Consumer psychology

Consumer psychology is a specialty area that studies how our thoughts,

beliefs, feelings, and perceptions influence how we buy and relate to
goods and services.
the study of individuals, groups, or organizations and the processes they
use to select, secure, use, and dispose of products, services, experiences,
or ideas to satisfy needs and the impacts that these processes have on
the consumer and society.
Consumer psychologists investigate how the decision-making process,
social persuasion, and motivation influence why shoppers buy some
things but not others.
Consumer psychologists study a variety of topics including:

• How consumers choose businesses, products, and services

• The thought processes and emotions behind consumer decisions
• How environmental variables such as friends, family, media, and
culture influence buying decisions
• What motivates people to choose one product over another
• How personal factors and individual differences affect people's buying
choices
• What marketers can do to effectively reach out to their target
customers
Persuasion???
“WHO SAID WHAT TO WHOM BY WHAT MEANS”
COMPLIANCE???
• PRINCIPLES OF COMPLIANCE
What is consumer behavior?
It is the study of the processes involved when individuals or groups select,
purchase, use, or dispose of products, services, ideas, or experiences to
satisfy needs and desires.

- Earlier period, known as “buyer’s behavior”, now known as “ongoing

process”

The exchange, a transaction in which two or more organizations or

people give and receive something of value, is an integral part of
marketing.
A consumer is a person who identifies a need or desire, makes a
purchase, and then disposes of the product during the three stages of the
consumption process.
Why do organization exist??
organizations exist to satisfy needs!
How do we divide consumers??
• 80/20 rule: 20 percent of users account for 80 percent of sales

• A study of 54 million shoppers reported that only 2.5 percent of

consumers account for 80 percent of sales for the average packaged-
goods brand.
• The 1 percent of pet owners who buy 80 percent of Iams pet food spend
$93 a year on the brand, and the 1.2 percent of beer drinkers who
account for 80 percent of Budweiser sales spend $170 on Bud each year.
Of the 1,364 brands the researchers studied, only 25 had a consumer
base of more than 10 percent that accounted for 80 percent of volume.
Activity: Describe a recent important purchase that you made. To what
extent can your purchase be described by the consumer decision
making process discussed earlier here? How would you explain the
deviation?
Demographics play important role in market
• Age
• Gender
• Family structure
• Social class and income
• Race and ethnicity
• Geography
• Lifestyles
• Segmenting by Behavior : Relationships and Big-data
Scope of Consumer Behavior:
The field of consumer behavior tries to find out the answers to the
following questions:
 What are the products people buy?
 Why they buy them?
 How they buy them?
 When they buy them?
 Where they buy them?
 How often they buy them?
 How is the decision process of the consumer?
Importance of CB
• help for planning and implementing marketing strategies.

