Neo Behaviorism

Consumer behaviourFrom Wikipedia, the free encyclopediaJump to navigation, await This obligate needs additional citations for verification. Please help improve this article by adding citations to reliable sources. Unsourced material whitethorn be challenged and removed. (April 2011) Psychology Outline History Subfields Basic types Abnormal Biological Cognitive Comparative Cultural differential Developmental Evolutionary Experimental Mathematical Personality Positive Quantitative Social Applied psychology Applied behavior analysis Clinical lodge Consumer Educational Environmental Forensic HealthIndustrial and organizational Legal Military Occupational health Political Religion School Sport Lists Disciplines Organizations Psychologists Psychotherapies Publications research methods Theories Timeline Topics Psychology entre v t e Consumer behaviour is the study of individuals, groups, or organizations and the formes they use to select, secure, and dispose of products, services, causes, or ideas to satisfy needs and the impacts that these processes have on the consumer and society. 1 It blends elements from psychology, sociology, social anthropology and economics.It attempts to run across the stopping point-making processes of procurers, both individually and in groups. It studies characteristics of individual consumers such as demographics and behavioural variables in an attempt to understand peoples wants. It also tries to assess influences on the consumer from groups such as family, friends, reference groups, and society in general. Customer behaviour study is based on consumer buying behaviour, with the customer playing the three distinct roles of user, payer and buyer. Research has shown that consumer behaviour is difficult to predict, even for experts in the field. 2 Relationship marketing is an influential asset for customer behaviour analysis as it has a keen involvement in the re-discovery of the true meaning of marketing through the re-affi rmation of the importance of the customer or buyer. A greater importance is also placed on consumer retention, customer relationship management, personalisation, customisation and one-to-one marketing. Social guides can be categorized into social choice and welf atomic number 18 functions. Each method for vote counting is assumed as social function but if Arrows possibility theorem is used for a social function, social welfare function is achieved.Some specifications of the social functions are decisiveness, neutrality, anonymity, monotonicity, unanimity, homogeneousness and weak and strong Pareto optimality. No social choice function meets these requirements in an ordinal scale simultaneously. The most important characteristic of a social function is identification of the interactive effect of alternatives and creating a logical relation with the ranks. merchandising provides services in order to satisfy customers. With that in mind, the productive system is considered from its spring at the production level, to the end of the cycle, the consumer (Kioumarsi et al. 2009). Contents hide 1 Black box model 2 Information search 3 Evaluation of alternatives 4 obtain decision 5 Postpurchase evaluation 6 Other influences 7 See also 8 References 9 Further reading 10 External relate edit Black box modelENVIRONMENTAL FACTORS BUYERS BLACK BOX BUYERS RESPONSE Marketing Stimuli Environmental Stimuli Buyer Characteristics Decision Process Product Price Place Promotion sparing Technological Political Cultural Demographic Natural Attitudes Motivation Perceptions Personality Lifestyle Knowledge Problem recognition Information searchAlternative evaluation purchase decision Post-purchase behaviour Product choice Brand choice Dealer choice Purchase timing Purchase amount The black box model shows the fundamental interaction of stimuli, consumer characteristics, decision process and consumer responses. 3 It can be distinguished surrounded by interpersonal stimuli ( mingled with people) or intrapersonal stimuli (within people). 4 The black box model is related to the black box surmisal of behaviourism, where the focus is not set on the processes inside a consumer, but the relation between the stimuli and the response of the consumer.The marketing stimuli are planned and processed by the companies, whereas the environmental stimulus are given by social factors, based on the economical, political and cultural circumstances of a society. The buyers black box contains the buyer characteristics and the decision process, which determines the buyers response. The black box model considers the buyers response as a result of a conscious, rational decision process, in which it is assumed that the buyer has know the problem. However, in reality many decisions are not made in awareness of a determined problem by the consumer. edit Information searchOnce the consumer has recognised a problem, they search for information on products and services that can solve th at problem. Belch and Belch (2007) explain that consumers undertake both an internal (memory) and an external search. Sources of information accept Personal sources Commercial sources Public sources Personal experience The relevant internal psychological process that is associated with information search is perception. Perception is defined as the process by which an individual receives, selects, organises, and interprets information to create a meaningful picture of the world.Consumers tendency to search for information on goods and services makes it possible for researchers to anticipate the purchasing plans of consumers using brief descriptions of the products of interest. 