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Review….
• So, we’ve talked about the marketing concept and the importance of building relationships
• But before we can start marketing, we have to understand:
1. The market in which we’re going to compete in
2. Our consumers
• Key Concepts over the next few weeks:– Consumer Behavior
– Marketing Research
– Market Segmentation
– Targeting / Positioning
Problem Recognition
Out of StockOut of Stock DissatisfactionDissatisfaction
Related ProductPurchase
Related ProductPurchase Market-Induced
RecognitionMarket-Induced
RecognitionNew
ProductsNew
Products
New Needsor Wants
New Needsor Wants
© 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin
All available brands
Guinness The Beast Blue Rib. Coors Lt. Yuengling
Bud Lt. Hop Devil Miller Lt. Becks Amstel Lt.
Natty Lt. Mic Ultra Smithwicks High Life Corona
Hop Devil Shiner Bock
Becks
Smithwicks
Guinness
Evaluation of Alternatives
Perceptions
• Key variable in marketing• “how we make sense of the world we
live in”• Subliminal Perception
– Examples 1 and 2
Attitude
• Components of Attitude:– Cognitive What we think
– Affective: How we feel
– Behavioral: How we act
• Strategies for changing consumer attitude…
Personality and Self-Concept• Personality: the unique psychological
characteristics….• Self-Concept: A person’s multifaceted
picture of himself or herself, composed of the:– Real self
– Self-image
– Looking-glass self
– Ideal self
Culture
• Culture: values, beliefs, preferences, and tastes handed down from one generation to the next
• What are some characteristics of American culture??
Culture and International Marketing
• Culture is perhaps the most critical aspect of doing business internationally
• Self-Reference Criterion = one’s tendency to judge others based on our own cultural experiences
• Ethnocentism = regarding one’s own culture as superior than another
Culture
• Subculture: Subgroup of culture with its own, distinct modes of behavior– Cultures are not homogeneous entities with
universal values– Subcultures can differ by:
• Ethnicity or Nationality• Age or Gender• Religion• Social class or Profession
Social Influences
• Group membership influences an individual’s purchase decisions and behavior in both overt and subtle ways
• Reference Groups:Reference Groups: groups whose value structures and standards influence a person’s behavior
Social Influences
• Social Classes:Social Classes: groups whose rankings are determined by occupation, income, education, family background, and residence location