs24 2. Interesting
\plain\par
\pard\pard\sl-273 \li732 \ri5827 \expndtw-15 \f20 \fs24 Boring
\plain\par
\pard\pard\sl-278 \li372 \ri1610 \expndtw-5 \f20 \fs24 3. Relevant
\par
\plain\pard\sl-273 \li732 \ri991 \expndtw-18 \f20 \fs24 Irreleva\b m\b0 t\b vjft
8gjbmjfufhccudnfncudncucfmcvjfimicbxtdbxc
\plain\par
\pard\pard\sl-240 \li1475 \ri5646 \expndtw-13 \f20 \fs24 n
\par
\plain\pard\sl-278 \li372 \ri1590 \expndtw0 \f20 \fs24 4. Exciting
\plain\par
\pard\pard\sl-273 \li732 \ri5468 \expndtw-11 \f20 \fs24 Unexciting
\plain\par
\pard\pard\sl-278 \li372 \ri1583 \expndtw-2 \f20 \fs24 5. Meaningful
\plain\par
\pard\pard\sl-273 \li732 \ri5333 \expndtw-13 \f20 \fs24 Meaningless
\plain\par
\pard\pard\sl-278 \li372 \ri1583 \expndtw-3 \f20 \fs24 6. Appealing

\plain\par
\pard\pard\sl-273 \li732 \ri5326 \expndtw-15 \f20 \fs24 Unappealing
\plain\par
\pard\pard\sl-278 \li372 \ri1592 \expndtw-6 \f20 \fs24 7. fascinating
\plain\par
\pard\pard\sl-273 \li732 \ri5641 \expndtw-14 \f20 \fs24 Ordinary
\plain\par
\pard\pard\sl-278 \li372 \ri5669 \expndtw-5 \f20 \fs24 8. priceless
\plain\par
\pard\pard\sl-273 \li372 \ri5589 \expndtw-3 \f20 \fs24 9. Involving
\plain\par
\pard\pard\sl-287 \li372 \ri5481 \expndtw-11 \f20 \fs24 10. Necessary
\par
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28a0028a28a0028a28a0028a28a002bf902fdb23fe5724ff00824eff00d9807c47ff00d41bfe0a59
5fd7ed14005145140051451400514514005145140051451400514514005145140051451400514514
00514514005145140051451400514514005145140051451400514514005145140051451400514514
00514514005145140051451400514514005145140051451400514514005145140051451400514514
01fc817fc1953ff28b2f8f9ff67fff0014ff00f59d7f655afebf68a2800a28a2800a28a2800a28a2
800a28a2800a28a2800a28a2800a28a2800a28a2803fffd9
}}}
\plain\pard\sl-299 \li3496 \ri2865 \expndtw-17 \b \f20 \fs24 LESSON-3
\plain\par
\pard\pard\sl-412 \li1609 \ri1176 \expndtw-5 \b \f20 \fs24 CONSUMER DECISION MAK
ING PROCESS
\plain\par
\pard\pard\sl-412 \li0 \ri54 \expndtw-1 \f20 \fs24 The most important environmen
t in which firms operate is their customer
\plain\par
\pard\pard\sl-412 \li0 \ri48 \expndtw-9 \f20 \fs24 environment because the basic
belief of marketing oriented company - that the
\plain\expndtw-11 \f20 \fs24 customer is the centre around which the business re
volves. Therefore, marketing
\plain\par
\pard\pard\sl-412 \li0 \ri53 \expndtw-10 \f20 \fs24 people need to understand th
e processes that their customers go through when
\plain\par
\pard\pard\sl-417 \li0 \ri5575 \expndtw-13 \f20 \fs24 making decision.
\plain\par
\pard\pard\sl-412 \li0 \ri50 \expndtw-9 \f20 \fs24 The consumer decision making
process involves series of related and sequential
\plain\par
\pard\pard\sl-412 \li0 \ri54 \expndtw-9 \f20 \fs24 stages of activities. The pro
cess begins with the discovery and recognition of an
\plain\expndtw-2 \f20 \fs24 unsatisfied need or want. It becomes a drive. Consum
er begins search for
\plain\par
\pard\pard\sl-417 \li0 \ri50 \expndtw1 \f20 \fs24 information. This search gives
rise to various alternatives and finally the
\plain\par
\pard\pard\sl-412 \li0 \ri58 \expndtw-11 \f20 \fs24 purchase decision is made. T
hen buyer evaluates the post purchase behaviour to
\plain\par
\pard\pard\sl-412 \li0 \ri52 \expndtw-7 \f20 \fs24 know the level of satisfactio
n. The process is explained below with the help of
\plain\par
\pard\pard\sl-413 \li0 \ri6291 \expndtw-21 \f20 \fs24 diagram.
\plain\par
\pard\pard\sl-417 \li1782 \ri1328 \expndtw-7 \b \f20 \fs24 STEPS IN DECISION MAK
ING PROCESS
\plain\par
\pard\pard\sl-200\fs20\par \pard\sl-433 \li3150 \ri2393 \expndtw-14 \f20 \fs27 N
eed Recognition
\par
\plain\pard\sl-200\fs20\par \par \par \pard\sl-355 \li3150 \ri2263 \expndtw-15 \
f20 \fs27 {\ul I}{\ul n}{\ul f}{\ul o}{\ul r}{\ul m}{\ul a}{\ul t}{\ul i}{\ul o}
{\ul n}{\ul }{\ul S}{\ul e}{\ul a}{\ul r}{\ul c}{\ul h}
\par
f20 \fs27 Evaluation of Alternatives
\par
f20 \fs27 {\ul P}{\ul u}{\ul r}{\ul c}{\ul h}{\ul a}{\ul s}{\ul e}{\ul }{\ul D}
{\ul e}{\ul c}{\ul i}{\ul s}{\ul i}{\ul o}{\ul n}
\par
\plain\pard\sl-200\fs20\par \par \par \par \pard\sl-280 \li2800 \ri1993 \expndtw
-13 \f20 \fs27 {\ul P}{\ul o}{\ul s}{\ul t}{\ul -}{\ul P}{\ul u}{\ul r}{\ul c}{\
ul h}{\ul a}{\ul s}{\ul e}{\ul }{\ul B}{\ul e}{\ul h}{\ul a}{\ul v}{\ul i}{\ul
o}{\ul u}{\ul r}
\par
{\shp
ffd8ffe000104a46494600010100000100010000ffdb004300010101010101010101010101010101
01010101010101010101010101010101010101010101010101010101010101010101010101010101
010101010101010101ffdb0043010101010101010101010101010101010101010101010101010101
0101010101010101010101010101010101010101010101010101010101010101010101010101ffc0
00110806d904d803012200021101031101ffc4001f00000105010101010101000000000000000001
02030405060708090a0bffc400b5100002010303020403050504040000017d010203000411051221
31410613516107227114328191a1082342b1c11552d1f02433627282090a161718191a2526272829
2a3435363738393a434445464748494a535455565758595a636465666768696a737475767778797a
0101010101010101010000000000000102030405060708090a0bffc400b511000201020404030407
05040400010277000102031104052131061241510761711322328108144291a1b1c109233352f015
6272d10a162434e125f11718191a262728292a35363738393a434445464748494a53545556575859
5a636465666768696a737475767778797a82838485868788898a92939495969798999aa2a3a4a5a6
}}}
\plain\pard\sl-299 \li120 \ri4705 \expndtw-45 \b \f20 \fs24 1.
\plain\tx912 \tab \expndtw-25 \b \f20 \fs24 Need Recognition
\par
\plain\pard\sl-408 \li120 \ri57 \expndtw-10 \f20 \fs24 When a person has an unsa
tisfied need, the buying process begins to satisfy the
\plain\par
\pard\pard\sl-417 \li120 \ri42 \expndtw-8 \f20 \fs24 needs. The need may be acti
vated by internal or external factors. The intensity
\plain\par
\pard\pard\sl-412 \li120 \ri48 \expndtw-6 \f20 \fs24 of the want will indicate t
he speed with which a person will move to fulfill the
\plain\par
\pard\pard\sl-413 \li120 \ri60 \expndtw2 \f20 \fs24 want. On the basis of need a
nd its urgency, forms the order of priority.
\plain\par
\pard\pard\sl-412 \li120 \ri1476 \expndtw-9 \f20 \fs24 Marketers should provide
required information of selling points.
\par
\plain\tx537 \tab \expndtw-23 \b \f20 \fs24 Information Search
\par
\plain\pard\sl-407 \li120 \ri54 \expndtw-7 \f20 \fs24 Identified needs can be sa
tisfied only when desired product is known and also
\plain\par
\pard\pard\sl-412 \li120 \ri60 \expndtw-6 \f20 \fs24 easily available. Different
products are available in the market, but consumer
\plain\par
\pard\pard\sl-413 \li120 \ri47 \expndtw-6 \f20 \fs24 must know which product or
brand gives him maximum satisfaction. And the
\plain\expndtw-1 \f20 \fs24 person has to search out for relevant information of
the product, brand or
\plain\par
\pard\pard\sl-412 \li120 \ri51 \expndtw-8 \f20 \fs24 location. Consumers can use
many sources e.g., neighbors, friends and family.
\plain\par
\pard\pard\sl-412 \li120 \ri60 \expndtw-7 \f20 \fs24 Marketers also provide rele
vant information through advertisements, retailers,
\plain\par
\pard\pard\sl-413 \li120 \ri56 \expndtw-6 \f20 \fs24 dealers, packaging and sale
s promotion, and window displaying. Mass media
\plain\expndtw-9 \f20 \fs24 like news papers, radio, and television provide info
rmation. Now a days internet
\plain\par
\pard\pard\sl-417 \li120 \ri52 \expndtw-3 \f20 \fs24 has become an important and
reliable source of information. Marketers are
\plain\par
\pard\pard\sl-412 \li120 \ri1768 \expndtw-12 \f20 \fs24 expected to provide late
st, reliable and adequate information.
\par
\plain\tx538 \tab \expndtw-19 \b \f20 \fs24 Evaluation of Alternatives
\par
\plain\pard\sl-407 \li120 \ri46 \expndtw2 \f20 \fs24 This is a critical stage in
the process of buying. Following are important
\plain\par
\pard\pard\sl-417 \li120 \ri2803 \expndtw-12 \f20 \fs24 elements in the process
of alternatives evaluation
\plain\par
\pard\pard\sl-412 \li120 \ri53 \expndtw-9 \f20 \fs24 a)A product is viewed as a
bundle of attributes. These attributes or features are
\plain\par
\pard\pard\sl-413 \li120 \ri56 \expndtw-1 \f20 \fs24 used for evaluating product
s or brands. For example, in washing machine
\plain\par
\pard\pard\sl-412 \li120 \ri796 \expndtw-10 \f20 \fs24 consumer considers price,
capacity, technology, quality, model and size.

\plain\par
\pard\pard\sl-417 \li120 \ri45 \expndtw-7 \f20 \fs24 b)Factors like company, bra
nd image, country, distribution network and after\plain\par
\pard\pard\sl-412 \li120 \ri2955 \expndtw-10 \f20 \fs24 sales service also becom
e critical in evaluation.
\plain\par
\pard\pard\sl-412 \li120 \ri41 \expndtw-9 \f20 \fs24 c)Marketers should understa
nd the importance of these factors to consumers of
\plain\par
\pard\pard\sl-413 \li120 \ri405 \expndtw-12 \f20 \fs24 these factor to consumers
while manufacturing and marketing their products.
\par
{\shp
ffd8ffe000104a46494600010100000100010000ffdb004300010101010101010101010101010101
01010101010101010101010101010101010101010101010101010101010101010101010101010101
010101010101010101ffdb0043010101010101010101010101010101010101010101010101010101
0101010101010101010101010101010101010101010101010101010101010101010101010101ffc0
00110806d904d803012200021101031101ffc4001f00000105010101010101000000000000000001
02030405060708090a0bffc400b5100002010303020403050504040000017d010203000411051221
31410613516107227114328191a1082342b1c11552d1f02433627282090a161718191a2526272829
2a3435363738393a434445464748494a535455565758595a636465666768696a737475767778797a
0101010101010101010000000000000102030405060708090a0bffc400b511000201020404030407
05040400010277000102031104052131061241510761711322328108144291a1b1c109233352f015
6272d10a162434e125f11718191a262728292a35363738393a434445464748494a53545556575859
5a636465666768696a737475767778797a82838485868788898a92939495969798999aa2a3a4a5a6
}}}

\plain\tx418 \tab \expndtw-23 \b \f20 \fs24 Purchase Decision
\par
\plain\pard\sl-408 \li0 \ri43 \expndtw-10 \f20 \fs24 Outcome of the evaluation d
evelops likes and dislikes about alternative products
\plain\par
\pard\pard\sl-417 \li0 \ri47 \expndtw-10 \f20 \fs24 or brands in consumers. This
attitude towards the brand influences a decision as
\plain\par
\pard\pard\sl-412 \li0 \ri60 \expndtw-8 \f20 \fs24 to buy or not to buy. Thus th
e prospective buyer heads towards final selection.
\plain\par
\pard\pard\sl-413 \li0 \ri52 \expndtw-2 \f20 \fs24 In addition to all the above
factors, situational factors like finance options,
\plain\par
\pard\pard\sl-412 \li0 \ri2569 \expndtw-11 \f20 \fs24 dealer terms, falling pric
es etc., are also considered.
\par
\plain\tx418 \tab \expndtw-21 \b \f20 \fs24 Post- Purchase Behaviour
\par
\plain\pard\sl-407 \li0 \ri50 \expndtw-8 \f20 \fs24 This behaviuor of consumer i
s more important as for as marketer is concerned.
\plain\par
\pard\pard\sl-412 \li0 \ri46 \expndtw5 \f20 \fs24 Consumer gets brand preference
only when that brand lives up to his
\plain\par
\pard\pard\sl-413 \li0 \ri42 \expndtw0 \f20 \fs24 expectation. This brand prefer
ence naturally repeats sales of marketer. A
\plain\par
\pard\pard\sl-417 \li0 \ri49 \expndtw-6 \f20 \fs24 satisfied buyer is a silent a
dvertisement. But, if the used brand does not yield
\plain\par
\pard\pard\sl-412 \li0 \ri52 \expndtw2 \f20 \fs24 desired satisfaction, negative
feeling will occur and that will lead to the
\plain\par
\pard\pard\sl-412 \li0 \ri56 \expndtw0 \f20 \fs24 formation of negative attitude
towards brand. This phenomenon is called
\plain\par
\pard\pard\sl-413 \li0 \ri43 \expndtw-6 \f20 \fs24 cognitive dissonance. Markete
rs try to use this phenomenon to attract user of
\plain\par
\pard\pard\sl-412 \li0 \ri51 \expndtw-2 \f20 \fs24 other brands to their brands.
Different promotional-mix elements can help
\plain\par
\pard\pard\sl-417 \li0 \ri1095 \expndtw-13 \f20 \fs24 marketers to retain his cu
stomers as well as to attract new customers.
\plain\par
\pard\pard\sl-417 \li0 \ri3893 \expndtw-5 \b \f20 \fs24 CONSUMER DECISION RULES
\plain\par
\pard\pard\sl-408 \li0 \ri48 \expndtw-8 \f20 \fs24 These are generally referred
to as information processing strategies. These are
\plain\par
\pard\pard\sl-412 \li0 \ri58 \expndtw-9 \f20 \fs24 procedures that help consumer
s to evaluate various options and reduce the risk
\plain\expndtw-6 \f20 \fs24 of making complex decisions by providing the guideli
nes. Decision rules have
\plain\par
\pard\pard\sl-412 \li0 \ri3247 \expndtw-11 \f20 \fs24 been broadly classified in
to two categories :
\plain\par
\pard\pard\sl-413 \li0 \ri48 \expndtw-7 \b \f20 \fs24 1\b0 .\b Compensatory Dec
ision Rules\b0 : Consumers evaluate brand or model in
\plain\par
\pard\pard\sl-412 \li0 \ri57 \expndtw-4 \f20 \fs24 terms of each attribute and c
omputes a weighted score for each brand. The
\plain\par
\pard\pard\sl-417 \li0 \ri60 \expndtw-13 \f20 \fs24 computed score reflects the
brand's relative merit as a potential purchase choice.
\plain\par
\pard\pard\sl-412 \li0 \ri49 \expndtw-11 \f20 \fs24 The assumption is that consu
mer will select the brand that scores highest among
\plain\par
\pard\pard\sl-412 \li0 \ri58 \expndtw-9 \f20 \fs24 alternative brands. The uniqu
e feature of this rule is that it balances the positive
\plain\par
\pard\pard\sl-413 \li0 \ri55 \expndtw-7 \f20 \fs24 evaluation of a brand on one
attribute to balance out a negative evaluation on
\par
{\shp
ffd8ffe000104a46494600010100000100010000ffdb004300010101010101010101010101010101
01010101010101010101010101010101010101010101010101010101010101010101010101010101
010101010101010101ffdb0043010101010101010101010101010101010101010101010101010101
0101010101010101010101010101010101010101010101010101010101010101010101010101ffc0
00110806d904d803012200021101031101ffc4001f00000105010101010101000000000000000001
02030405060708090a0bffc400b5100002010303020403050504040000017d010203000411051221
31410613516107227114328191a1082342b1c11552d1f02433627282090a161718191a2526272829
2a3435363738393a434445464748494a535455565758595a636465666768696a737475767778797a
0101010101010101010000000000000102030405060708090a0bffc400b511000201020404030407
05040400010277000102031104052131061241510761711322328108144291a1b1c109233352f015
6272d10a162434e125f11718191a262728292a35363738393a434445464748494a53545556575859
5a636465666768696a737475767778797a82838485868788898a92939495969798999aa2a3a4a5a6
}}}
\plain\pard\sl-314 \li0 \ri46 \expndtw-7 \f20 \fs24 some other attribute. For ex
ample, positive attribute like high fuel efficiency is
\plain\par
\pard\pard\sl-412 \li0 \ri1514 \expndtw-12 \f20 \fs24 balanced with the negative
evaluation of high maintenance cost.
\plain\par
\pard\pard\sl-417 \li0 \ri48 \expndtw2 \b \f20 \fs24 2. Noncompensarory Decision
Rules\b0 : In contrast to the above rule
\plain\par
\pard\pard\sl-412 \li0 \ri51 \expndtw-10 \f20 \fs24 noncompensatory rules do not
allow consumers to balance positive evaluation of
\plain\expndtw-6 \f20 \fs24 a brand on one attribute against negative evaluation
on some other attribute.
\plain\par
\pard\pard\sl-412 \li0 \ri2887 \expndtw-13 \f20 \fs24 There are three types of n
oncompensatory rules.
\par
\plain\pard\sl-417 \li0 \ri56 \expndtw-12 \b\i \f20 \fs24 Conjunctive Decision R
ule\b0\i0 :
\plain\tx3312 \tab \expndtw-1 \f20 \fs24 In conjunctive decision rule the consum
er
\par
\plain\pard\sl-412 \li0 \ri44 \expndtw-4 \f20 \fs24 establishes a different, min
imally acceptable level as a cut off point for each
\plain\par
\pard\pard\sl-412 \li0 \ri55 \expndtw4 \f20 \fs24 attribute. In this the option
is eliminated for further consideration if a
\plain\par
\pard\pard\sl-413 \li0 \ri1095 \expndtw-10 \f20 \fs24 specific brand or model fa
lls below the cut off point on any attribute.
\plain\par
\pard\pard\sl-417 \li0 \ri47 \expndtw-4 \b\i \f20 \fs24 Disjunctive Rule\i0 :\b
0 It is the {\f63 \u8215\'3f}mirror image' of conjunctive rule. Here the
\plain\expndtw-3 \f20 \fs24 consumer establishes a separate minimally acceptable
cut off level for each
\plain\par
\pard\pard\sl-412 \li0 \ri55 \expndtw-6 \f20 \fs24 attribute. In this case if an
option meets or exceeds the cut off establishes for
\plain\par
\pard\pard\sl-413 \li0 \ri4362 \expndtw-13 \f20 \fs24 any one attribute it is ac
cepted.
\plain\par
\pard\pard\sl-412 \li0 \ri53 \expndtw-6 \b\i \f20 \fs24 Lexicographic Decision R
ule\i0 :\b0 In this rule the consumer initially ranks the
\plain\expndtw-5 \f20 \fs24 attributes in terms of perceived relevance or import
ance. Later he compares
\plain\expndtw-4 \f20 \fs24 different alternatives in terms of the single attrib
ute that is considered most
\plain\par
\pard\pard\sl-413 \li0 \ri43 \expndtw0 \f20 \fs24 important. On this top ranked
alternative, regardless of the score on any
\plain\par
\pard\pard\sl-412 \li0 \ri56 \expndtw0 \f20 \fs24 other attribute, if one option
scores sufficiently high it is selected and the
\plain\par
\pard\pard\sl-417 \li0 \ri5898 \expndtw-18 \f20 \fs24 process ends.
\plain\par
\pard\pard\sl-417 \li0 \ri2413 \expndtw-2 \b \f20 \fs24 LEVELS OF CONSUMER DECIS
ION MAKING
\plain\par
\pard\pard\sl-408 \li0 \ri47 \expndtw-2 \f20 \fs24 The consumer decision making
process is complex with varying degree. All
\plain\par
\pard\pard\sl-412 \li0 \ri50 \expndtw-2 \f20 \fs24 purchase decisions do not req
uire extensive effort. On continuum of effort
\plain\expndtw-5 \f20 \fs24 ranging from very high to very low, it can be distin
guished into three specific
\plain\par
\pard\pard\sl-412 \li0 \ri3886 \expndtw-11 \f20 \fs24 levels of consumer decisio
n making:
\plain\par
\pard\pard\sl-412 \li0 \ri361 \expndtw-4 \f20 \fs24 1) Extensive Problem Solving
( EPS ) 2) Limited Problem Ssolving ( LPS )
\plain\par
\pard\pard\sl-413 \li0 \ri3870 \expndtw-7 \f20 \fs24 3) Routine Problem Solving
( RPS )
\par
{\shp
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}}}
\plain\pard\sl-314 \li0 \ri49 \expndtw-2 \b \f20 \fs24 1.Extensive Problem Solvi
ng ( EPS )\b0 : When consumers buy a new or
\plain\par
\pard\pard\sl-412 \li0 \ri53 \expndtw-8 \f20 \fs24 unfamiliar product it usually
involves the need to obtain substantial information
\plain\par
\pard\pard\sl-417 \li0 \ri57 \expndtw-1 \f20 \fs24 and a long time to choose. Th
ey must form the concept of a new product
\plain\par
\pard\pard\sl-412 \li0 \ri187 \expndtw-12 \f20 \fs24 category and determine the
criteria to be used in choosing the product or brand.
\plain\par
\pard\pard\sl-413 \li0 \ri109 \expndtw-11 \b \f20 \fs24 2.Limited Problem Solvin
g ( LPS )\b0 : Sometimes consumers are familiar with
\plain\par
\pard\pard\sl-412 \li0 \ri143 \expndtw-8 \f20 \fs24 both product category and va
rious brands in that category, but they have not
\plain\par
\pard\pard\sl-417 \li0 \ri140 \expndtw-3 \f20 \fs24 fully established brand pref
erences. They search for additional information
\plain\par
\pard\pard\sl-412 \li0 \ri2631 \expndtw-12 \f20 \fs24 helped them to discriminat
e among various brands.
\plain\par
\pard\pard\sl-412 \li0 \ri115 \expndtw-15 \b \f20 \fs24 3.Routine Problem Solvin
g ( RPS )\b0 : When consumers have already purchased
\plain\par
\pard\pard\sl-413 \li0 \ri109 \expndtw-9 \f20 \fs24 a product or brand , they re
quire little or no information to choose the product.
\plain\par
\pard\pard\sl-417 \li0 \ri2172 \expndtw-11 \f20 \fs24 Consumers involve in habit
ual and automatic purchases.
\par
\plain\pard\sl-200\fs20\par \par \par \par \par \pard\sl-243 \li3314 \ri3030 \ex
pndtw-17 \b \f20 \fs24 LESSON-4
\plain\par
\pard\pard\sl-412 \li394 \ri412 \expndtw-2 \b \f20 \fs24 CONSUMER BEHAVIOUR AND
MARKETING IMPLICATIONS
\plain\par
\pard\pard\sl-412 \li0 \ri50 \expndtw-8 \f20 \fs24 The basic belief of marketing
-oriented company is that the customer is the hub
\plain\par
\pard\pard\sl-412 \li0 \ri55 \expndtw-3 \f20 \fs24 around which the business rev
olves. Therefore, understanding what makes
\plain\par
\pard\pard\sl-413 \li0 \ri46 \expndtw-9 \f20 \fs24 people in general buy and wha
t makes your customer in particular buy is a vital
\plain\par
\pard\pard\sl-412 \li0 \ri43 \expndtw-3 \f20 \fs24 part of business success. Mar
ket itself means - customer, around whom all
\plain\par
\pard\pard\sl-417 \li0 \ri58 \expndtw0 \f20 \fs24 marketing strategies are formu
lated and implemented. In order to meet
\plain\par
\pard\pard\sl-412 \li0 \ri48 \expndtw-4 \f20 \fs24 competition at the market pla
ce, the marketing managers are using various
\plain\par
\pard\pard\sl-413 \li0 \ri58 \expndtw-3 \f20 \fs24 methods to add value to the f
inal product which will reach the hands of the
\plain\expndtw0 \f20 \fs24 consumers. It means in ever changing marketing enviro
nment, there is a
\plain\expndtw-10 \f20 \fs24 growing concern or awareness among marketers to go
for a careful study of the
\plain\par
\pard\pard\sl-412 \li0 \ri55 \expndtw-8 \f20 \fs24 consumer behaviour around whi
ch all marketing activities are made. Following
\plain\par
\pard\pard\sl-412 \li0 \ri1954 \expndtw-11 \f20 \fs24 are the key marketing impl
ications of consumer behaviour.
\par
{\shp
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0101010101010101010101010101010101010101010101010101010101010101010101010101ffc0
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0101010101010101010000000000000102030405060708090a0bffc400b511000201020404030407
05040400010277000102031104052131061241510761711322328108144291a1b1c109233352f015
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5a636465666768696a737475767778797a82838485868788898a92939495969798999aa2a3a4a5a6
}}}
\plain\pard\sl-299 \li0 \ri1016 \expndtw-1 \b \f20 \fs24 CONSUMER BEHAVIOUR AND
MARKETING STRATEGIES
\plain\par
\pard\pard\sl-408 \li0 \ri43 \expndtw-2 \f20 \fs24 Understanding the consumer be
haviour is the basic for marketing strategy
\plain\par
\pard\pard\sl-417 \li0 \ri53 \expndtw-6 \f20 \fs24 formulation. Consumers reacti
on to this strategy determines the organization
\plain\par
\pard\pard\sl-412 \li0 \ri56 \expndtw-5 \f20 \fs24 success or failure. In this c
ompetitive environment Organisations can survive
\plain\par
\pard\pard\sl-413 \li0 \ri50 \expndtw-5 \f20 \fs24 only by offering more\b cust
omer value -\b0 difference between all the benefits
\plain\par
\pard\pard\sl-412 \li0 \ri44 \expndtw-8 \f20 \fs24 derived from a total product
and all the costs of acquiring those benefits - than
\plain\par
\pard\pard\sl-417 \li0 \ri49 \expndtw-10 \f20 \fs24 competitors. Providing super
ior customer value requires the organization to do a
\plain\par
\pard\pard\sl-412 \li0 \ri56 \expndtw-12 \f20 \fs24 better job of anticipating a
nd reacting to the customer needs than the competitor.
\plain\par
\pard\pard\sl-412 \li0 \ri44 \expndtw-6 \f20 \fs24 Marketing strategy is basical
ly the answer to the question: How will company
\plain\expndtw-11 \f20 \fs24 provide superior customer value to its target marke
t? The answer to this question
\plain\par
\pard\pard\sl-417 \li0 \ri49 \expndtw-10 \f20 \fs24 requires formulation of\b m
arketing - mix\b0 - product, price, place and promotion

