Unit 3 & 4 - Assignment
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Unit 3 & 4 Assignment: Market Research to Identify Opportunities
Introduction
Lee’s Artificial Flower’s a rapidly growing small business in the area has just recruited me for the position of marketing manager. Lee the owner of the company realizes it’s time to take her business to the next level and realized she lacks the knowledge needed efficiently market her company successfully for this new transition. I have been tasked with creating a marketing strategy that will ensure that Lee’s Artificial Flower’s meets all of it’s goals. During my initial meeting with Lee, I found that she doesn’t know much about her customer base. I decided to kick-off the research for my marketing strategy by identifying who Lee’s customer base as well as identifying the processes that make up Lee’s Artificial Flowers.
Consumer Characteristics
To begin to understand Lee’s Artificial Flower’s current and target customer bases there are various consumer characteristics factors we must consider. We will begin by analyzing the cultural factors or how the different groups that make up our customer base essentially live and have they behave. Cultural factors are most of the time passed down from each generation. These
traits are influential to people and makes up their belief systems. These traits are influential to consumer purchasing behaviors (Kotler et al., 2022).
The next factor we must analyze are social factors. Social factors are comprised of each consumer’s social circles. These social circles are made up of reference groups or family members, friends, acquaintances, and influencers. Family members generally hold the most influence over consumers. For example, if everyone in my family likes petunias, I will most likely like petunias as well. Friends and acquaintances are also influential because these are the 2
people the consumer interacts with frequently. For example, my co-worker bought new shoes and everyone in the office purchased the same pair due to her stellar reviews. Word of mouth is a
powerful marketing tool. Lastly, a consumer may be influenced by media such as podcasts, social media, their favorite celebrity, or brand. They will likely purchase products that have been endorsed by these influencers because of the influence these people have over the consumers repeatedly.
Next, we must analyze personal factors. Personal factors are made up of a person’s background. Certain criteria include location, income, age, education, and lifestyle choices. It is important to mention that Lee’s Artificial Flowers are a premium product and it’s important to acknowledge that consumers who have more disposable income are the current target audience for Lee’s Artificial Flowers. Now that we identified all the factors that make up our consumer characteristics, we can now analyze additional consumer psychological factors.
Consumer Psychological Factors There are different psychological factors that influence consumer behavior. This behavior
is influenced by marketing mixed with environmental stimuli that enter the consumer’s consciousness (xxx). These factors are comprised of motivation, perception, emotions, memory. The first psychological factor we analyzed was motivation. Motivation is the result of a certain intensity within the consumer that leads to action such as purchasing something in our case. This can be triggered by something or someone, but the result is to help the consumer accomplish the goal at hand.
Secondly, we will analyze perception. Perception is the way each consumer sees the world in their own unique way. Everyone’s perception of something different. Perception is 3
more important than the truth by marketing standards. Perception is important because it also can
be determined by not its relationship with an environment and not just personal stimuli (Kotler et
al., 2022).
Next, we will analyze emotions and their influence on consumer behavior. Emotions are important in marketing and consumer behavior because there is little control over these feelings by the consumers. Emotions are spontaneous and certain ads can illicit these emotions and could possibly create a purchase.
Lastly, we will analyze memory and its influence on consumer behavior. Memory is influential to purchasing behavior because the mind is a powerful thing. Memory is when experiences and information are stored in the mind and positive and negative memories can illicit
purchasing behavior by either making or sale or deterring a sale. We have now analyzed all the psychological factors that affect consumer behavior.
Lee’s Artificial Flower’s 5-Stage Model of the Consumer Buying Process
4
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