5 The selective perception process Stage Description discriminating exposure consumers select which promotional messages they will expose themselves to. Selective attention consumers select which promotional messages they will pay attention to. Selective comprehension consumer interpret messages in line with their beliefs, attitudes, motives and experiences.Selective retention consumers remember messages that are much meaningful or important to them. The implications of this process help develop an effective promotional strategy, and select which sources of information are more effective for the brand. edit Evaluation of alternativesAt this judgment of conviction the consumer compares the brands and products that are in their evoked set. The evoked set refers to the number of alternatives that are considered by consumers during the problem-solving process. Sometimes also known as consideration , this set tends to be small relative to the total number of options available.How can the marketing organisation increase the likelihood that their brand is part of the consumers evoked set? Consumers evaluate alternatives in scathe of the functional and psychological benefits that they offer. The marketing organisation needs to understand what benefits consumers are seeking and therefore whi ch attributes are most important in terms of making a decision. It also needs to check other brands of the customers consideration set to prepare the right plan for its own brand. edit Purchase decisionOnce the alternatives have been evaluated, the consumer is ready to make a purchase decision.Sometimes purchase intention does not result in an actual purchase. The marketing organisation must relieve the consumer to act on their purchase intention. The organisation can use a variety of techniques to achieve this. The provision of credit or payment terms may encourage purchase, or a sales promotion such as the opportunity to receive a premium or enter a contestation may provide an incentive to buy now. The relevant internal psychological process that is associated with purchase decision is integration.Once the integration is achieved, the organisation can influence the purchase decisions much more easily. There are 5 stages of a consumer buying process 6 they are The problem recogni tion stage, meaning the identification of something a consumer needs. The search for information, which means you search your knowledge bases or external knowledge sources for information on the product. The possibility of alternative options, meaning whether there is another better or cheaper product available. The choice to purchase the product and then finally the actual purchase of the product. 6 This shows the complete process that a consumer will most likely, whether recognisably or not, go through when they go to buy a product. edit Postpurchase evaluationThe EKB (Engel, Kollat, Blackwell) model was further developed by Rice (1993) which suggested there should be a feedback loop, Foxall (2005) further suggests the importance of the locating purchase evaluation and that it is key because of its influences on future purchase patterns. edit Other influencesConsumer behaviour is influenced by internal conditions such as demographics, psychographics (lifestyle), personality, moti vation, knowledge, attitudes, beliefs, and feelings.Psychological factors include an individuals motivation, perception, attitude and belief, piece of music personal factors include income level, personality, age, occupation and lifestyle. behavior can also be affected by external influences, such as culture, sub-culture, locality, royalty, ethnicity, family, social class, past experience reference groups, lifestyle, market mix factors. edit See alsoFood and Brand Lab Consumer socialization Art Copy Window shopping Consumer confusion edit References1. Kuester, Sabine (2012) MKT 301 Strategic Marketing Marketing in Specific Industry Contexts, University of Mannheim, p. 10. 2. J. Scott Armstrong (1991). Prediction of Consumer Behavior by Experts and Novices. Journal of Consumer Research (Journal of Consumer Research Inc. ) 18 251256. http//marketing. wharton. upenn. edu/documents/research/Prediction%20of%20consumer%20behavior. pdf. 3. Sandhusen, Richard L. Marketing (2000). cf . S. 218 4. Sandhusen, Richard L. Marketing (2000). Cf. S. 219 5. J. Scott Armstrong and Terry Overton (1971). Brief vs. Comprehensive Descriptions in Measuring Intentions to Purchase. Journal of Marketing Research 5 114117. http//marketing. wharton. upenn. edu/ideas/pdf/armstrong2/brief. df. 6. a b Khosla, Swati (2010). Consumer psychology The essence of Marketing. International Journal of Educational Administration 2 (2) 