• establishing consumer orientation in the marketing concept

• by gaining a better understanding of the factors that affect consumer

behavior, marketers are in a better position to predict how consumers
will respond to marketing strategies
• Selection and segmentation of target markets;
• devising appropriate marketing strategies most relevant to the target
market segment;
• evaluation of marketing programs, strategies, and tactics;
• assessing the trends of change and preparing the marketing plans to
suit the future changes.
Few Terminologies
• Consumer versus Buyer
• The Ultimate Consumer versus Industrial/Institutional Consumer
• Consuming versus Purchasing
• Customer versus Consumer
Assignment 1
Descriptive Questions
1. Define consumer behavior. Consumer decision making is termed as
complex in nature. Why? Show your arguments with example.
2. What are the reasons for which a marketer needs to study
consumer behavior? What are the areas covered in the discussion
of consumer behavior study? Discuss them.
Nature of Consumer Behavior
• Consumer behavior has a Process
Recognition of problem
Search for information regarding products
Evaluation of alternatives
Purchase decision
Post-purchase behavior
• Consumer Behavior Influence by Many Factors
• All Customers behave differently
• Different behavior for different Products
• Consumer behavior is region Specific
• Essential for Marketers
• Demonstrate Consumer Status
• Consumer Behavior has Influential effect
• Consumer Behavior change with time
Applications of Consumer Behavior
1. Marketing Strategy-
• S.C. Johnson pulled the plug on its Ziploc TableTops, a line of semi-disposable plates. Table- Tops
was one of the company’s most expensive launches with $65 million spent on marketing. A
number of factors appear to have contributed to the failure including relatively high prices (which
made consumers less likely to throw them away) and the fact that the products really weren’t all
that disposable. As one retailer explained, “There are no repeat purchases. The things last forever.
2. Regularity Policy
• Various regulatory bodies exist to develop, interpret, and/or implement policies designed to protect
and aid consumers.
3. Social Marketing
• application of marketing strategies and tactics to alter or create behaviors that have a positive
effect on the targeted individuals or society as a whole.
• E.g. attempts to reduce smoking, to increase the percentage of children receiving their vaccinations in a
timely manner, to encourage environmentally sound behaviors such as recycling, to reduce behaviors
potentially leading to AIDS, to enhance support of charities, to reduce drug use, etc.
4. Informed Individuals
• It is important that consumers accurately understand the strategies and tactics being used so they
can be more effective consumers.
• It is equally important that, as citizens, we understand the consumer behavior basis of these
strategies so we can set appropriate limits when required.
1. Evaluating Marketing Opportunity-
• Consumer behaviour study helps in identifying the unfulfilled needs and wants of
consumers.
• E.g washing machine, mixer grinder, vacuum cleaner and childcare centres etc.
2. Target market selection
• A review of market opportunities often helps in identifying distinct consumer segments
with very distinct and unique wants and needs.
• Identifying these groups, learning how they behave and how they make purchase
decisions enables the marketer to design and market products or services particularly
suited to their wants and needs.
• For example, consumer studies revealed that many existing and potential shampoo users
did not want to buy shampoo packs priced at 60 or more and would rather prefer a low
priced sachet containing enough quantity for one or two washes .
3. Formulation of Marketing Mix strategy
Product, price, place, promotion
Once unsatisfied needs and wants are identified, the marketer has to determine the right mix of
product, price, distribution and promotion.