\plain\expndtw-12 \f20 \fs24 - strategies. The right combination of these elemen
ts meets customer expectation
\plain\expndtw-7 \f20 \fs24 and provides customer value. For example, marketer o
f a bike must know the
\plain\par
\pard\pard\sl-413 \li0 \ri56 \expndtw-1 \f20 \fs24 customers performance expecta
tions, desired service, Price willing to pay,
\par
\plain\pard\sl-412 \li0 \ri54 \expndtw-7 \f20 \fs24 information he seeks and
\plain\tx2920 \tab \expndtw-5 \f20 \fs24 after-sales service to provide superior
customer
\plain\par
\pard\pard\sl-417 \li0 \ri6528 \expndtw-22 \f20 \fs24 value.
\par
\plain\pard\sl-417 \li0 \ri1016 \expndtw0 \b \f20 \fs24 CONSUMER BEHAVIOUR AND M
ARKET SEGMENTATION
\plain\par
\pard\pard\sl-408 \li0 \ri50 \expndtw-7 \f20 \fs24 The most important marketing
decision a firm makes is the selection of one or
\plain\expndtw-12 \f20 \fs24 more segments to focus their marketing effort. Mark
eters do not create segments
\plain\par
\pard\pard\sl-417 \li0 \ri56 \expndtw-9 \f20 \fs24 but they find it in the marke
t place. Market segmentation is the study of market
\plain\par
\pard\pard\sl-412 \li0 \ri53 \expndtw-8 \f20 \fs24 place in order to discover vi
able group of consumers who are homogeneous in
\plain\par
\pard\pard\sl-413 \li0 \ri57 \expndtw-8 \f20 \fs24 their approach in selecting a
nd using goods or services. Since market segment
\plain\par
\pard\pard\sl-412 \li0 \ri41 \expndtw-10 \f20 \fs24 has unique needs, a firm tha
t develops a product focusing solely on the needs of
\plain\par
\pard\pard\sl-417 \li0 \ri57 \expndtw-6 \f20 \fs24 that segment will be able to
meet the target group desire and provides more
\plain\par
\pard\pard\sl-412 \li0 \ri49 \expndtw-6 \f20 \fs24 customer value than competito
r. For example, right segment for {\f63 \u8215\'3f}Femina'
\plain\par
\pard\pard\sl-412 \li0 \ri52 \expndtw-9 \f20 \fs24 magazine is educated urban wo
men. The success of this magazine depends on
\plain\par
\pard\pard\sl-413 \li0 \ri3535 \expndtw-14 \f20 \fs24 their understanding of the
urban woman.
\par
{\shp
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010101010101010101ffdb0043010101010101010101010101010101010101010101010101010101
0101010101010101010101010101010101010101010101010101010101010101010101010101ffc0
00110806d904d803012200021101031101ffc4001f00000105010101010101000000000000000001
02030405060708090a0bffc400b5100002010303020403050504040000017d010203000411051221
31410613516107227114328191a1082342b1c11552d1f02433627282090a161718191a2526272829
2a3435363738393a434445464748494a535455565758595a636465666768696a737475767778797a
0101010101010101010000000000000102030405060708090a0bffc400b511000201020404030407
05040400010277000102031104052131061241510761711322328108144291a1b1c109233352f015
6272d10a162434e125f11718191a262728292a35363738393a434445464748494a53545556575859
5a636465666768696a737475767778797a82838485868788898a92939495969798999aa2a3a4a5a6
}}}
\plain\pard\sl-332 \li0 \ri1244 \expndtw-5 \b \f20 \fs24 CONSUMER BEHAVIOUR AND
PRODUCT POSITIONING
\plain\par
\pard\pard\sl-412 \li0 \ri57 \expndtw-3 \f20 \fs24 Product positioning is placin
g the product, service, company, or shop in the
\plain\expndtw-10 \f20 \fs24 mind of consumer or target group. Through positioni
ng marketers seek the right
\plain\par
\pard\pard\sl-413 \li0 \ri51 \expndtw-11 \f20 \fs24 fit between a product and de
sired customer benefits. The right positioning means
\plain\expndtw-6 \f20 \fs24 understanding the consumer perception process in gen
eral and perception of
\plain\expndtw-9 \f20 \fs24 company's product in particular. For example, Samsun
g brand is perceived as
\plain\par
\pard\pard\sl-412 \li0 \ri47 \expndtw-2 \f20 \fs24 premium brand by few customer
s and value-driven brand by others in the
\plain\par
\pard\pard\sl-412 \li0 \ri57 \expndtw-9 \f20 \fs24 market, but marketer must fin
d out what makes their target market to perceive
\plain\par
\pard\pard\sl-413 \li0 \ri3724 \expndtw-9 \f20 \fs24 differently and position it
accordingly.
\plain\par
\pard\pard\sl-422 \li0 \ri1193 \expndtw-1 \b \f20 \fs24 CONSUMER BEHAVIOUR AND M
ARKETING RESEARCH
\plain\par
\pard\pard\sl-407 \li0 \ri57 \expndtw-5 \f20 \fs24 Studying consumer behaviour e
nables marketing researchers to predict how
\plain\expndtw-11 \f20 \fs24 consumers will react to promotional messages and to
understand why they make
\plain\par
\pard\pard\sl-413 \li0 \ri54 \expndtw-9 \f20 \fs24 the purchase decision they do
. Marketers realized that if they know more about
\plain\par
\pard\pard\sl-412 \li0 \ri58 \expndtw-10 \f20 \fs24 the consumer decision making
criteria, they can design marketing strategies and
\plain\par
\pard\pard\sl-417 \li0 \ri53 \expndtw-1 \f20 \fs24 promotional messages that wil
l influence consumers more effectively. The
\plain\expndtw-12 \f20 \fs24 importance of consumer behaviour made marketers to
think of a separate branch
\plain\expndtw-5 \f20 \fs24 in marketing research - Consumer research, to deal e
xclusively for consumer
\plain\par
\pard\pard\sl-412 \li0 \ri50 \expndtw-10 \f20 \fs24 related issues. The current
focus of consumer research is on study of underlying
\plain\par
\pard\pard\sl-417 \li0 \ri57 \expndtw-10 \f20 \fs24 needs and motives in taking
purchase decisions, consumer learning process and
\plain\par
\pard\pard\sl-412 \li0 \ri4738 \expndtw-13 \f20 \fs24 attitude formation process
.
\plain\par
\pard\pard\sl-418 \li0 \ri48 \expndtw13 \b \f20 \fs24 CONSUMER BEHAVIOUR AND NON
-PROFIT AND SOCIETAL
\plain\par
\pard\pard\sl-278 \li0 \ri5667 \expndtw-3 \b \f20 \fs24 MARKETING
\plain\par
\pard\pard\sl-268 \li0 \ri45 \expndtw-8 \f20 \fs24 A sound knowledge of consumer
behaviour can help the organisations that sell
\plain\par
\pard\pard\sl-412 \li0 \ri46 \expndtw2 \f20 \fs24 ideas and concepts of social r
elevance. Institutions that promote family
\plain\par
\pard\pard\sl-417 \li0 \ri56 \expndtw1 \f20 \fs24 planning, AIDS free society, g
overnmental agencies, religion orders and
\plain\expndtw-6 \f20 \fs24 universities also appeal to the public for their sup
port in order to satisfy some
\plain\par
\pard\pard\sl-412 \li0 \ri51 \expndtw-2 \f20 \fs24 want or need in society. The
knowledge about potential contributors, what
\par
{\shp

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01010101010101010101010101010101010101010101010101010101010101010101010101010101
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0101010101010101010101010101010101010101010101010101010101010101010101010101ffc0
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05040400010277000102031104052131061241510761711322328108144291a1b1c109233352f015
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5a636465666768696a737475767778797a82838485868788898a92939495969798999aa2a3a4a5a6
}}}
\plain\pard\sl-314 \li0 \ri56 \expndtw-3 \f20 \fs24 motivate their generosity, h
ow these motives can be effectively appealed is
\plain\par
\pard\pard\sl-412 \li0 \ri2269 \expndtw-10 \f20 \fs24 useful for the organizatio
ns involved in these activities.
\par
\plain\pard\sl-422 \li0 \ri53 \expndtw9 \b \f20 \fs24 CONSUMER BEHAVIOUR AND
\plain\tx4249 \tab \expndtw4 \b \f20 \fs24 GOVERNMENTAL DECISION
\plain\par
\pard\pard\sl-412 \li0 \ri6108 \expndtw-9 \b \f20 \fs24 MAKING
\par
\plain\pard\sl-408 \li0 \ri52 \expndtw-8 \f20 \fs24 To major areas where consume
r behaviour study helps government is in policy
\plain\par
\pard\pard\sl-412 \li0 \ri59 \expndtw-6 \f20 \fs24 making on various services, a

nd in designing consumer protection legislation.
\plain\par
\pard\pard\sl-417 \li0 \ri47 \expndtw-8 \f20 \fs24 The knowledge of people's att
itudes, beliefs, perceptions and habits provides
\plain\par
\pard\pard\sl-412 \li0 \ri3736 \expndtw-14 \f20 \fs24 adequate understanding of
consumers.
\plain\par
\fs24 LESSON-5
\plain\par
\pard\pard\sl-417 \li2046 \ri1568 \expndtw-2 \b \f20 \fs24 CONSUMER BEHAVIOUR MO
DELS
\plain\par
\pard\pard\sl-412 \li0 \ri2863 \expndtw0 \b \f20 \fs24 ECONOMIC OR MARSHALLIAN M
ODEL
\plain\par
\pard\pard\sl-407 \li0 \ri54 \expndtw-10 \f20 \fs24 This theory was first advanc
ed by the economists. They gave formal explanation
\plain\par
\pard\pard\sl-413 \li0 \ri58 \expndtw-8 \f20 \fs24 of buyer behaviour. According
to this theory the consumers are assumed to be
\plain\par
\pard\pard\sl-412 \li0 \ri46 \expndtw-2 \f20 \fs24 rational and conscious about
economic calculations. They follow the law of
\plain\par
\pard\pard\sl-417 \li0 \ri51 \expndtw-6 \f20 \fs24 marginal utility. An individu
al buyer seeks to spend his money on such goods
\plain\par
\pard\pard\sl-412 \li0 \ri58 \expndtw-1 \f20 \fs24 which give maximum satisfacti
on (utility) according to his interests and at
\plain\par
\pard\pard\sl-413 \li0 \ri46 \expndtw5 \f20 \fs24 relative cost. The buying beha
viour is determined by the income - its
\plain\expndtw-3 \f20 \fs24 distribution and level - affects the purchasing powe
r. The economic factors
\plain\par
\pard\pard\sl-417 \li0 \ri3730 \expndtw-12 \f20 \fs24 which affect the buyers be
haviour are:
\plain\par
\pard\pard\sl-417 \li0 \ri4242 \expndtw-23 \b \f20 \fs24 1. Disposable Personal
Income
\plain\par
\pard\pard\sl-408 \li0 \ri49 \expndtw0 \f20 \fs24 The economists attempted to es
tablish relationship between income and
\plain\par
\pard\pard\sl-412 \li0 \ri45 \expndtw-6 \f20 \fs24 spending. Disposable personal
income represents potential purchasing power
\plain\par
\pard\pard\sl-417 \li0 \ri60 \expndtw-5 \f20 \fs24 that a buyer has. The change
in income has direct relation on buying habits.
\plain\par
\pard\pard\sl-412 \li0 \ri55 \expndtw-9 \f20 \fs24 Personal consumption spending
tends both to rise and fall at a slower rate than
\plain\par
\pard\pard\sl-412 \li0 \ri3684 \expndtw-13 \f20 \fs24 what disposable personal i
ncome does.
\plain\par
\pard\pard\sl-413 \li0 \ri4983 \expndtw-12 \i \f20 \fs24 1. Size of family incom
e
\par
{\shp
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0101010101010101010000000000000102030405060708090a0bffc400b511000201020404030407
05040400010277000102031104052131061241510761711322328108144291a1b1c109233352f015
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5a636465666768696a737475767778797a82838485868788898a92939495969798999aa2a3a4a5a6
}}}
\plain\pard\sl-314 \li0 \ri60 \expndtw-10 \f20 \fs24 Size of family and size of
family income affect the spending and saving patterns.
\plain\par
\pard\pard\sl-412 \li0 \ri184 \expndtw-9 \f20 \fs24 Usually large families spend
more and small families spend less in comparison.
\plain\par
\pard\pard\sl-417 \li0 \ri4997 \expndtw-8 \i \f20 \fs24 2. Income Expectation
\plain\par
\pard\pard\sl-412 \li0 \ri48 \expndtw0 \f20 \fs24 The income expected to get in
future has direct relation with the buying
\plain\par
\pard\pard\sl-413 \li0 \ri53 \expndtw-4 \f20 \fs24 behaviour. The expectation of
higher or lower income has a direct effect on
\plain\par
\pard\pard\sl-412 \li0 \ri5704 \expndtw-16 \f20 \fs24 spending plans.
\plain\par
\pard\pard\sl-417 \li0 \ri4079 \expndtw-13 \i \f20 \fs24 3. Tendency to Spend an
d to Save
\plain\par
\pard\pard\sl-412 \li0 \ri47 \expndtw-2 \f20 \fs24 This goes to the habit of spe
nding or saving with the disposable income of
\plain\par
\pard\pard\sl-412 \li0 \ri54 \expndtw-10 \f20 \fs24 buyers. If the buyers give i
mportance to the present needs, they dispose of their
\plain\par
\pard\pard\sl-413 \li0 \ri918 \expndtw-11 \f20 \fs24 income. And buyers spend le
ss if they give importance to future needs.
\plain\par
\pard\pard\sl-417 \li0 \ri5234 \expndtw-10 \i \f20 \fs24 4. Liquidity of Funds
\plain\par
\pard\pard\sl-412 \li0 \ri44 \expndtw-4 \f20 \fs24 The present buying plans are
greatly influenced by liquidity of assets readily
\plain\par
\pard\pard\sl-412 \li0 \ri51 \expndtw-8 \f20 \fs24 convertible into cash. For ex
ample, readily marketable shares and bonds, bank
\plain\expndtw-11 \f20 \fs24 balances come into this category. However, this con
vertable assets influence and
\plain\par
\pard\pard\sl-412 \li0 \ri1570 \expndtw-11 \f20 \fs24 offer freedom to buyer, wh
o actually buys with current income.
\plain\par
\pard\pard\sl-417 \li0 \ri5339 \expndtw-12 \i \f20 \fs24 5. Consumer Credit
\plain\par
\pard\pard\sl-412 \li0 \ri47 \expndtw-5 \f20 \fs24 Facility of consumer credit s
ystem - hire purchase, installment purchase etc.,
\plain\expndtw0 \f20 \fs24 play an important role in purchase decision. A buyer
can command more
\plain\par
\pard\pard\sl-412 \li0 \ri53 \expndtw-10 \f20 \fs24 purchasing power. {\f63 \u82
15\'3f}\i Buy now and pay later'\i0 plays its role effectively in the rapid
\plain\expndtw-6 \f20 \fs24 growth of market for car, scooter, washing machine,
furniture, television and
\plain\par
\pard\pard\sl-412 \li0 \ri6528 \expndtw-24 \f20 \fs24 so on.
\plain\par
\pard\pard\sl-413 \li0 \ri46 \expndtw-6 \f20 \fs24 The economic model of consume
r behaviour is unidimensional. It is based on
\plain\par
\pard\pard\sl-412 \li0 \ri2717 \expndtw-11 \f20 \fs24 certain predictions of buy
ing behavoiur. They are:
\plain\par
\pard\pard\sl-417 \li360 \ri2321 \expndtw-9 \f20 \fs24 a. Lower the price of the
product, higher the sales
\plain\par
\pard\pard\sl-412 \li360 \ri679 \expndtw-9 \f20 \fs24 b. Lower the size of subst
itute product, lower the sale of this product
\plain\par
\pard\pard\sl-412 \li360 \ri1653 \expndtw-9 \f20 \fs24 c. Higher the real income
, higher the sales of this product
\plain\par
\pard\pard\sl-413 \li360 \ri1773 \expndtw-10 \f20 \fs24 d. Higher the promotiona
l expenses, higher are the sales
\par
{\shp
ffd8ffe000104a46494600010100000100010000ffdb004300010101010101010101010101010101
01010101010101010101010101010101010101010101010101010101010101010101010101010101
010101010101010101ffdb0043010101010101010101010101010101010101010101010101010101
0101010101010101010101010101010101010101010101010101010101010101010101010101ffc0
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0101010101010101010000000000000102030405060708090a0bffc400b511000201020404030407
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}}}
\plain\pard\sl-354 \li0 \ri47 \expndtw-13 \f20 \fs24 However, {\f63 \u8215\'3f}l
ower the price of a product, higher the sales' may not hold good, as
\plain\par
\pard\pard\sl-412 \li0 \ri2566 \expndtw-13 \f20 \fs24 buyer may feel that the pr
oduct is sub-standard one.
\plain\par
\pard\pard\sl-417 \li0 \ri50 \expndtw-10 \f20 \fs24 The behavioural researchers
believe that this model ignores all the other aspects
\plain\par
\pard\pard\sl-412 \li0 \ri45 \expndtw-5 \f20 \fs24 such as perception, motivatio
n, learning, attitude and personality, and socio\plain\par
\pard\pard\sl-413 \li0 \ri55 \expndtw-7 \f20 \fs24 cultural factors. Further, it
is also observed that consumer also gets influenced
\plain\par
\pard\pard\sl-412 \li0 \ri43 \expndtw-5 \f20 \fs24 by other marketing variables
such as products, effective distribution network
\plain\par
\pard\pard\sl-417 \li0 \ri51 \expndtw-2 \f20 \fs24 and marketing communication.
Hence, it is felt that the economic model is
\plain\par
\pard\pard\sl-412 \li0 \ri48 \expndtw-12 \f20 \fs24 inadequate. It assumes that
market is homogeneous where markets are assumed
\plain\par
\pard\pard\sl-412 \li0 \ri5264 \expndtw-18 \f20 \fs24 to be heterogeneous.
\plain\par
\pard\pard\sl-418 \li0 \ri3271 \expndtw-1 \b \f20 \fs24 LEARNING OR PAVLOVIAN MO
DEL
\plain\par
\pard\pard\sl-412 \li0 \ri57 \expndtw-5 \f20 \fs24 Psychology has contributed lo
t to the marketers to understand the buyers. It
\plain\par
\pard\pard\sl-412 \li0 \ri47 \expndtw-10 \f20 \fs24 explains how consumers learn
about a product and the way they can recall from
\plain\expndtw-3 \f20 \fs24 the memory, and the development of buying habits. Al
l theories of buyer's
\plain\expndtw-7 \f20 \fs24 behaviour have been primarily based on a learning, v
iz., Stimulation-Response
\plain\expndtw-3 \f20 \fs24 or S-R model, this theory of learning is explained a
s a process of repetition,
\plain\expndtw-3 \f20 \fs24 motivation, conditioning and relationship. Repetitio
n improves learning. For
\plain\expndtw-10 \f20 \fs24 example, when advertisements are repeated, people m
ay be able to understand
\plain\expndtw-10 \f20 \fs24 further about the product. This is aimed at repeate
d advertisements for drawing
\plain\par
\pard\pard\sl-412 \li0 \ri40 \expndtw-9 \f20 \fs24 the attention and interest of
the people. According to stimulus- response theory
\plain\par
\pard\pard\sl-417 \li0 \ri3805 \expndtw-10 \f20 \fs24 learning involves the foll
owing steps.
\plain\par
\pard\pard\sl-412 \li360 \ri50 \expndtw-6 \f20 \fs24 a.\i Drive\i0 : It is a st
rong internal stimulus which impels action and when it is
\plain\par
\pard\pard\sl-413 \li721 \ri56 \expndtw-6 \f20 \fs24 directed towards a drive re
ducing object, it becomes a motive. A drive
\plain\expndtw-5 \f20 \fs24 thus motivates a person for action to satisfy the ne
ed. Drives may be
\plain\par
\pard\pard\sl-417 \li721 \ri171 \expndtw-12 \f20 \fs24 primary-thrust, hunger et
c., and secondary - desire for money, pride etc.
\plain\par
\pard\pard\sl-412 \li360 \ri48 \expndtw0 \f20 \fs24 b.\i Cues\i0 :These are wea
k stimuli. They determine when the buyer will
\plain\par
\pard\pard\sl-412 \li721 \ri5660 \expndtw-22 \f20 \fs24 respond.
\plain\par
\pard\pard\sl-413 \li360 \ri49 \expndtw0 \f20 \fs24 c.\i Response\i0 : Respons
e is the feedback reaction of the buyer. It is an
\plain\par
\pard\pard\sl-417 \li721 \ri49 \expndtw2 \f20 \fs24 answer given to drive or cue
. The individual has to choose some
\par
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}}}
\plain\pard\sl-314 \li1 \ri49 \expndtw-1 \f20 \fs24 specific response in order t
o fulfill the drive or the need which was
\plain\par
\pard\pard\sl-412 \li1 \ri43 \expndtw-4 \f20 \fs24 acting as a stimulus. For exa
mple, a hunger drive can be satisfied by
\plain\par
\pard\pard\sl-417 \li1 \ri47 \expndtw3 \f20 \fs24 visiting a shop known through
an advertisement and buying the
\plain\par
\pard\pard\sl-412 \li1 \ri56 \expndtw-9 \f20 \fs24 readymade food product. If th
at experience is satisfactory, this response
\plain\par
\pard\pard\sl-413 \li1 \ri3771 \expndtw-12 \f20 \fs24 of satisfaction is strengt
hened.
\par
\plain\pard\sl-200\fs20\par \par
\f20 \fs27 Drive
\plain\par
\pard\pard\sl-278 \li519 \ri4537
\plain\par
\plain\par
\plain\par
\plain\par
\par \pard\sl-326 \li999 \ri4898 \expndtw-31 \b

\expndtw-9 \f20 \fs24 An Activated or
\expndtw-13 \f20 \fs24 Unsatisfied want
\expndtw-18 \f20 \fs24 The want must be
\expndtw-17 \f20 \fs24 strong enough to
\expndtw-19 \f20 \fs24 motivate
\par
\plain\pard\sl-200\fs20\par \par \par \par \par \par \par \par \pard\sl-397 \li3
304 \ri2894 \expndtw-40 \b \f20 \fs27 Cues
\plain\par
\pard\pard\sl-278 \li1773 \ri1768 \expndtw-12 \f20 \fs24 These are stimuli, comi
ng from the
\plain\par
\pard\pard\sl-278 \li1773 \ri1622 \expndtw-11 \f20 \fs24 marketing and social en
vironment of
\plain\par
\pard\pard\sl-278 \li1773 \ri1562 \expndtw-12 \f20 \fs24 the buyer- information
suggestion etc
\par
\plain\sect\sbknone\cols2\colno1\colw2946\colsr449
\colno2\colw3634
\pard\sl-200\fs20\par \par \par \par \par \par \par \par \pard\sl-287 \qj\li726
\ri0 \expndtw-13 \f20 \fs24 Reinforcement leads to
\plain\par
\pard\pard\sl-412 \qj\li726 \ri456 \expndtw-19 \f20 \fs24 repeated purchase
\plain\par\pard
\column\pard\sl-200\fs20\par \par \par \par \par \par \par \par \par \pard\sl-42
3 \qj\li1267 \ri1129 \expndtw-39 \b \f20 \fs27 Response
\plain\par
\pard\pard\sl-278 \qj\li0 \ri0 \expndtw-12 \f20 \fs24 Learning takes place throu
gh trial and
\plain\par
\pard\pard\sl-288 \qj\li0 \ri91 \expndtw-12 \f20 \fs24 error in a stimulus respo
nse situation
\par
\sect\sectd\sbknone\plain\pard\sl-200\fs20\par \par \par \par \par \par \pard\sl
-389 \li1710 \ri2240 \expndtw-22 \b \f20 \fs24 Drives, Cues, and Responses
\par
{\shp
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01010101010101010101010101010101010101010101010101010101010101010101010101010101
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}}}

\plain\pard\sl-314 \li0 \ri44 \expndtw-4 \f20 \fs24 Thus this learning of links
which mean stimulus, cue and response results in
\plain\par
\pard\pard\sl-412 \li0 \ri61 \expndtw-6 \f20 \fs24 habits. Along with this attit
udes and beliefs also learnt. As it becomes a habit,
\plain\par
\pard\pard\sl-417 \li0 \ri48 \expndtw-5 \f20 \fs24 the decision process for the
individual becomes routine affair. Thus, learning
\plain\par
\pard\pard\sl-412 \li0 \ri3909 \expndtw-10 \f20 \fs24 model has the following pr
ediction:.
\plain\par
\pard\pard\sl-413 \li360 \ri51 \expndtw-2 \f20 \fs24 a. Learning refers to chang
e in behaviour brought about by practice or
\plain\par
\pard\pard\sl-412 \li721 \ri1970 \expndtw-11 \f20 \fs24 experience. Everything o
ne does or thinks is learnt.
\plain\par
\pard\pard\sl-417 \li360 \ri42 \expndtw-9 \f20 \fs24 b. Product features such as
price, quality, service, brand , package etc., acts
\plain\par
\pard\pard\sl-412 \li721 \ri2177 \expndtw-10 \f20 \fs24 as cues or hints influen
cing consumer behaviour
\plain\par
\pard\pard\sl-412 \li360 \ri46 \expndtw-2 \f20 \fs24 c. Marketing communications
such as advertising, sales promotion etc.,
\plain\par
\pard\pard\sl-413 \li721 \ri1215 \expndtw-13 \f20 \fs24 also act as guides persu
ading buyer to purchase the product.
\plain\par
\pard\pard\sl-417 \li360 \ri3505 \expndtw-9 \f20 \fs24 d. Response is decision t
o purchase.
\plain\par
\pard\pard\sl-417 \li125 \ri3717 \expndtw1 \b \f20 \fs24 PSYCHOANALYTICAL MODEL
\plain\par
\pard\pard\sl-407 \li0 \ri55 \expndtw-9 \f20 \fs24 Sigmund Freud developed this
theory. According to him human personality has
\plain\par
\pard\pard\sl-413 \li0 \ri6078 \expndtw-20 \f20 \fs24 three parts:
\plain\par
\pard\pard\sl-412 \li360 \ri815 \expndtw-10 \f20 \fs24 1. The\b Id\b0 , is the
source of all mental energy that drives us to action
\plain\par
\pard\pard\sl-417 \li360 \ri56 \expndtw-7 \f20 \fs24 2. the\b super ego\b0 , th
e internal representation of what is social is approved
\plain\par
\pard\pard\sl-273 \li721 \ri5455 \expndtw-17 \f20 \fs24 conscience
\plain\par
\pard\pard\sl-278 \li360 \ri42 \expndtw7 \f20 \fs24 3. The\b Ego\b0 , the consc
ious director of id impulses for finding him
\plain\par
\pard\pard\sl-273 \li721 \ri2752 \expndtw-10 \f20 \fs24 satisfaction in socially
acceptable manner.
\plain\par
\pard\pard\sl-278 \li0 \ri54 \expndtw-11 \f20 \fs24 The buyer behaviour depends
upon the relative strength of the three elements in
\plain\par
\pard\pard\sl-412 \li0 \ri54 \expndtw-4 \f20 \fs24 the personal ability. Motivat
ional research has been involved in investigating

\plain\expndtw-10 \f20 \fs24 motives of consumer behaviour so as to develop suit
able marketing implications
\plain\par
\pard\pard\sl-412 \li0 \ri49 \expndtw-3 \f20 \fs24 accordingly. This approach ha
s been used to generate idea for developing\plain\par
\pard\pard\sl-418 \li0 \ri1626 \expndtw-12 \f20 \fs24 design, features, advertis
ing and other promotional techniques.
\plain\par
\pard\pard\sl-417 \li0 \ri4473 \expndtw0 \b \f20 \fs24 SOCIALOGICAL MODEL
\plain\par
\pard\pard\sl-407 \li0 \ri45 \expndtw-5 \f20 \fs24 According to this theory the
individual decision and behaviour are quite often
\plain\par
\pard\pard\sl-412 \li0 \ri48 \expndtw-5 \f20 \fs24 influenced by the family and
the society. He gets influenced by it and in turn
\plain\par
\pard\pard\sl-417 \li0 \ri52 \expndtw-6 \f20 \fs24 also influences it in its pat
h of development. He plays many roles as a part of
\plain\par
\pard\pard\sl-412 \li0 \ri60 \expndtw-3 \f20 \fs24 formal and informal associati
ons or organizations i.e., as a family member,
\plain\par
\pard\pard\sl-412 \li0 \ri42 \expndtw-9 \f20 \fs24 employee of a firm, member of
professional forum, and as an active member of
\par
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}}}
\plain\pard\sl-314 \li0 \ri738 \expndtw-9 \f20 \fs24 an informal cultural organi
zation. Hence he is largely influenced by the group in
\plain\par
\pard\pard\sl-412 \li0 \ri734 \expndtw-7 \f20 \fs24 which he is a member. For ex
ample, the decision may be made by one, actual
\plain\expndtw-11 \f20 \fs24 buying may be done by another, and the product is u
sed by yet another member
\plain\expndtw-7 \f20 \fs24 of the family. Here, a mother takes a decision to bu
y a tiny cycle for her child,
\plain\par
\pard\pard\sl-413 \li0 \ri2535 \expndtw-12 \f20 \fs24 the cycle is purchased by
the father and the user is the child.
\plain\par
\pard\pard\sl-417 \li0 \ri4858 \expndtw0 \b \f20 \fs24 HOWARD - SHETH MODEL
\plain\par
\pard\pard\sl-412 \li0 \ri733 \expndtw-7 \f20 \fs24 The Howard - Sheth model sho
ws the processes and variables influencing the
\plain\par
\pard\pard\sl-412 \li0 \ri724 \expndtw-1 \f20 \fs24 buyer behaviour before and d
uring the purchase. It emphasizes three key
\plain\par
\pard\pard\sl-412 \li0 \ri736 \expndtw-1 \f20 \fs24 variables- perception, learn
ing and attitude formation. It explains the way
\plain\par
\pard\pard\sl-413 \li0 \ri732 \expndtw-5 \f20 \fs24 consumers compare available
products in order to choose the best which fits
\plain\par
\pard\pard\sl-417 \li0 \ri728 \expndtw-10 \f20 \fs24 their needs and desires. Co
nsumers learn by finding out the relevant information
\plain\par
\pard\pard\sl-412 \li0 \ri3283 \expndtw-12 \f20 \fs24 about products through two
sources of information:
\plain\par
\pard\pard\sl-412 \li1081 \ri3045 \expndtw-4 \f20 \fs24 a. Social sources b. Com
mercial sources
\plain\par
\pard\pard\sl-413 \li0 \ri742 \expndtw-10 \f20 \fs24 The gathered information is
used for comparison of alternative brands according
\plain\par
\pard\pard\sl-412 \li0 \ri1383 \expndtw-10 \f20 \fs24 to various choice criteria
. The basic structure of the model is given below
\plain\par
\pard\pard\sl-427 \li4385 \ri1167 \expndtw-8 \f20 \fs24 Social Class , Financial
Status
\plain\par
\pard\pard\sl-422 \li4855 \ri1606 \expndtw-11 \f20 \fs24 Exogenous Variable
\par
\plain\pard\sl-200\fs20\par \par \par \par \par \par \par \par \pard\sl-397 \li7
16 \ri35 \expndtw-16 \f20 \fs24 Drive
\plain\tx2435 \tab \expndtw-12 \f20 \fs24 Stimuli
\plain\tx3933 \tab \expndtw-16 \f20 \fs24 Perception
\plain\tx5960 \tab \expndtw-16 \f20 \fs24 Learning
\plain\tx7764 \tab \expndtw-20 \f20 \fs24 Outputs
\par
b \f20 \fs24 Basic Structure of Buying Behaviour
\plain\par
\pard\pard\sl-407 \li0 \ri2912 \expndtw-11 \f20 \fs24 The following predictions
can be made about the model
\par
\plain\tx1434 \tab \expndtw-10 \f20 \fs24 Stimuli or perceived learning occurs a
nd results in output
\par
\plain\pard\sl-418 \li1081 \ri1035 \expndtw-9 \f20 \fs24 ii. Output occurs on th
e basis of the perception and learning- non
\plain\par
\pard\pard\sl-273 \li1441 \ri4615 \expndtw-13 \f20 \fs24 observable variables.
\par
{\shp
ffd8ffe000104a46494600010100000100010000ffdb004300010101010101010101010101010101
01010101010101010101010101010101010101010101010101010101010101010101010101010101
010101010101010101ffdb0043010101010101010101010101010101010101010101010101010101
0101010101010101010101010101010101010101010101010101010101010101010101010101ffc0
00110806d904d803012200021101031101ffc4001f00000105010101010101000000000000000001
02030405060708090a0bffc400b5100002010303020403050504040000017d010203000411051221
31410613516107227114328191a1082342b1c11552d1f02433627282090a161718191a2526272829
2a3435363738393a434445464748494a535455565758595a636465666768696a737475767778797a
0101010101010101010000000000000102030405060708090a0bffc400b511000201020404030407
05040400010277000102031104052131061241510761711322328108144291a1b1c109233352f015
6272d10a162434e125f11718191a262728292a35363738393a434445464748494a53545556575859
5a636465666768696a737475767778797a82838485868788898a92939495969798999aa2a3a4a5a6
}}}
\plain\pard\sl-314 \li1081 \ri47 \expndtw-1 \f20 \fs24 iii. Exogenous or outside
variables such as social class, financial
\plain\par
\pard\pard\sl-412 \li1081 \ri1434 \expndtw-13 \f20 \fs24 status etc., are used t
o predict perception and learning
\plain\par
\pard\pard\sl-417 \li0 \ri1824 \expndtw-11 \f20 \fs24 This model describes the b
uying behaviour in various stages
\plain\par
\pard\pard\sl-412 \li0 \ri49 \expndtw-10 \b \f20 \fs24 Stage 1:\b0 Motives are
based on needs demanding satisfaction. They lead to goal

