Summary

Summary Consumer behavior (preparation & lecture notes) 2024

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Course
Consumer Behavior (E_EBE3_CBEH)

Institution
Vrije Universiteit Amsterdam (VU)

Summary of material covered (preparations for lectures and notes during class) for the course consumer behavior at the free university of Amsterdam. period 4 (february to march 2024).

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Uploaded on March 12, 2024
Number of pages 123
Written in 2023/2024
Type Summary

consumer behavior
marketing
vu
vrije universiteit amsterdam

Institution
Vrije Universiteit Amsterdam (VU)
Education
Master Marketing
Course
Consumer Behavior (E_EBE3_CBEH)

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Index
Week 1 ........................................................................................................................................................... 3
Prepara&on lecture 1 .......................................................................................................................................... 3
Kardes chapter 1 and Grave0er chapter 6 &12 ............................................................................................. 3
Lecture 1 ............................................................................................................................................................. 5
Prepara&on lecture 2 ........................................................................................................................................ 11
Kardes chapter 1 and Grave0er chapter 7 ................................................................................................... 11
Lecture 2 ........................................................................................................................................................... 13

Week 2 ......................................................................................................................................................... 26
Prepara&on lecture 3 ........................................................................................................................................ 26
Grave0er Chapter 8 & 11 ............................................................................................................................. 26
Lecture 3 & 4 .................................................................................................................................................... 28
Large tutorial 1 - ques&ons ............................................................................................................................... 35

Week 3 ......................................................................................................................................................... 40
Prepara&on lecture 5 ........................................................................................................................................ 40
Kardes Chapter 9.......................................................................................................................................... 40
Lecture 5 ........................................................................................................................................................... 44
Prepara&on Lecture 6 ....................................................................................................................................... 51
Kardes chapter 4 .......................................................................................................................................... 51
Lecture 6 ........................................................................................................................................................... 53

Week 4 ......................................................................................................................................................... 58
Prepara&on lecture 7 ........................................................................................................................................ 58
Kardes Chapter 10........................................................................................................................................ 58
Kardes chapter 11 ........................................................................................................................................ 62
Lecture 7 ........................................................................................................................................................... 63
Prepara&on lecture 8 ........................................................................................................................................ 70
Kardes chapter 1 & Grave0er chapter 6 and 12 .......................................................................................... 70
Lecture 8 ........................................................................................................................................................... 70

Week 5 ......................................................................................................................................................... 80
Prepara&on lecture 9 ........................................................................................................................................ 80
Kardes chapter 5 .......................................................................................................................................... 80
Lecture 9 ........................................................................................................................................................... 84
Prepara&on lecture 10 ...................................................................................................................................... 92
Kardes chapter 7 .......................................................................................................................................... 92
Lecture 10 ......................................................................................................................................................... 96

Week 6 ....................................................................................................................................................... 104
Prepara&on lecture 11 .................................................................................................................................... 104
Kardes chapter 6 ............................................................................................................................................. 104
Lecture 11 ....................................................................................................................................................... 105

,Prepara&on lecture 12 .................................................................................................................................... 110
Kardes chapter 12 ...................................................................................................................................... 110
Lecture 12 ....................................................................................................................................................... 113

2

,Week 1
Prepara&on lecture 1
Kardes chapter 1 and Grave0er chapter 6 &12

Consumer behavior
entails all consumer ac0vi0es associated with the purchase, use, and disposal of goods and
services, including the consumer’s emo0onal, mental, and behavioral responses that
precede, determine or follow these ac0vi0es.

Consumer behavior:
1. Individual consumers: purchase goods and services to sa0sfy their own personal
needs.
2. Organiza0onal consumers: purchase goods and services to produce other goods,
resell them to other organiza0ons/consumers, help manage and run their
organiza0ons.

Consumer ac1vi1es Consumer responses
Purchase ac0vi0es= how they acquire goods Emo0onal (aﬀec0ve responses) = reﬂect a
and services, and everything done leading consumer’s emo0ons, feelings, and moods.
up to the purchase.
Use= where, when, and how consump0ons Mental (cogni0ve responses) = include a
take place. consumer’s thought processes, opinions,
beliefs, aNtudes.
Disposal=the ways consumers get rid of Behavioral= decisions and ac0ons during
product and/or packaging aPer the purchase, use and disposal.
consump0on.

Why study consumer behavior?
- To improve business performance
- To inﬂuence public policy
- To educate and help consumers make beVer decisions

Marke1ng concept = the idea that ﬁrms should discover and sa0sfy customer needs and
wants in an eﬃcient and proﬁtable manner, while beneﬁ0ng the long-term interests of
society.

3

, Customer perceived value = the consumer’s overall assessment of the u0lity of a product
based on percep0ons of what is received and what is given.

Customer delight = customer beneﬁts that not only meet, but also exceed expecta0ons in
unan0cipated ways.

The past several decades has seen changes in the methods used by researchers to examine
consumer behavior. The three well-known methodologies: mo0va0onal, behavioral science,
and interpre0vsm.

• Mo1va1onal research
Mo0va0onal research, developed by Freudian psychoanalyst Ernest Dichter post-
World War II, applied psychoanaly0c concepts to consumer behavior, using in-depth
interviews to reveal unconscious mo0va0ons. Despite falling out of favor in the 1960s
due to cri0cisms of its subjec0ve methodology and imprac0cality, it introduced two
key contribu/ons to consumer research:
- A focus on understanding consumer mo/va/ons
- The use of in-depth interviewing techniques

• Behavioral science
Behavioral science applies the scien0ﬁc method to study consumer behavior through
systema0c procedures aimed at explaining, controlling, and predic0ng it. It employs
methods like those in natural sciences but faces challenges in interpreta0on due to its
focus on people. Key approaches include controlled experiments and marke/ng
science techniques like computer simula/ons and mathema/cal modeling.

• Interpre1vism (or porstmodernism)
Interpre0vism oﬀers an alterna0ve to the scien0ﬁc approach of behavioral science,
focusing on the subjec0ve reali0es of consumers seen as non-ra0onal beings. This
approach emphasizes the collec/on and interpreta/on of data to understand
consumer experiences and behaviors from a wider societal context.

4

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