Product-
The marketer has also to decide about packaging, important aspects of service, warranties and
accessories etc.
e.g. Nestle first introduced Maggi noodles in masala and capsicum flavours. Subsequently, keeping in
view the consumer preferences in some regions, the company introduced garlic, Sambar and other
flavours.
• Price:
Marketers must decide what price to charge for the product or service. These decisions will
influence the flow of revenue to the company.
e.g. Should the marketer charge the same, higher, or lower price in comparison to
competition? Is the consumer price sensitive and would a lower price stimulate sales?
Should there be any price discounts? Do consumers perceive lower price as being
indicative of poor quality?
Distribution:
• where and how to offer products and services for sale.
e.g. When Eureka Forbes introduced its vacuum cleaners many years ago,
few stores knew anything about this product and most were not willing to
buy it. Consumer awareness about the product was also low and no retail
shops carried the product. Under these circumstances, the company decided
to sell the product only through personal selling, with salespeople calling
directly on the consumer at her/his home. These salespeople had enough
time to explain and demonstrate the vacuum cleaner and convince prospects
about its usefulness. Retail outlets would not have been suitable for this
sales approach. This strategy was based on understanding of consumer
behaviour and yielded good results.
Promotion:
• The more important promotion methods are advertising, personal selling, sales
promotion, publicity and direct marketing.
• The marketer has to decide which method would be most suitable to effectively reach the
consumers.
e.g. The company has to know the target consumers, their location, what media do they
have access to and what are their media preferences, etc
4. Marketing of Government and NGOs
• Consumer behaviour studies are useful to design marketing strategies by social,
governmental and not-for-profit organisations to make their programmes such as family
planning, awareness about AIDS, crime against women, safe driving, environmental
concerns and others more effective.
Relevant Theory:
In a Market, different consumers have different needs. As all consumers are unique they
exhibit different behavior while making a purchase decision due to various factors
influencing consumer behavior. Therefore it is important to understand the various factors
influencing consumer behavior.
Factors Influencing Consumer Behavior
The Various factors influencing Consumer Behavior can be classified into 4 categories:
 Economic Factors
 Personal Factors
 Cultural and Social Factors
 Psychological Factors
Economic Factors influencing consumer behaviour:
 Personal Income – Total Income of the consumer
 Discretionary Income – Income available to a consumer after deducting taxes and basic
cost of living.
 Disposable Income – Income available with consumer to spend according to his wishes
 Family Income – Income of the family. Lower income families have less demand than
prosperous families.
 Consumer Expectations Regarding Future Income
 Availability of Liquid Assets with the consumer
 Consumer Credit – Availability of consumer credit, Credit policies
 Level of Standard of Living
A consumer demands more and spends more with increase in his income or expectations of
future profits or availability of liquid cash or availability of credit but saves and demands less
in its absence. The nature of consumption and buying pattern of a consumer is also affected
by the income of the family and the level of standard of living.
Personal Factors influencing Consumer Behaviour:
 Age – People of different ages have different needs.
 Occupation – Professionals, businessman, salaried-workers have different demands.
 Life Cycle Stage – Newly born, Teenager, Bachelor, Married, Parent, Grand Parent
 Lifestyle – Achievers, Strugglers, Strivers, Makers
 Personality – Aggressive, Shy, Introvert, Extrovert, Conservative, Experimental
 Self-Concept – One`s perceptions towards themselves.
Cultural Factors affecting Consumer Behaviour
 Culture – Culture is basically the way of living and thinking pattern that is followed from
generation to generation in a society. It includes knowledge, belief, traditions, morals,
values, customs and other such habits that are acquired by people as members of a
society.
Eg. Indian culture is entirely different from cultures of other Asian, Arabic and Western
countries.
 Sub-culture – Sub-culture is a segment of culture which helps a marketer to know
another person's culture either psychologically, socially or through mass identification.
Sub-culture consists of a group of people within a culture who exhibit similar buying
behaviour and have similar believes.
E.g. Within India, buying behaviour of muslims of the north India can be differentiated form
the muslims of the south India
 Social class – Social class segments the market on the basis income criteria and standard
of living. It refers to divisions of members of a society on the basis of education,
occupation, income etc. Usually people belonging to the same social class have similar
preferences in case of choice of residence, entertainment, luxary products etc.
E.g. Buying behaviour of the upper class can be easily differentiated from the middle and
lower class.
Social Factors influencing Consumer Behaviour
Social Group – A group is any collection of individuals with similar interests, opinions and
activities. An individual draws cues regarding consumption and disposal of products from
various social groups he belongs to. The various social groups an individual forms a part of
are:
 Reference Group – It refers to all those people which directly affect the purchase pattern
and decision of a consumer as they serve as a point of reference or comparison for the
consumer while making a purchase decision.
 Contractual Group – It includes friends, family, peers who have a direct and daily face
to face interaction with an individual. They are the most important source of influence on
consumer behaviour.
 Avoidance Group – A group of people that have a negative impact on a consumer. A
consumer disassociates himself from such a group and avoid using products and services
used, recommended or promoted by the avoidance group.
• Aspirational Group – It includes film stars, TV celebrities, Sport stars etc. whom a
consumer aspires to be. A consumer wants to associate himself with people he aspires and
uses products and services used, recommended and promoted by them.
