consumer perception

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CONSUMER PERCEPTION : 

CONSUMER PERCEPTION -By Prof. Rajeev Kumar

Perception : 

Perception The process by which an individual selects, organizes, and interprets stimuli into a meaningful and coherent picture of the world How we see the world around us

Elements of Perception : 

Elements of Perception Sensation Absolute threshold Differential threshold Subliminal perception

Sensation : 

Sensation The immediate and direct response of the sensory organs to stimuli A stimulus is any unit of input to any of the senses. The absolute threshold is the lowest level at which an individual can experience a sensation.

Differential Threshold : 

Differential Threshold Minimal difference that can be detected between two similar stimuli Also known as the just noticeable difference (the j.n.d.)

Subliminal Perception : 

Subliminal Perception Stimuli that are too weak or too brief to be consciously seen or heard may be strong enough to be perceived by one or more receptor cells.

Is Subliminal Persuasion Effective? : 

Is Subliminal Persuasion Effective? Extensive research has shown no evidence that subliminal advertising can cause behavior changes Some evidence that subliminal stimuli may influence affective reactions

Aspects of Perception : 

Aspects of Perception Selection Organization Interpretation

Aspects of Perception : 

Aspects of Perception Selection Organization Interpretation

Perceptual Selection : 

Perceptual Selection Consumers subconsciously are selective as to what they perceive. Stimuli selected depends on two major factors Consumers’ previous experience Consumers’ motives Selection depends on the Nature of the stimulus Expectations Motives

Perceptual Selection : 

Perceptual Selection Selective Exposure Selective Attention Perceptual Defense Perceptual Blocking Consumers seek out messages which: Are pleasant They can sympathize Reassure them of good purchases Concepts

Perceptual Selection : 

Perceptual Selection Selective Exposure Selective Attention Perceptual Defense Perceptual Blocking Heightened awareness when stimuli meet their needs Consumers prefer different messages and medium Concepts

Perceptual Selection : 

Perceptual Selection Selective Exposure Selective Attention Perceptual Defense Perceptual Blocking Screening out of stimuli which are threatening Concepts

Perceptual Selection : 

Perceptual Selection Selective Exposure Selective Attention Perceptual Defense Perceptual Blocking Consumers avoid being bombarded by: Tuning out TiVo Concepts

Aspects of Perception : 

Aspects of Perception Selection Organization Interpretation

Organization : 

Organization Figure and ground Grouping Closure People tend to organize perceptions into figure-and-ground relationships. The ground is usually hazy. Marketers usually design so the figure is the noticed stimuli. Principles

Slide 17: 

Lacoste’s campaign uses a very plain ground so the symbol really shows. weblink

Organization : 

Organization Figure and ground Grouping Closure People group stimuli to form a unified impression or concept. Grouping helps memory and recall. Principles

Organization : 

Organization Figure and ground Grouping Closure People have a need for closure and organize perceptions to form a complete picture. Will often fill in missing pieces Incomplete messages remembered more than complete Principles

Aspects of Perception : 

Aspects of Perception Selection Organization Interpretation

Interpretation : 

Interpretation Physical Appearances Stereotypes First Impressions Jumping to Conclusions Halo Effect Positive attributes of people they know to those who resemble them Important for model selection Attractive models are more persuasive for some products Perceptual Distortion

Slide 22: 

Dove’s campaign stresses the everyday woman. weblink

Interpretation : 

Interpretation Physical Appearances Stereotypes First Impressions Jumping to Conclusions Halo Effect People hold meanings related to stimuli Stereotypes influence how stimuli are perceived Perceptual Distortion

Interpretation : 

Interpretation Physical Appearances Stereotypes First Impressions Jumping to Conclusions Halo Effect First impressions are lasting The perceiver is trying to determine which stimuli are relevant, important, or predictive Perceptual Distortion

Interpretation : 

Interpretation Physical Appearances Stereotypes First Impressions Jumping to Conclusions Halo Effect People tend not to listen to all the information before making conclusion Important to put persuasive arguments first in advertising Perceptual Distortion

Interpretation : 

Interpretation Physical Appearances Stereotypes First Impressions Jumping to Conclusions Halo Effect Consumers perceive and evaluate multiple objects based on just one dimension Used in licensing of names Important with spokesperson choice Perceptual Distortion

Slide 27: 

The halo effect helps Adidas break into new product categories.

Positioning : 

Positioning Establishing a specific image for a brand in the consumer’s mind Product is positioned in relation to competing brands Conveys the concept, or meaning, of the product in terms of how it fulfills a consumer need Result of successful positioning is a distinctive, positive brand image

Positioning Techniques : 

Positioning Techniques Umbrella Positioning Positioning against Competition Positioning Based on a Specific Benefit Finding an “Unowned” Position Filling Several Positions Repositioning

Perceptual Mapping : 

Perceptual Mapping A research technique that enables marketers to plot graphically consumers’ perceptions concerning product attributes of specific brands

Perceived Quality : 

Perceived Quality Perceived Quality of Products Intrinsic vs. Extrinsic Cues Perceived Quality of Services Price/Quality Relationship

Perceived Risk : 

Perceived Risk The degree of uncertainty perceived by the consumer as to the consequences (outcome) of a specific purchase decision Types Functional Risk Physical Risk Financial Risk Psychological Risk Time Risk

How Consumers Handle Risk : 

How Consumers Handle Risk Seek Information Stay Brand Loyal Select by Brand Image Rely on Store Image Buy the Most Expensive Model Seek Reassurance