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Case studies Information processing
CASE STUDIES ON CONCEPTS & MODELS
Gurmeet kaur : 215Khushboo mehta : 223Naina arun : 227Priyanka dhelia : 237Shirin bardia :255
Need recognition
Information search
Evaluation of alternatives
Purchase
Post purchase evaluation
Information Processing
Toshiba case study
Need /problem recognizing
Purchase a laptop
Search information Personal
Sales person
Friends ,family
Impersonal
Advertising
Publication reviews
Market controlled sources
Non marketer controlled
Internal search
• Past experience
Notices an ad of Toshiba and decides to visit various stores
Realizes the speed of the machine is faster than anticipated
The information is perceived.
Determine what information will be retained in memory
Short term memory
• Speed• Price • Screen size
Long term memory
•Speed •Price
Information received
Changes belief about characteristics of Toshiba
Develops a positive attitude towards it and increases the chance of selecting our product
High involvement product
Obtains information on additional brands
Compares various factors
Decides to buy Toshiba
Additional information search
Post purchase behavior
Retains her experience in long term memory
Uses it when decides to upgrade her pc
More effective information searcher, shopper and brand evaluator.
L’Oreal case study
Need /problem recognition
Getting a hairstyle
Involvement level and type of decision making
High Involvement Low involvement
Problem recognition Problem recognition
Information search Little or no information
Search Evaluation of alternatives
PURCHASE
Information search process
• Earlier purchases, personal experience
• Low involvement learning
Long term memory
• Family , friends, peer groups• Neighbors and acquaintances.
Personal sources
• Newspapers, magazines, Journals• Consumer reports.
Independent sources
• Advertising and Public relations.• Sales personnel, direct mail, Personal selling.
Marketer controlled sources
• Inspection of products• Products trials.
Experiential sources
Our consumer Notices an ad of L’Oreal & decides to an outlet.
Realizes the service, equipments and customer handling is value for money
Consumer is attracted as the information is perceived
Determining Factors held in memory
Long term memory•Quality of Service•Technology of equipments •Customer handling
Short term memory•Frequency of outlets •Premium prices of other packages.
Customer hooked to offer as Information is received
The consumer develops a positive attitude towards L’Oreal high and above competitor brands.
Other factors determining purchase
decision
Financial Status
Emotional analysis
Situational factor
Post Purchase evaluation
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Chooses L’Oreal for haircutting and styling time and again. Other services from the same brand also stand at a good chance for being bought.
Promotes L’Oreal to Family, Friends, peer groups and acquaintances.
Chevrolet Cruze
Need recognizing/problem awareness
Need a car for easy travelling
Status symbol
Search information
Personal
Sales person
Friends ,family
Impersonal
Advertising
Publication reviews
Market controlled sources
Non marketer controlled
Internal search
• Past experience
Evaluation and selection of alternatives
• •Importance , Need, Benefits•Complexity, indices of qualities
Products characteristic
•Level of interest and involvement• Information organization
Consumer characteristics
•Toyota – Corolla and Corolla Altis•Hyundai Civic and Skoda OctaviaCompetitors
•Mileage , Power, performance and Fuel choice compatibility.
Product advantages
•Only diesel car in comparison to its competitors which are petrol based.
Distinctive features
Factors determining retention
Long term memory•Mileage•Diesel engine •Performance package
Short term memory•Price•Fuel tank capacity.
Decision Implementation
Diesel Engine
Mileage
Power
Post purchase evaluation
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Chooses Chevrolet Cruze for Performance and status.
Based on Performance Promotes Cruze to Family, Friends, peer groups and acquaintances.
Thank you