• Opinion Leaders – It refers to a key individual in a group which influences the behaviour of
members of the group by providing them relevant information about new trends and products
in the market.
• Role and Status – Every person plays many roles in the society i.e. employee to his boss,
parent to his children, referrer for young ones, advisor to peers etc. and their buying pattern
depends upon the role they play in the society. People also select and buy products according
to their status in the society. Social status of a person refers to his/her position in the society
depending upon his income, occupation, education etc.
E.g. CEO of a company would prefer to buy branded products from big stores, while a
worker in the same company may prefer value for money products from nearby stores.
PSYCHOLOGICAL FACTORS??
Solution:
Focus: New Product Development to increase sales of cosmetics and perfume products
Yes, I agree with the product manager and assistant manager that efforts were made in the
right direction, but many factors affecting consumer behaviour were ignored. The reasons
being the following:
I. The company was using the product concept of marketing which is out dated in
today`s era as now producers manufacture products that match consumer`s demand,
tastes and preferences. Therefore, Mr Ash should have focused on the Marketing
concept to produce and market products accordingly.
II. The target audience was limited to the existing customers of the company. Various
new markets must be explored to increase sales. Effective target marketing is essential
to promote and position the product effectively in the market. For example:
 Grooming products for men
 Safe and chemical free cosmetics for babies
 Organic and herbal cosmetics for women
III. The market for cosmetics was not effectively segmented by Mr Ash. Cosmetics
market can be segmented effectively by dividing the market into groups which are
homogenous within and heterogeneous among themselves on the basis of their age,
gender, occupation etc. For e.g. Market can be segmented into:
 Working women, Housewife, Teenage girls
 Daily consumers, Beauty Parlours, Film Industry
 Rich people, Middle class people, Low income group
IV. While attention was paid to income and social factors many personal factors such as
Age, Occupation, Lifestyle, personality of a consumer were neglected. For e.g.
 Age: Working women, elderly women, Teenage girls all have different needs.
 Income: The rich pay more attention to how they look than people with less
income.
 Occupation: A Housewife has simple beauty needs as she stays at home most
of the time while a working lady has more intensive beauty needs as she goes
out of the home every day and has to look presentable in the office.
 Personality: Traditional women and Modern women both have different
needs. Some prefer expensive perfumes while some use natural fragrances like
‘itra’.
 Attitude: People have different attitude towards chemicals in beauty products.
Some prefer it while some dislike it and prefer herbal and organic products.
 Lifestyle: While urban people make use of deodorants and perfumes to smell
good, rural population prefers use of soaps, sandalwood and itr to smell good.
V. Keeping the income factors in mind no changes were made in product quantities i.e.
small units of previous products. Keeping in mind the social factors no efforts were
made to use opinion leaders like celebrities or doctors which would have been more
effective in influencing sales than change in product packaging.
VI. Existing products were modernised while no attention was paid to new product
development for new potential markets in cosmetics industries. For e.g. Grooming
products for men
VII. No efforts were made to advertise the products to targeted audience or reposition the
brand according to the changing customer taste and preferences. No offers, discounts
or sales promotion activities were carried out by Mr Ash to boost sales.
Other Factors that should have been considered are:
I. Age – Babies, Teenagers, Middle aged people and elderly all have different needs and
requirements related to cosmetics and beauty products. Therefore the target audience
could have been segmented on the basis of age of consumers.
II. Occupation – Working ladies v/s Housewife, Clerical staff v/s Top management,
Daily consumer v/s consumers from Fashion Industry
While a housewife, a normal clerk and daily consumer may have nominal needs and
demand basic products, working ladies, Directors and CEO`s of a company, make-up
artists, beauticians, film stars may have specific needs and high demand for beauty
products. Products could have been designed and developed for one or few segments
on the basis of their occupation.
III. Standard of Living – Rural v/s Urban People, Low income group v/s High income
group
While rural people and low income groups may make use of soaps and traditional
products, urban people and the high income group are more inclined towards
expensive beauty products. Different products could have been developed for both the
segments and different pricing strategies could have been followed.
IV. Perception & Attitude – Chemicals v/s Organic/Herbal products
While some people perceive beauty products negatively due to chemical ingredients
in them some people recommend them. Market share for both chemicals and organic
products could have been analysed and the more profitable market could have been
targeted.
V. Involvement – Normal consumers v/s Film Industry
Consumer segments like make-up artists, beauticians, film starts will have a high
involvement in buying beauty products than normal consumers. Therefore depending
upon the target market packaging and labelling strategies should have been made.
VI. Culture – Due to different cultural norms regarding appearances laid down by
different religions, men and women of a particular religion dress up and make use of
specific cosmetic products. For e.g. Hindu, Jain and Bengali women use ‘sindoor’ and
‘Bindi’ while Muslim women do not, Sikh men don’t use shaving products as they are
not allowed to cut hair, Many Jain men and women use white tikka.
VII. Opinion Leaders – Celebrities and Doctors act as effective opinion leaders for
cosmetics and beauty products which could have been used and their impact on the
sales, brand value and price could have been analysed.
VIII. Personality and Self-concept – Alpha Males v/s Passive males, Feminine v/s
Tomboyish girls
While alpha males and feminine girls may use and encourage use of beauty products
while passive males and tomboyish girls may like to stay raw and refrain from using
beauty products.