2. Introduction to Behavior Copyright © 2005 by The McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill/Irwin Chapter 8

3. 8-3 Overt consumer behavior is –The observable and measurable responses or actions of consumers –Distinct from affect and cognition because it is external and can be observed directly –Problems with studying overt consumer behavior include Determining the appropriate level of analysis What is Overt Consumer Behavior?

4. 8-4 Deciding whether individual consumers or the entire world market is the appropriate level The linkages between it and affect and cognition are not well developed at a theoretical level The importance of overt consumer behavior –Problems with studying over consumer behavior Many cases influencing affect and cognition may lead to overt behavior, but this linkage often does not hold What is Overt Consumer Behavior? cont.

5. 8-5 Behavior precedes and causes affect and cognition in some cases Most marketing strategies cannot be successful without influencing overt consumer behavior What is Overt Consumer Behavior? cont.

6. 8-6 A Model of Overt Consumer Behavior Traditional views and model

7. 8-7 A Model of Overt Consumer Behavior cont. Consumer behavior sequence model

8. 8-8 A Model of Overt Consumer Behavior cont. Consumer behavior sequence model qualifications –Consumers commonly perform many other combinations of behavior –Model is intended to illustrate only one type of behavior sequence for retail purchases

9. 8-9 A Model of Overt Consumer Behavior cont. –The time it takes for a consumer to perform the behaviors depends on a variety of factors –Members of the channel of distribution usually vary in their emphasis on encouraging particular behaviors –Although the consumer behavior chain exhibits logical and useful categories of behavior, other labels or breakdowns could also be useful

10. 8-10 A Model of Overt Consumer Behavior cont. Information contact –When and how does it occur? –What behaviors are involved? –Factors affecting information search by consumers Market characteristics Product characteristics Consumer characteristics Situational characteristics

11. 8-11 A Model of Overt Consumer Behavior cont. –Five common information sources Internal Personal Marketing Public Experiential –Types of marketing strategies employed to bring about attentive behaviors

12. 8-12 A Model of Overt Consumer Behavior cont. Funds access –Primary marketing issues Methods used by consumers to pay for particular purchases Marketing strategies to increase the probability that consumers can access funds for purchase Store contact –Locating the outlet –Traveling to the outlet –Entering the outlet

13. 8-13 A Model of Overt Consumer Behavior cont. Product contact –Push strategies –Pull strategies –Three behaviors are usually necessary for a purchase to occur Locate the product or brand in the store Physically obtain the product or brand Take the product or brand to the point of exchange

14. 8-14 A Model of Overt Consumer Behavior cont. Transaction Consumption and disposition Communication –Marketers want consumers to communicate with two basic audiences Provide the company with marketing information Tell other potential consumers about the product and encourage them to purchase it

15. 8-15 A Model of Overt Consumer Behavior cont. –From consumers to marketers Marketers want at least three types of information from consumers –Information about the consumer –Names of other potential buyers –Information about defective products –From consumers to consumers

16. 8-16 Marketing Implications Marketing managers need to consider carefully precisely what behaviors are necessary for consumers to purchase and use particular products and brands Marketing strategies and tactics are designed to change overt consumer behavior by changing one or more aspects of the environment

17. 8-17 Summary Introduced topic of overt consumer behavior and discussed its importance to marketing Sequential model of overt consumer behavior was developed for use in analyzing and increasing responses

18. 8-18 Summary cont. Seven behaviors were described in terms of a variety of marketing strategies and tactics to increase the chances that the behavior will occur or that the frequency of it will increase