Consumer Behaviour IMC

8/6/2019 Consumer Behaviour IMC

http://slidepdf.com/reader/full/consumer-behaviour-imc 1/15

For use only with Duncan texts. © 2005 McGraw-Hill Companies, Inc. McGraw-Hill/Irwin

Consumer Response



Consumer Behavior

Consumer behavior:

How people think about, buy,and use products as a response

to MC messages



Prospects Vs. Current Customers

Prospects: Those who have not

bought the brand but who might

be interested in it

Customers: Those who have

purchased the brand at least

once within a designated period .



Buy for their own

personal or household

use

� Typically use more of anemotional approach

Consumers (B2C)Consumers (B2C)

Buy on behalf of their

organization

� Typically consult others

in the organization

� Typically buy larger

quantities

� Often use a bidding

process

Business (B2B)Business (B2B)

Buy for their own

personal or household

use

� Typically use more of anemotional approach

Consumer Vs. Business Buyers



Sociocultural Factors

Social Class

Social Class

Sociocultural Factors

All Consumers Are Human

Aff ected

By:

Reference Groups



Figure 5-3: Think/Feel/Do Response Wheel



Figure 5-5: 4-Step Decision Process

+



Step 4: Evaluating the purchase decision

Step 3: Take Action

Step 2: Evaluating brand alternatives

Step 1: Recognize a problem/opportunityStep 1: Recognize a problem/opportunity

How Does Brand Decision-Making Work?

Step 2: Evaluating brand alternatives

Step 3: Take Action



Insight: A Perceptual Formula

Some marketers look at consumer

satisfaction in terms of a formula:

Desire/Want/Need = Reality

For consumers to be satisfied, the left side

of the equation must equal the right side.MC can impact the left side by creating

consumer perceptions of how desirable the

brand really is.



Insight: Mental Links

The more mental links (or cues) of a brand¶s

benefits that can be created within the target

audience¶s memory, the more likely the brandwill be recalled when a relevant problem or

opportunity presents itself. The reality is,

however, most people are able to recall only a

very small percent of the brands that exist. This

is why companies continuously advertise²tohelp keep their brands top-of-mind and easily

recalled when a person (or company) is faced

with a problem or opportunity.



Tales From the Real World

In the real world, marketers sometimes

straddle the ³emotional´ and ³cognitive´ paths in

the development of their MC materials.

For example, some TV commercials use

techniques such as likeable songs to attract

viewer attention and appeal to the ³emotional´

path, while visuals on the screen include rationalfacts, testimonials, or demonstrations that

appeal to the ³cognitive´ path.



Likeability strategy

How Do Messages Influence Decisions?

Ways toPersuade



An Ad That Tries to Get You to Like It




Credibility and Trust

Arguments and Reasons

Credibility and Trust


How Do Messages Influence Decisions?

Ways ToPersuade



Final Note:

Communication that aids

customers and communicates with

them in a personal way is much

more persuasive than

communication that tries to

manipulate them

Consumer Behaviour IMC

Documents

Transcript of Consumer Behaviour IMC