220-220. http//web-l4. ebscohost. com. ezproxy-f. deakin. edu. au/ehost/detail? vid=5hid=106sid=4657a35a-29b0-4753-b833-46a39c374718%40sessionmgr113bdata=JnNpdGU9ZWhvc3QtbGl2ZQ%3d%3ddb=ehhAN=60641974. Retrieved 2012-05-16. edit Further readingBlackwell, Miniard and Engel (2006). Consumer Behaviour (10th Ed. ). Thomson studying. Deaton, Angus Muellbauer, John, Economics and consumer behavior, Cambridge New York Cambridge University Press, 1980.ISBN 0-521-22850-6 Foxall, G. (2005. ) Understanding Consumer Choice. Baingstoke. Palgrave Macmillian. Howard, J. , Sheth, J. N. (1968), Theory of Buyer Behavior, J. Wiley Sons, New York, NY. Kardes, Frank R. Cronley, Maria L. Cline, Thomas W. , Consumer Behavior, Mason, OH South-Western, Cengage Learning, 2011. ISBN 978-0-538-74540-6 Laermer, Richard Simmons, Mark, Punk Marketing, New York Harper Collins, 2007. ISBN 978-0-06-115110-1 (Review of the book by Marilyn Scrizzi, in Journal of Consumer Marketing 24(7), 2007) Loudon, D. L. 1988), Consumer Behavior Concepts and Applications, McGraw Hill, London. McNair, B. (1958), Retail Development, Harper Row, New York, NY. Packard, Vance, The Hidden Persuaders, New York, D. McKay Co. , 1957. Schiffman, L. G. (1993), Consumer Behavior, Prentice Hall International, London. Schwartz, Barry (2004), The Paradox of Choice Why more than Is Less, Ecco, New York. Shell, Ellen Ruppel, Cheap The High Cost of Discount Culture, New York Penguin Press, 2009. ISBN 978-1-59420-215-5 Solomon, M. R. (1994), Consumer Behavior, Allyn Bacon, London. edit External linksThe Society for Consumer Psychology hidev t eConsumer behaviour Concepts utilisation (economics) Consumer spending Autonomous employment Induced consumption Consumer debt Consumer economy Consumer culture theory Research types Consumer behaviour Consumer sovereignty Marketing research Consumer neuroscience Consumer choice Consumer product Consumer economics Consumer basket Consumption function Consumer attributes Consumer confusion Consumers risk Consumer confidence Consumer socialization Consumer ethnocentrism Cultural consumer Homo economicusProcesses Consumer cooperative Consumer-to-business Factory-to-consumer Consumer service Consumerization Retrieved from http//en. wikipedia. org/w/index. php? title=Consumer_behaviour&oldid=532422664 Categories Consumer behaviourMarketing analyticsHidden categories Articles needing additional references from April 2011All articles needing additional referencesNavigation menuPersonal tools Create accountLog inNamespaces ArticleTalkVaria ntsViews ReadEditView historyActions count Navigation Main page Contents Featured content Current events Random article Donate to Wikipedia InteractionHelpNeo BehaviorismNeo Behaviourism is a branch of psychology that draws its principles from behaviourism. Neo Behaviourism is a more flexible concept and seeks to analyze and understand phenomena that cannot be measured or observed such as stress, love, trust, empathy or personality. Neobehaviorism departs from classic behaviorism in that while the latter is concerned exclusively with observable behaviors, the former acknowledges the importance of also understanding elements that are internal to the individual. Thus, whereas classical behaviorism is only concerned with the environment as a determinant of behavior, neobehaviorism stresses the interaction of the individual and environment.Neo Behaviorism Tolman and BanduraNeo Behaviorism transitional group, bridging the gap between behaviorism and cognitive theories of learning.Tolma ns Purposive BehaviorismPurposive Behaviorismit is also been referred to as Sign Learning Theory and is often unite between behaviorism and cognitive theory. Tolman believed that learning is a cognitive process. Learning involves forming beliefs and obtaining knowledge about the environment and then revealing that knowledge through purposeful and oddment directed behavior.Tolmans Key ConceptLearning is always purposive and goal- directedCognitive MapLatent LearningThe concept of interesting variable strengthener not essential for learningALBERT BANDURAS SOCIAL LEARNING THEORYSocial Learning Theory focuses on the learning that occurs within a social context. People learn from one another such as observational learning, imitation and modeling.GENERAL PRINCIPLES OF SOCIAL LEARNING THEORY1. Learn by observing. 2. Learning can occur through observation alone, without a change in behavior. 3. Cognition plays a role in learning. 4. Transition between behaviorism and cognitive learning the ory.ENVIRONMENT REINFORCES MODELINGIn several Possible waysBy the model.By the third person.By the imitated behavior itself produce satisfying.By the vicarious reinforcement.Contemporary Social Learning Perspective of Reinforcement and PunishmentContemporary Theory purposes that reinforcement and punishment have indirect effects on learning.Reinforcement and Punishment influence the result of individuals behavior that has been learned.The expectation of reinforcement influences cognitive processes.Cognitive Factors in Social Learning TheoryLearning Without PerformanceCognitive Processing DuringExpectationsReciprocal causationModelingConditions necessary for effective modeling to occurAttention.Retention.Motor reproduction.Motivation.