\plain\par
\pard\pard\sl-413 \li0 \ri57 \expndtw-3 \f20 \fs24 directed behaviour satisfacti
on. Motives ignite a drive to search and secure
\plain\par
\pard\pard\sl-412 \li0 \ri51 \expndtw4 \f20 \fs24 information from alternatives.
Stimulus- input variables are marketing
\plain\par
\pard\pard\sl-417 \li0 \ri3929 \expndtw-13 \f20 \fs24 programme and social envir
onment.
\plain\par
\pard\pard\sl-412 \li1081 \ri4664 \expndtw-13 \i \f20 \fs24 Input or stimuli\i0
:
\par
\plain\tx1434 \tab \expndtw-13 \f20 \fs24 Product themselves in the market
\par
\plain\pard\sl-413 \li1081 \ri278 \expndtw-8 \f20 \fs24 ii. Commercial informati
on on them, say quality, price, availability
\plain\par
\pard\pard\sl-278 \li1383 \ri4166 \expndtw-13 \f20 \fs24 and distinctiveness
\plain\par
\pard\pard\sl-412 \li1081 \ri553 \expndtw-10 \f20 \fs24 ii. Product information
obtained from friends acquaintances and
\plain\par
\pard\pard\sl-273 \li1326 \ri4354 \expndtw-16 \f20 \fs24 reference groups.
\plain\par
\pard\pard\sl-417 \li0 \ri57 \expndtw-3 \f20 \fs24 Thus, a number of products or
brands are perceived and considered by the
\plain\par
\pard\pard\sl-413 \li0 \ri1181 \expndtw-12 \f20 \fs24 consumers mind. In this ma
nner the resulting perception is selected.
\plain\par
\pard\pard\sl-412 \li0 \ri46 \expndtw-6 \b \f20 \fs24 Stage 2:\b0 While evaluat
ing, many brands are eliminated or left out for further
\plain\expndtw-6 \f20 \fs24 consideration. Now, only few will receive further co
nsideration. Each will have
\plain\par
\pard\pard\sl-417 \li0 \ri51 \expndtw-10 \f20 \fs24 plus / minus points. These c
hoice considerations act as connecting links between
\plain\par
\pard\pard\sl-413 \li0 \ri54 \expndtw-7 \f20 \fs24 motives and selected brands c
hoice consideration which provide a structure to
\plain\par
\pard\pard\sl-412 \li0 \ri47 \expndtw-1 \f20 \fs24 motives and the process of le
arning and experience. These considerations
\plain\par
\pard\pard\sl-412 \li0 \ri51 \expndtw-3 \f20 \fs24 develop as criteria / rule to
decide on the goods that have the prospects of
\plain\par
\pard\pard\sl-417 \li0 \ri44 \expndtw-5 \f20 \fs24 yielding maximum satisfaction
. The market must offer a good marketing-mix
\plain\par
\pard\pard\sl-413 \li0 \ri2207 \expndtw-11 \f20 \fs24 that is used by the buyer
to influence the choice criteria.
\plain\par
\pard\pard\sl-412 \li0 \ri50 \expndtw-8 \b \f20 \fs24 Stage3:\b0 The choice cri
teria gives rise to predisposition- the relative preference
\plain\par
\pard\pard\sl-412 \li0 \ri46 \expndtw-1 \f20 \fs24 in favour of particular brand
. Sudden hindrances may sometimes stop the
\plain\par
\pard\pard\sl-417 \li0 \ri50 \expndtw-3 \f20 \fs24 process. This may be in form
of price, inadequate supply of brand, external
\plain\par
\pard\pard\sl-413 \li0 \ri47 \expndtw-6 \f20 \fs24 variables such as financial s
tatus, time pressure etc. If they do not occur, the
\plain\par
\pard\pard\sl-412 \li0 \ri55 \expndtw-2 \f20 \fs24 preference results in a respo
nse output such as attention, comprehension,
\plain\par
\pard\pard\sl-412 \li0 \ri2121 \expndtw-12 \f20 \fs24 attitude, buying intention
and preferably actual purchase.
\par
{\shp
ffd8ffe000104a46494600010100000100010000ffdb004300010101010101010101010101010101
01010101010101010101010101010101010101010101010101010101010101010101010101010101
010101010101010101ffdb0043010101010101010101010101010101010101010101010101010101
0101010101010101010101010101010101010101010101010101010101010101010101010101ffc0
00110806d904d803012200021101031101ffc4001f00000105010101010101000000000000000001
02030405060708090a0bffc400b5100002010303020403050504040000017d010203000411051221
31410613516107227114328191a1082342b1c11552d1f02433627282090a161718191a2526272829
2a3435363738393a434445464748494a535455565758595a636465666768696a737475767778797a
0101010101010101010000000000000102030405060708090a0bffc400b511000201020404030407
05040400010277000102031104052131061241510761711322328108144291a1b1c109233352f015
6272d10a162434e125f11718191a262728292a35363738393a434445464748494a53545556575859
5a636465666768696a737475767778797a82838485868788898a92939495969798999aa2a3a4a5a6
}}}
\plain\pard\sl-314 \li0 \ri53 \expndtw-8 \b \f20 \fs24 Stage 4:\b0 Feedback of
purchase experience is sent to the buyer which shows if
\plain\par
\pard\pard\sl-412 \li0 \ri55 \expndtw-8 \f20 \fs24 the actual satisfaction was e
qual to the expected satisfaction. Satisfaction leads
\plain\par
\pard\pard\sl-417 \li0 \ri2308 \expndtw-12 \f20 \fs24 to repurchase, and repeat
orders indicate brand loyalty.
\plain\par
\pard\pard\sl-412 \li0 \ri45 \expndtw-6 \f20 \fs24 The marketer is interested in
this outcome. Buying behaviour is influenced by
\plain\par
\pard\pard\sl-413 \li0 \ri52 \expndtw-8 \f20 \fs24 motives (rational / emotional
curiosity) attitudes, perception, social factors and
\plain\par
\pard\pard\sl-412 \li0 \ri5618 \expndtw-14 \f20 \fs24 personal factors.
\plain\par
\pard\pard\sl-417 \li0 \ri50 \expndtw-8 \f20 \fs24 Thus models of buyer behaviou
r are generally based on certain factors internal
\plain\par
\pard\pard\sl-412 \li0 \ri56 \expndtw-2 \f20 \fs24 to the consumer e.g., learnin
g, personality, attitudes and perceptions. The
\plain\par
\pard\pard\sl-412 \li0 \ri45 \expndtw0 \f20 \fs24 external factors may be in the
form of group, cultural and inter-personal
\plain\expndtw5 \f20 \fs24 influences and effects advertising and communications
. The action of
\plain\par
\pard\pard\sl-417 \li0 \ri54 \expndtw-9 \f20 \fs24 individuals is the result of
both internal / external factors and interactions to the
\plain\expndtw-1 \f20 \fs24 consumer decision making processes. The modern conce
pts of the buying
\plain\par
\pard\pard\sl-412 \li0 \ri47 \expndtw-6 \f20 \fs24 behaviour state that the beha
viour is the result of interaction between people
\plain\par
\pard\pard\sl-413 \li0 \ri50 \expndtw-9 \f20 \fs24 centered factors and situatio
n centered factors. The marketer is expected to be
\plain\par
\pard\pard\sl-412 \li0 \ri46 \expndtw0 \f20 \fs24 aware of the person centered f
actors such as buyer motivation, learning,
\plain\par
\pard\pard\sl-417 \li0 \ri41 \expndtw-9 \f20 \fs24 perceptions, attitudes, value
s and beliefs. Similarly, marketers must be aware of
\plain\par
\pard\pard\sl-412 \li0 \ri59 \expndtw-3 \f20 \fs24 social environment and intern
al personal interactions influencing the buyer
\plain\par
\pard\pard\sl-413 \li0 \ri6132 \expndtw-17 \f20 \fs24 behaviour.
\plain\par
\pard\pard\sl-417 \li1614 \ri1177 \expndtw-17 \b \f20 \fs24 Howard - Sheth Brand
Buyer Behaviour Model
\plain\par
\pard\pard\sl-417 \li0 \ri5251 \expndtw-7 \b \f20 \fs24 NICOSIA MODEL

\plain\par
\pard\pard\sl-407 \li0 \ri50 \expndtw-11 \f20 \fs24 The buyer behaviour model is
taken from the marketing mans point of view. It is
\plain\par
\pard\pard\sl-413 \li0 \ri57 \expndtw-10 \f20 \fs24 also called systems model as
the human is analysed as a system, with stimuli as
\plain\par
\pard\pard\sl-412 \li0 \ri61 \expndtw-7 \f20 \fs24 the input to the system and t
he human behaviour as an output of the system.
\plain\par
\pard\pard\sl-417 \li0 \ri47 \expndtw1 \f20 \fs24 Francesco Nicosia, an expert i
n consumer motivation and behaviour has
\plain\par
\pard\pard\sl-412 \li0 \ri401 \expndtw-10 \f20 \fs24 developed this in 1966. He
tried to explain buyer behaviour by establishing a
\plain\par
\pard\pard\sl-412 \li0 \ri210 \expndtw-12 \f20 \fs24 link between the organizati
on and its prospective consumer. Here the messages
\plain\par
\pard\pard\sl-413 \li0 \ri52 \expndtw-9 \f20 \fs24 from the company initially in
fluence the predisposition of the consumer towards
\plain\par
\pard\pard\sl-417 \li0 \ri112 \expndtw-11 \f20 \fs24 the product and service. Ba
sed on the situation, the consumer will have a certain
\par
{\shp
ffd8ffe000104a46494600010100000100010000ffdb004300010101010101010101010101010101
01010101010101010101010101010101010101010101010101010101010101010101010101010101
010101010101010101ffdb0043010101010101010101010101010101010101010101010101010101
0101010101010101010101010101010101010101010101010101010101010101010101010101ffc0
00110806d904d803012200021101031101ffc4001f00000105010101010101000000000000000001
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}}}
\plain\pard\sl-314 \li3714 \ri3588 \expndtw-12 \f20 \fs27 Outside Variables
\plain\par
\plain\tx3244 \tab \expndtw-13 \f20 \fs24 Personality
\plain\par
\plain\tx3244 \tab \expndtw-10 \f20 \fs24 Social Class
\plain\par
\plain\tx3244 \tab \expndtw-10 \f20 \fs24 Financial Status and Trial
\plain\par
\plain\tx3244 \tab \expndtw-16 \f20 \fs24 Culture
\plain\par
\plain\tx3244 \tab \expndtw-15 \f20 \fs24 Importance of Purchase
\plain\par
\plain\tx3244 \tab \expndtw-15 \f20 \fs24 Time Pressure
\plain\par
\pard\pard\sl-200\fs20\par \pard\sl-347 \li3642 \ri2679 \expndtw-18 \b \f20 \fs2
4 Black Box of Buyer behaviour
\par
\colno2\colw1167\colsr1353
\colno4\colw1554
\pard\sl-200\fs20\par \par \pard\sl-377 \qj\li11 \ri0 \expndtw-7 \f20 \fs24 Mark
eting Policy
\plain\par
\pard\pard\sl-200\fs20\par \par \pard\sl-431 \qj\li146 \ri125 \expndtw-13 \f20 \
fs24 Stimulus input
\plain\par
\pard\pard\sl-273 \qj\li462 \ri408 \expndtw-16 \f20 \fs24 variable
\plain\par
\pard\pard\sl-200\fs20\par \par \pard\sl-430 \qj\li256 \ri223 \expndtw-16 \f20 \
fs24 Brand in the
\plain\par
\pard\pard\sl-273 \qj\li621 \ri551 \expndtw-31 \f20 \fs24 shop
\plain\par\pard
\column\pard\sl-200\fs20\par \par \par \pard\sl-369 \qj\li0 \ri345 \expndtw-13 \
f20 \fs24 Motives
\plain\par
\pard\pard\sl-200\fs20\par \par \par \pard\sl-293 \qj\li0 \ri0 \expndtw-12 \f20

\fs24 Alternatives
\plain\par\pard
\column\pard\sl-200\fs20\par \par \par \pard\sl-369 \qj\li0 \ri62 \expndtw-14 \f
20 \fs24 Inhibitors
\plain\par
\pard\pard\sl-200\fs20\par \par \par \pard\sl-288 \qj\li0 \ri0 \expndtw-13 \f20
\fs24 Predisposi
\plain\par
\pard\pard\sl-288 \qj\li0 \ri564 \expndtw-25 \f20 \fs24 {\ul t}{\ul i}{\ul o}{\u
l n}
\plain\par\pard
\column\pard\sl-200\fs20\par \pard\sl-328 \qj\li0 \ri573 \expndtw-21 \f20 \fs24
Response
\plain\par
\pard\pard\sl-273 \qj\li0 \ri0 \expndtw-10 \f20 \fs24 Output variable
\plain\par
\pard\pard\sl-200\fs20\par \par \pard\sl-431 \qj\li0 \ri625 \expndtw-21 \f20 \fs
24 Purchase
\plain\par
\pard\pard\sl-200\fs20\par \par \par \par \pard\sl-304 \qj\li302 \ri350 \expndtw
-19 \f20 \fs24 Intention
\par
\sect\sectd\sbknone\plain\pard\sl-200\fs20\par \pard\sl-299 \li4155 \ri3723 \exp
ndtw-10 \f20 \fs24 Choice criteria
\par
\plain\pard\sl-355 \li8482 \ri399 \expndtw-15 \f20 \fs24 Attitude
\plain\par
\pard\pard\sl-249 \li554 \ri7700 \expndtw-14 \f20 \fs24 Social
\plain\par
\pard\pard\sl-278 \li275 \ri7458 \expndtw-15 \f20 \fs24 Information
\plain\par
\pard\pard\sl-297 \li8117 \ri64 \expndtw-15 \f20 \fs24 Comprehension
\plain\par
\pard\pard\sl-278 \li8117 \ri392 \expndtw-19 \f20 \fs24 of the brand
\plain\par
\pard\pard\sl-200\fs20\par \pard\sl-328 \li256 \ri7441 \expndtw-12 \f20 \fs24 Co
mmercial
\plain\par
\pard\pard\sl-283 \li275 \ri7458 \expndtw-15 \f20 \fs24 Information
\plain\par
\pard\pard\sl-302 \li8362 \ri400 \expndtw-15 \f20 \fs24 Attention
\plain\par
\pard\pard\sl-240 \li2715 \ri2198 \expndtw-15 \f20 \fs24 Selective
\plain\tx4333 \tab \expndtw-13 \f20 \fs24 Evolved
\plain\tx6119 \tab \expndtw-13 \f20 \fs24 Satisfaction
\plain\par
\pard\pard\sl-283 \li2715 \ri4561 \expndtw-17 \f20 \fs24 perception
\plain\tx4322 \tab \expndtw-36 \f20 \fs24 Set
\par
\plain\pard\sl-200\fs20\par \par \par \par \par \pard\sl-344 \li3469 \ri2878 \ex
pndtw-9 \f20 \fs24 Marketing - Mix of the product
\plain\par
\pard\pard\sl-200\fs20\par \pard\sl-265 \li1121 \ri742 \expndtw-6 \f20 \fs24 eva
luation of the product attributes by the consumer. If this step satisfies the
\plain\par
\pard\pard\sl-413 \li1121 \ri739 \expndtw-11 \f20 \fs24 consumer, it may result
in a positive response, with a decision to buy the product

\plain\par
\pard\pard\sl-417 \li1121 \ri5154 \expndtw-14 \f20 \fs24 or else the reverse may
occur.
\par
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}}}
\plain\pard\sl-332 \li1123 \ri5748 \expndtw-22 \b \f20 \fs24 Nicosia Model
\plain\par
\pard\pard\sl-200\fs20\par \pard\sl-419 \li676 \ri2598 \expndtw-11 \f20 \fs24 Fi
eld 1 From source of a message to consumers attitude
\par
\plain\pard\sl-200\fs20\par \par \pard\sl-320 \li14 \ri3664 \expndtw-13 \f20 \fs
24 Sub Field
\plain\tx3964 \tab \expndtw-13 \f20 \fs24 Sub Field
\plain\par
\pard\pard\sl-312 \li379 \ri702 \expndtw-11 \f20 \fs24 1
\plain\tx6988 \tab \expndtw0 \f20 \fs24 ATTITUDE
\plain\par
\pard\pard\sl-240 \li14 \ri3580 \expndtw-22 \f20 \fs24 Firm's attributes
\plain\tx2357 \tab \expndtw2 \f20 \fs24 MESSAGE
\plain\tx3907 \tab \expndtw-19 \f20 \fs24 Consumers
\plain\par
\pard\pard\sl-273 \li3976 \ri3632 \expndtw-14 \f20 \fs24 Attributes
\plain\par
\pard\pard\sl-249 \li2357 \ri4833 \expndtw1 \f20 \fs24 EXPOSURE
\par
\colno3\colw1035
\pard\sl-200\fs20\par \par \par \par \par \par \par \par \par \par \par \pard\sl
-349 \qj\li2862 \ri0 \expndtw3 \f20 \fs24 EXPERIENCE
\plain\par\pard
\column\pard\sl-200\fs20\par \par \par \par \par \par \par \par \par \par \par \
pard\sl-349 \qj\li802 \ri714 \expndtw-14 \f20 \fs24 Field 2
\plain\par
\pard\pard\sl-412 \qj\li0 \ri0 \expndtw-10 \f20 \fs24 Search for &Evaluation
\plain\par
\pard\pard\sl-417 \qj\li57 \ri1162 \expndtw-21 \f20 \fs24 Of means
\plain\par\pard
\column\pard\sl-200\fs20\par \par \par \par \par \par \par \par \par \par \par \
par \pard\sl-303 \qj\li120 \ri237 \expndtw-23 \f20 \fs24 Search
\plain\par
\pard\pard\sl-200\fs20\par \par \pard\sl-430 \qj\li0 \ri0 \expndtw-13 \f20 \fs24
Evaluation
\par
\sect\sectd\sbknone\plain\pard\sl-259 \li1603 \ri5143 \expndtw-13 \f20 \fs24 Fie
ld 4 feed back
\par
\colno2\colw1531
\pard\sl-200\fs20\par \par \pard\sl-310 \qj\li3438 \ri0 \expndtw-15 \f20 \fs24 C
onsumption
\plain\par
\pard\pard\sl-278 \qj\li3860 \ri123 \expndtw-22 \f20 \fs24 Storage
\plain\par\pard
\column\pard\sl-200\fs20\par \par \pard\sl-426 \qj\li0 \ri0 \expndtw2 \f20 \fs24
MOTIVATION
\par
\sect\sectd\sbknone\plain\pard\sl-200\fs20\par \par \par \par \par \par \par \pa
r \pard\sl-311 \li5147 \ri28 \expndtw-15 \f20 \fs24 Field 3
\plain\tx7199 \tab \expndtw-8 \f20 \fs24 Decision (Action)
\plain\par
\pard\pard\sl-412 \li4907 \ri2058 \expndtw-10 \f20 \fs24 Purchasing Action
\par
\plain\pard\sl-200\fs20\par \par \pard\sl-425 \li3524 \ri2941 \expndtw-8 \f20 \f
s24 Purchasing Behaviour
\par
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31410613516107227114328191a1082342b1c11552d1f02433627282090a161718191a2526272829
2a3435363738393a434445464748494a535455565758595a636465666768696a737475767778797a
0101010101010101010000000000000102030405060708090a0bffc400b511000201020404030407
05040400010277000102031104052131061241510761711322328108144291a1b1c109233352f015
6272d10a162434e125f11718191a262728292a35363738393a434445464748494a53545556575859
5a636465666768696a737475767778797a82838485868788898a92939495969798999aa2a3a4a5a6
}}}
\plain\pard\sl-314 \li0 \ri223 \expndtw-10 \f20 \fs24 The Nicosia model divides
the above activity explanation into four basic areas:
\plain\par
\pard\pard\sl-412 \li0 \ri50 \expndtw-4 \b \f20 \fs24 Area 1:\b0 Field one has
two sub areas-the consumer attributes and the firms
\plain\par
\pard\pard\sl-417 \li0 \ri47 \expndtw-10 \f20 \fs24 attributes. The advertising
message from the company will reach the consumers
\plain\expndtw-8 \f20 \fs24 attributes. Certain attributes may develop sometimes
depending upon the way
\plain\par
\pard\pard\sl-413 \li0 \ri55 \expndtw0 \f20 \fs24 the message is received by the
consumer. The newly developed attribute
\plain\par
\pard\pard\sl-412 \li0 \ri4539 \expndtw-15 \f20 \fs24 becomes the input for area
2.
\plain\par
\pard\pard\sl-417 \li0 \ri48 \expndtw-4 \b \f20 \fs24 Area 2:\b0 This area is r
elated to the search and evaluation undertaken by the
\plain\par
\pard\pard\sl-412 \li0 \ri57 \expndtw-6 \f20 \fs24 consumer of the advertised pr
oduct and also to verify if other alternatives are
\plain\expndtw-11 \f20 \fs24 variable. If the above step motivates to buy the pr
oduct / service, it becomes the
\plain\par
\pard\pard\sl-413 \li0 \ri5053 \expndtw-14 \f20 \fs24 input for the third area.
\plain\par
\pard\pard\sl-417 \li0 \ri514 \expndtw-12 \b \f20 \fs24 Area 3:\b0 This area ex
plains as how the consumer actually buys the product .
\plain\par
\pard\pard\sl-412 \li0 \ri57 \expndtw-9 \b \f20 \fs24 Area 4:\b0 This is relate
d to the uses of the purchase items. This can also be used
\plain\par
\pard\pard\sl-412 \li0 \ri1842 \expndtw-12 \f20 \fs24 as an out put to receive f
eedback on sales results to the firm.
\plain\par
\fs24 SUMMARY
\plain\par
\pard\pard\sl-412 \li0 \ri56 \expndtw0 \f20 \fs24 The heterogeneity among people
across the world makes understanding
\plain\expndtw-7 \f20 \fs24 consumer buying behaviour an intricate and challengi
ng task. Product motives
\plain\expndtw3 \f20 \fs24 and patronage motives play a crucial role in consumer
purchases. Like
\plain\par
\pard\pard\sl-412 \li0 \ri51 \expndtw-6 \f20 \fs24 individuals organisations als
o make many buying decisions. The major factors
\plain\par
\pard\pard\sl-417 \li0 \ri45 \expndtw-6 \f20 \fs24 that distinguish it from cons
umer decision are Market structure and\i Demand,
\plain\par
\pard\pard\sl-412 \li0 \ri1401 \expndtw-9 \i \f20 \fs24 Buyer characteristics,\i
0 and\i Decision process and buying patterns.
\plain\par
\pard\pard\sl-413 \li0 \ri41 \expndtw1 \f20 \fs24 The degree of involvement has
a lot of impact on\i search of information\i0 ,
\plain\par
\pard\pard\sl-412 \li0 \ri49 \expndtw-6 \i \f20 \fs24 Information processing\i0
, and\i Transmission of information\i0 . The various models
\plain\par
\pard\pard\sl-417 \li0 \ri55 \expndtw-6 \f20 \fs24 of consumer involvement help
marketers to study purchase behaviour across
\plain\par
\pard\pard\sl-412 \li0 \ri5475 \expndtw-17 \f20 \fs24 product segments.
\plain\par
\pard\pard\sl-412 \li0 \ri52 \expndtw-8 \f20 \fs24 Consumers usually go through
five stages in arriving at a purchase decision. In
\plain\par
\pard\pard\sl-413 \li0 \ri48 \expndtw-8 \f20 \fs24 the first stage, the customer
identifies an unsatisfied need. In the second stage
\plain\par
\pard\pard\sl-417 \li0 \ri45 \expndtw-10 \f20 \fs24 consumer collect information
about the product and brands. In a third stage, the
\par
{\shp
ffd8ffe000104a46494600010100000100010000ffdb004300010101010101010101010101010101
01010101010101010101010101010101010101010101010101010101010101010101010101010101
010101010101010101ffdb0043010101010101010101010101010101010101010101010101010101
0101010101010101010101010101010101010101010101010101010101010101010101010101ffc0
00110806d904d803012200021101031101ffc4001f00000105010101010101000000000000000001
02030405060708090a0bffc400b5100002010303020403050504040000017d010203000411051221
31410613516107227114328191a1082342b1c11552d1f02433627282090a161718191a2526272829
2a3435363738393a434445464748494a535455565758595a636465666768696a737475767778797a
0101010101010101010000000000000102030405060708090a0bffc400b511000201020404030407
05040400010277000102031104052131061241510761711322328108144291a1b1c109233352f015
6272d10a162434e125f11718191a262728292a35363738393a434445464748494a53545556575859
5a636465666768696a737475767778797a82838485868788898a92939495969798999aa2a3a4a5a6
}}}
\plain\pard\sl-314 \li0 \ri53 \expndtw-6 \f20 \fs24 consumer evaluates all the a
lternatives with the help of available information.
\plain\par
\pard\pard\sl-412 \li0 \ri56 \expndtw-8 \f20 \fs24 Later in stage four, the cust
omer makes a purchase decision. And finally in the
\plain\expndtw-7 \f20 \fs24 fifth stage, consumer experiences post-purchase sati
sfaction or dissatisfaction.
\plain\par
\pard\pard\sl-412 \li0 \ri51 \expndtw-4 \f20 \fs24 Organizational buyer has diff
erent decision making criteria. Decision making
\plain\par
\pard\pard\sl-413 \li0 \ri45 \expndtw-7 \f20 \fs24 rules -\i Compensatory\i0 a
nd\i Noncompensatory\i0 - simplify the complex nature of
\plain\par
\pard\pard\sl-412 \li0 \ri4375 \expndtw-12 \f20 \fs24 decision making to consume
rs.
\plain\par
\pard\pard\sl-417 \li0 \ri49 \expndtw-9 \f20 \fs24 Understanding consumer behavi
our is the basis of the formulation of marketing
\plain\expndtw-6 \f20 \fs24 strategies. Consumer behaviour studies help in desig
ning effective marketing
\plain\expndtw-9 \f20 \fs24 strategies like,\i Marketing-mix Strategy, Market S
egmentation Strategy, Product
\plain\par
\pard\pard\sl-413 \li0 \ri2993 \expndtw-10 \i \f20 \fs24 Positioning Strategy\i0
, and\i Marketing Research\i0 .
\plain\par
\pard\pard\sl-417 \li0 \ri57 \expndtw-6 \f20 \fs24 As consumer behaviour is very
complex to understand, consumer models aid
\plain\par
\pard\pard\sl-412 \li0 \ri48 \expndtw-1 \f20 \fs24 marketer to put their effort
to understand in right direction. The models \plain\expndtw-4 \i \f20 \fs24 Economic. Learning, Psychoanalytic, sociological,
Howard-Sheth\i0 and\i Nicosia

