Class 1: Intro to Consumer Behaviour Flashcards

1
Q

Consumer Behaviour Definition

A

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.

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2
Q

Why Consumer Behaviour?

A

Customer Orientation:
Leveraging your knowledge of the customer to understand, design, organize, and produce to satisfy the customer.
▪ Being customer-oriented is central to marketing business strategy and has been shown to increase
profitability.
▪ Success depends on building exceptional customer experiences.

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3
Q

Where did CB Start?

A

▪ Once goods were being made to be bought and
consumed by others, we begin to see the
relationship between production and consumption.
▪ Widespread consumption of luxury goods began to
pick up with the rise of the urban middle classes in
western Europe in the 18th century.
* Sumptuary laws were developed to regulate excessive consumption.

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4
Q

Industrial Evolution (1760-1840)

A

Production up!

Prices down!

Consumption up!

Advertising starts – persuade people to buy more than they may need.

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5
Q

Conspicuous Consumption

A

Acquiring goods represents a way to display one’s power, in order to compete and gain social recognition.

Upper-class individuals used
Consumption to display their status.

Applies to what was referred to as the ‘leisure’ class.

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6
Q

CB and Value

A

▪ Exchange Value – value of a good in terms of exchange value (usually price).
▪ Use Value – value of a good in terms of it’s usefulness.
▪ Sign Value – value of a good in terms of it’s symbolic value to consumers.

“People buy things not only for what
they can do, but also for what they mean.”

Harvard Business Review,
1959

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7
Q

Retail Landscape Changes

A

Small scale farming, buying from neighbors, markets.

Shift to…
▪ Department stores
▪ Super market
▪ Mail-order companies
▪ Online retailing

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8
Q

Marketing Tools:

A

What tools do marketers have at their disposal to help them build and implement a plan to achieve their objectives and reach their target
market?

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