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Learning Objectives
1. To Understand the Process and Four Elements of Consumer Learning.
2. To Study Behavioral Learning and Understand Its Applications to Consumption Behavior.
3. To Study Information Processing and Cognitive Learning and Understand Their Strategic Applications to Consumer Behavior.
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Learning Objectives (continued)
4. To Study Consumer Involvement and Passive Learning and Understand Their Strategic Affects on Consumer Behavior.
5. To Understand How Consumer Learning and Its Results Are Measured.
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In Terms of Consumer Learning, Are These New Products Likely to Succeed?
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These Ads Might Induce Learning Due to the Familiar Names
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Learning
• The process by which individuals acquire the purchase and consumption knowledge and experience that they apply to future related behavior – cause new knowledge and experience serve as feedback to the consumer and will influence their future behavior
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Elements of Learning Theories
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price, styling, packaging, advertising, and store displays
Behavioral Learning
• Classical Conditioning
• Instrumental (Operant) Conditioning
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Discussion Questions
• For Coca‐Cola or another beverage company:– How have they used classical conditioning in their marketing?
– Identify the unconditioned and conditioned stimuli, the conditioned and unconditioned response.
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Strategic Applications of Classical Conditioning
• Repetition
• Stimulus generalization
• Stimulus discrimination
• Increases the association between the conditioned and unconditioned stimulus
• Slows the pace of forgetting
• Too much repetition‐Advertising wear‐out is a problem
Basic Concepts
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Why Did Gillette UseTwo Different Ads to Advertise
the Same Product?
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Repetition of the Message with Varied Ads Results in More Information Processing
by the Consumer
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Strategic Applications of Classical Conditioning
• Repetition
• Stimulus generalization
• Stimulus discrimination
• Having the same response to slightly different stimuli
• A reminder of something or someone we knew
• Helps “me‐too” products to succeed
• Useful in:– product line extensions– Product form
• family branding– Product category
• licensing
Basic Concepts
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Discussion QuestionsStimulus Generalization
• How does a pharmacy like CVS or Rite Aid use stimulus generalization for their private brands?
• Do you think it is effective?
• Should this be allowable?
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Which Concept of Behavioral Learning Applies to the Introduction of These Two Products?
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What Is the Name of the Marketing Application Featured Here and Which Concept of Behavioral Learning Is It Based On?
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Product Category ExtensionStimulus Generalization
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Strategic Applications of Classical Conditioning
• Repetition
• Stimulus generalization
• Stimulus discrimination
• Selection of a specific stimulus from similar stimuli
• Opposite of stimulus generalization
• This discrimination is the basis of positioning which looks for unique ways to fill needs
– Medication more superior like Tylenol
Basic Concepts
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What Are the Names of the Marketing Application and the Behavioral Learning Concept Featured Here?
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Reinforcement of Behavior
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a good thing that happens which rewards a behavior- like going
to a gym
a bad thing that happens which encourages a
behavior- donut everyday at bf gains weight.. Stop eating it but go gym daily
Strategic Applications of Instrumental Conditioning
• Customer Satisfaction (Reinforcement) – the customer has an experience with the product or company
• Reinforcement Schedules– Total
– Systematic (fixed ration)
– Random• Marketers use Bonus for customers/ loyalty points
• Shaping – having the reinforcement BEFORE the behavior occurs
• Massed versus Distributed Learning – Should the learning and the exposure to the stimuli happen in a relatively short
period of time or be drawn out? media planning issues‐ reach /freq etc..
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Information Processing and Cognitive Learning
• Cognitive Learning – Learning involves complex mental processing of information
– Emphasizes the role of motivation
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Information Processing and Memory Stores ‐Figure 7.10
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Discussion Questions
• How do advertisers drive consumers to rehearse information?
• When does this work against the advertiser?
• Can you think of examples of advertisements which drive you to rehearse?
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Attention Cognitive
Action Conative PurchasePostpurchaseEvaluation
TrialAdoption
DecisionConfirmation
AffectiveEvaluation
InterestEvaluation Persuasion
KnowledgeAwarenessAwareness
KnowledgeInterestDesire
Innovation Adoption
Model
Decision-Making Model
TricompetentModel
Innovation Decision Process
Promotional Model
Knowledge
Behavior
Evaluation
Generic Framework
Theoretical Models of Cognitive Learning ‐Table 7.1
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Involvement and Passive Learning Topics
• Definitions and Measures of Involvement
• Marketing Applications of Involvement
• Central and Peripheral Routes to Persuasion
• Hemispheral Lateralization and Passive Learning
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Measuring Involvement with an Advertisement ‐Table 7.3
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Subjects respond to the following statements on a 7‐point Likert scale ranging from “Strongly Agree” to “Strongly Disagree.”
The message in the slogan was important to me
The slogan didn’t have anything to do with my needs
The slogan made me think about joining the military
The slogan made me want to join the military
While reading the slogan, I thought about how the military might be useful for me
The slogan did not show me anything that would make me join the military
I have a more favorable view of the military after seeing the slogan
The slogan showed me the military has certain advantages
The slogan was meaningful to me
The slogan was worth remembering
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Marketing Applications of Involvement
• Ads in video games
• Avatars
• Sensory appeals in ads to get more attention
• Forging bonds and relationships with consumers
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Central and Peripheral Routes to Persuasion
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Hemispheral Lateralization and Passive Learning
• Hemispheral lateralization– Also called split‐brain theory
• Left Brain– Rational– Active– Realistic
• Right Brain– Emotional– Metaphoric– Impulsive– Intuitive
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What Is the Name of the Learning Theory Concept Featured in This Ad and How Is It Applied to Air Travel?
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Hemispheric LateralizationBoth Sides of the Brain are Involved in Decision
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How Is Passive Learning Applied to the Promotional Appeal Featured in This Ad?
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Measures of Consumer LearningBrand Loyalty
• Recognition and Recall Measures
• Brand Loyalty
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