\plain\expndtw-10 \f20 \fs24 enables marketers to understand and predict consume
r behaviour in the market
\plain\par
\pard\pard\sl-412 \li0 \ri6541 \expndtw-23 \f20 \fs24 place.
\plain\par
\pard\pard\sl-422 \li0 \ri5698 \expndtw4 \b \f20 \fs24 KEY TERMS
\par
\colno2\colw2458
\pard\sl-407 \qj\li721 \ri1350 \expndtw-12 \f20 \fs24 Consumer Behaviour
\plain\par
\pard\pard\sl-413 \qj\li721 \ri1540 \expndtw-11 \f20 \fs24 Consumer Motives
\plain\par
\pard\pard\sl-412 \qj\li721 \ri1783 \expndtw-13 \f20 \fs24 Customer Value
\plain\par
\pard\pard\sl-417 \qj\li721 \ri1922 \expndtw-15 \f20 \fs24 Compensatory
\plain\par
\pard\pard\sl-412 \qj\li721 \ri1675 \expndtw-10 \f20 \fs24 Conjunctive Rule
\plain\par
\pard\pard\sl-413 \qj\li721 \ri1481 \expndtw-8 \f20 \fs24 Lexicographic Rule
\plain\expndtw-10 \f20 \fs24 Product Positioning
\plain\par
\pard\pard\sl-417 \qj\li721 \ri1443 \expndtw-12 \f20 \fs24 Marketing Research
\plain\par
\pard\pard\sl-417 \qj\li0 \ri1625 \expndtw-7 \b \f20 \fs24 REVIEW QUESTIONS
\plain\par
\pard\pard\sl-407 \qj\li0 \ri0 \expndtw-12 \f20 \fs24 1. Explain the nature of c
onsumer behaviour
\plain\par\pard
\column\pard\sl-407 \qj\li0 \ri0 \expndtw-10 \f20 \fs24 Organisational Behaviour
\plain\par
\pard\pard\sl-413
\plain\par
\pard\pard\sl-412
\plain\par
\pard\pard\sl-417
\plain\par
\pard\pard\sl-412
\plain\par
\pard\pard\sl-413
\plain\par
\pard\pard\sl-412
\qj\li23 \ri706 \expndtw-8 \f20 \fs24 Decision Making

\qj\li66 \ri769 \expndtw-7 \f20 \fs24 Marketing- Mix
\qj\li18 \ri611 \expndtw-14 \f20 \fs24 Noncompensatory
\qj\li66 \ri701 \expndtw-9 \f20 \fs24 Disjunctive Rule
\qj\li42 \ri318 \expndtw-14 \f20 \fs24 Market Segmentation
\qj\li42 \ri154 \expndtw-14 \f20 \fs24 Consumer Involvement
\par
{\shp
ffd8ffe000104a46494600010100000100010000ffdb004300010101010101010101010101010101
01010101010101010101010101010101010101010101010101010101010101010101010101010101
010101010101010101ffdb0043010101010101010101010101010101010101010101010101010101
0101010101010101010101010101010101010101010101010101010101010101010101010101ffc0
00110806d904d803012200021101031101ffc4001f00000105010101010101000000000000000001
02030405060708090a0bffc400b5100002010303020403050504040000017d010203000411051221
31410613516107227114328191a1082342b1c11552d1f02433627282090a161718191a2526272829
2a3435363738393a434445464748494a535455565758595a636465666768696a737475767778797a
0101010101010101010000000000000102030405060708090a0bffc400b511000201020404030407
05040400010277000102031104052131061241510761711322328108144291a1b1c109233352f015
6272d10a162434e125f11718191a262728292a35363738393a434445464748494a53545556575859
5a636465666768696a737475767778797a82838485868788898a92939495969798999aa2a3a4a5a6
}}}
\plain\pard\sl-354 \li0 \ri750 \expndtw-13 \f20 \fs24 2. Justify the statement-{
\f63 \u8213\'3f}The evaluation of marketing concept from mere
\plain\par
\pard\pard\sl-412 \li0 \ri72 \expndtw-11 \f20 \fs24 Selling concept to Consumeroriented marketing has resulted in buyer behaviour
\plain\par
\pard\pard\sl-417 \li0 \ri3789 \expndtw-15 \f20 \fs24 becoming an independent di
scipline.{\f63 \u8214\'3f}
\plain\par
\pard\pard\sl-412 \li0 \ri394 \expndtw-9 \f20 \fs24 3. What is a motive indicate
the various roles it play in influencing Purchase
\plain\par
\pard\pard\sl-413 \li0 \ri6187 \expndtw-18 \f20 \fs24 behaviour
\plain\par
\pard\pard\sl-412 \li0 \ri152 \expndtw-10 \f20 \fs24 4. Compare and contrast the
buying behaviour of organization market and final
\plain\par
\pard\pard\sl-417 \li0 \ri6071 \expndtw-20 \f20 \fs24 consumers.
\plain\par
\pard\pard\sl-412 \li0 \ri1003 \expndtw-10 \f20 \fs24 5. What is Consumer Involv
ement? Discuss the factors that affect the
\plain\par
\pard\pard\sl-412 \li0 \ri4904 \expndtw-10 \f20 \fs24 Consumer Involvement.
\plain\par
\pard\pard\sl-413 \li0 \ri958 \expndtw-9 \f20 \fs24 6. How does processing of in
formation affect consumer involvement?
\plain\par
\pard\pard\sl-417 \li0 \ri759 \expndtw-9 \f20 \fs24 7. Discuss various consumer
involvement models and their suitability to
\plain\par
\pard\pard\sl-412 \li0 \ri5001 \expndtw-12 \f20 \fs24 different organisations?
\plain\par
\pard\pard\sl-412 \li0 \ri658 \expndtw-11 \f20 \fs24 8. What essential elements
are required to understand consumer Decision
\plain\par
\pard\pard\sl-413 \li0 \ri6275 \expndtw-12 \f20 \fs24 Making?
\plain\par
\pard\pard\sl-412 \li0 \ri1153 \expndtw-11 \f20 \fs24 9. Hoe does decision makin
g change because of change in purchase
\plain\par
\pard\pard\sl-417 \li0 \ri5855 \expndtw-15 \f20 \fs24 Involvement?
\plain\par
\pard\pard\sl-412 \li0 \ri614 \expndtw-9 \f20 \fs24 10. How can a consumer arriv
e at a decision? Explain various stages in it.
\plain\par
\pard\pard\sl-413 \li0 \ri1346 \expndtw-11 \f20 \fs24 11. What is customer value
? And why is it important to marketers
\plain\par
\pard\pard\sl-412 \li0 \ri486 \expndtw-12 \f20 \fs24 12. What are the four major
marketing implications to understand consumer
\plain\par
\pard\pard\sl-417 \li0 \ri6050 \expndtw-13 \f20 \fs24 Behaviour?
\plain\par
\pard\pard\sl-412 \li0 \ri839 \expndtw-10 \f20 \fs24 13. List the inputs of vari
ous decisions making models and discuss their
\plain\par
\pard\pard\sl-413 \li0 \ri4371 \expndtw-11 \f20 \fs24 limitations in the market
place.
\plain\par
\pard\pard\sl-412 \li0 \ri1031 \expndtw-11 \f20 \fs24 14. How do compensatory an
d noncompensatory decision rules vary?
\plain\par
\pard\pard\sl-417 \li0 \ri48 \expndtw-1 \f20 \fs24 15. Define extensive problem
solving, limited ploblem solving and Routine
\plain\expndtw-5 \f20 \fs24 Problem Solving. What are the differences among the
three decision-making
\plain\par
\pard\pard\sl-412 \li0 \ri53 \expndtw-11 \f20 \fs24 approaches? What type of dec
ision process would you expect most consumers to
\plain\par
\pard\pard\sl-413 \li0 \ri58 \expndtw-8 \f20 \fs24 follow in their first purchas
e of a new product or brand in each of the following
\par
{\shp
ffd8ffe000104a46494600010100000100010000ffdb004300010101010101010101010101010101
01010101010101010101010101010101010101010101010101010101010101010101010101010101
010101010101010101ffdb0043010101010101010101010101010101010101010101010101010101
0101010101010101010101010101010101010101010101010101010101010101010101010101ffc0
00110806d904d803012200021101031101ffc4001f00000105010101010101000000000000000001
02030405060708090a0bffc400b5100002010303020403050504040000017d010203000411051221
31410613516107227114328191a1082342b1c11552d1f02433627282090a161718191a2526272829
2a3435363738393a434445464748494a535455565758595a636465666768696a737475767778797a
0101010101010101010000000000000102030405060708090a0bffc400b511000201020404030407
05040400010277000102031104052131061241510761711322328108144291a1b1c109233352f015
6272d10a162434e125f11718191a262728292a35363738393a434445464748494a53545556575859
5a636465666768696a737475767778797a82838485868788898a92939495969798999aa2a3a4a5a6
}}}
\plain\pard\sl-314 \li0 \ri52 \expndtw-6 \f20 \fs24 areas (a) Cosmetics (b) Comp
uter (c) Mobile (d) Edible oil (e) Air-conditioner.
\plain\par
\pard\pard\sl-412 \li0 \ri5126 \expndtw-12 \f20 \fs24 Explain your answers.
\plain\par
\pard\pard\sl-422 \li0 \ri4213 \expndtw-5 \b \f20 \fs24 APPLICATION ACTIVITIES
\par
\plain\pard\sl-407 \li360 \ri54 \expndtw-43 \f20 \fs24 1.
\plain\tx865 \tab \expndtw0 \f20 \fs24 Conduct a focus group interview to discov
er the buying
\plain\tx6995 \tab \expndtw-19 \f20 \fs24 motives
\par
\plain\pard\sl-413 \li360 \ri1544 \expndtw-9 \f20 \fs24 influencing the purchase
s of following products and brands
\par
\plain\pard\sl-412 \li725 \ri453 \expndtw-8 \f20 \fs24 a) Vacuum cleaner
\plain\tx4316 \tab \expndtw-11 \f20 \fs24 b) Purchases in Hyper-Markets

\plain\par
\pard\pard\sl-417 \li725 \ri1694 \expndtw-7 \f20 \fs24 c)\i LG\i0 Refrigerator
\plain\tx4294 \tab \expndtw-10 \f20 \fs24 d)\i Sun\i0 Umbrella
\par
\plain\tx859 \tab \expndtw-4 \f20 \fs24 Interview 15 students on your campus and
determine their internet
\par
\plain\pard\sl-412 \li360 \ri53 \expndtw-6 \f20 \fs24 shopping behaviours. Divid
e them into appropriate groups such as heavy,
\plain\par
\pard\pard\sl-413 \li360 \ri56 \expndtw-10 \f20 \fs24 moderate, light, and nonsh
oppers and explain why each group behaves as it
\plain\par
\pard\pard\sl-417 \li360 \ri6269 \expndtw-28 \f20 \fs24 does.
\plain\par
\pard\pard\sl-412 \li360 \ri48 \expndtw-9 \f20 \fs24 3. Develop a short question
naire designs to measure the information search
\plain\par
\pard\pard\sl-412 \li360 \ri54 \expndtw0 \f20 \fs24 consumers engage in prior to
purchasing an expensive recreational or
\plain\expndtw-8 \f20 \fs24 entertainment item or service. Your questionnaire sh
ould include measures
\plain\expndtw3 \f20 \fs24 of types of information sought, as well as sources th
at provide this
\plain\par
\pard\pard\sl-417 \li360 \ri90 \expndtw-10 \f20 \fs24 Information. Also include
measures of the relevant consumer characteristics
\plain\par
\pard\pard\sl-412 \li360 \ri57 \expndtw-6 \f20 \fs24 that might influence inform
ation search, as well as some measure of past
\plain\par
\pard\pard\sl-413 \li360 \ri48 \expndtw-9 \f20 \fs24 experience with the product
s. Then interview two recent purchasers of each
\plain\par
\pard\pard\sl-412 \li360 \ri52 \expndtw2 \f20 \fs24 product, using the questionn
aire you have developed. Analyse each
\plain\par
\pard\pard\sl-417 \li360 \ri48 \expndtw-4 \f20 \fs24 consumers response and clas
sify each consumer in terms of information
\plain\par
\pard\pard\sl-412 \li360 \ri1509 \expndtw-11 \f20 \fs24 search. What are the mar
keting implications of your results?
\plain\par
\pard\pard\sl-413 \li360 \ri48 \expndtw-4 \f20 \fs24 4. List the colleges you ha
ve considered when choosing which college or
\plain\expndtw-10 \f20 \fs24 university to attend and the criteria that you used
to evaluate them. Describe
\plain\par
\pard\pard\sl-417 \li360 \ri57 \expndtw-1 \f20 \fs24 how you acquire information
on different colleges along with different
\plain\par
\pard\pard\sl-412 \li360 \ri46 \expndtw-2 \f20 \fs24 attributes that were import
ant to you and how you made your decision
\plain\par
\pard\pard\sl-412 \li360 \ri85 \expndtw-11 \f20 \fs24 specify whether you used,
compensatory or noncompensatory decision rules.

\par
\plain\tx782 \tab \expndtw-8 \f20 \fs24 Develop a short questionnaire to elicit
the evaluative criteria consumer
\par
\plain\pard\sl-417 \li360 \ri55 \expndtw-9 \f20 \fs24 might use in selecting the
following. Also have each respondent indicate the
\par
{\shp
ffd8ffe000104a46494600010100000100010000ffdb004300010101010101010101010101010101
01010101010101010101010101010101010101010101010101010101010101010101010101010101
010101010101010101ffdb0043010101010101010101010101010101010101010101010101010101
0101010101010101010101010101010101010101010101010101010101010101010101010101ffc0
00110806d904d803012200021101031101ffc4001f00000105010101010101000000000000000001
02030405060708090a0bffc400b5100002010303020403050504040000017d010203000411051221
31410613516107227114328191a1082342b1c11552d1f02433627282090a161718191a2526272829
2a3435363738393a434445464748494a535455565758595a636465666768696a737475767778797a
0101010101010101010000000000000102030405060708090a0bffc400b511000201020404030407
05040400010277000102031104052131061241510761711322328108144291a1b1c109233352f015
6272d10a162434e125f11718191a262728292a35363738393a434445464748494a53545556575859
5a636465666768696a737475767778797a82838485868788898a92939495969798999aa2a3a4a5a6
}}}

\plain\pard\sl-314 \li360 \ri58 \expndtw-16 \f20 \fs24 relative
\plain\tx1362 \tab \expndtw-7 \f20 \fs24 importance he or she attaches to each o
f the evaluative criteria.
\par
\plain\pard\sl-412 \li360 \ri58 \expndtw-8 \f20 \fs24 Then, working with several
other students, combined your information and
\plain\expndtw-9 \f20 \fs24 develop a segmentation strategy based on consumer ev
aluation criteria and
\plain\par
\pard\pard\sl-412 \li360 \ri48 \expndtw-6 \f20 \fs24 its importance. Finally dev
elop an advertisement for the members of each
\plain\par
\pard\pard\sl-413 \li360 \ri230 \expndtw-13 \f20 \fs24 market segment to indicat
e that their needs would be served by your brand.
\par
\plain\pard\sl-412 \li423 \ri2364 \expndtw-15 \f20 \fs24 a) Shaving cream
\plain\tx3947 \tab \expndtw-15 \f20 \fs24 b) Stationery
\plain\par
\pard\pard\sl-417 \li360 \ri1777 \expndtw-15 \f20 \fs24 b) Santro Car
\plain\tx3868 \tab \expndtw-11 \f20 \fs24 d) Panasonic Mobile
\plain\par
\pard\pard\sl-412 \li360 \ri1877 \expndtw-9 \f20 \fs24 e) Whirlpool Refrigerator
\plain\tx3902 \tab \expndtw-11 \f20 \fs24 f) Durian Furniture
\plain\par
\pard\pard\sl-417 \li0 \ri6233 \expndtw-25 \b \f20 \fs24 Glossary
\par
\plain\pard\sl-408 \li0 \ri52 \expndtw-3 \b \f20 \fs24 Attitude\b0 . A Learned p
redisposition to behave in consistently favourable or
\plain\par
\pard\pard\sl-417 \li0 \ri2772 \expndtw-12 \f20 \fs24 unfavourable manner with r
espect to given object
\plain\par
\pard\pard\sl-412 \li0 \ri48 \expndtw-10 \b \f20 \fs24 Behavioural Learning Theo
ries\b0 . Theories based on the premise that learning
\plain\par
\pard\pard\sl-412 \li0 \ri1225 \expndtw-12 \f20 \fs24 takes place as the result
of observable responses to external stimuli.
\plain\par
\pard\pard\sl-413 \li0 \ri51 \expndtw-12 \b \f20 \fs24 Brand Loyalty\b0 . Consum
ers consistent preference and / or purchase of the same
\plain\par
\pard\pard\sl-412 \li0 \ri3044 \expndtw-11 \f20 \fs24 brand in a specific produc
t or service category
\plain\par
\pard\pard\sl-417 \li0 \ri639 \expndtw-11 \b \f20 \fs24 Cognitive Learning\b0 .
The acquisition of new knowledge about the world.
\plain\par
\pard\pard\sl-412 \li0 \ri55 \expndtw-4 \b \f20 \fs24 Compensatory Decision Rule
\b0 . A type of decision rule in which consumer
\plain\par
\pard\pard\sl-413 \li0 \ri47 \expndtw-6 \f20 \fs24 evaluates each brand in terms
of each relevant attribute and then selects the
\plain\par
\pard\pard\sl-412 \li0 \ri3764 \expndtw-13 \f20 \fs24 brand with the highest wei
ghted score
\plain\par
\pard\pard\sl-417 \li0 \ri50 \expndtw-5 \b \f20 \fs24 Conditioned Learning\b0 .
According to Pavlovian theory conditioned learning
\plain\par
\pard\pard\sl-412 \li0 \ri53 \expndtw0 \f20 \fs24 results when a stimulus paired
with another stimulus that elicits a known
\plain\par
\pard\pard\sl-413 \li0 \ri2350 \expndtw-13 \f20 \fs24 response serves to produce
the same response by itself
\plain\par
\pard\pard\sl-412 \li0 \ri48 \expndtw-7 \b \f20 \fs24 Conditioned Stimuli\b0 . W
hen new products bear a well known symbol on the
\plain\par
\pard\pard\sl-417 \li0 \ri368 \expndtw-11 \f20 \fs24 belief that it embodies the
same attributes with the name it is associated with
\plain\par
\pard\pard\sl-412 \li0 \ri49 \expndtw2 \b \f20 \fs24 Conjunctive Decision Rule\b
0 . Noncompensatory decision rule in which
\plain\par
\pard\pard\sl-412 \li0 \ri52 \expndtw-4 \f20 \fs24 consumers establish a minimal
ly acceptable cut off points for each attribute
\plain\par
\pard\pard\sl-413 \li0 \ri43 \expndtw-2 \f20 \fs24 evaluated. Brands that fall b
elow the cut off point on any one attribute are
\plain\par
\pard\pard\sl-417 \li0 \ri3804 \expndtw-11 \f20 \fs24 eliminated from further co
nsideration
\par
{\shp
ffd8ffe000104a46494600010100000100010000ffdb004300010101010101010101010101010101
01010101010101010101010101010101010101010101010101010101010101010101010101010101
010101010101010101ffdb0043010101010101010101010101010101010101010101010101010101
0101010101010101010101010101010101010101010101010101010101010101010101010101ffc0
00110806d904d803012200021101031101ffc4001f00000105010101010101000000000000000001
02030405060708090a0bffc400b5100002010303020403050504040000017d010203000411051221
31410613516107227114328191a1082342b1c11552d1f02433627282090a161718191a2526272829
2a3435363738393a434445464748494a535455565758595a636465666768696a737475767778797a
0101010101010101010000000000000102030405060708090a0bffc400b511000201020404030407
05040400010277000102031104052131061241510761711322328108144291a1b1c109233352f015
6272d10a162434e125f11718191a262728292a35363738393a434445464748494a53545556575859
5a636465666768696a737475767778797a82838485868788898a92939495969798999aa2a3a4a5a6
}}}
\plain\pard\sl-314 \li0 \ri52 \expndtw-4 \b \f20 \fs24 Consumer Behaviour\b0 . T
he behaviour consumers display in searching for,
\plain\par
\pard\pard\sl-412 \li0 \ri474 \expndtw-10 \f20 \fs24 Purchasing, using, Evaluati
ng and disposing of products, services, and ideas
\plain\par
\pard\pard\sl-417 \li0 \ri50 \expndtw-6 \f20 \fs24 Consumer decision making. cog
nitive and emotional aspects such as impulse,
\plain\expndtw-8 \f20 \fs24 family, friends, advertisers, role models, moods, an
d situations that influence a
\plain\par
\pard\pard\sl-413 \li0 \ri6279 \expndtw-22 \f20 \fs24 purchase
\plain\par
\pard\pard\sl-412 \li0 \ri53 \expndtw-9 \b \f20 \fs24 Consumer Decision Rules\b0
. Procedures adopted by consumers to reduce the
\plain\par
\pard\pard\sl-417 \li0 \ri2575 \expndtw-11 \f20 \fs24 complexity of making produ
cts and brand decisions
\plain\par
\pard\pard\sl-412 \li0 \ri853 \expndtw-13 \b \f20 \fs24 Consumer Research\b0 . M
ethodology used to study consumer behaviour
\plain\par
\pard\pard\sl-412 \li0 \ri50 \expndtw-1 \b \f20 \fs24 Consumer Socialization\b0
. The process, started in childhood by which an
\plain\par
\pard\pard\sl-413 \li0 \ri56 \expndtw-3 \f20 \fs24 individual first learns the s
kills and attitudes relevant to consumer purchase
\plain\par
\pard\pard\sl-417 \li0 \ri6187 \expndtw-18 \f20 \fs24 behaviour
\plain\par
\pard\pard\sl-412 \li0 \ri39 \expndtw-3 \b \f20 \fs24 Cues\b0 . Stimuli that giv
e direction to consumer motives ( i.e., that suggest a
\plain\par
\pard\pard\sl-412 \li0 \ri3704 \expndtw-10 \f20 \fs24 specific way to satisfy a
salient motive
\plain\par
\pard\pard\sl-413 \li0 \ri48 \expndtw-6 \b \f20 \fs24 Customer Life Time Value\b
0 . Profiles based on the collection and analysis of
\plain\par
\pard\pard\sl-412 \li0 \ri4988 \expndtw-14 \f20 \fs24 internal secondary data.
\plain\par
\pard\pard\sl-417 \li0 \ri47 \expndtw-8 \b \f20 \fs24 Customer Retention\b0 . Pr
oviding value to customers continuously so that they
\plain\par
\pard\pard\sl-412 \li0 \ri1760 \expndtw-11 \f20 \fs24 will stay with the company
rather than switch to another firm
\plain\par
\pard\pard\sl-413 \li0 \ri54 \expndtw-10 \b \f20 \fs24 Customer Satisfaction\b0
. An individual's perception of the performance of the
\plain\par
\pard\pard\sl-412 \li0 \ri2410 \expndtw-11 \f20 \fs24 product or service in rela
tion to his or her expectation
\plain\par
\pard\pard\sl-417 \li0 \ri49 \expndtw-10 \b \f20 \fs24 Customer Value\b0 . The r
atio between the customers perceived benefits and the
\plain\par
\pard\pard\sl-412 \li0 \ri3718 \expndtw-14 \f20 \fs24 resources used to obtain t
hose benefits
\plain\par
\pard\pard\sl-413 \li0 \ri50 \expndtw-4 \b \f20 \fs24 Differentiated Marketing\b
0 . Targeting a product or service to two or more
\plain\expndtw-8 \f20 \fs24 segments, using specifically tailored product, promo
tional appeal, price, and/or
\plain\par
\pard\pard\sl-417 \li0 \ri4360 \expndtw-12 \f20 \fs24 method of distribution for
each
\plain\par
\pard\pard\sl-412 \li0 \ri49 \expndtw-1 \b \f20 \fs24 Disjunctive Rule\b0 . A no
ncompensatory decision rule in which consumers
\plain\par
\pard\pard\sl-412 \li0 \ri53 \expndtw-10 \f20 \fs24 establish a minimally accept
able cut off point for each relevant product attribute;
\plain\expndtw0 \f20 \fs24 any brand meeting or surpassing the cut off point for
any one attribute is
\plain\par
\pard\pard\sl-417 \li0 \ri4272 \expndtw-13 \f20 \fs24 considered an acceptable c
hoice
\par
{\shp
ffd8ffe000104a46494600010100000100010000ffdb004300010101010101010101010101010101
01010101010101010101010101010101010101010101010101010101010101010101010101010101
010101010101010101ffdb0043010101010101010101010101010101010101010101010101010101
0101010101010101010101010101010101010101010101010101010101010101010101010101ffc0
00110806d904d803012200021101031101ffc4001f00000105010101010101000000000000000001
02030405060708090a0bffc400b5100002010303020403050504040000017d010203000411051221
31410613516107227114328191a1082342b1c11552d1f02433627282090a161718191a2526272829
2a3435363738393a434445464748494a535455565758595a636465666768696a737475767778797a
0101010101010101010000000000000102030405060708090a0bffc400b511000201020404030407
05040400010277000102031104052131061241510761711322328108144291a1b1c109233352f015
6272d10a162434e125f11718191a262728292a35363738393a434445464748494a53545556575859
5a636465666768696a737475767778797a82838485868788898a92939495969798999aa2a3a4a5a6
}}}
\plain\pard\sl-314 \li0 \ri53 \expndtw-9 \b \f20 \fs24 Emotional Motives\b0 . Th
e selection of goals according to personal or subjective
\plain\par
\pard\pard\sl-412 \li0 \ri2165 \expndtw-10 \f20 \fs24 criteria (e, g., the desir
e for individuality, pride, fear etc)
\plain\par
\pard\pard\sl-417 \li0 \ri55 \expndtw-4 \b \f20 \fs24 Evoked Set\b0 . The specif
ic brands consumer considers in making a purchase
\plain\par
\pard\pard\sl-412 \li0 \ri3717 \expndtw-11 \f20 \fs24 choice in a particular pro
duct category
\plain\par
\pard\pard\sl-413 \li0 \ri52 \expndtw-10 \b \f20 \fs24 Extensive Problem Solving
\b0 . Decision making efforts by consumers that have
\plain\par
\pard\pard\sl-412 \li0 \ri59 \expndtw-5 \f20 \fs24 no established criteria for e
valuating a product category or specific brands in
\plain\par
\pard\pard\sl-417 \li0 \ri1041 \expndtw-14 \f20 \fs24 that category or have not
narrowed the brands to a manageable subset
\plain\par
\pard\pard\sl-412 \li0 \ri626 \expndtw-13 \b \f20 \fs24 Feed Back\b0 . The respo
nse given by a receiver to the sender of the message
\plain\par
\pard\pard\sl-412 \li0 \ri47 \expndtw-1 \b \f20 \fs24 Focus Group\b0 . A Qualita
tive research method in which about eight to ten
\plain\par
\pard\pard\sl-413 \li0 \ri50 \expndtw-8 \f20 \fs24 persons participate in an uns
tructured group interview focused on a product or
\plain\par
\pard\pard\sl-417 \li0 \ri5711 \expndtw-14 \f20 \fs24 service concept
\plain\par
\pard\pard\sl-412 \li0 \ri55 \expndtw0 \b \f20 \fs24 Freud Theory\b0 . A theory
of personality and motivation developed by the
\plain\par
\pard\pard\sl-412 \li0 \ri4430 \expndtw-12 \f20 \fs24 psychoanalyst Sigmund Freu
d
\plain\par
\pard\pard\sl-413 \li0 \ri50 \expndtw-11 \b \f20 \fs24 Information Processing\b0
. A cognitive theory of human learning patterned after
\plain\par
\pard\pard\sl-412 \li0 \ri53 \expndtw-6 \f20 \fs24 computer information processi
ng that focuses on how information is stored in
\plain\par
\pard\pard\sl-417 \li0 \ri3704 \expndtw-13 \f20 \fs24 human memory and how it is
retrieved
\plain\par
\pard\pard\sl-412 \li0 \ri49 \expndtw-6 \b \f20 \fs24 Involvement Theory\b0 . A
theory of consumer learning which postulates that
\plain\par
\pard\pard\sl-413 \li0 \ri57 \expndtw-8 \f20 \fs24 consumers engage in a range o
f information processing activity from extensive
\plain\par
\pard\pard\sl-412 \li0 \ri962 \expndtw-11 \f20 \fs24 to limited problem solving
depending on the relevance of the purchase
\par
\plain\pard\sl-417 \li0 \ri49 \expndtw-15 \b \f20 \fs24 Lexicographic Decision R
ule\b0 .
\plain\tx3341 \tab \expndtw-2 \f20 \fs24 A noncompensatory decision rule in whic
h
\par
\plain\pard\sl-412 \li0 \ri50 \expndtw-1 \f20 \fs24 consumers first rank product
attributes in terms of their importance, then
\plain\par
\pard\pard\sl-413 \li0 \ri58 \expndtw-12 \f20 \fs24 compare brands in terms of t
he attribute considered most important. If one brand
\plain\par
\pard\pard\sl-412 \li0 \ri48 \expndtw-10 \f20 \fs24 scores higher than the other
brands it is selected: if not the process is continued
\plain\par
\pard\pard\sl-417 \li0 \ri3536 \expndtw-13 \f20 \fs24 with the second rank attri
bute, and so on
\plain\par
\pard\pard\sl-412 \li0 \ri49 \expndtw-11 \b \f20 \fs24 Noncompensatory Decision
Rule\b0 . A type of consumer decision rule by which
\plain\par
\pard\pard\sl-412 \li0 \ri56 \expndtw-1 \f20 \fs24 positive evaluation of a bran
d attribute does not compensate for negative
\plain\par
\pard\pard\sl-413 \li0 \ri2417 \expndtw-13 \f20 \fs24 evaluation of the same bra
nd on some other attributes
\par
{\shp

