Consumer Behaviour Analysis
Consumer behaviour studies how individuals and groups select, purchase, use, and evaluate products and services. Understanding this process helps marketers create relevant offers and effective communication.
Learning Objectives
- Describe the consumer decision-making process.
- Identify major influences on buyer behaviour.
- Understand customer motivation and perception.
- Apply behavioural insights to marketing decisions.
Consumer Decision-Making Process
- Need recognition: The customer identifies a problem or desire.
- Information search: The customer explores possible solutions.
- Evaluation of alternatives: Different brands and offers are compared.
- Purchase decision: The customer selects and buys an option.
- Post-purchase evaluation: Satisfaction or dissatisfaction is formed.
Factors Influencing Consumer Behaviour
- Cultural factors: Culture, social class, and traditions.
- Social factors: Family, friends, reference groups, and social roles.
- Personal factors: Age, income, occupation, and lifestyle.
- Psychological factors: Motivation, perception, learning, and beliefs.
Practical Example
A customer buying a smartphone may compare camera quality, price, brand reputation, reviews, and recommendations from friends before making a final choice.
Marketing Application
Businesses can use consumer insights to improve product features, personalize advertisements, select suitable channels, and reduce customer hesitation.
Key Takeaways
- Buying decisions are influenced by both rational and emotional factors.
- Customer behaviour can vary across segments.
- Post-purchase experience strongly affects loyalty and referrals.
Class Sessions
1- Introduction to Marketing and Customer Value
2- Market Research Fundamentals
3- Introduction to Integrated Marketing Communications (IMC)
4- Digital Marketing Strategy Fundamentals
5- Introduction to Marketing Research
6- International Marketing Fundamentals
7- Introduction to Strategic Marketing Management
8- Marketing Evolution and Core Concepts
9- Consumer Behaviour Analysis
10- Marketing Communication Process
11- Website Strategy, UX and Conversion Optimization
12- Defining the Research Problem and Research Design
13- Global Market Entry Strategies
14- Marketing Environment and Strategic Situation Analysis
15- Customer Needs, Wants and Demands
16- Competitive Analysis and Market Positioning
17- Advertising Strategy and Planning
18- Search Engine Optimization and Search Marketing
19- Secondary Data and Competitive Intelligence
20- International Consumer Behaviour
21- Market Segmentation, Targeting and Positioning Strategy
22- The Marketing Environment
23- Digital Brand Management
24- Media Planning and Buying
25- Social Media Strategy and Community Management
26- Qualitative Research Methods
27- Global Branding and Positioning
28- Competitive Strategy and Value Proposition Design
29- Customer Value and Satisfaction
30- Customer Experience Management
31- Digital Advertising & Social Media Marketing
32- Email, Mobile and Marketing Automation
33- Quantitative Research and Survey Design
34- International Pricing and Distribution
35- Growth Strategies and Marketing Innovation
36- Marketing Process and Strategy
37- Innovation and Product Improvement
38- Content Marketing Strategy
39- E-Commerce Strategy and Online Retail Operations
40- Sampling Design and Fieldwork Management
41- International Marketing Communications
42- Strategic Product, Pricing and Channel Decisions
43- The Marketing Mix (4Ps)
44- Brand Communication Strategy
45- Public Relations & Corporate Communication
46- Digital Customer Journey, CRM and Personalization
47- Consumer Behaviour and the Buyer Decision Process
48- Cross-Cultural Negotiation and Relationship Management
49- Strategic Marketing Communications and Brand Alignment
50- Relationship Marketing and Customer Relationship Management (CRM)
51- Marketing Performance Metrics and Analytics
52- Sales Promotion & Direct Marketing
53- Marketing Technology, Data and Privacy
54- Segmentation, Personas and Customer Insight
55- International Marketing Research
56- Marketing Implementation, Organization and Control
57- Ethics and Social Responsibility in Marketing
58- Future Trends in Marketing and Product Management
59- Measuring Advertising Effectiveness & Marketing Analytics
60- Digital Analytics, Attribution and Performance Optimization
61- Data Analysis, Interpretation and Marketing Dashboards
62- Managing Risks in International Marketing
63- Marketing Performance Measurement and Strategic Evaluation
64- Module 1 Case Study and Practical Review
65- Module 5 Case Study and Practical Assessment
66- Developing an Integrated Marketing Communications (IMC) Campaign Plan
67- Developing a Complete Digital Marketing and E-Commerce Plan
68- Preparing and Presenting a Marketing Research Report
69- Developing a Complete International Marketing Plan
70- Developing a Complete Strategic Marketing Plan
71- Introduction to Marketing Research
72- Marketing Information Systems (MIS)
73- Research Design and Planning
74- Primary Data Collection Methods
75- Secondary Data Sources
76- Consumer Behavior Fundamentals
77- Consumer Decision-Making Process
78- Factors Influencing Consumer Behavior
79- Market Segmentation Through Consumer Insights
80- Module 2 Case Study and Practical Review
81- Introduction to Segmentation, Targeting, and Positioning (STP)
82- Market Segmentation Strategies
83- Evaluating Market Segments
84- Target Market Selection
85- Positioning Strategies
86- Creating a Value Proposition
87- Developing Positioning Maps
88- Competitive Positioning
89- STP Strategy in the Digital Age
90- Module 3 Case Study & Practical Review
91- Introduction to Product Strategy
92- Product Life Cycle
93- New Product Development (NPD)
94- Product Portfolio Management
95- Branding Fundamentals
96- Brand Identity and Brand Image
97- Brand Equity and Brand Loyalty
98- Brand Positioning and Brand Architecture
99- Digital Brand Management
100- Module 4 Case Study & Practical Review