Page 193 - Marketing Management

170 PART 3 CONNECTING WITH CUSTOMERS

Laptop C = 0.4(10) + 0.3(4) + 0.2(3) + 0.1(2) = 6.0
Laptop D = 0.4(5) + 0.3(3) + 0.2(8) + 0.1(5) = 5.0
An expectancy-model formulation predicts that Linda will favor laptop A, which (at 8.0) has the
highest perceived value. 61
Suppose most laptop computer buyers form their preferences the same way. Knowing this, the
marketer of laptop B, for example, could apply the following strategies to stimulate greater interest
in brand B:
• Redesign the laptop computer. This technique is called real repositioning.
• Alter beliefs about the brand. Attempting to alter beliefs about the brand is called
psychological repositioning.
• Alter beliefs about competitors’ brands. This strategy, called competitive depositioning, makes
sense when buyers mistakenly believe a competitor’s brand has more quality than it actually has.
• Alter the importance weights. The marketer could try to persuade buyers to attach more
importance to the attributes in which the brand excels.
• Call attention to neglected attributes. The marketer could draw buyers’ attention to neglected
attributes, such as styling or processing speed.
• Shift the buyer’s ideals. The marketer could try to persuade buyers to change their ideal levels
for one or more attributes. 62

Purchase Decision

In the evaluation stage, the consumer forms preferences among the brands in the choice set and
may also form an intention to buy the most preferred brand. In executing a purchase intention, the
consumer may make up to five subdecisions: brand (brand A), dealer (dealer 2), quantity (one
computer), timing (weekend), and payment method (credit card).
NONCOMPENSATORY MODELS OF CONSUMER CHOICE The expectancy-value
model is a compensatory model, in that perceived good things about a product can help to
overcome perceived bad things. But consumers often take “mental shortcuts” called heuristics or
rules of thumb in the decision process.
|Fig. 6.6| With noncompensatory models of consumer choice, positive and negative attribute considera-
tions don’t necessarily net out. Evaluating attributes in isolation makes decision making easier for a
Steps between consumer, but it also increases the likelihood that she would have made a different choice if she had
Evaluation of deliberated in greater detail. We highlight three choice heuristics here.
Alternatives and a 1. Using the conjunctive heuristic,the consumer sets a minimum acceptable cutoff level for each at-
Purchase Decision tribute and chooses the first alternative that meets the minimum standard for all attributes. For
example,if Linda decided all attributes had to rate at least 5,she would choose laptop computer B.
2. With the lexicographic heuristic, the consumer chooses the best brand on the basis of its per-
Purchase ceived most important attribute.With this decision rule, Linda would choose laptop computer C.
decision 3. Using the elimination-by-aspects heuristic, the consumer compares brands on an attribute
selected probabilistically—where the probability of choosing an attribute is positively related
to its importance—and eliminates brands that do not meet minimum acceptable cutoffs.
Our brand or product knowledge, the number and similarity of brand choices and time pres-
Attitudes of Unanticipated sures present, and the social context (such as the need for justification to a peer or boss) all may af-
others situational factors fect whether and how we use choice heuristics. 63
Consumers don’t necessarily use only one type of choice rule. For example, they might use a
noncompensatory decision rule such as the conjunctive heuristic to reduce the number of brand
choices to a more manageable number, and then evaluate the remaining brands. One reason for the
runaway success of the Intel Inside campaign in the 1990s was that it made the brand the first cut-
Purchase
intention off for many consumers—they would buy only a personal computer that had an Intel microproces-
sor. Leading personal computer makers at the time such as IBM, Dell, and Gateway had no choice
but to support Intel’s marketing efforts.

Evaluation of INTERVENING FACTORS Even if consumers form brand evaluations, two general factors can
alternatives intervene between the purchase intention and the purchase decision (see Figure 6.6). 64 The
first factor is the attitudes of others. The influence of another person’s attitude depends on two