ffd8ffe000104a46494600010100000100010000ffdb004300010101010101010101010101010101
01010101010101010101010101010101010101010101010101010101010101010101010101010101
010101010101010101ffdb0043010101010101010101010101010101010101010101010101010101
0101010101010101010101010101010101010101010101010101010101010101010101010101ffc0
00110806d904d803012200021101031101ffc4001f00000105010101010101000000000000000001
02030405060708090a0bffc400b5100002010303020403050504040000017d010203000411051221
31410613516107227114328191a1082342b1c11552d1f02433627282090a161718191a2526272829
2a3435363738393a434445464748494a535455565758595a636465666768696a737475767778797a
0101010101010101010000000000000102030405060708090a0bffc400b511000201020404030407
05040400010277000102031104052131061241510761711322328108144291a1b1c109233352f015
6272d10a162434e125f11718191a262728292a35363738393a434445464748494a53545556575859
5a636465666768696a737475767778797a82838485868788898a92939495969798999aa2a3a4a5a6
}}}
\plain\pard\sl-314 \li0 \ri48 \expndtw-13 \b \f20 \fs24 Organisational Consumer\
b0 . A business, government agency, or other Institution
\plain\par
\pard\pard\sl-412 \li0 \ri50 \expndtw-10 \f20 \fs24 that buys the goods, service
s, and/ or equipment necessary for the organization
\plain\par
\pard\pard\sl-417 \li0 \ri6104 \expndtw-15 \f20 \fs24 to function
\plain\par
\pard\pard\sl-412 \li0 \ri51 \expndtw-5 \b \f20 \fs24 Purchase Behaviour\b0 . Be
haviour that involves two types of purchases: trial
\plain\par
\pard\pard\sl-413 \li0 \ri4428 \expndtw-16 \f20 \fs24 purchases and repeat purch
ase
\plain\par
\pard\pard\sl-412 \li0 \ri48 \expndtw0 \b \f20 \fs24 Repeat Response Behaviour\b
0 . A habitual purchase response based on
\plain\par
\pard\pard\sl-417 \li0 \ri5136 \expndtw-13 \f20 \fs24 predetermined criteria
\plain\par
\pard\pard\sl-412 \li0 \ri605 \expndtw-11 \b \f20 \fs24 Word-Of-Mouth\b0 . Infor
mal conversations concerning products or services
\plain\par
\pard\pard\sl-417 \li3376 \ri3084 \expndtw-19 \b \f20 \fs24 UNIT - II
\plain\par
\pard\pard\sl-413 \li3347 \ri3054 \expndtw-24 \b \f20 \fs24 Section - I
\plain\par
\pard\pard\sl-417 \li216 \ri243 \expndtw0 \b \f20 \fs24 CULTURAL & ENVIRONMENTAL
INFLUENCES ON CONSUMER
\plain\par
\pard\pard\sl-412 \li3150 \ri2879 \expndtw-7 \b \f20 \fs24 BEHAVIOUR
\plain\par
\pard\pard\sl-412 \li0 \ri5872 \expndtw-24 \b \f20 \fs24 Introduction
\plain\par
\pard\pard\sl-408 \li0 \ri54 \expndtw-7 \f20 \fs24 Everybody in this world is a
consumer. Everyday of our life we are buying and
\plain\expndtw-6 \f20 \fs24 consuming an incredible variety of goods and service
s. However, we all have
\plain\par
\pard\pard\sl-417 \li0 \ri58 \expndtw-7 \f20 \fs24 different tastes, likes and d
islikes and adopt different behaviour patterns while
\plain\par
\pard\pard\sl-412 \li0 \ri48 \expndtw-7 \f20 \fs24 making purchase decisions. Ma
ny factors affect how we, as individuals and as
\plain\par
\pard\pard\sl-413 \li0 \ri61 \expndtw-8 \f20 \fs24 societies, live, buy, and con
sume. External influences such as culture, ethnicity,
\plain\par
\pard\pard\sl-412 \li0 \ri58 \expndtw-8 \f20 \fs24 and social class influence ho
w individual consumers buy and use products, and
\plain\expndtw7 \f20 \fs24 help explain how groups of consumers behave. The stud
y of culture
\plain\par
\pard\pard\sl-412 \li0 \ri51 \expndtw-8 \f20 \fs24 encompasses all aspects of a
society such as its religion, knowledge, language,
\plain\expndtw-7 \f20 \fs24 laws, customs, traditions, music, art, technology, w
ork patterns, products, etc.
\plain\par
\pard\pard\sl-412 \li0 \ri1044 \expndtw-8 \f20 \fs24 Culture is an extremely cri
tical and all pervasive influence in our life.
\plain\par
\pard\pard\sl-422 \li0 \ri6071 \expndtw-25 \b \f20 \fs24 Objectives
\plain\par
\pard\pard\sl-408 \li0 \ri2814 \expndtw-11 \f20 \fs24 After studying this lesson
, you should be able to:
\par
\plain\tx1434 \tab \expndtw-12 \f20 \fs24 Define culture
\plain\par
\plain\tx1434 \tab \expndtw-11 \f20 \fs24 Identify the various influences on cul
ture
\plain\par
\plain\tx1434 \tab \expndtw-11 \f20 \fs24 Describe sub-cultures and its influenc
es
\plain\par
\plain\tx1434 \tab \expndtw-10 \f20 \fs24 Know the Environmental variations and
cultural values.
\plain\par
\plain\tx1434 \tab \expndtw-10 \f20 \fs24 Explain the cross-cultural influences
on consumer behaviour.
\par
{\shp
ffd8ffe000104a46494600010100000100010000ffdb004300010101010101010101010101010101
01010101010101010101010101010101010101010101010101010101010101010101010101010101
010101010101010101ffdb0043010101010101010101010101010101010101010101010101010101
0101010101010101010101010101010101010101010101010101010101010101010101010101ffc0
00110806d904d803012200021101031101ffc4001f00000105010101010101000000000000000001
02030405060708090a0bffc400b5100002010303020403050504040000017d010203000411051221
31410613516107227114328191a1082342b1c11552d1f02433627282090a161718191a2526272829
2a3435363738393a434445464748494a535455565758595a636465666768696a737475767778797a
0101010101010101010000000000000102030405060708090a0bffc400b511000201020404030407
05040400010277000102031104052131061241510761711322328108144291a1b1c109233352f015
6272d10a162434e125f11718191a262728292a35363738393a434445464748494a53545556575859
5a636465666768696a737475767778797a82838485868788898a92939495969798999aa2a3a4a5a6
}}}
\plain\pard\sl-299 \li0 \ri4988 \expndtw-10 \b \f20 \fs24 CULTURE - Meaning

\plain\par
\pard\pard\sl-408 \li0 \ri57 \expndtw-9 \f20 \fs24 For the purpose of studying c
onsumer behaviour, culture can be defined as the
\plain\par
\pard\pard\sl-417 \li0 \ri58 \expndtw-8 \f20 \fs24 sum total of learned beliefs,
values and customs that serve to guide and direct
\plain\par
\pard\pard\sl-412 \li0 \ri2300 \expndtw-12 \f20 \fs24 the consumer behaviour of
all members of that society.
\plain\par
\pard\pard\sl-413 \li0 \ri46 \expndtw-2 \f20 \fs24 Howard and Sheth have defined
culture as {\f63 \u8213\'3f}A selective, manmade way of
\plain\par
\pard\pard\sl-412 \li0 \ri52 \expndtw-10 \f20 \fs24 responding to experience, a
set of behavioral pattern{\f63 \u8214\'3f}. Thus, culture consists of
\plain\par
\pard\pard\sl-417 \li0 \ri59 \expndtw-11 \f20 \fs24 traditional ideas and in par
ticular the values, which are attached to these ideas. It
\plain\par
\pard\pard\sl-412 \li0 \ri50 \expndtw0 \f20 \fs24 includes knowledge, belief, ar
t, morale, law, customs and all other habits
\plain\par
\pard\pard\sl-412 \li0 \ri56 \expndtw-8 \f20 \fs24 acquired by man as a member o
f society. An accepted concept about culture is
\plain\par
\pard\pard\sl-413 \li0 \ri51 \expndtw-2 \f20 \fs24 that includes a set of learne
d beliefs, values, attitudes, habits and forms of
\plain\par
\pard\pard\sl-417 \li0 \ri45 \expndtw-7 \f20 \fs24 behaviour that are shared by
a society and are transmitted from generation to
\plain\par
\pard\pard\sl-412 \li0 \ri4436 \expndtw-12 \f20 \fs24 generation within that soc
iety.
\plain\par
\pard\pard\sl-417 \li0 \ri2221 \expndtw-19 \b \f20 \fs24 Culture is learned thro
ugh the following three ways:
\plain\par
\pard\pard\sl-408 \li360 \ri57 \expndtw-3 \f20 \fs24 1. Formal learning: parents
and elders teach children the proper way to
\plain\par
\pard\pard\sl-412 \li721 \ri52 \expndtw-11 \f20 \fs24 behave. For instance, you
have been taught that you need to study to be
\plain\expndtw-7 \f20 \fs24 successful and happy in life. This learning may infl
uence your response
\plain\par
\pard\pard\sl-412 \li721 \ri1975 \expndtw-12 \f20 \fs24 both as a student and in
dividual towards education.
\plain\par
\pard\pard\sl-413 \li360 \ri55 \expndtw-4 \f20 \fs24 2. Informal learning: we le
arn by imitating the behaviour of our parents,
\plain\par
\pard\pard\sl-412 \li721 \ri1904 \expndtw-9 \f20 \fs24 friends, or by watching T
V and film actors in action
\plain\par
\pard\pard\sl-417 \li360 \ri46 \expndtw-5 \f20 \fs24 3. Technical learning: inst
ructions are given about the specific method by
\plain\par
\pard\pard\sl-412 \li721 \ri615 \expndtw-11 \f20 \fs24 which certain things to d
one such as painting, dancing, singing etc.
\plain\par
\pard\pard\sl-418 \li0 \ri4639 \expndtw-17 \b \f20 \fs24 Characteristics of Cult
ure
\plain\par
\pard\pard\sl-422 \li721 \ri4685 \expndtw-14 \f40 \fs24 {\f63 \u61623\'3f}\f20
Culture is learned.
\plain\par
Culture regulates society -Norms, standards of behaviour,
\plain\par
\pard\pard\sl-273 \li1446 \ri3500 \expndtw-15 \f20 \fs24 rewards and punishments
.
\plain\par
Culture makes life more efficient
\plain\par
All members follow same norms.
\plain\par
Culture is adaptive.
\par
{\shp
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010101010101010101ffdb0043010101010101010101010101010101010101010101010101010101
0101010101010101010101010101010101010101010101010101010101010101010101010101ffc0
00110806d904d803012200021101031101ffc4001f00000105010101010101000000000000000001
02030405060708090a0bffc400b5100002010303020403050504040000017d010203000411051221
31410613516107227114328191a1082342b1c11552d1f02433627282090a161718191a2526272829
2a3435363738393a434445464748494a535455565758595a636465666768696a737475767778797a
0101010101010101010000000000000102030405060708090a0bffc400b511000201020404030407
05040400010277000102031104052131061241510761711322328108144291a1b1c109233352f015
6272d10a162434e125f11718191a262728292a35363738393a434445464748494a53545556575859
5a636465666768696a737475767778797a82838485868788898a92939495969798999aa2a3a4a5a6
}}}
\plain\pard\sl-389 \li721 \ri4072 \expndtw-12 \f40 \fs24 {\f63 \u61623\'3f}\f20
Culture is environmental.
\plain\par
Multiple cultures are nested hierarchically.
\plain\par
\pard\pard\sl-417 \li0 \ri57 \expndtw-5 \f20 \fs24 Culture also determines what
is acceptable with product advertising. Culture
\plain\expndtw-10 \f20 \fs24 determines what people wear, eat, reside and travel
. Cultural values in India are
\plain\par
\pard\pard\sl-413 \li0 \ri61 \expndtw-8 \f20 \fs24 good health, education, respe
ct for age and seniority. But in our culture today,
\plain\par
\pard\pard\sl-412 \li0 \ri56 \expndtw-3 \f20 \fs24 time scarcity is a growing pr
oblem, which implies a change in meals. Some
\plain\par
\pard\pard\sl-417 \li0 \ri5073 \expndtw-14 \f20 \fs24 changes in our culture:
\plain\par
\pard\pard\sl-412 \li0 \ri54 \expndtw-9 \f20 \fs24 1.\b Convenience\b0 : as mor
e and more women are joining the work force there is
\plain\par
\pard\pard\sl-412 \li360 \ri54 \expndtw-5 \f20 \fs24 an increasing demand for pr
oducts that help lighten and relieve the daily
\plain\expndtw-6 \f20 \fs24 household chores, and make life more convenient. Thi
s is reflected in the
\plain\par
\pard\pard\sl-417 \li360 \ri49 \expndtw-5 \f20 \fs24 soaring sale of Washing mac
hines, microwaves, Pressure cookers, Mixer\plain\par
\pard\pard\sl-412 \li360 \ri3076 \expndtw-12 \f20 \fs24 grinders, food processor
s, frozen food etc.
\plain\par
\pard\pard\sl-412 \li0 \ri52 \expndtw-6 \f20 \fs24 2.\b Education\b0 : People i
n our society today wish to acquire relevant education
\plain\par
\pard\pard\sl-413 \li360 \ri58 \expndtw-4 \f20 \fs24 and skills that would help
improve their career prospects. This is evident
\plain\par
\pard\pard\sl-417 \li360 \ri52 \expndtw-9 \f20 \fs24 from the fact that so many
professional, career oriented educational centers
\plain\par
\pard\pard\sl-412 \li360 \ri58 \expndtw-10 \f20 \fs24 are coming up, and still t
hey cannot seem to meet the demand. As a specific
\plain\expndtw-5 \f20 \fs24 instance count the number of institutions offering c
ourses and training in
\plain\par
\pard\pard\sl-413 \li360 \ri3326 \expndtw-13 \f20 \fs24 computers that has opene
d in your city.
\plain\par
\pard\pard\sl-417 \li0 \ri56 \expndtw-2 \f20 \fs24 3.\b Physical appearance\b0
: Today, physical fitness, good health and smart
\plain\par
\pard\pard\sl-412 \li360 \ri51 \expndtw-12 \f20 \fs24 appearance are on premium
today. Slimming centers and beauty parlours are
\plain\par
\pard\pard\sl-412 \li360 \ri54 \expndtw-7 \f20 \fs24 mushrooming in all major ci
ties of the country. Cosmetics for both women
\plain\par
\pard\pard\sl-413 \li360 \ri48 \expndtw-4 \f20 \fs24 and men are being sold in i
ncreasing numbers. Even exclusive shops are
\plain\par
\pard\pard\sl-417 \li360 \ri4500 \expndtw-12 \f20 \fs24 retailing designer cloth
es.
\plain\par
\pard\pard\sl-412 \li0 \ri55 \expndtw-5 \f20 \fs24 4.\b Materialism\b0 : There
is a very definite shift in the people's cultural value
\plain\par
\pard\pard\sl-412 \li360 \ri53 \expndtw-7 \f20 \fs24 from spiritualism towards m
aterialism. We are spending more money than
\plain\par
\pard\pard\sl-412 \li360 \ri47 \expndtw-8 \f20 \fs24 ever before on acquiring pr
oducts such as air-conditioners, cars CD players
\plain\par
\pard\pard\sl-418 \li360 \ri1820 \expndtw-11 \f20 \fs24 etc, which adds to our p
hysical comfort as well as status.
\par
{\shp
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}}}
\plain\pard\sl-299 \li0 \ri5490 \expndtw-19 \b \f20 \fs24 Types of Culture
\par
\plain\tx897 \tab \expndtw-12 \f20 \fs24 National culture
\plain\par
\pard\pard\sl-273 \li1081 \ri1013 \expndtw-9 \f30 \fs24 o\f20 The culture preva
lent in a nation, common to everyone
\plain\par
\plain\tx897 \tab \expndtw-13 \f20 \fs24 Popular culture
\plain\par
\pard\pard\sl-273 \li1081 \ri1175 \expndtw-9 \f30 \fs24 o\f20 The culture of th
e masses with norms of mass appeal
\plain\par
\plain\tx897 \tab \expndtw-16 \f20 \fs24 Subculture
\plain\par
\pard\pard\sl-273 \li1081 \ri1668 \expndtw-7 \f30 \fs24 o\f20 The culture of a
group within the larger society
\plain\par
\pard\pard\sl-412 \li1081 \ri55 \expndtw-4 \f30 \fs24 o\f20 Group identificatio
n based on nationality of origin, race, region,
\plain\par
\pard\pard\sl-417 \li1441 \ri3558 \expndtw-13 \f20 \fs24 age, religion, gender,
etc.
\plain\par
\plain\tx897 \tab \expndtw-13 \f20 \fs24 Corporate culture
\plain\par
\pard\pard\sl-273 \li1081 \ri727 \expndtw-12 \f30 \fs24 o\f20 The company's val
ues, rituals, customs, myths and heroes
\par
\plain\pard\sl-417 \li0 \ri3499 \expndtw-23 \b \f20 \fs24 Hofstede's Five Dimens
ions of Culture
\plain\par
\pard\pard\sl-408 \li0 \ri58 \expndtw-3 \f20 \fs24 Culture has a profound impact
on the way consumers perceive themselves,
\plain\par
\pard\pard\sl-417 \li0 \ri50 \expndtw-7 \f20 \fs24 products they buy and use, pu
rchasing processes, and the organisations from
\plain\par
\pard\pard\sl-413 \li0 \ri53 \expndtw1 \f20 \fs24 which they purchase. Marketers
, however, are giving more attention, to
\plain\par
\pard\pard\sl-412 \li0 \ri49 \expndtw0 \f20 \fs24 understanding macro cultures a
nd how they affect consumer behaviour.
\plain\par
\pard\pard\sl-412 \li0 \ri56 \expndtw-11 \f20 \fs24 Hofstede found five dimensio
ns of culture that are common among 66 countries.
\plain\par
\pard\pard\sl-417 \li0 \ri50 \expndtw-2 \f20 \fs24 These dimensions serve as a f
oundation for characterizing, comparing and
\plain\par
\pard\pard\sl-413 \li0 \ri57 \expndtw1 \f20 \fs24 contrasting specific national
cultures, and they are helpful in identifying
\plain\par
\pard\pard\sl-412 \li0 \ri2705 \expndtw-12 \f20 \fs24 environmentally sensitive
segments of the market.
\plain\par
\pard\pard\sl-412 \li0 \ri588 \expndtw-13 \b \f20 \fs24 1. Individualism versus
collectivism\b0 ( Pursuit of self- or group interest )
\plain\par
\pard\pard\sl-417 \li0 \ri130 \expndtw-1 \f20 \fs24 Individualism describes the
relationship between an individual and fellow
\plain\par
\pard\pard\sl-412 \li0 \ri122 \expndtw-6 \f20 \fs24 individuals, or the collecti
vity that prevails in society. Table 1.1 below depicts
\plain\par
\pard\pard\sl-413 \li0 \ri131 \expndtw-6 \f20 \fs24 the attitudinal and behaviou
ral differences associated with individualism and
\plain\par
\pard\pard\sl-412 \li0 \ri5941 \expndtw-9 \f20 \fs24 collectivism.
\plain\par
\pard\pard\sl-417 \li0 \ri1174 \expndtw-11 \b \f20 \fs24 2. Power distance\b0 (
Social inequality and submission to authority)
\plain\par
\pard\pard\sl-412 \li0 \ri117 \expndtw-3 \f20 \fs24 Power distance reflects the
degree to which a society accepts inequality in
\plain\par
\pard\pard\sl-413 \li0 \ri122 \expndtw2 \f20 \fs24 power at different levels in
organisations and institutions. It can affect
\plain\par
\pard\pard\sl-412 \li0 \ri125 \expndtw-7 \f20 \fs24 preferences for centralizati
on of authority, acceptance of differential rewards,
\plain\par
\pard\pard\sl-412 \li0 \ri2459 \expndtw-13 \f20 \fs24 and the ways people of une
qual status work together.
\par
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401fffd9
}}}
\plain\pard\sl-298 \li1712 \ri277 \expndtw-19 \b \f20 \fs24 Individualism (E.g.,
United
\plain\tx5117 \tab \expndtw-18 \b \f20 \fs24 Collectivism (E.g., Hong
\plain\par
\pard\pard\sl-278 \li1554 \ri473 \expndtw-18 \b \f20 \fs24 States, Australia, Ca
nada Etc)
\plain\tx5332 \tab \expndtw-20 \b \f20 \fs24 Kong, Japan, India)
\par
\plain\pard\sl-200\fs20\par \pard\sl-275 \li17 \ri50 \expndtw-36 \b \f20 \fs24 S
elf
\plain\tx1546 \tab \expndtw0 \f20 \fs24 Defined by internal attributes, Defined
by important others,
\plain\par
\pard\pard\sl-278 \li17 \ri1169 \expndtw-26 \b \f20 \fs24 construal
\plain\tx1554 \tab \expndtw-15 \f20 \fs24 personal traits
\plain\tx4863 \tab \expndtw-12 \f20 \fs24 family and friends
\plain\par
\pard\pard\sl-360 \li17 \ri45 \expndtw-36 \b \f20 \fs24 Role
\plain\tx1131 \tab \expndtw-44 \b \f20 \fs24 of
\plain\tx1554 \tab \expndtw-2 \f20 \fs24 Self-evaluation e.g., standards Self-de
finition
\plain\tx7449 \tab \expndtw-28 \f20 \fs24 e.g.,
\plain\par
\pard\pard\sl-278 \li17 \ri47 \expndtw-34 \b \f20 \fs24 others
\plain\tx1554 \tab \expndtw-6 \f20 \fs24 of social comparison, sources of relati
onships
\plain\tx6478 \tab \expndtw-22 \f20 \fs24 with

\plain\tx7265 \tab \expndtw-24 \f20 \fs24 others
\plain\par
\pard\pard\sl-273 \li17 \ri45 \expndtw-29 \b \f20 \fs24 Values
\plain\tx1554 \tab \expndtw-17 \f20 \fs24 appraisal
\plain\tx2873 \tab \expndtw-19 \f20 \fs24 regarding
\plain\tx4236 \tab \expndtw-4 \f20 \fs24 self. define self and affect personal
\plain\par
\pard\pard\sl-273 \li1554 \ri48 \expndtw11 \f20 \fs24 Emphasis on separateness,
preferences. Emphasis on
\plain\par
\pard\pard\sl-273 \li1554 \ri292 \expndtw-7 \f20 \fs24 {\ul i}{\ul n}{\ul d}{\ul
i}{\ul v}{\ul i}{\ul d}{\ul u}{\ul a}{\ul l}{\ul i}{\ul t}{\ul y}
\plain\tx4863 \tab \expndtw-13 \f20 \fs24 {\ul c}{\ul o}{\ul n}{\ul n}{\ul e}{\u
l c}{\ul t}{\ul e}{\ul d}{\ul n}{\ul e}{\ul s}{\ul s}{\ul ,}{\ul }{\ul r}{\ul e
}{\ul l}{\ul a}{\ul t}{\ul i}{\ul o}{\ul n}{\ul s}{\ul h}{\ul i}{\ul p}{\ul s}
\par
\plain\pard\sl-297 \li17 \ri49 \expndtw-2 \b \f20 \fs24 Motivational\b0 Focus d
ifferentiation, relatively Focus on similarity, relatively
\par
\plain\pard\sl-273 \li17 \ri52 \expndtw-29 \b \f20 \fs24 drives
\plain\tx1554 \tab \expndtw-24 \f20 \fs24 greater
\plain\tx2604 \tab \expndtw-36 \f20 \fs24 need
\plain\tx3434 \tab \expndtw-43 \f20 \fs24 to
\plain\tx3998 \tab \expndtw13 \f20 \fs24 unique greater need to blend in
\plain\par
\pard\pard\sl-279 \li17 \ri50 \expndtw-24 \b \f20 \fs24 Behaviour
\plain\tx1554 \tab \expndtw-12 \f20 \fs24 Reflective
\plain\tx3089 \tab \expndtw-38 \f20 \fs24 of
\plain\tx3830 \tab \expndtw4 \f20 \fs24 personal Influenced by preferences,
\par
\plain\pard\sl-268 \li1554 \ri940 \expndtw-17 \f20 \fs24 preferences and needs
\plain\tx4863 \tab \expndtw-15 \f20 \fs24 needs of close others
\par
\plain\pard\sl-297 \li1712 \ri1573 \expndtw-19 \b \f20 \fs24 Table 1.1 Individua
lism versus Collectivism
\plain\par
\pard\pard\sl-408 \li60 \ri1416 \expndtw-12 \b \f20 \fs24 3. Uncertainty avoidan
ce\b0 ( Tolerance/avoidance of ambiguity )
\plain\par
\pard\pard\sl-412 \li60 \ri89 \expndtw-6 \f20 \fs24 Uncertainty avoidance concer
ns the different ways in which societies react to
\plain\par
\pard\pard\sl-418 \li60 \ri85 \expndtw-3 \f20 \fs24 the uncertainties and ambigu
ities inherent in life. Some societies need well\plain\par
\pard\pard\sl-412 \li60 \ri87 \expndtw-11 \f20 \fs24 defined rules or rituals to
guide behaviour, whereas others are tolerant of deviant
\plain\par
\pard\pard\sl-412 \li60 \ri5304 \expndtw-15 \f20 \fs24 ideas and behaviour.
\plain\par
\pard\pard\sl-412 \li60 \ri303 \expndtw-12 \b \f20 \fs24 4. Masculinity/feminini
ty\b0 (Segregation of male and female roles in society )
\plain\par
\pard\pard\sl-417 \li60 \ri85 \expndtw-4 \f20 \fs24 This factor determines the e
xtent to which societies hold values traditionally
\plain\expndtw-7 \f20 \fs24 regarded as predominantly masculine or feminine. For

instance, assertiveness,
\plain\par
\pard\pard\sl-412 \li60 \ri92 \expndtw-10 \f20 \fs24 respect for achievement, an
d the acquisition of money and material possessions
\plain\expndtw-9 \f20 \fs24 are identified with masculinity; and nurturing, conc
ern for the environment and
\plain\par
\pard\pard\sl-417 \li60 \ri1327 \expndtw-14 \f20 \fs24 championing the underdog
are associated with a culture's feminity
\plain\par
\pard\pard\sl-418 \li60 \ri3440 \expndtw-17 \b \f20 \fs24 5. Abstract versus ass
ociative thinking
\plain\par
\pard\pard\sl-407 \li60 \ri335 \expndtw-1 \f20 \fs24 Creation of value in produc
ts based on cause/effect logic or association
\plain\par
\pard\pard\sl-412 \li60 \ri3999 \expndtw-11 \f20 \fs24 among events without a lo
gical link
\plain\par
\pard\pard\sl-422 \li60 \ri4430 \expndtw0 \b \f20 \fs24 CULTURAL INFLUENCES
\plain\par
\pard\pard\sl-408 \li60 \ri91 \expndtw0 \f20 \fs24 Culture is that complex whole
which includes knowledge, belief, art, law,
\plain\expndtw-6 \f20 \fs24 morals, customs and any other capabilities and habit
s acquired by humans as
\plain\par
\pard\pard\sl-412 \li60 \ri5343 \expndtw-14 \f20 \fs24 members of society.
\par
{\shp
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}}}
\plain\pard\sl-314 \li0 \ri40 \expndtw-7 \f20 \fs24 Culture influences the patte
rn of living, of consumption, of decision-making by
\plain\par
\pard\pard\sl-412 \li0 \ri57 \expndtw-4 \f20 \fs24 individuals. Culture is acqui
red. It can be acquired from the family, from the
\plain\expndtw-1 \f20 \fs24 region or from all that has been around us while we
were growing up and
\plain\par
\pard\pard\sl-412 \li0 \ri53 \expndtw-1 \f20 \fs24 learning the ways of the worl
d. Culture forms a boundary within which an
\plain\par
\pard\pard\sl-413 \li0 \ri59 \expndtw-8 \f20 \fs24 individual thinks and acts. W
hen one thinks and acts beyond these boundaries,
\plain\par
\pard\pard\sl-412 \li0 \ri48 \expndtw-9 \f20 \fs24 he is adopting a cross-cultur
al behaviour and there are cross-cultural influences
\plain\par
\pard\pard\sl-417 \li0 \ri6390 \expndtw-17 \f20 \fs24 as well.
\plain\par
\pard\pard\sl-412 \li0 \ri58 \expndtw-10 \f20 \fs24 The nature of cultural influ
ences is such that we are seldom aware of them. One
\plain\par
\pard\pard\sl-412 \li0 \ri51 \expndtw-7 \f20 \fs24 feels, behaves, and thinks li
ke the other members of the same culture. It is all
\plain\expndtw-10 \f20 \fs24 pervasive and is present everywhere. Material cultu
re influences technology and
\plain\par
\pard\pard\sl-417 \li0 \ri58 \expndtw-6 \f20 \fs24 how it brings cultural change
s like use of telephones, mobile phones, clothing
\plain\par
\pard\pard\sl-412 \li0 \ri51 \expndtw-2 \f20 \fs24 styles and fashions, gives th
e marketers a chance to improve the product,
\plain\par
\pard\pard\sl-412 \li0 \ri2860 \expndtw-14 \f20 \fs24 packing, etc. to meet the
needs of the customers.
\plain\par
\pard\pard\sl-413 \li0 \ri54 \expndtw-10 \f20 \fs24 Norms are the boundaries tha
t culture sets on the behaviour. Norms are derived
\plain\par
\pard\pard\sl-412 \li0 \ri58 \expndtw-8 \f20 \fs24 from cultural values, which a
re widely told beliefs that specify what is desirable

