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•Just as humans go through life cycle, (baby to
teenager to adult), most products (and services)
pass through various stages over time.
•These stages make up a life cycle of a product
called Product Life Cycle.
•Although the rates of change, and the length and
intensity of each stage may vary, most product life
cycles follow roughly the same pattern.
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•In the introductory stages (similar baby stage)
the focus is on the product. Later, the focus
changes to promotion and price.
Why do marketers need to know the product
lifecycle?
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Often called a “ Launch” Consumers uninformed Branding 101
1st Consumers = “early adopters” (trendsetters) Can you think of any products that are in the lau
nch phase now? Do a quick search!
Intro
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Followers to early adopters help drive increased sales. Competition is attracted. Product or service is managed carefully Wide advertising & distribution is common Branding, branding, branding!
Gro
wth
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Flat growth No increase/decrease in sales New consumers replace those drawn to competitors Advertising keeps public aware
maturity
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Sales decreasing as
customers move to
new products Can be averted or
delayed by advertisingAny products?
decline
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Final stage in product life cycle Brand Management decision point !! Reformulate / Repackage “New & Improved” New promotion & repricing
Decision point
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We finished here at slide 7 (previous slide) today.
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Fad Niche
Seasonal
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Are there steps to when we make a big ticket item purchase?
Psychologists have proven that generally, consumers go through five (sometimes six) steps when making a purchase.
This study goes hand in hand with understanding consumer psychology of WHY WE BUY.
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Processes a consumer uses to
make purchase decisions, as
well as to use and dispose of
purchased goods or services;
also includes factors that
influence purchase decisions
and the product use.
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PurchasePurchase
Evaluation of Alternatives
Evaluation of Alternatives
Information SearchInformation Search
Criteria is SetCriteria is Set
Need Recognition – The Consumer has a WANT
Need Recognition – The Consumer has a WANT
Cultural, Social, Cultural, Social, Individual and Individual and Psychological Psychological Factors Factors affect affect all stepsall steps
Cultural, Social, Cultural, Social, Individual and Individual and Psychological Psychological Factors Factors affect affect all stepsall steps
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When a current product isn’t performing properly
This drives the entire buying decision cycle.
When the consumer is running out of an product
When another product seems superior to the one currently used
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• Are there ever times when we second guess our purchase decision?
•The sixth and final step (in some cases) is….. REGRET!
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Chapter 5 Version 6e 15
Can minimize regret through:Effective Communication - Follow-up - Guarantees - Warranties
Cognitive DissonanceCognitive Dissonance
??Did I make a good decision?Did I make a good decision?
Did I buy the right product?Did I buy the right product?
Did I get a good value?Did I get a good value?
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Create a Google Doc and share it with me. Title it: Buying Decision – your name, ex: Buying Decision – Ms.
Busteed Place yourself in the buying decision hotseat. Select an item that
you would like to purchase (ie: car, vacation, donation, house). Go through the six steps of the Buying Decision process. In each
step, include information necessary, ie: criteria for buying a car (colour, 4 door, low mileage, etc)
When going shopping, do so online and include at least 2-3 links of items that fulfill your criteria!
When selecting your final purchase, include a link and rationale as to why you selected this product in the end.
Have fun shopping! When done, share with a friend!