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    Deepak Sir Assignment

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    Dhruvil Purani
    The document contains assignments submitted by RajKumar Chaurasiya for marketing courses. It defines key terms related to consumer behavior such as consumer buying behavior, consumer behavior dynamics, and consumer behavior research. It also discusses factors that influence consumer behavior across cultures and the consumer decision process. The assignments explain concepts like the endowment effect and stages in consumer and organizational purchase processes. It distinguishes between sales and marketing, compares consumer and industrial marketing, and describes sales funnel and distribution channels. Key sales techniques are also listed.

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    Deepak Sir Assignment

    Uploaded by

    Dhruvil Purani
    52 views4 pages
    The document contains assignments submitted by RajKumar Chaurasiya for marketing courses. It defines key terms related to consumer behavior such as consumer buying behavior, consumer behavior dynamics, and consumer behavior research. It also discusses factors that influence consumer behavior across cultures and the consumer decision process. The assignments explain concepts like the endowment effect and stages in consumer and organizational purchase processes. It distinguishes between sales and marketing, compares consumer and industrial marketing, and describes sales funnel and distribution channels. Key sales techniques are also listed.

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    The document contains assignments submitted by RajKumar Chaurasiya for marketing courses. It defines key terms related to consumer behavior such as consumer buying behavior, consumer behavior dynamics, and consumer behavior research. It also discusses factors that influence consumer behavior across cultures and the consumer decision process. The assignments explain concepts like the endowment effect and stages in consumer and organizational purchase processes. It distinguishes between sales and marketing, compares consumer and industrial marketing, and describes sales funnel and distribution channels. Key sales techniques are also listed.

    Copyright:

    © All Rights Reserved
    Download as DOCX, PDF, TXT or read online from Scribd
    Download as docx, pdf, or txt
    52 views4 pages

    Deepak Sir Assignment

    Uploaded by

    Dhruvil Purani
    The document contains assignments submitted by RajKumar Chaurasiya for marketing courses. It defines key terms related to consumer behavior such as consumer buying behavior, consumer behavior dynamics, and consumer behavior research. It also discusses factors that influence consumer behavior across cultures and the consumer decision process. The assignments explain concepts like the endowment effect and stages in consumer and organizational purchase processes. It distinguishes between sales and marketing, compares consumer and industrial marketing, and describes sales funnel and distribution channels. Key sales techniques are also listed.

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    © All Rights Reserved
    Download as DOCX, PDF, TXT or read online from Scribd
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    of 4

    RajKumar Chaurasiya PGDM 09

    Name of the Faculty: Deepak Asarpota Sir


    Subject: Consumer Behavior Dynamics
    Semester 3 PGDM Marketing

     Assignment 1

    Define the meaning of the following terms

     Consumer Buying Behavior


    Consumer buying behavior is the sum total of a consumer attitudes, preferences,
    intentions, and decisions regarding the consumer behavior in the market place when
    purchasing a product or service

     Consumer Behaviour Dynamics


    Consumer Behaviour involves the understanding the acquisition use and disposition
    can occur over time in a dynamics sequence also is the study of Consumer Behaviour
    individuals make decisions to spend their available resource Money Time Efforts or
    Consumption related items

     Consumer Behaviour Research


    Companies study consumer behavior to learn how consumer respond to or use
    products testing new products. Weather testing products or services or refining
    existing products collecting secondary data about consumer which helps companies
    to better target their efforts

    What are the different cross cultural differences we come across when we are
    managing consumer behavior in the society? How will the buying pattern Change
    accordingly?
    It affects many things attitude Positive attitude, Negative attitude, Sicken attitude,
    To whom person or customer is associating with all affects the consumer behavior in
    the society also Consumer buying behavior has several factors it depends on
    different situations example language, Speech, Level of understanding, Family
    Background, Political difference, Standard of living and many factors.

     Consumer Decision Process


    It includes Initiator One who desires about want or need of a product to consume
    Buyer one who buys the product Decision makers one who make decision example
    parents then user’s one who use the product It can be buyer itself or other person.

     Explain the Endowment effect

    Endowment effect is nothing but let’s take example let’s give free mug to sellers and
    we ask them to sell they will sell product at 8$ rupees where we ask buyers to buy
    they are willing to pay 4$ this effect is known as Endowment effect sellers wants to
    sell at high price and buyer want to buy at low price as much as they can

     Explain the stages in Consumer and Organizational purchase?

    Problem Recognition purchase can’t take place automatically customer has some
    desire or reason behind it to buy the product or services
    Information search is done before the buy any product about its features etc.
    Purchase decision Understanding pricing decision and payment options and they are
    deciding whether to move forward with purchase or not.
    Post purchase Evaluation Sometimes customer feels that the decision was made
    incorrect and a return could take place.
    Organizational Purchase it means B2B selling is done and already they know the
    product which they want to order mostly industrial products B2B selling is done
    Manufacturer to Companies.

    RajKumar Chaurasiya 09
    Name of the Faculty: Deepak Asarpota Sir
    Subject: Industry & Technology Marketing
    Semester 3 PGDM Marketing

     Assignment 1

    Distinguish Between the term Sales and Marketing in your own words. Explain with
    the examples of your own?

    Marketing is long term benefit and its focuses on customer satisfaction and also
    marketing starts before product is made also it analyses about product how they can
    make customer life easier also it includes sales Advertisement promotion branding,
    and many things

    Sales is a short term concept it is the part of marketing a small part its done when
    product is ready to sell and it only focuses on Profit and how to get money out from
    customers pocket.

    Consumer marketing is different from Industrial Marketing?

    Yes consumer marketing contains PUSH and PULL strategy in push offers discount
    coupon is given where else in PULL Rolex brand or Lamborghini where emotional
    attachment towards the product and also different pricing strategy is used to sell
    product. In industrial marketing where contract is given to manufacturer and they
    know how much to product and sell the product at one time most of time Branding
    and promotion is not required in Industrial Marketing.

    Sales Funnel

    Sales funnel includes Awareness of the product how the awareness is created then
    Interest is towards the product then Evaluation evaluating the product Intent what is
    the intention of buying the product Purchase of the product after analyzing last is
    Loyalty one good customer may speak to 100 people but dissatisfied customer
    promoted our brand to 1000 other customer.

    Distribution for Consumer Markets

    This is the major drawback for many companies in India every product or SKUs
    should be available at every retail shop in every SKUs as per customer needs for
    example in 200ml hair oil and 6ml sachet in rural if it’s not available customer may
    switch to other brands or our competitors.
    Distribution Channels for industrial products
    In Industrial product there is no advertisement or any rare advertisement because
    opposite person knows what I want exact as per that contract or order is given to
    other parties where in consumer market we have to give advertisement for
    awareness of our product and also order is given in Bulk or in large no of Quantity.

    Sales techniques

    FAB AIDA KSA SALES CCC


    Feature Attention Knowledge self-confidence Customer
    Advantage Interest Skills Attribute Communication
    Benefits Desire Attitude Listening Confidence
    Action Service

    ************************THANKYOU********************

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