\plain\par
\pard\pard\sl-417 \li0 \ri61 \expndtw-10 \f20 \fs24 and what is not. Most indivi
duals obey norms because it is natural to obey them.
\plain\par
\pard\pard\sl-412 \li0 \ri45 \expndtw-4 \f20 \fs24 Culture outlines many busines
s norms, family norms, behaviour norms, etc.
\plain\par
\pard\pard\sl-413 \li0 \ri57 \expndtw-7 \f20 \fs24 How we greet people, how clos
e one should stand to others while conducting
\plain\par
\pard\pard\sl-412 \li0 \ri1497 \expndtw-13 \f20 \fs24 business, the dress we wea
r and any other patterns of behaviour.
\plain\par
\pard\pard\sl-417 \li0 \ri57 \expndtw-8 \f20 \fs24 Culture keeps changing slowly
over time; and is not static. Changes take place
\plain\expndtw-4 \f20 \fs24 due to rapid technologies. In case of emergency, war
, or natural calamities,
\plain\expndtw-5 \f20 \fs24 marketers and managers must understand the existing
culture as well as the
\plain\expndtw-11 \f20 \fs24 changing culture and culture of the country where t
he goods are to be marketed.
\plain\par
\pard\pard\sl-417 \li0 \ri52 \expndtw-3 \f20 \fs24 Major companies have adapted
themselves to international culture and are
\plain\par
\pard\pard\sl-412 \li0 \ri5480 \expndtw-13 \f20 \fs24 accepted globally.
\plain\par
\pard\pard\sl-412 \li0 \ri56 \expndtw-3 \f20 \fs24 Coca Cola is sold allover the
world. Procter & Gamble and other companies
\plain\par
\pard\pard\sl-413 \li0 \ri41 \expndtw1 \f20 \fs24 give cross-cultural training t
o their employees. By making cross-cultural
\plain\par
\pard\pard\sl-417 \li0 \ri54 \expndtw-10 \f20 \fs24 mistakes, many companies hav
e difficulty in pushing their products for example,
\par
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}}}
\plain\pard\sl-314 \li0 \ri64 \expndtw-9 \f20 \fs24 (i) Coca Cola had to withdra
w its 2 litres bottle from Spain, because it did not fit
\plain\par
\pard\pard\sl-412 \li0 \ri58 \expndtw-7 \f20 \fs24 in the local refrigerator; (i
i) Many countries are very traditional and do not like
\plain\par
\pard\pard\sl-417 \li0 \ri50 \expndtw-9 \f20 \fs24 women displayed on the produc
ts. This acts as a detriment to business in those
\plain\par
\pard\pard\sl-412 \li0 \ri6205 \expndtw-17 \f20 \fs24 countries.
\plain\par
\pard\pard\sl-418 \li0 \ri4405 \expndtw-15 \b \f20 \fs24 Variation in Cultural V
alues
\plain\par
\pard\pard\sl-407 \li0 \ri181 \expndtw-10 \f20 \fs24 There are three broad forms
of cultural values as shown in the following figure.
\par
\plain\pard\sl-200\fs20\par \par \par \par \par \par \par \par \par \par \par \p
ard\sl-291 \li1340 \ri1254 \expndtw-18 \b \f20 \fs24 Fig. 1.1 Values Orientation
influencing Behaviour
\par
\plain\pard\sl-200\fs20\par \par \par \par \par \par \par \pard\sl-256 \li0 \ri4
746 \expndtw-18 \b \f20 \fs24 I. Other Oriented Values
\plain\par
\pard\pard\sl-407 \li0 \ri52 \expndtw6 \f20 \fs24 This shows the relationship be
tween individuals and the society. The
\plain\par
\pard\pard\sl-413 \li0 \ri56 \expndtw-1 \f20 \fs24 relationship influences marke
ting practices. If the society values collective
\plain\expndtw-6 \f20 \fs24 activity, decisions will be taken in a group. It giv
es rise to following questions
\plain\par
\pard\pard\sl-417 \li0 \ri4112 \expndtw-12 \f20 \fs24 which affect consumer beha
viour.
\plain\par
\pard\pard\sl-412 \li0 \ri50 \expndtw-3 \b\i \f20 \fs24 Individual/ collective:\
b0\i0 Whether individual initiation has more value than
\plain\par
\pard\pard\sl-413 \li0 \ri5412 \expndtw-8 \f20 \fs24 collective activity?
\plain\par
\pard\pard\sl-412 \li0 \ri53 \expndtw-2 \b\i \f20 \fs24 Romantic orientation:\b0
\i0 This depicts whether the communication is more
\plain\par
\pard\pard\sl-417 \li0 \ri56 \expndtw1 \f20 \fs24 effective which emphasises cou
rtship or otherwise. In many countries a
\plain\par
\pard\pard\sl-412 \li0 \ri4013 \expndtw-13 \f20 \fs24 romantic theme is more suc
cessful.
\plain\par
\pard\pard\sl-412 \li0 \ri59 \expndtw-10 \b\i \f20 \fs24 Adult/ child theme:\b0\
i0 Is family life concentrated round children or adults? What
\plain\par
\pard\pard\sl-413 \li0 \ri3440 \expndtw-9 \f20 \fs24 role do children play in de
cision-making?
\par
{\shp
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010101010101010101ffdb0043010101010101010101010101010101010101010101010101010101
0101010101010101010101010101010101010101010101010101010101010101010101010101ffc0
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0101010101010101010000000000000102030405060708090a0bffc400b511000201020404030407
05040400010277000102031104052131061241510761711322328108144291a1b1c109233352f015
6272d10a162434e125f11718191a262728292a35363738393a434445464748494a53545556575859
5a636465666768696a737475767778797a82838485868788898a92939495969798999aa2a3a4a5a6
}}}
\plain\pard\sl-314 \li0 \ri50 \expndtw-2 \b\i \f20 \fs24 Masculine/ Feminine:\b0
\i0 Whether the society is male dominant or women
\plain\par
\pard\pard\sl-412 \li0 \ri5126 \expndtw-15 \f20 \fs24 dominant or balanced.
\plain\par
\pard\pard\sl-417 \li0 \ri48 \expndtw-5 \b\i \f20 \fs24 Competitive/ Cooperation
:\b0\i0 Whether competition leads to success. This is
\plain\par
\pard\pard\sl-412 \li0 \ri3378 \expndtw-10 \f20 \fs24 achieved by forming allian
ces with others.
\plain\par
\pard\pard\sl-413 \li0 \ri56 \expndtw-7 \b\i \f20 \fs24 Youth/ age:\b0\i0 Are p
restige roles assigned to younger or older members of the
\plain\par
\pard\pard\sl-412 \li0 \ri51 \expndtw2 \f20 \fs24 society. American society is y
outh oriented and Korean is age oriented.
\plain\par
\pard\pard\sl-417 \li0 \ri2942 \expndtw-11 \f20 \fs24 Decisions are taken by mat
ure people in Korea.
\plain\par
\pard\pard\sl-417 \li0 \ri3991 \expndtw-19 \b \f20 \fs24 II. Environment Oriente
d Values
\plain\par
\pard\pard\sl-408 \li0 \ri45 \expndtw-10 \b\i \f20 \fs24 Cleanliness:\b0\i0 If
a culture lays too much stress on cleanliness. There is\i scope\i0 for
\plain\par
\pard\pard\sl-413 \li0 \ri50 \expndtw-5 \f20 \fs24 the sale of beauty creams, so
aps, deodorants, insecticides, washing powder,
\plain\expndtw-6 \f20 \fs24 vacuum cleaner, etc. In western countries, a lot of
emphasis is placed on this
\plain\par
\pard\pard\sl-412 \li0 \ri2454 \expndtw-14 \f20 \fs24 aspect and perfumes and de
odorants are widely used.
\plain\par
\pard\pard\sl-412 \li0 \ri48 \expndtw-9 \b\i \f20 \fs24 Performance/ status:\b0\
i0 A status oriented society cares for higher standards of
\plain\par
\pard\pard\sl-413 \li0 \ri55 \expndtw-8 \f20 \fs24 living, and chooses quality g
oods and established brand names and high prices
\plain\expndtw-9 \f20 \fs24 items. This is true for the United States, Japan, Si
ngapore, Malaysia, Indonesia,
\plain\par
\pard\pard\sl-417 \li0 \ri3905 \expndtw-11 \f20 \fs24 Thailand and most Arabic c
ountries.
\plain\par
\pard\pard\sl-412 \li0 \ri54 \expndtw-7 \f20 \fs24 In performance oriented socie
ties, where rewards and prestige is based on an
\plain\par
\pard\pard\sl-413 \li0 \ri47 \expndtw-4 \f20 \fs24 individual's performance, les
s importance is given to brand names. Products
\plain\par
\pard\pard\sl-412 \li0 \ri54 \expndtw-10 \f20 \fs24 which function equally well
and may not be big brand names are used. Germans
\plain\par
\pard\pard\sl-417 \li0 \ri59 \expndtw-11 \f20 \fs24 do not give the same amount
of emphasis to brand names. The marketers adopt
\plain\par
\pard\pard\sl-412 \li0 \ri5109 \expndtw-12 \f20 \fs24 strategies accordingly.
\plain\par
\pard\pard\sl-413 \li0 \ri56 \expndtw-8 \b\i \f20 \fs24 Tradition/ change:\b0\i0
Traditional oriented societies stick to the old product and
\plain\expndtw-7 \f20 \fs24 resist innovation or new techniques. In traditional
societies, there is less scope
\plain\expndtw-8 \f20 \fs24 for new products, and old traditional products are i
n greater demand. In some
\plain\par
\pard\pard\sl-412 \li0 \ri52 \expndtw1 \f20 \fs24 societies which are upwardly m
obile, consumers are looking for modern
\plain\par
\pard\pard\sl-412 \li0 \ri2091 \expndtw-13 \f20 \fs24 methods, new products, new
models and new techniques.
\plain\par
\pard\pard\sl-413 \li0 \ri55 \expndtw-12 \b\i \f20 \fs24 Risk taking/ security:\
b0\i0 An individual who is in a secure position and takes a risk
\plain\par
\pard\pard\sl-417 \li0 \ri58 \expndtw-10 \f20 \fs24 can be either considered ven
turesome or foolhardy. This depends on the culture
\par
{\shp

ffd8ffe000104a46494600010100000100010000ffdb004300010101010101010101010101010101
01010101010101010101010101010101010101010101010101010101010101010101010101010101
010101010101010101ffdb0043010101010101010101010101010101010101010101010101010101
0101010101010101010101010101010101010101010101010101010101010101010101010101ffc0
00110806d904d803012200021101031101ffc4001f00000105010101010101000000000000000001
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0101010101010101010000000000000102030405060708090a0bffc400b511000201020404030407
05040400010277000102031104052131061241510761711322328108144291a1b1c109233352f015
6272d10a162434e125f11718191a262728292a35363738393a434445464748494a53545556575859
5a636465666768696a737475767778797a82838485868788898a92939495969798999aa2a3a4a5a6
}}}
\plain\pard\sl-314 \li0 \ri44 \expndtw-11 \f20 \fs24 of the society. For develop
ing new entrepreneurs risk taking is a must. It leads to
\plain\par
\pard\pard\sl-412 \li0 \ri49 \expndtw0 \f20 \fs24 new product development, new a
dvertising themes and new channels of
\plain\par
\pard\pard\sl-417 \li0 \ri59 \expndtw-7 \f20 \fs24 distribution. Security orient
ed societies have little chances of development and
\plain\par
\pard\pard\sl-412 \li0 \ri6071 \expndtw-14 \f20 \fs24 innovation.
\plain\par
\pard\pard\sl-413 \li0 \ri45 \expndtw-5 \b\i \f20 \fs24 Problem solving/fatalist
:\b0\i0 A society can be optimistic and have a problem
\plain\par
\pard\pard\sl-412 \li0 \ri55 \expndtw2 \f20 \fs24 solving attitude or, be inacti
ve and depend on fate. This has marketing
\plain\par
\pard\pard\sl-417 \li0 \ri58 \expndtw-6 \f20 \fs24 implications on the registeri
ng of complaints when consumers are dissatisfied
\plain\expndtw-10 \f20 \fs24 with the purchase of the products. Advertising play
s an important part and gives
\plain\par
\pard\pard\sl-412 \li0 \ri1004 \expndtw-14 \f20 \fs24 guidance to the consumer,
and removes these doubts to a great extent.
\plain\par
\pard\pard\sl-413 \li0 \ri58 \expndtw-3 \b\i \f20 \fs24 Nature:\b0\i0 There are
differences in attitude over nature and its preservation.
\plain\expndtw-4 \f20 \fs24 Consumers stress on packing materials that are recyc
lable and environment
\plain\par
\pard\pard\sl-412 \li0 \ri44 \expndtw-8 \f20 \fs24 friendly. Some countries give
great importance to stop environmental pollution
\plain\par
\pard\pard\sl-412 \li0 \ri4569 \expndtw-12 \f20 \fs24 and to recycling of produc
ts.
\plain\par
\pard\pard\sl-413 \li0 \ri54 \expndtw-7 \f20 \fs24 Companies like P&G, Colgate-P
almolive captured a great extent of the market
\plain\par
\pard\pard\sl-412 \li0 \ri57 \expndtw-7 \f20 \fs24 by offering products which ar
e less harmful to the environment. They also use
\plain\par
\pard\pard\sl-417 \li0 \ri1738 \expndtw-11 \f20 \fs24 ingredients in the product
s which are not harmful in any way.
\plain\par
\pard\pard\sl-417 \li0 \ri4762 \expndtw-20 \b \f20 \fs24 III. Self-Oriented Valu
es
\plain\par
\pard\pard\sl-408 \li0 \ri54 \expndtw-6 \b\i \f20 \fs24 Active/passive:\b0\i0 W
hether a physically active approach to life is valued more
\plain\expndtw-7 \f20 \fs24 highly than a less active orientation. An active app
roach leads to taking action
\plain\par
\pard\pard\sl-417 \li0 \ri48 \expndtw-8 \f20 \fs24 all the time and not doing an
ything. In many countries, women are also taking
\plain\par
\pard\pard\sl-412 \li0 \ri57 \expndtw-9 \f20 \fs24 an active part in all activit
ies. This makes the society a highly active one, where
\plain\par
\pard\pard\sl-413 \li0 \ri4353 \expndtw-9 \f20 \fs24 everybody is involved in wo
rk.
\plain\par
\pard\pard\sl-412 \li0 \ri52 \expndtw-9 \b\i \f20 \fs24 Material/ non-material:\
b0\i0 In many societies money is given more importance,
\plain\par
\pard\pard\sl-417 \li0 \ri47 \expndtw-3 \f20 \fs24 and a lot of emphasis is on b
eing material minded. While in many societies
\plain\par
\pard\pard\sl-412 \li0 \ri57 \expndtw1 \f20 \fs24 things like comfort, leisure a
nd relationships get precedence over being
\plain\par
\pard\pard\sl-412 \li0 \ri3046 \expndtw-10 \f20 \fs24 materialistic. Materialism
can be of two types.
\par
\plain\tx715 \tab \expndtw-10 \f20 \fs24 Instrumental materialism, which is the

acquisition of things to enable one
\plain\par
\pard\pard\sl-417 \li721 \ri49 \expndtw-9 \f20 \fs24 to do something or achieve
something. Cars are used for transportation.
\par
{\shp
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01010101010101010101010101010101010101010101010101010101010101010101010101010101
010101010101010101ffdb0043010101010101010101010101010101010101010101010101010101
0101010101010101010101010101010101010101010101010101010101010101010101010101ffc0
00110806d904d803012200021101031101ffc4001f00000105010101010101000000000000000001
02030405060708090a0bffc400b5100002010303020403050504040000017d010203000411051221
31410613516107227114328191a1082342b1c11552d1f02433627282090a161718191a2526272829
2a3435363738393a434445464748494a535455565758595a636465666768696a737475767778797a
0101010101010101010000000000000102030405060708090a0bffc400b511000201020404030407
05040400010277000102031104052131061241510761711322328108144291a1b1c109233352f015
6272d10a162434e125f11718191a262728292a35363738393a434445464748494a53545556575859
5a636465666768696a737475767778797a82838485868788898a92939495969798999aa2a3a4a5a6
}}}
\plain\pard\sl-314 \li721 \ri54 \expndtw-9 \f20 \fs24 People like to possess thi
ngs of material value which would help them to
\plain\par
\pard\pard\sl-412 \li721 \ri4979 \expndtw-10 \f20 \fs24 bring efficiency.

\par
\plain\tx715 \tab \expndtw-4 \f20 \fs24 Terminal materialism, is the requisition
of materialism for the sake of
\plain\par
\pard\pard\sl-412 \li721 \ri46 \expndtw3 \f20 \fs24 owing it rather than for use
-Art is acquired for owing it. Cultural
\plain\par
\pard\pard\sl-417 \li721 \ri59 \expndtw7 \f20 \fs24 differences play art importa
nt role in this type of materialism.
\plain\expndtw-5 \f20 \fs24 Instrumental materialism is common in the United Sta
tes of America,
\plain\par
\pard\pard\sl-412 \li721 \ri52 \expndtw-1 \f20 \fs24 where as Japanese advertise
ments are mostly dominating terminal
\plain\par
\pard\pard\sl-412 \li721 \ri5333 \expndtw-15 \f20 \fs24 materialism.
\par
\plain\pard\sl-417 \li0 \ri41 \expndtw-10 \b\i \f20 \fs24 Hard work/leisure:\b0\
i0 This has marketing implications on labour saving products
\plain\par
\pard\pard\sl-413 \li0 \ri61 \expndtw-10 \f20 \fs24 and instant foods. Some soci
eties value hard work and consider it as a fuller life.
\plain\par
\pard\pard\sl-412 \li0 \ri57 \expndtw-9 \f20 \fs24 Others adopt labour saving de
vices and instant foods to have more leisure time
\plain\par
\pard\pard\sl-412 \li0 \ri5631 \expndtw-14 \f20 \fs24 at their disposal.
\plain\par
\pard\pard\sl-417 \li0 \ri44 \expndtw-18 \b\i \f20 \fs24 Postponed gratification
/ immediate gratification:\b0\i0 Should one save for the rainy
\plain\par
\pard\pard\sl-413 \li0 \ri59 \expndtw-7 \f20 \fs24 day or live for the day? Sacr
ifice the present for the future, or live only for the
\plain\par
\pard\pard\sl-412 \li0 \ri62 \expndtw-11 \f20 \fs24 day? Some countries like The
Netherlands and Germany consider buying against
\plain\par
\pard\pard\sl-412 \li0 \ri52 \expndtw-10 \f20 \fs24 credit cards as living beyon
d one's means, whereas credit cards are very popular
\plain\par
\pard\pard\sl-417 \li0 \ri58 \expndtw-3 \f20 \fs24 in America and other countrie
s having a different cultural orientation, some
\plain\expndtw-10 \f20 \fs24 prefer cash to debt. Some societies save for tomorr
ow; others enjoy the present
\plain\par
\pard\pard\sl-412 \li0 \ri5389 \expndtw-13 \f20 \fs24 and spend lavishly.
\plain\par
\pard\pard\sl-412 \li0 \ri54 \expndtw-12 \b\i \f20 \fs24 Sexual gratification/Ab
stinence:\b0\i0 Some traditional societies curb their desires,
\plain\par
\pard\pard\sl-417 \li0 \ri50 \expndtw-3 \f20 \fs24 food, drinks or sex, beyond a
certain requirement. Muslim cultures are very
\plain\par
\pard\pard\sl-413 \li0 \ri61 \expndtw-9 \f20 \fs24 conservative, and do not want
their women to be seen in public or be exposed,
\plain\par
\pard\pard\sl-412 \li0 \ri58 \expndtw-8 \f20 \fs24 so the Polaroid camera which
gives instant photographs can be purchased and
\plain\expndtw0 \f20 \fs24 pictures can be taken by the family members without t
heir women being
\plain\par
\pard\pard\sl-412 \li0 \ri3525 \expndtw-13 \f20 \fs24 exposed to the developers
in a photo lab.
\plain\par
\pard\pard\sl-417 \li0 \ri54 \expndtw-9 \b\i \f20 \fs24 Humour/ serious:\b0\i0
Should we take life lightly and laugh it off on certain issues
\plain\par
\pard\pard\sl-413 \li0 \ri50 \expndtw-4 \f20 \fs24 or, take everything seriously
? This is another aspect of culture. Advertising
\par
{\shp
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01010101010101010101010101010101010101010101010101010101010101010101010101010101
010101010101010101ffdb0043010101010101010101010101010101010101010101010101010101
0101010101010101010101010101010101010101010101010101010101010101010101010101ffc0
00110806d904d803012200021101031101ffc4001f00000105010101010101000000000000000001
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0101010101010101010000000000000102030405060708090a0bffc400b511000201020404030407
05040400010277000102031104052131061241510761711322328108144291a1b1c109233352f015
6272d10a162434e125f11718191a262728292a35363738393a434445464748494a53545556575859
5a636465666768696a737475767778797a82838485868788898a92939495969798999aa2a3a4a5a6
}}}

\plain\pard\sl-314 \li0 \ri55 \expndtw-8 \f20 \fs24 personnel selling techniques
and promotion may revolve around these themes
\plain\par
\pard\pard\sl-412 \li0 \ri1000 \expndtw-12 \f20 \fs24 and the way the appeal for
a product is to be made in various cultures.
\plain\par
\pard\pard\sl-422 \li0 \ri2229 \expndtw-2 \b \f20 \fs24 SUBCULTURES AND CONSUMER
BEHAVIOUR
\plain\par
\pard\pard\sl-407 \li0 \ri49 \expndtw-7 \f20 \fs24 Culture can be divided into s
ubcultures. A subculture is an identifiable distinct,
\plain\par
\pard\pard\sl-413 \li0 \ri57 \expndtw0 \f20 \fs24 cultural group, which, while f
ollowing the dominant cultural values of the
\plain\par
\pard\pard\sl-412 \li0 \ri60 \expndtw-7 \f20 \fs24 overall society also has its
own belief, values and customs that set them apart
\plain\par
\pard\pard\sl-417 \li0 \ri3521 \expndtw-14 \f20 \fs24 from other members of the
same society.
\plain\par
\pard\pard\sl-417 \li0 \ri4555 \expndtw-22 \b \f20 \fs24 Sub-culture categories
are:
\plain\par
\pard\pard\sl-408 \li433 \ri316 \expndtw-8 \f20 \fs24 (i) Nationality: Indian, S
rilanka, Pakistan , (ii) Religion: Hinduism, Islam
\plain\par
\pard\pard\sl-413 \li433 \ri756 \expndtw-7 \f20 \fs24 (iii) Race: Asian, black,
white (iv)Age: young, middle aged, elderly
\plain\par
\pard\pard\sl-417 \li433 \ri1005 \expndtw-9 \f20 \fs24 (v) Sex: Male, Female (vi
)Occupation: Farmer, teacher, business
\plain\par
\pard\pard\sl-412 \li433 \ri388 \expndtw-7 \f20 \fs24 (vii) Social class: upper,
middle, lower (viii) Geographic regions: South
\plain\par
\pard\pard\sl-412 \li433 \ri4422 \expndtw-13 \f20 \fs24 India, North-eastern Ind
ia
\plain\par
\pard\pard\sl-417 \li0 \ri743 \expndtw-18 \b \f20 \fs24 1. Regional, Ethnic, and
Religious Influences on Consumer Behavior
\plain\par
\pard\pard\sl-408 \li0 \ri124 \expndtw-6 \f20 \fs24 The three major aspects of c
ulture that have important effects on consumer
\plain\par
\pard\pard\sl-417 \li0 \ri112 \expndtw-5 \f20 \fs24 behavior are regional, ethni
c, and religious differences. Firstly, consumption
\plain\par
\pard\pard\sl-412 \li0 \ri122 \expndtw-6 \f20 \fs24 patterns may differ in vario
us regions of India and the world, and marketing
\plain\par
\pard\pard\sl-413 \li0 \ri1557 \expndtw-11 \f20 \fs24 strategy can sometimes be
tailored specifically to these regions.
\plain\par
\pard\pard\sl-412 \li0 \ri54 \expndtw-8 \f20 \fs24 Secondly, our country has a n
umber of different ethnic groups, and population

\plain\par
\pard\pard\sl-417 \li0 \ri62 \expndtw-8 \f20 \fs24 trends will dramatically alte
r the demographic profile of the country in the next
\plain\par
\pard\pard\sl-412 \li0 \ri57 \expndtw-10 \f20 \fs24 50 years. The very diverse A
sian American subculture is described as young and
\plain\par
\pard\pard\sl-413 \li0 \ri53 \expndtw-8 \f20 \fs24 having higher socioeconomic s
tatus, placing strong value on the family and the
\plain\expndtw0 \f20 \fs24 group, and being strongly brand loyal. In spite of it
s diversity, marketing
\plain\par
\pard\pard\sl-417 \li0 \ri3396 \expndtw-13 \f20 \fs24 strategies can be develope
d for this group.
\plain\par
\pard\pard\sl-412 \li0 \ri56 \expndtw-5 \f20 \fs24 Finally, religious beliefs an
d values can influence consumer. Many marketers
\plain\par
\pard\pard\sl-412 \li0 \ri49 \expndtw-8 \f20 \fs24 are now becoming multicultura
l in their marketing activities by trying to appeal
\plain\par
\pard\pard\sl-413 \li0 \ri54 \expndtw-6 \f20 \fs24 to a variety of cultures at t
he same time. Although the diversity of the Indian
\plain\expndtw-5 \f20 \fs24 melting pot may be unique, there are many important
ethnic groups in other
\par
{\shp
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0101010101010101010101010101010101010101010101010101010101010101010101010101ffc0
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2a3435363738393a434445464748494a535455565758595a636465666768696a737475767778797a
0101010101010101010000000000000102030405060708090a0bffc400b511000201020404030407
05040400010277000102031104052131061241510761711322328108144291a1b1c109233352f015
6272d10a162434e125f11718191a262728292a35363738393a434445464748494a53545556575859
5a636465666768696a737475767778797a82838485868788898a92939495969798999aa2a3a4a5a6
}}}
\plain\pard\sl-314 \li0 \ri5441 \expndtw-15 \f20 \fs24 areas of the world.
\plain\par
\pard\pard\sl-417 \li0 \ri984 \expndtw-19 \b \f20 \fs24 2. Age, Gender, and Hous
ehold Influences on Consumer Behavior
\plain\par
\pard\pard\sl-412 \li0 \ri51 \expndtw-10 \f20 \fs24 Among the four major age gro
ups, Teens, who need to establish an identity, are
\plain\expndtw2 \f20 \fs24 the consumers of tomorrow and have an increasing infl
uence on family
\plain\par
\pard\pard\sl-413 \li0 \ri58 \expndtw-1 \f20 \fs24 decisions. The somewhat disil
lusioned Generation X consists of smart and
\plain\par
\pard\pard\sl-412 \li0 \ri47 \expndtw-4 \f20 \fs24 cynical consumers who can eas
ily see through obvious marketing attempts.
\plain\expndtw-10 \f20 \fs24 Baby boomers grew up in a very dynamic and fast-cha
nging world, and this has
\plain\par
\pard\pard\sl-412 \li0 \ri58 \expndtw-8 \f20 \fs24 affected their values for ind
ividualism and freedom. The 50 and older segment
\plain\par
\pard\pard\sl-412 \li0 \ri55 \expndtw-7 \f20 \fs24 can be divided into two group
s-the young again and the gray market. Neither
\plain\expndtw2 \f20 \fs24 group likes to be thought of as old. The affect of ge
nder differences on
\plain\expndtw-1 \f20 \fs24 consumer behavior is examined next. Sex roles are ch
anging. Women are
\plain\expndtw-5 \f20 \fs24 becoming more professional and independent, and men
are becoming more
\plain\expndtw1 \f20 \fs24 sensitive and caring. Also, men and women can differ
in terms of traits,
\plain\par
\pard\pard\sl-413 \li0 \ri1298 \expndtw-11 \f20 \fs24 information processing, de
cision styles, and consumption patterns.
\plain\par
\pard\pard\sl-412 \li0 \ri56 \expndtw-1 \f20 \fs24 Gender is consistent througho
ut lifetime, influencing customer values and
\plain\par
\pard\pard\sl-417 \li0 \ri51 \expndtw-7 \f20 \fs24 preferences. Gender shows dif
ferent consumption patterns and perceptions of
\plain\par
\pard\pard\sl-412 \li0 \ri2417 \expndtw-10 \f20 \fs24 consumption situations -E.
g. the wedding ceremony.

