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Consumerbehaviourlearning
Consumerbehaviourlearning
Consumerbehaviourlearning
Module 4
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Learning
The process by which individuals acquire the
purchase and consumption knowledge and
experience that they apply to future related
behavior
The Elements Of Consumer Learning
Motivation: Motivation is important to learning theory.
Motivation is based on needs and goals. Motivation
acts as a spur to learning
Basic Concepts
Basic Concepts
Basic Concepts
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Hidesign leather bag
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Instrumental learning theorists
believe that learning occurs
through a trial-and-error
process, with habits formed as
Instrumental a result of rewards received
(Operant) for certain responses or
behaviour. This model of
Conditioning
learning applies to many
situations in which consumers
learn about products, services,
and retail stores.
Types of Reinforcement
Positive: Consists of events that stengthen the
likelihood of a specific response. Using a
shampoo that leaves your hair feeling silky and
clean is likely to result in a repeat purchase of the
shampoo.
Negative: It is an unpleasant or negative outcome
that also serves to encourage a specific behavior.
Fear appeals in ad messages are examples of
negative reinforcement. Many life insurance
advertisements rely on negative reinforcement to
encourage the purchase of life insurance.
Extinction: When a learned response is no longer
reinforced, it diminishes to the point of extinction. If a
consumer is no longer satisfied with the service a
retail store provides, the link between the stimulus
(the store) and the response (expected satisfaction) is
no longer reinforced, and there is little likelihood that
the consumer will return.
Forgetting: Here the behaviour is unlearned because
of lack of use rather than lack of reinforcement.
Forgetting is often related to the passage of time; this
is known as the process of decay.
Marketers can overcome forgetting through repetition,
and can combat extinction through the deliberate
enhancement of consumer satisfaction.
Fear appeal (Negative
reinforcement)
United India Assurance:
Today…. A picture of Safety
Tomorrow…. An invitation to Disaster
Your Protection Is Our Concern
Take Cover Under United India
Tonight
Sleep Better Than Your Neighbour
It Costs So Little To Insure Your
Household Belongings
Instrumental Conditioning and
Marketing
Customer Satisfaction (Reinforcement)
Relationship marketing
Shaping ( Reinforcement performed before the
desired consumer behaviour actually takes place is
called shaping).
Massed versus Distributed Learning (Should a
learning schedule be spread out over a period of time
(distributed learning) or should it be “bunched up” all
at once (massed learning)? When advertisers want an
immediate impact (e.g., to introduce a new product or
to counter a competitor’s blitz campaign), they
generally use a massed schedule to hasten consumer
learning. However, when the goal is long-term repeat
buying on a regular basis, a distribution schedule is
preferable. A distributed schedule, with ads repeated
on a regular basis, usually results in more long-term
learning and is relatively immune to extinction.
A process by which
individuals observe how
others behave in response to
certain stimuli and
reinforcements. Also
Observational known as modeling or
Learning vicarious learning. Their
role models are usually
people they admire because
of such traits as appearance,
accomplishment, skill, and
even social class.
The consumer
observes a
positive
response by
two teens.
Learning based on
mental activity is called
cognitive learning.
Holds that the kind of
Cognitive learning most
Learning characteristic of human
Theory beings is problem
solving, which enables
individuals to gain
some control over their
environment.
Information Processing and
Memory Stores
Information Processing
Information processing is related to both the
consumer’s cognitive ability and the complexity of
the information to be processed.
Consumers process product information by
attributes, brands, comparisons between brands,
or a combination of these factors.
Consumers with higher cognitive ability
apparently acquire more product information and
are more capable of integrating information on
several product attributes than consumers with
lesser ability.
Movement from short-term to long-term storage
depends on
Rehearsal : The purpose of rehearsal is to hold
information in short-term storage long enough for
encoding to take place.
Encoding: It is the process by which we select a
word or visual image to represent a perceived
object. Marketers, for example, help consumers
encode brands by using brand symbols. Kellog’s
uses Tony the Tiger on its Frosted Flakes, Dell
Computer turns the e in its logo on its side for quick
name recognition.
Retention:
Information is stored in long-
term memory
Episodically: by the order in
which it is acquired
Semantically: according to
significant concepts
Retrieval: Retrieval is the process by which we
recover information from long-term storage. For
example, when we are unable to remember
something with which we are very familiar, we are
experiencing a failure of the retrieval system.
Involvement theory
Involvement theory developed from a stream of
research called hemispheral lateralization, or
split-brain theory. The basic premise of split-
brain theory is that the right and left
hemispheres of the brain “specialize” in the kinds
of information they process. The left hemisphere
is primarily responsible for cognitive activities
such as reading, speaking, etc. The right
hemisphere of the brain is concerned with
nonverbal, pictorial , and holistic information.
The left side of the brain is rational, active, and
realistic; the right side is emotional, impulsive,
and intuitive.
Issues in Involvement Theory
Consumer Relevance
Central and Peripheral Routes to Persuasion
Measure of Involvement
Consumer Relevance
Involvement depends on degree of personal
relevance.
High involvement purchases are:
Very important to the consumer (e.g., in terms of
perceived risk)
Provoke extensive problem solving (information
processing)
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