Marketers must exercise care in analyzing consumer behaviour. Consumers often turn down what appears to be a winning offer. As soon as managers believe that they understand their consumers, buyer decisions are made that appear to be irrational. But what looks like irrational behaviour to a manager is completely rational to the consumer. Buying behaviour is never simple. It is affected by many different factors. Yet understanding it is the essential task of marketing management. .
Chambers, Chacko, and Lewis have summarized the basic beliefs about consumer behaviour into five premises. These premises provide a good basis on which to start a discussion of consumer behaviour. .
Premise 1 : Consumer behaviour is purposeful and goal oriented. As we mentioned in the introduction, what looks like irrational behaviour to a manager is completely rational to a consumer. .
Premise 2 : The consumer has free choice. Consumers do not have to pay attention to your marketing communications. Messages are processed selectively. In most cases the consumer has several products from which to choose. .
Premise 3 : Consumer behaviour is a process. marketers need to understand the process. .
Premise 4 : Consumer behaviour can be influenced. By understanding the purchase decision process and the influences on this process, marketers can influence how consumers behave. .
Premise 5 : There is a need for consumer education. Consumers may act against their own interests because of a lack of knowledge. For example, some people think they can handle their alcohol and drive safely after excessive drinking. Marketers have a social responsibility to educate consumers. .
Consumer buying behaviour refers to the buying behaviour of final customers - individuals and households who buy goods and services for personal consumption. The consumer market consists of all these individuals and households. The U.S. consumer market includes over 280 million persons who consumer more than $2.