\plain\par
\pard\pard\sl-413 \li0 \ri1126 \expndtw-10 \f20 \fs24 Households play a key role
in consumer behavior. The proportion of
\plain\par
\pard\pard\sl-412 \li0 \ri1687 \expndtw-12 \f20 \fs24 nontraditional households
has increased due to factors such as
\par
\plain\pard\sl-417 \li548 \ri968 \expndtw-35 \f20 \fs24 (1)
\plain\tx1074 \tab \expndtw-9 \f20 \fs24 later marriages, (2) Cohabitation, (3)
Dual-career families,
\par
\plain\pard\sl-412 \li548 \ri2638 \expndtw-10 \f20 \fs24 (4)Increased divorce, a
nd (5) Fewer children
\plain\par
\pard\pard\sl-413 \li0 \ri52 \expndtw-6 \f20 \fs24 Households also exert an impo
rtant influence on acquisition and consumption
\plain\par
\pard\pard\sl-412 \li0 \ri55 \expndtw-2 \f20 \fs24 patterns. First, household me
mbers can play different roles in the decision
\plain\par
\pard\pard\sl-417 \li0 \ri58 \expndtw-12 \f20 \fs24 process (gatekeeper, influen
cer, decider, buyer, and user). Second, husbands and
\plain\par
\pard\pard\sl-412 \li0 \ri49 \expndtw-9 \f20 \fs24 wives vary in their influence
in the decision process, depending on the situation\plain\par
\pard\pard\sl-412 \li0 \ri1869 \expndtw-11 \f20 \fs24 husband-dominant, wife-dom
inant, autonomic, or syncratic.
\plain\par
\pard\pard\sl-417 \li0 \ri2110 \expndtw-19 \b \f20 \fs24 3. Psychographics: Valu
es, Personality, and Lifestyles
\plain\par
\pard\pard\sl-412 \li0 \ri600 \expndtw3 \f20 \fs24 The roles of psychographics i
n affecting consumer behaviour are
\par
{\shp
ffd8ffe000104a46494600010100000100010000ffdb004300010101010101010101010101010101
01010101010101010101010101010101010101010101010101010101010101010101010101010101
010101010101010101ffdb0043010101010101010101010101010101010101010101010101010101
0101010101010101010101010101010101010101010101010101010101010101010101010101ffc0
00110806d904d803012200021101031101ffc4001f00000105010101010101000000000000000001
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31410613516107227114328191a1082342b1c11552d1f02433627282090a161718191a2526272829
2a3435363738393a434445464748494a535455565758595a636465666768696a737475767778797a
0101010101010101010000000000000102030405060708090a0bffc400b511000201020404030407
05040400010277000102031104052131061241510761711322328108144291a1b1c109233352f015
6272d10a162434e125f11718191a262728292a35363738393a434445464748494a53545556575859
5a636465666768696a737475767778797a82838485868788898a92939495969798999aa2a3a4a5a6
}}}
\plain\pard\sl-314 \li0 \ri5729 \expndtw-14 \f20 \fs24 detailed below.
\plain\par
\pard\pard\sl-412 \li0 \ri50 \expndtw-6 \f20 \fs24 Values are enduring beliefs a
bout things that are important. They are learned
\plain\par
\pard\pard\sl-417 \li0 \ri54 \expndtw-7 \f20 \fs24 through the processes of soci
alization and acculturation. Our values exist in an
\plain\par
\pard\pard\sl-412 \li0 \ri44 \expndtw-10 \f20 \fs24 organized value system, with
some values being viewed as more important than
\plain\par
\pard\pard\sl-413 \li0 \ri59 \expndtw-10 \f20 \fs24 others. Some are regarded as
terminal values and reflect desired end states that
\plain\par
\pard\pard\sl-412 \li0 \ri47 \expndtw-8 \f20 \fs24 guide behavior across many di
fferent situations. Instrumental values are those
\plain\expndtw-12 \f20 \fs24 needed to achieve these desired end states. Domainspecific values are those that
\plain\par
\pard\pard\sl-412 \li0 \ri56 \expndtw-7 \f20 \fs24 are relevant within a given s
phere of activity. Western cultures tend to place a
\plain\par
\pard\pard\sl-412 \li0 \ri60 \expndtw-6 \f20 \fs24 relatively high value on mate
rial goods, youth, the home, family and children,
\plain\par
\pard\pard\sl-413 \li0 \ri57 \expndtw-10 \f20 \fs24 work and play, health, hedon
ism, and technology. Marketers use tools like value
\plain\par
\pard\pard\sl-417 \li0 \ri1510 \expndtw-12 \f20 \fs24 segmentation to identify c
onsumer groups with common values.
\plain\par
\pard\pard\sl-412 \li0 \ri125 \expndtw0 \f20 \fs24 Personality consists of the d

istinctive patterns of behaviors, tendencies,
\plain\par
\pard\pard\sl-412 \li0 \ri122 \expndtw0 \f20 \fs24 qualities, and personal dispo
sitions that make people different from one
\plain\par
\pard\pard\sl-413 \li0 \ri2266 \expndtw-11 \f20 \fs24 another. Approaches to the
study of personality include
\plain\par
\pard\pard\sl-412 \li0 \ri58 \expndtw-10 \f20 \fs24 1.The psychoanalytic approac
h, which sees personality arising from unconscious
\plain\par
\pard\pard\sl-417 \li0 \ri1517 \expndtw-12 \f20 \fs24 internal struggles within
the mind at key stages of development;
\plain\par
\pard\pard\sl-412 \li0 \ri89 \expndtw-10 \f20 \fs24 2.Trait theories, which atte
mpt to identify a set of personality characteristics that
\plain\par
\pard\pard\sl-413 \li0 \ri403 \expndtw-10 \f20 \fs24 describe and differentiate
individuals, such as introversion, extroversion, and
\plain\par
\pard\pard\sl-412 \li0 \ri6294 \expndtw-13 \f20 \fs24 stability;
\plain\par
\pard\pard\sl-417 \li0 \ri113 \expndtw-11 \f20 \fs24 3.Phenomenological approach
es, which propose that personality is shaped by an
\plain\par
\pard\pard\sl-412 \li0 \ri3616 \expndtw-13 \f20 \fs24 individual's interpretatio
n of life events
\plain\par
\pard\pard\sl-413 \li0 \ri390 \expndtw-8 \f20 \fs24 4.Social-psychological theor
ies, which focus on how individuals act in social
\plain\par
\pard\pard\sl-412 \li0 \ri2189 \expndtw-12 \f20 \fs24 situations (e.g., complian
t, detached, or aggressive); and
\plain\par
\pard\pard\sl-417 \li0 \ri62 \expndtw-11 \f20 \fs24 5.Behavioral approaches, whi
ch view an individual's personality in terms of past
\plain\par
\pard\pard\sl-412 \li0 \ri4798 \expndtw-15 \f20 \fs24 rewards and punishments.
\plain\par
\pard\pard\sl-412 \li0 \ri56 \expndtw-7 \f20 \fs24 Marketers also measure lifest
yles, which are patterns of behavior (or activities,
\plain\par
\pard\pard\sl-413 \li0 \ri52 \expndtw-10 \f20 \fs24 interests, and opinions). Th
ese lifestyles can provide some additional insight into
\plain\par
\pard\pard\sl-417 \li0 \ri56 \expndtw-6 \f20 \fs24 consumers' consumption patter
ns. Finally, some marketing researchers use
\par
{\shp
ffd8ffe000104a46494600010100000100010000ffdb004300010101010101010101010101010101
01010101010101010101010101010101010101010101010101010101010101010101010101010101
010101010101010101ffdb0043010101010101010101010101010101010101010101010101010101
0101010101010101010101010101010101010101010101010101010101010101010101010101ffc0
00110806d904d803012200021101031101ffc4001f00000105010101010101000000000000000001
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0101010101010101010000000000000102030405060708090a0bffc400b511000201020404030407
05040400010277000102031104052131061241510761711322328108144291a1b1c109233352f015
6272d10a162434e125f11718191a262728292a35363738393a434445464748494a53545556575859
5a636465666768696a737475767778797a82838485868788898a92939495969798999aa2a3a4a5a6
}}}
\plain\pard\sl-314 \li0 \ri60 \expndtw-7 \f20 \fs24 Psychographic techniques tha
t involve all of these factors to predict consumer
\plain\par
\pard\pard\sl-412 \li0 \ri53 \expndtw-5 \f20 \fs24 behavior. One of the most wel
l known Psychographic tools is the Values and
\plain\expndtw3 \f20 \fs24 Lifestyle Survey (VALS). The newer VALS2 identifies e
ight segments of
\plain\par
\pard\pard\sl-412 \li0 \ri1309 \expndtw-11 \f20 \fs24 consumers who are similar
in their resources and self-orientations.
\plain\par
\pard\pard\sl-418 \li0 \ri2362 \expndtw-1 \b \f20 \fs24 CROSS CULTURAL CONSUMER
BEHAVIOUR
\plain\par
\pard\pard\sl-412 \li0 \ri2467 \expndtw-18 \b \f20 \fs24 Cross cultural marketin
g: Objectives and Policies
\plain\par
\pard\pard\sl-412 \li0 \ri52 \expndtw-11 \f20 \fs24 Cross-cultural marketing is
defined as {\f63 \u8213\'3f}the effort to determine to what extent the
\plain\par
\pard\pard\sl-412 \li0 \ri55 \expndtw-4 \f20 \fs24 consumers of two or more nati
ons are similar or different. This will facilitate
\plain\expndtw-10 \f20 \fs24 marketers to understand the psychological, social a
nd cultural aspects of foreign
\plain\par
\pard\pard\sl-413 \li0 \ri47 \expndtw-10 \f20 \fs24 consumers they wish to targe
t, so as to design effective marketing strategies for
\plain\par
\pard\pard\sl-417 \li0 \ri2931 \expndtw-13 \f20 \fs24 each of the specific natio
nal markets involved.{\f63 \u8214\'3f}
\plain\par
\pard\pard\sl-412 \li0 \ri3341 \expndtw-13 \f20 \fs24 A company can enter a fore
ign market as a
\par
\plain\tx897 \tab \expndtw-13 \f20 \fs24 Domestic exporter
\plain\par
\plain\tx959 \tab \expndtw-12 \f20 \fs24 Foreign importer
\plain\par
\plain\tx897 \tab \expndtw-10 \f20 \fs24 Foreign government-solicit the firm to
sell abroad
\par
\plain\pard\sl-412 \li0 \ri4352 \expndtw-16 \f20 \fs24 The firm's objectives cou
ld be:
\par
\plain\tx897 \tab \expndtw11 \f20 \fs24 To determine how consumers in two or mor
e societies are
\plain\par
\pard\pard\sl-273 \li903 \ri1181 \expndtw-11 \f20 \fs24 similar/different and de
vise suitable, appropriate strategies
\plain\par
\pard\pard\sl-200\fs20\par \pard\sl-371 \li543 \ri56 \expndtw-7 \f40 \fs24 {\f63
\u61623\'3f}
\plain\tx897 \tab \expndtw-8 \f20 \fs24 Devise individualized marketing strategy
if cultural beliefs, values and
\plain\par
\pard\pard\sl-273 \li903 \ri2592 \expndtw-11 \f20 \fs24 customs of a specific co
untry are different
\par
\plain\pard\sl-278 \li0 \ri2829 \expndtw-18 \b \f20 \fs24 Characteristic feature
s of a firm going global:
\plain\par
\pard\pard\sl-412 \li548 \ri2616 \expndtw-10 \f20 \fs24 1. High market share in
the domestic market
\plain\par
\pard\pard\sl-413 \li548 \ri3305 \expndtw-9 \f20 \fs24 2. Advantageous economies
of scale
\plain\par
\pard\pard\sl-412 \li548 \ri740 \expndtw-10 \f20 \fs24 3. Access to marketing/ma
nufacturing bases across global borders
\plain\par
\pard\pard\sl-412 \li548 \ri934 \expndtw-8 \f20 \fs24 4. Availability of resourc
es and capability to absorb huge losses
\plain\par
\pard\pard\sl-417 \li548 \ri4057 \expndtw-8 \f20 \fs24 5. Product/technology clo
ut
\plain\par
\pard\pard\sl-413 \li548 \ri3170 \expndtw-9 \f20 \fs24 6. Cost and differentiati
on advantages
\par
{\shp
ffd8ffe000104a46494600010100000100010000ffdb004300010101010101010101010101010101
01010101010101010101010101010101010101010101010101010101010101010101010101010101
010101010101010101ffdb0043010101010101010101010101010101010101010101010101010101
0101010101010101010101010101010101010101010101010101010101010101010101010101ffc0
00110806d904d803012200021101031101ffc4001f00000105010101010101000000000000000001
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05040400010277000102031104052131061241510761711322328108144291a1b1c109233352f015
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5a636465666768696a737475767778797a82838485868788898a92939495969798999aa2a3a4a5a6
}}}
\plain\pard\sl-299 \li0 \ri3497 \expndtw-17 \b \f20 \fs24 Problems in Cross Cult
ural marketing
\plain\par
\pard\pard\sl-408 \li360 \ri50 \expndtw-1 \f20 \fs24 1. Problems related to prod
uct selection: The marketer going for cross
\plain\par
\pard\pard\sl-417 \li721 \ri41 \expndtw-11 \f20 \fs24 cultural marketing has to
select the customers/ market not on the basis of
\plain\par
\pard\pard\sl-412 \li721 \ri49 \expndtw1 \f20 \fs24 the superficial similarities
of age or income, but by using the real
\plain\par
\pard\pard\sl-413 \li721 \ri835 \expndtw-12 \f20 \fs24 motivating factors that p
rompt them to accept or reject products.
\plain\par
\pard\pard\sl-412 \li360 \ri53 \expndtw-5 \f20 \fs24 2. Problems related to prom
otion/marketing communication: e.g. Ariel in
\plain\par
\pard\pard\sl-417 \li721 \ri3799 \expndtw-13 \f20 \fs24 the middle east and also
Pepsi
\plain\par
\pard\pard\sl-412 \li360 \ri55 \expndtw1 \f20 \fs24 3. Problems related to prici
ng: the marketer has to adjust his pricing
\plain\par
\pard\pard\sl-412 \li721 \ri788 \expndtw-10 \f20 \fs24 policies according to the
local economic conditions and customs.
\plain\par
\pard\pard\sl-413 \li360 \ri57 \expndtw-4 \f20 \fs24 4. Problems related to sele
ction of distribution channels: in Japan, P & G
\plain\par
\pard\pard\sl-417 \li721 \ri4610 \expndtw-14 \f20 \fs24 used this to sell soap
\plain\par
\pard\pard\sl-417 \li0 \ri3809 \expndtw-17 \b \f20 \fs24 Cross-Cultural Consumer
Analysis
\plain\par
\pard\pard\sl-407 \li0 \ri53 \expndtw-8 \f20 \fs24 To determine whether and how
to enter a foreign market, we need to conduct
\plain\par
\pard\pard\sl-413 \li0 \ri2962 \expndtw-11 \f20 \fs24 some form of cross-cultura
l consumer analysis.
\plain\par
\pard\pard\sl-412 \li0 \ri54 \expndtw-6 \f20 \fs24 Cross-cultural consumer analy
sis can be defined as the effort to determine to
\plain\par
\pard\pard\sl-417 \li0 \ri46 \expndtw-9 \f20 \fs24 what extent the consumers of
two or more nations are similar or different. Such
\plain\par
\pard\pard\sl-412 \li0 \ri60 \expndtw-3 \f20 \fs24 analysis can provide marketer
s with an understanding of the psychological,
\plain\expndtw-9 \f20 \fs24 social, and cultural characteristics of the foreign
consumers they wish to target,
\plain\par
\pard\pard\sl-412 \li0 \ri40 \expndtw-6 \f20 \fs24 so that they can design effec
tive marketing strategies for the specific national
\plain\par
\pard\pard\sl-417 \li0 \ri5501 \expndtw-13 \f20 \fs24 markets involved.
\plain\par
\pard\pard\sl-417 \li0 \ri3302 \expndtw-23 \b\i \f20 \fs24 Similarities and diff
erences among people
\plain\par
\pard\pard\sl-408 \li0 \ri49 \expndtw-1 \f20 \fs24 A major objective of cross-cu
ltural consumer analysis is to determine how
\plain\par
\pard\pard\sl-412 \li0 \ri643 \expndtw-11 \f20 \fs24 consumers in two or more so
cieties are similar and how they are different.
\plain\par
\pard\pard\sl-200\fs20\par \par \pard\sl-295 \li0 \ri3714 \expndtw-18 \b \f20 \f
s24 Alternative Multinational Strategies
\plain\par
\pard\pard\sl-407 \li0 \ri59 \expndtw0 \f20 \fs24 Some of us may argue as market
s are becoming more and more similar,
\plain\par
\pard\pard\sl-417 \li0 \ri55 \expndtw-7 \f20 \fs24 standardized marketing strate
gies are becoming more and more feasible. But,
\plain\expndtw-6 \f20 \fs24 some more would argue back that differences between
consumers of various
\plain\par
\pard\pard\sl-412 \li0 \ri48 \expndtw-11 \f20 \fs24 nations are far too great to
permit a standardized marketing strategy. Whether to
\par
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}}}
\plain\pard\sl-314 \li440 \ri445 \expndtw-3 \f20 \fs24 use shared needs and valu
es as a segmentation strategy or to use national
\plain\par
\pard\pard\sl-412 \li440 \ri449 \expndtw-7 \f20 \fs24 borders as a segmentation
strategy? Shared needs and values would mean to
\plain\expndtw-4 \f20 \fs24 appeal to consumers in different countries in terms
of their common needs,
\plain\par
\pard\pard\sl-412 \li440 \ri454 \expndtw-4 \f20 \fs24 values, and goals. Using n
ational borders as a segmentation strategy would

\plain\par
\pard\pard\sl-413 \li440 \ri447 \expndtw1 \f20 \fs24 mean to use relatively diff
erent local or specific marketing strategies for
\plain\par
\pard\pard\sl-412 \li440 \ri3598 \expndtw-11 \f20 \fs24 members of distinctive c
ultures or countries.
\par
\plain\pard\sl-200\fs20\par \pard\sl-303 \li1189 \ri1041 \expndtw-18 \b \f20 \fs
24 Japanese Culture Traits
\plain\tx5066 \tab \expndtw-17 \b \f20 \fs24 American Culture traits
\par
\plain\pard\sl-200\fs20\par \pard\sl-270 \li546 \ri5547 \expndtw-7 \f40 \fs24 {\
f63 \u61623\'3f}
\plain\tx1261 \tab \expndtw-18 \f20 \fs24 Homogenous
\plain\tx4519 \tab \expndtw-7 \f40 \fs24 {\f63 \u61623\'3f}
\plain\tx5238 \tab \expndtw-16 \f20 \fs24 Diverse
\plain\par
\plain\tx1261 \tab \expndtw-13 \f20 \fs24 Harmony to be valid and
\plain\tx5238 \tab \expndtw-23 \f20 \fs24 Fight for one's
\plain\par
\pard\pard\sl-274 \li1271 \ri5859 \expndtw-21 \f20 \fs24 preserved
\plain\tx5243 \tab \expndtw-12 \f20 \fs24 beliefs/positions
\plain\par
\plain\tx1261 \tab \expndtw-10 \f20 \fs24 Group, not individual,
\plain\tx5238 \tab \expndtw-9 \f20 \fs24 Individualistic
\plain\par
\pard\pard\sl-273 \li1329 \ri5804 \expndtw-19 \f20 \fs24 important
\plain\tx5238 \tab \expndtw-14 \f20 \fs24 Clear-cut
\plain\par
\plain\tx1261 \tab \expndtw-13 \f20 \fs24 Ambiguous
\plain\tx5238 \tab \expndtw-11 \f20 \fs24 Specific
\plain\par
\plain\tx1261 \tab \expndtw-18 \f20 \fs24 General
\plain\tx5238 \tab \expndtw-9 \f20 \fs24 Display emotions in public
\plain\par
\plain\tx1261 \tab \expndtw-10 \f20 \fs24 Hold back emotions in public
\plain\tx5238 \tab \expndtw-14 \f20 \fs24 Result oriented
\plain\par
\plain\tx1261 \tab \expndtw-14 \f20 \fs24 Process-oriented
\plain\tx5238 \tab \expndtw-12 \f20 \fs24 Make a short story long
\plain\par
\plain\tx1261 \tab \expndtw-12 \f20 \fs24 Make a long story short
\plain\tx5238 \tab \expndtw-10 \f20 \fs24 Verbal communication

\plain\par
\plain\tx1261 \tab \expndtw-11 \f20 \fs24 Nonverbal communication
\plain\tx5300 \tab \expndtw-19 \f20 \fs24 important
\plain\par
\pard\pard\sl-273 \li1271 \ri5860 \expndtw-19 \f20 \fs24 important
\plain\tx5238 \tab \expndtw-14 \f20 \fs24 Interested in what is spoken
\plain\par
\pard\pard\sl-297 \li546 \ri4185 \expndtw-7 \f40 \fs24 {\ul {\f63 \u61623\'3f}}
\plain\tx1261 \tab \expndtw-13 \f20 \fs24 {\ul I}{\ul n}{\ul t}{\ul e}{\ul r}{\u
l e}{\ul s}{\ul t}{\ul e}{\ul d}{\ul }{\ul i}{\ul n}{\ul }{\ul w}{\ul h}{\ul o
}{\ul }{\ul i}{\ul s}{\ul }{\ul s}{\ul p}{\ul e}{\ul a}{\ul k}{\ul i}{\ul n}{\
ul g}
\par
\plain\pard\sl-393 \li1286 \ri1210 \expndtw-18 \b \f20 \fs24 Table 1.2. Japanese
and American cultural traits difference
\par
\plain\pard\sl-200\fs20\par \pard\sl-332 \li148 \ri133 \expndtw-22 \b \f20 \fs24
{\ul P}{\ul r}{\ul o}{\ul d}{\ul u}{\ul c}{\ul t}{\ul }{\ul S}{\ul t}{\ul r}{\
ul a}{\ul t}{\ul e}{\ul g}{\ul y}
\plain\tx2270 \tab \expndtw-21 \b \f20 \fs24 {\ul S}{\ul t}{\ul a}{\ul n}{\ul d}
{\ul a}{\ul r}{\ul d}{\ul i}{\ul z}{\ul e}{\ul d}{\ul }{\ul C}{\ul o}{\ul m}{\u
l m}{\ul u}{\ul n}{\ul i}{\ul c}{\ul a}{\ul t}{\ul i}{\ul o}{\ul n}{\ul s}
\plain\tx5755 \tab \expndtw-20 \b \f20 \fs24 {\ul L}{\ul o}{\ul c}{\ul a}{\ul l}
{\ul i}{\ul z}{\ul e}{\ul d}{\ul }{\ul C}{\ul o}{\ul m}{\ul m}{\ul u}{\ul n}{\u
l i}{\ul c}{\ul a}{\ul t}{\ul i}{\ul o}{\ul n}{\ul s}
\par
\plain\pard\sl-393
\plain\tx2260 \tab
\plain\tx3340 \tab
\plain\tx4624 \tab
\li3 \ri43 \expndtw-24 \b \f20 \fs24 Standardized

\expndtw-24 \b \f20 \fs24 Global
\expndtw-28 \b \f20 \fs24 strategy:
\expndtw7 \f20 \fs24 Uniform\b Mixed strategy\b0 : Uniform
\par
\plain\pard\sl-278 \li3 \ri120 \expndtw-27 \b \f20 \fs24 Product
\plain\tx2260 \tab \expndtw-12 \f20 \fs24 product/ Uniform Message
\plain\tx5669 \tab \expndtw-13 \f20 \fs24 Product/ Customized message
\par
\plain\pard\sl-200\fs20\par \pard\sl-366 \li3 \ri51 \expndtw-19 \b \f20 \fs24 Lo
calized Product
\plain\tx2252 \tab \expndtw0 \b \f20 \fs24 Mixed Strategy:\b0 Customized\b Loc
al strategy:\b0 Customized
\plain\par
\pard\pard\sl-273 \li2260 \ri100 \expndtw-11 \f20 \fs24 Product/ Uniform Message
\plain\tx5669 \tab \expndtw-12 \f20 \fs24 Product/ Customized Message
\par
\plain\pard\sl-312 \li1727 \ri1606 \expndtw-18 \b \f20 \fs24 Table 1.3 Alternati
ve Global Marketing Strategies.
\plain\par
\pard\pard\sl-407 \li801 \ri444 \expndtw-10 \f20 \fs24 1.\b Favoring a World Br
and:\b0 A lot of companies have created world brand
\plain\par
\pard\pard\sl-417 \li1161 \ri452 \expndtw-10 \f20 \fs24 products that are manufa
ctured, packaged, and positioned in exactly the

\plain\par
\pard\pard\sl-413 \li1161 \ri456 \expndtw-10 \f20 \fs24 same way regardless of t
he country in which they are sold. For instance,
\plain\par
\pard\pard\sl-412 \li1161 \ri3433 \expndtw-9 \f20 \fs24 Sony sells its Walkman i
n this fashion.
\plain\par
\pard\pard\sl-412 \li801 \ri447 \expndtw-3 \f20 \fs24 2.\b Adaptive Global Mark
eting:\b0 In contrast to the above, some other
\par
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0101010101010101010000000000000102030405060708090a0bffc400b511000201020404030407
05040400010277000102031104052131061241510761711322328108144291a1b1c109233352f015
6272d10a162434e125f11718191a262728292a35363738393a434445464748494a53545556575859
5a636465666768696a737475767778797a82838485868788898a92939495969798999aa2a3a4a5a6
}}}

\plain\pard\sl-314 \li721 \ri51 \expndtw-10 \f20 \fs24 organisations imbibe a st
rategy that adapts their advertising messages to
\plain\par
\pard\pard\sl-412 \li721 \ri56 \expndtw-2 \f20 \fs24 the specific values of part
icular cultures. A very good example here
\plain\par
\pard\pard\sl-417 \li721 \ri53 \expndtw-6 \f20 \fs24 would be that of McDonald's
, which tries to localize its advertising to
\plain\par
\pard\pard\sl-412 \li721 \ri477 \expndtw-11 \f20 \fs24 consumers in each of the
cross-cultural markets in which it operates.
\plain\par
\pard\pard\sl-418 \li0 \ri3031 \expndtw-16 \b \f20 \fs24 Tangible Benefits of Gl
obal Brand Building
\plain\par
\pard\pard\sl-407 \li0 \ri50 \expndtw-10 \f20 \fs24 Global brand building drasti
cally reduces marketing investments. A strong brand
\plain\par
\pard\pard\sl-417 \li0 \ri55 \expndtw-5 \f20 \fs24 needs lower and lower levels
of incremental investment to sustain itself over
\plain\par
\pard\pard\sl-412 \li0 \ri50 \expndtw-11 \f20 \fs24 time. A new and unknown play
er will have to spend two to four times more than
\plain\par
\pard\pard\sl-412 \li0 \ri57 \expndtw-10 \f20 \fs24 the market leader to achieve
the same share of mind. Given the huge difference
\plain\par
\pard\pard\sl-413 \li0 \ri49 \expndtw-8 \f20 \fs24 in business volumes, the pres
sure of the bottom-line is much higher for an un\plain\par
\pard\pard\sl-417 \li0 \ri5441 \expndtw-14 \f20 \fs24 established player.
\plain\par
\pard\pard\sl-412 \li0 \ri55 \expndtw-7 \f20 \fs24 Strong global brands always a
ccount for more stable businesses. Global brand
\plain\expndtw-7 \f20 \fs24 building commands a premium. As long as there is a d
istinct value attached to
\plain\par
\pard\pard\sl-413 \li0 \ri59 \expndtw-9 \f20 \fs24 your offering, the consumer w
ill always be willing to pay more for it. That is the
\plain\par
\pard\pard\sl-412 \li0 \ri47 \expndtw-7 \f20 \fs24 only reason why an unknown br
and called Titan could command a substantial
\plain\par
\pard\pard\sl-417 \li0 \ri58 \expndtw-3 \f20 \fs24 premium over HMT. That is the
same reason why a brand such as BPL at a
\plain\expndtw-9 \f20 \fs24 higher cost beat the stuffing out of companies such
as Akai, Sony and Philips in
\plain\par
\pard\pard\sl-413 \li0 \ri5778 \expndtw-11 \f20 \fs24 the CTV wars.
\plain\par
\pard\pard\sl-412 \li0 \ri48 \expndtw-3 \f20 \fs24 Global brand building builds
entry barriers. Human beings as a species love
\plain\par
\pard\pard\sl-417 \li0 \ri56 \expndtw-9 \f20 \fs24 status quo. Therefore, a bran
d which is entrenched in the consumer's mind is
\plain\par
\pard\pard\sl-412 \li0 \ri4854 \expndtw-9 \f20 \fs24 very difficult to dislodge.
\plain\par
\pard\pard\sl-413 \li0 \ri62 \expndtw-8 \f20 \fs24 Global brand building increas
es cash flow efficiency: Global brand building also
\plain\par
\pard\pard\sl-412 \li0 \ri50 \expndtw-8 \f20 \fs24 increases value of the busine
ss due to the international presence. Phillip Morris
\plain\par
\pard\pard\sl-417 \li0 \ri56 \expndtw-9 \f20 \fs24 bought Kraft from General Foo
ds in 1991 for $13 billion, more than three times
\plain\par
\pard\pard\sl-412 \li0 \ri47 \expndtw-5 \f20 \fs24 its book value. Coca-Cola pai
d $60 million to acquire Thumbs-Up from Parle.
\plain\expndtw-7 \f20 \fs24 Neither buyer had any lacunae in manufacturing, fina
nce or human resources.
\plain\par
\pard\pard\sl-413 \li0 \ri53 \expndtw-7 \f20 \fs24 They merely bought business w
ith very powerful brand equities and therefore
\plain\par
\pard\pard\sl-417 \li0 \ri2994 \expndtw-14 \f20 \fs24 paid more than the net wor
th of the businesses.
\par
{\shp
ffd8ffe000104a46494600010100000100010000ffdb004300010101010101010101010101010101
01010101010101010101010101010101010101010101010101010101010101010101010101010101
010101010101010101ffdb0043010101010101010101010101010101010101010101010101010101
0101010101010101010101010101010101010101010101010101010101010101010101010101ffc0
00110806d904d803012200021101031101ffc4001f00000105010101010101000000000000000001
02030405060708090a0bffc400b5100002010303020403050504040000017d010203000411051221
31410613516107227114328191a1082342b1c11552d1f02433627282090a161718191a2526272829
2a3435363738393a434445464748494a535455565758595a636465666768696a737475767778797a
0101010101010101010000000000000102030405060708090a0bffc400b511000201020404030407
05040400010277000102031104052131061241510761711322328108144291a1b1c109233352f015
6272d10a162434e125f11718191a262728292a35363738393a434445464748494a53545556575859
5a636465666768696a737475767778797a82838485868788898a92939495969798999aa2a3a4a5a6
}}}
\plain\pard\sl-299 \li0 \ri5014 \expndtw-22 \b \f20 \fs24 Strategic Implications
\plain\par
\pard\pard\sl-408 \li0 \ri49 \expndtw-7 \f20 \fs24 There is an assumption that t
he world is becoming homogenised; yet national
\plain\par
\pard\pard\sl-417 \li0 \ri49 \expndtw2 \f20 \fs24 and sub-regional cultures do e
xist. This makes global branding a tough
\plain\par
\pard\pard\sl-412 \li0 \ri61 \expndtw-8 \f20 \fs24 challenge and one that is han
dled differently from organisation to organisation.
\plain\par
\pard\pard\sl-413 \li0 \ri52 \expndtw-5 \f20 \fs24 Some companies pursue strateg
ies based upon the identification of common
\plain\par
\pard\pard\sl-412 \li0 \ri46 \expndtw-5 \f20 \fs24 elements among countries, whi
lst others find it more profitable to adapt and
\plain\par
\pard\pard\sl-417 \li0 \ri57 \expndtw-7 \f20 \fs24 adjust according to specific
conditions in various markets. There are five basic
\plain\expndtw-8 \f20 \fs24 propositions that a global brand manager has to take
note of while developing
\plain\par
\pard\pard\sl-412 \li0 \ri4721 \expndtw-13 \f20 \fs24 strategy at the global lev
el.
\plain\par
\pard\pard\sl-413 \li0 \ri51 \expndtw-4 \f20 \fs24 Many marketers operate in glo
bal markets with a strategy still rooted in the
\plain\expndtw-11 \f20 \fs24 domestic market. The strategy needs to embrace the
opportunities and the costs
\plain\par
\pard\pard\sl-412 \li0 \ri58 \expndtw-6 \f20 \fs24 of working in multiple countr
ies. The marketer has to look for his competitive
\plain\par
\pard\pard\sl-412 \li0 \ri48 \expndtw-5 \f20 \fs24 advantage outside the country
of origin. What will allow one to compete and
\plain\par
\pard\pard\sl-413 \li0 \ri53 \expndtw-9 \f20 \fs24 win in a strange country? Are
the product and the brand in particular needed in
\plain\par
\pard\pard\sl-412 \li0 \ri57 \expndtw-5 \f20 \fs24 another culture? Only careful
consideration of these questions will create the
\plain\par
\pard\pard\sl-417 \li0 \ri3185 \expndtw-11 \f20 \fs24 right platform for a globa
l branding strategy.
\plain\par
\pard\pard\sl-417 \li0 \ri614 \expndtw-1 \b \f20 \fs24 CULTURAL VARIATIONS & NON
-VERBAL COMMUNICATION
\plain\par
\pard\pard\sl-408 \li0 \ri47 \expndtw-2 \f20 \fs24 In a culture we have many var
iations in non-verbal communications. Each
\plain\par
\pard\pard\sl-412 \li0 \ri52 \expndtw-4 \f20 \fs24 culture assigns a meaning to
non-verbal signs utilised by it. There are some
\plain\par
\pard\pard\sl-417 \li0 \ri2658 \expndtw-11 \f20 \fs24 variables in non-verbal co
mmunication. These are:
\plain\par
\pard\pard\sl-412 \li721 \ri795 \expndtw-8 \f20 \fs24 (a) Use of time (b) Use of
space (c) Friendship (d) Agreements
\plain\par
\pard\pard\sl-413 \li721 \ri3173 \expndtw-7 \f20 \fs24 (e) Things (f) Symbols (g
) Etiquette
\plain\par
\pard\pard\sl-417 \li0 \ri6568 \expndtw-33 \b \f20 \fs24 Time
\plain\par
\pard\pard\sl-412 \li0 \ri49 \expndtw-1 \f20 \fs24 Time is a resource which is d
istributed equally amongst everybody. Every
\plain\par
\pard\pard\sl-412 \li0 \ri58 \expndtw-9 \f20 \fs24 person has the same amount of
time at his disposal. What view individuals and
\plain\par
\pard\pard\sl-412 \li0 \ri48 \expndtw-1 \f20 \fs24 societies take of time makes
them different. Some can be classified under
\plain\par
\pard\pard\sl-413 \li0 \ri54 \expndtw-9 \f20 \fs24 monochromic culture and other
s in polychromic culture. Some of the important
\par
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}}}
\plain\pard\sl-314 \li0 \ri56 \expndtw-6 \f20 \fs24 differences between monochro
mic a polychromic culture are give in the table
\plain\par
\pard\pard\sl-412 \li0 \ri6468 \expndtw-21 \f20 \fs24 below.
\par
\plain\pard\sl-431 \li908 \ri1298 \expndtw-20 \b \f20 \fs24 {\ul M}{\ul o}{\ul n
}{\ul o}{\ul c}{\ul h}{\ul r}{\ul o}{\ul n}{\ul i}{\ul c}{\ul }{\ul c}{\ul u}{\
ul l}{\ul t}{\ul u}{\ul r}{\ul e}
\plain\tx4357 \tab \expndtw-20 \b \f20 \fs24 {\ul P}{\ul o}{\ul l}{\ul y}{\ul c}
{\ul h}{\ul r}{\ul o}{\ul n}{\ul i}{\ul c}{\ul }{\ul c}{\ul u}{\ul l}{\ul t}{\u
l u}{\ul r}{\ul e}
\plain\par
\pard\pard\sl-278 \li605 \ri1712 \expndtw-14 \f20 \fs24 {\ul D}{\ul o}{\ul }{\u
l o}{\ul n}{\ul e}{\ul }{\ul t}{\ul h}{\ul i}{\ul n}{\ul g}{\ul }{\ul a}{\ul t
}{\ul }{\ul a}{\ul }{\ul t}{\ul i}{\ul m}{\ul e}{\ul .}
\plain\tx3581 \tab \expndtw-14 \f20 \fs24 {\ul D}{\ul o}{\ul }{\ul m}{\ul a}{\u
l n}{\ul y}{\ul }{\ul t}{\ul h}{\ul i}{\ul n}{\ul g}{\ul s}{\ul }{\ul a}{\ul t
}{\ul }{\ul o}{\ul n}{\ul c}{\ul e}{\ul .}

\plain\par
\pard\pard\sl-288 \li605 \ri593 \expndtw-15 \f20 \fs24 Concentrate on the job.
\plain\tx3581 \tab \expndtw1 \f20 \fs24 Highly distractible and subject to
\plain\par
\pard\pard\sl-273 \li3592 \ri2744 \expndtw-15 \f20 \fs24 {\ul i}{\ul n}{\ul t}{\
ul e}{\ul r}{\ul r}{\ul u}{\ul p}{\ul t}{\ul i}{\ul o}{\ul n}{\ul .}
\par
\plain\pard\sl-287 \li605 \ri594 \expndtw-26 \f20 \fs24 Take
\plain\tx1603 \tab \expndtw-18 \f20 \fs24 deadlines
\plain\tx3013 \tab \expndtw1 \f20 \fs24 and Consider deadlines and schedules
\par
\plain\pard\sl-273 \li605 \ri2890 \expndtw-13 \f20 \fs24 {\ul s}{\ul c}{\ul h}{\
ul e}{\ul d}{\ul u}{\ul l}{\ul e}{\ul s}{\ul }{\ul s}{\ul e}{\ul r}{\ul i}{\ul
o}{\ul u}{\ul s}{\ul l}{\ul y}{\ul .}
\plain\tx3581 \tab \expndtw-19 \f20 \fs24 {\ul s}{\ul e}{\ul c}{\ul o}{\ul n}{\u
l d}{\ul a}{\ul r}{\ul y}{\ul .}
\plain\par
\pard\pard\sl-287 \li605 \ri595 \expndtw-14 \f20 \fs24 Committed to job.
\plain\tx3592 \tab \expndtw-16 \f20 \fs24 Committed
\plain\tx5113 \tab \expndtw-43 \f20 \fs24 to
\plain\tx5746 \tab \expndtw-24 \f20 \fs24 people
\plain\tx6803 \tab \expndtw-40 \f20 \fs24 and
\plain\par
\pard\pard\sl-273 \li3592 \ri2662 \expndtw-14 \f20 \fs24 {\ul r}{\ul e}{\ul l}{\
ul a}{\ul t}{\ul i}{\ul o}{\ul n}{\ul s}{\ul h}{\ul i}{\ul p}{\ul s}{\ul .}
\par
\plain\pard\sl-287 \li605 \ri1259 \expndtw-5 \f20 \fs24 {\ul A}{\ul d}{\ul h}{\u
l e}{\ul r}{\ul e}{\ul }{\ul r}{\ul e}{\ul l}{\ul i}{\ul g}{\ul i}{\ul o}{\ul u
}{\ul s}{\ul l}{\ul y}{\ul }{\ul t}{\ul o}{\ul }{\ul p}{\ul l}{\ul a}{\ul n}{\
ul s}{\ul .}{\ul }{\ul C}{\ul h}{\ul a}{\ul n}{\ul g}{\ul e}{\ul }{\ul p}{\ul
l}{\ul a}{\ul n}{\ul }{\ul o}{\ul f}{\ul t}{\ul e}{\ul n}{\ul }{\ul a}{\ul n}{
\ul d}{\ul }{\ul e}{\ul a}{\ul s}{\ul i}{\ul l}{\ul y}{\ul .}
\par
\plain\pard\sl-288 \li605 \ri953 \expndtw-15 \f20 \fs24 Emphasise promptness.
\plain\tx3581 \tab \expndtw-13 \f20 \fs24 Base promptness on relationship.
\par
\plain\pard\sl-283 \li605 \ri1243 \expndtw-3 \f20 \fs24 Accustomed to short term
Prefer long term relationships
\plain\par
\pard\pard\sl-278 \li605 \ri5350 \expndtw-14 \f20 \fs24 relationships.
\plain\par
\pard\pard\sl-288 \li312 \ri336 \expndtw-18 \b \f20 \fs24 Table 1.4. Differences
between Monochronic and Polychronic Culture
\plain\par
\pard\pard\sl-412 \li0 \ri52 \expndtw-6 \f20 \fs24 The meaning of time may be di
fferent in different cultures. Some people take
\plain\par
\pard\pard\sl-412 \li0 \ri63 \expndtw-8 \f20 \fs24 time in making decisions acco
rding to the importance of decisions. Some insist
\plain\par
\pard\pard\sl-413 \li0 \ri59 \expndtw-7 \f20 \fs24 on coming to the point direct
ly in business transactions and are well prepared.
\plain\par
\pard\pard\sl-412 \li0 \ri53 \expndtw-5 \f20 \fs24 Some keep appointments by the
minute, others make people wait for a long

\plain\par
\pard\pard\sl-412 \li0 \ri6611 \expndtw-25 \f20 \fs24 time.
\plain\par
\pard\pard\sl-422 \li0 \ri6504 \expndtw-37 \b \f20 \fs24 Space
\plain\par
\pard\pard\sl-408 \li0 \ri57 \expndtw-11 \f20 \fs24 Space may be related to pres
tige rather than the need. The higher the office, the
\plain\expndtw-7 \f20 \fs24 bigger the office space and so on. Americans have th
e offices of executives on
\plain\par
\pard\pard\sl-412 \li0 \ri54 \expndtw-11 \f20 \fs24 the top floor and tend to se
parate the office of subordinates. Japanese have their
\plain\par
\pard\pard\sl-417 \li0 \ri60 \expndtw-9 \f20 \fs24 discount stores on the upper
floor. Some cultures and individuals maintain a fair
\plain\par
\pard\pard\sl-413 \li0 \ri54 \expndtw-6 \f20 \fs24 distance while transacting, o
thers co-mingle easily. Americans maintain a fair
\plain\par
\pard\pard\sl-412 \li0 \ri174 \expndtw-11 \f20 \fs24 distance while interacting
with associates. Arabs stand very close to each other.
\plain\par
\pard\pard\sl-417 \li0 \ri6040 \expndtw-22 \b \f20 \fs24 Friendship
\plain\par
\pard\pard\sl-412 \li0 \ri49 \expndtw-2 \f20 \fs24 Friendship plays an important
role in business transactions. Good personal
\plain\par
\pard\pard\sl-413 \li0 \ri52 \expndtw-9 \f20 \fs24 relationship and feelings mat
ter most in a long term agreement. Social contacts
\plain\par
\pard\pard\sl-412 \li0 \ri49 \expndtw-9 \f20 \fs24 developed by parties gain pri
ority over technical specifications. Americans make
\plain\par
\pard\pard\sl-412 \li0 \ri59 \expndtw2 \f20 \fs24 friends easily, and drop them
easily as well, because of both social and
\par
{\shp
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01010101010101010101010101010101010101010101010101010101010101010101010101010101
010101010101010101ffdb0043010101010101010101010101010101010101010101010101010101
0101010101010101010101010101010101010101010101010101010101010101010101010101ffc0
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0101010101010101010000000000000102030405060708090a0bffc400b511000201020404030407
05040400010277000102031104052131061241510761711322328108144291a1b1c109233352f015
6272d10a162434e125f11718191a262728292a35363738393a434445464748494a53545556575859
5a636465666768696a737475767778797a82838485868788898a92939495969798999aa2a3a4a5a6
}}}
\plain\pard\sl-314 \li0 \ri56 \expndtw0 \f20 \fs24 geographical mobility. Some c
ultures like Indian or Latin Americans have
\plain\par
\pard\pard\sl-412 \li0 \ri60 \expndtw-2 \f20 \fs24 lasting relationships that en
dure for a long time and so does the business.
\plain\par
\pard\pard\sl-417 \li0 \ri57 \expndtw-11 \f20 \fs24 Personal ties, personal trus
t leads to cooperation and a lot of transaction can take
\plain\par
\pard\pard\sl-412 \li0 \ri49 \expndtw-7 \f20 \fs24 place between parties. Some w
ant to transact business only with those whom
\plain\par
\pard\pard\sl-413 \li0 \ri2886 \expndtw-13 \f20 \fs24 they get along and, making
money is secondary.
\plain\par
\pard\pard\sl-417 \li0 \ri5946 \expndtw-30 \b \f20 \fs24 Agreements
\plain\par
\pard\pard\sl-412 \li0 \ri49 \expndtw-12 \f20 \fs24 All business when transacted
is done under some agreements. These agreements
\plain\par
\pard\pard\sl-412 \li0 \ri57 \expndtw-12 \f20 \fs24 may be written or just on an
understanding between the two parties. Most people
\plain\par
\pard\pard\sl-412 \li0 \ri51 \expndtw-1 \f20 \fs24 enter into an agreement, but
friendship and kinship are also given a lot of
\plain\par
\pard\pard\sl-413 \li0 \ri56 \expndtw-2 \f20 \fs24 importance. Verbal commitment
s are also binding in some cultures, where
\plain\par
\pard\pard\sl-417 \li0 \ri3409 \expndtw-11 \f20 \fs24 signing a contract is just
a mere formality.
\plain\par
\pard\pard\sl-417 \li0 \ri6408 \expndtw-27 \b \f20 \fs24 Things

\plain\par
\pard\pard\sl-407 \li0 \ri56 \expndtw-9 \f20 \fs24 Different cultures attach dif
ferent meaning to things. Things include products as
\plain\par
\pard\pard\sl-413 \li0 \ri57 \expndtw-2 \f20 \fs24 well as gifts given in certai
n business and social situations. An appropriate
\plain\par
\pard\pard\sl-412 \li0 \ri50 \expndtw-5 \f20 \fs24 product in the form of a gift
is to be carefully chosen. The gifts can be big or
\plain\par
\pard\pard\sl-417 \li0 \ri58 \expndtw-5 \f20 \fs24 small. They can be given open
ly or presented privately. This depends on the
\plain\expndtw-8 \f20 \fs24 practices followed in that particular country. Some
want to make a show of the
\plain\par
\pard\pard\sl-413 \li0 \ri1541 \expndtw-10 \f20 \fs24 gift, by giving it in fron
t of others. Others are secretive about it.
\plain\par
\pard\pard\sl-417 \li0 \ri5078 \expndtw-21 \b \f20 \fs24 Symbols and Colours
\plain\par
\pard\pard\sl-412 \li0 \ri52 \expndtw-9 \f20 \fs24 Different countries attach di
fferent meanings to symbols, numbers and colours.
\plain\par
\pard\pard\sl-412 \li0 \ri57 \expndtw-10 \f20 \fs24 Symbols can be flowers, tria
ngles, pictures and animals, etc. Some numbers are
\plain\par
\pard\pard\sl-413 \li0 \ri42 \expndtw-2 \f20 \fs24 considered lucky, and others
not so lucky, or even unlucky, like 13, 4, etc.
\plain\par
\pard\pard\sl-412 \li0 \ri58 \expndtw-10 \f20 \fs24 Colours have different inter
pretations. Pink is associated with a female, and blue
\plain\par
\pard\pard\sl-417 \li0 \ri1329 \expndtw-10 \f20 \fs24 with the male in the US, w
hereas it is just the opposite in Holland.
\plain\par
\pard\pard\sl-412 \li721 \ri1516 \expndtw-9 \f20 \fs24 A list of colours and the
ir interpretations is given below:
\plain\par
\pard\pard\sl-412 \li0 \ri52 \expndtw-11 \i \f20 \fs24 White:\i0 Symbol of mour
ning or death in the Far East, happiness, purity and peace
\plain\par
\pard\pard\sl-413 \li0 \ri5295 \expndtw-14 \f20 \fs24 in the United States.
\plain\par
\pard\pard\sl-417 \li0 \ri1362 \expndtw-9 \i \f20 \fs24 Purple:\i0 Associated w
ith death in many Latin American countries.
\par
{\shp
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01010101010101010101010101010101010101010101010101010101010101010101010101010101
010101010101010101ffdb0043010101010101010101010101010101010101010101010101010101
0101010101010101010101010101010101010101010101010101010101010101010101010101ffc0
00110806d904d803012200021101031101ffc4001f00000105010101010101000000000000000001
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0101010101010101010000000000000102030405060708090a0bffc400b511000201020404030407
05040400010277000102031104052131061241510761711322328108144291a1b1c109233352f015
6272d10a162434e125f11718191a262728292a35363738393a434445464748494a53545556575859
5a636465666768696a737475767778797a82838485868788898a92939495969798999aa2a3a4a5a6
}}}
\plain\pard\sl-314 \li0 \ri50 \expndtw-1 \i \f20 \fs24 Blue:\i0 Symbolises femi
nity in Holland and masculinity in the United States,
\plain\par
\pard\pard\sl-412 \li0 \ri5394 \expndtw-15 \f20 \fs24 Sweden, India, etc.
\plain\par
\pard\pard\sl-417 \li0 \ri55 \expndtw-6 \i \f20 \fs24 Red:\i0 Colour for brides
and children in India. Sign of masculinity in the UK and
\plain\par
\pard\pard\sl-412 \li0 \ri58 \expndtw-6 \f20 \fs24 France, negative in Nigeria,
Germany and positive in Denmark, Rumania and
\plain\par
\pard\pard\sl-413 \li0 \ri6131 \expndtw-15 \f20 \fs24 Argentina.
\plain\par
\pard\pard\sl-412 \li0 \ri48 \expndtw0 \i \f20 \fs24 Yellow:\i0 Sign of death i
n Mexico, infidelity in France, celebrations in many
\plain\par
\pard\pard\sl-417 \li0 \ri4837 \expndtw-11 \f20 \fs24 countries including India.
\plain\par
\pard\pard\sl-412 \li0 \ri3183 \expndtw-10 \i \f20 \fs24 White lilies:\i0 Sugge
stion of death in England.
\plain\par
\pard\pard\sl-417 \li0 \ri5280 \expndtw-27 \b\i \f20 \fs24 Symbol of Numbers

\plain\par
\pard\pard\sl-408 \li0 \ri1297 \expndtw-7 \f20 \fs24 7: Lucky in India, USA, Mor
occo, Nicaragua and Czechoslovakia.
\plain\par
\pard\pard\sl-417 \li0 \ri2955 \expndtw-9 \f20 \fs24 13: Unlucky in many countri
es including India.
\plain\par
\pard\pard\sl-412 \li0 \ri2373 \expndtw-11 \f20 \fs24 4: Symbol of death in Japa
n. Packing in 4s is avoided.
\plain\par
\pard\pard\sl-412 \li0 \ri1069 \expndtw-8 \i \f20 \fs24 Triangle:\i0 Negative i
n Hong Kong and Taiwan, positive in Columbia.
\plain\par
\pard\pard\sl-413 \li0 \ri2462 \expndtw-10 \i \f20 \fs24 Owl:\i0 Wisdom in the
United States, bad luck in India.
\plain\par
\pard\pard\sl-412 \li0 \ri1354 \expndtw-10 \i \f20 \fs24 Deer:\i0 Speed, grace
in the United States; Homosexuality in Brazil.
\plain\par
\pard\pard\sl-422 \li0 \ri6189 \expndtw-25 \b \f20 \fs24 Etiquette
\plain\par
\pard\pard\sl-407 \li0 \ri57 \expndtw-12 \f20 \fs24 These are accepted norms of
behaviour. Some behaviour may be rude or abusive
\plain\par
\pard\pard\sl-413 \li0 \ri54 \expndtw-1 \f20 \fs24 in one culture and quite acce
ptable in other cultures, e.g. sitting with legs
\plain\expndtw-2 \f20 \fs24 crossed or sitting in a manner that shows the sole o
f a shoe. In Japan it is
\plain\par
\pard\pard\sl-417 \li0 \ri61 \expndtw-9 \f20 \fs24 considered impolite to say no
directly to a business offer. They put it differently,
\plain\par
\pard\pard\sl-412 \li0 \ri50 \expndtw-9 \f20 \fs24 by saying it is very difficul
t, which means no. The exchange of business cards in
\plain\par
\pard\pard\sl-413 \li0 \ri793 \expndtw-11 \f20 \fs24 Japan is essential, and ind
icates the level of your status in your business.
\plain\par
\pard\pard\sl-412 \li0 \ri63 \expndtw-8 \f20 \fs24 Similarly, there are many dif
ferent habits and ways of doing things socially that
\plain\par
\pard\pard\sl-417 \li0 \ri52 \expndtw-7 \f20 \fs24 affect the making of advertis
ement. Eating with the fork in the right hand and
\plain\expndtw-3 \f20 \fs24 the left hand kept under the table is quite common i
n America, whereas, in
\plain\par
\pard\pard\sl-412 \li0 \ri58 \expndtw-9 \f20 \fs24 European culture, the fork sh
ould be in the left hand and the right hand holding
\plain\par
\pard\pard\sl-413 \li0 \ri42 \expndtw-7 \f20 \fs24 the knife or spoon. These non
-verbal communications in different countries or
\plain\par
\pard\pard\sl-417 \li0 \ri56 \expndtw-9 \f20 \fs24 different languages have a di
rect bearing on the marketing activity and must be
\par
{\shp
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0101010101010101010101010101010101010101010101010101010101010101010101010101ffc0
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0101010101010101010000000000000102030405060708090a0bffc400b511000201020404030407
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6272d10a162434e125f11718191a262728292a35363738393a434445464748494a53545556575859
5a636465666768696a737475767778797a82838485868788898a92939495969798999aa2a3a4a5a6
}}}
\plain\pard\sl-314 \li0 \ri57 \expndtw-8 \f20 \fs24 taken care of. As people rec
ognise verbal languages, they act accordingly. In a
\plain\par
\pard\pard\sl-412 \li0 \ri53 \expndtw0 \f20 \fs24 similar manner, non-verbal com
munication must also be recognised and
\plain\expndtw-4 \f20 \fs24 understood so that there is less misinterpretation.
The advertisement of the
\plain\par
\pard\pard\sl-412 \li0 \ri56 \expndtw-2 \f20 \fs24 communication we want to give
should be appropriate and match with the
\plain\par
\pard\pard\sl-413 \li0 \ri5131 \expndtw-13 \f20 \fs24 culture of the country.
\plain\par
\pard\pard\sl-417 \li0 \ri6023 \expndtw-22 \b \f20 \fs24 Key Terms

\par
\plain\pard\sl-412 \li543 \ri1123 \expndtw-7 \f20 \fs24 \plain\tx903 \tab \expndtw-16 \f20 \fs24 Culture
\plain\tx4538 \tab \expndtw-7 \f20 \fs24 \plain\tx4884 \tab \expndtw-12 \f20 \fs24 Ethnic Influences
\plain\par
\pard\pard\sl-273 \li543 \ri861 \expndtw-7 \f20 \fs24 \plain\tx903 \tab \expndtw-10 \f20 \fs24 Materialism
\plain\tx4538 \tab \expndtw-7 \f20 \fs24 \plain\tx4884 \tab \expndtw-10 \f20 \fs24 Religious Influences
\plain\par
\pard\pard\sl-278 \li543 \ri1284 \expndtw-7 \f20 \fs24 \plain\tx903 \tab \expndtw-9 \f20 \fs24 Individualism Vs.
\plain\tx4538 \tab \expndtw-7 \f20 \fs24 \plain\tx4884 \tab \expndtw-13 \f20 \fs24 Psychographics
\plain\par
\pard\pard\sl-273 \li1081 \ri1788 \expndtw-7 \f20 \fs24 Collectivism
\plain\tx4538 \tab \expndtw-7 \f20 \fs24 \plain\tx4884 \tab \expndtw-10 \f20 \fs24 Lifestyles
\plain\par
\pard\pard\sl-278 \li543 \ri427 \expndtw-7 \f20 \fs24 \plain\tx903 \tab \expndtw-14 \f20 \fs24 Power Distance
\plain\tx4538 \tab \expndtw-7 \f20 \fs24 \plain\tx4884 \tab \expndtw-10 \f20 \fs24 Cross-Cultural Consumer
\plain\par
\pard\pard\sl-273 \li543 \ri1580 \expndtw-7 \f20 \fs24 \plain\tx903 \tab \expndtw-10 \f20 \fs24 Uncertainty Avoidance
\plain\tx5061 \tab \expndtw-14 \f20 \fs24 Behaviour
\plain\par
\pard\pard\sl-278 \li543 \ri509 \expndtw-7 \f20 \fs24 \plain\tx903 \tab \expndtw-7 \f20 \fs24 Masculinity/Feminity
\plain\tx4538 \tab \expndtw-7 \f20 \fs24 \plain\tx4884 \tab \expndtw-11 \f20 \fs24 Cross cultural marketing
\plain\par
\pard\pard\sl-273 \li543 \ri1273 \expndtw-7 \f20 \fs24 \plain\tx903 \tab \expndtw-9 \f20 \fs24 Abstract/Associative thinking
\plain\tx4538 \tab \expndtw-7 \f20 \fs24 \plain\tx4884 \tab \expndtw-12 \f20 \fs24 Global Strategy
\plain\par
\pard\pard\sl-273 \li543 \ri1294 \expndtw-7 \f20 \fs24 \plain\tx903 \tab \expndtw-16 \f20 \fs24 Subcultures
\plain\tx4538 \tab \expndtw-7 \f20 \fs24 \plain\tx4884 \tab \expndtw-11 \f20 \fs24 Mixed Strategy
\plain\par
\pard\pard\sl-278 \li543 \ri1402 \expndtw-7 \f20 \fs24 \plain\tx903 \tab \expndtw-12 \f20 \fs24 Regional Influences
\plain\tx4538 \tab \expndtw-7 \f20 \fs24 \plain\tx4884 \tab \expndtw-12 \f20 \fs24 Local strategy
\par
\plain\pard\sl-200\fs20\par \par \pard\sl-296 \li0 \ri4918 \expndtw-22 \b \f20 \
fs24 Self-practice Questions
\plain\par
\pard\pard\sl-408 \li360 \ri2506 \expndtw-8 \f20 \fs24 1) Define culture and exp
lain its characteristics.
\plain\par
\pard\pard\sl-412 \li360 \ri1894 \expndtw-9 \f20 \fs24 2) Explain the functions
of culture and its components.
\plain\par
\pard\pard\sl-413 \li360 \ri1709 \expndtw-9 \f20 \fs24 3) What are the dimension
s of culture and its influences?
\plain\par
\pard\pard\sl-417 \li360 \ri150 \expndtw-8 \f20 \fs24 4) What are the variations
in the cultural values? Explain with illustrations.
\plain\par
\pard\pard\sl-412 \li360 \ri1247 \expndtw-8 \f20 \fs24 5) How Environmental infl
uences affect consumer behaviour?
\plain\par
\pard\pard\sl-412 \li360 \ri462 \expndtw-11 \f20 \fs24 6) What do you mean by a
sub-culture? What are the components of it?
\plain\par
\pard\pard\sl-412 \li360 \ri645 \expndtw-9 \f20 \fs24 7) How do religious and et
hnic groups influence consumer behaviour
\plain\par
\pard\pard\sl-418 \li721 \ri5498 \expndtw-14 \f20 \fs24 decisions?
\plain\par
\pard\pard\sl-412 \li360 \ri49 \expndtw-7 \f20 \fs24 8) What cultural factors wo
uld you consider to name a product that would
\plain\par
\pard\pard\sl-412 \li721 \ri2058 \expndtw-13 \f20 \fs24 be acceptable to consume
rs throughout the world?
\plain\par
\pard\pard\sl-412 \li360 \ri178 \expndtw-9 \f20 \fs24 9) Explain cross cultural
marketing. Describe the strategies to adopt global
\plain\par
\pard\pard\sl-417 \li721 \ri5579 \expndtw-19 \f20 \fs24 branding.
\plain\par
\pard\pard\sl-412 \li360 \ri512 \expndtw-10 \f20 \fs24 10) Describe the marketin
g implications of the cross cultural influences.
\par
{\shp
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4431 Markiii CB

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\plain\pard\sl-299 \li3444 \ri3140 \expndtw-20 \b \f20 \fs24 UNIT - I

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capacity, technology, quality, model and size.

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in a positive response, with a decision to buy the product

Howard-Sheth\i0 and\i Nicosia

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