lecture 8 consumption and consumer society. consumer behavior: the marketing view why do consumers...

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Lecture 8 Consumption and Consumer Society

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Page 1: Lecture 8 Consumption and Consumer Society. Consumer behavior: The marketing view Why do consumers want what they want? Why do they buy what they buy?

Lecture 8

Consumption and Consumer Society

Page 2: Lecture 8 Consumption and Consumer Society. Consumer behavior: The marketing view Why do consumers want what they want? Why do they buy what they buy?

Consumer behavior: The marketing view

• Why do consumers want what they want? Why do they buy what they buy?

• The degree to which we perceive a need may be related to two factors:– Our own past experience– Experience of groups to which we compare ourselves

(reference points/groups)

Page 3: Lecture 8 Consumption and Consumer Society. Consumer behavior: The marketing view Why do consumers want what they want? Why do they buy what they buy?

Consumer behavior: The utility theory view• This view portrays consumer behavior as relatively simple, rational, untouched by

social influences• It focuses on behavior that individual consumers would logically pursue, given

certain assumptions• Question: How should consumers rationally allocate their limited budget to various

goods and services they want?

• Assumptions:– Marginal thinking is possible– People are rational, autonomous decision makers– All benefits from consumption choices can be compared and summed up– Consumer’ preferences can be taken as given– Consumers have perfect information– There no externalities in consumption– There are no multliple equilibria, no non-convexities

Page 4: Lecture 8 Consumption and Consumer Society. Consumer behavior: The marketing view Why do consumers want what they want? Why do they buy what they buy?

Utility theory: Budget line

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Qu

an

tity

of

Ch

oco

late

(b

ars

)

9876543210

Quantity of Nuts (bags)

Possible consumptioncombinations when:Income = $8PC = $1PN = $2

(3, 2)

(2, 4)

(0, 8)

Page 5: Lecture 8 Consumption and Consumer Society. Consumer behavior: The marketing view Why do consumers want what they want? Why do they buy what they buy?

Utility theory: Budget line

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8

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10

Qu

an

tity

of

Ch

oco

late

(b

ars

)

9876543210

Quantity of Nuts (bags)

Possible consumptioncombinations when:Income = $10PC = $1PN = $2

(0, 10)

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Qu

an

tity

of

Ch

oco

late

(b

ars

)

9876543210

Quantity of Nuts (bags)

Possible consumptioncombinations when:Income = $8PC = $1PN = $1

(0, 8)

Page 6: Lecture 8 Consumption and Consumer Society. Consumer behavior: The marketing view Why do consumers want what they want? Why do they buy what they buy?

Utility theory: Utility function• UtilityThe pleasure or satisfaction from goods, services, or events

• Utility function (or total utility curve)

A curve showing the relation of utility levels to consumption levels

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Util

ity

(uti

ls)

0 1 32 54 6

Quantity of Chocolate (bars)

TotalUtility

+5

+1(1, 9)

Utility from Chocolate Bars Number Total

Utility Marginal Utility

(MUC) 0 0 — 1 9 +9 2 14 +5 3 17 +3 4 17 0 5 16 1

Page 7: Lecture 8 Consumption and Consumer Society. Consumer behavior: The marketing view Why do consumers want what they want? Why do they buy what they buy?

Utility theory

Maximizing Utility from Chocolate and Nuts

Chocolate (PC = $1 per bar) Nuts (PN = $2 per bag) Number of Bars or Bags MUC MUC /PC MUN MUN /PN

0 — — — — 1 +9 9 +14 7 2 +5 5 +12 6 3 +3 3 +10 5 4 0 0 +4 4 5 1 1 +2 1

Page 8: Lecture 8 Consumption and Consumer Society. Consumer behavior: The marketing view Why do consumers want what they want? Why do they buy what they buy?

A formal theory of consumer behavior

• Assumptions:– The only consumer is the household (HH)– The HH has clearly defined preferences over all the goods

it might consume – The HH wants to have the consumption bundle which

maximizes utility (sum of its satisfactions)– The HH (or the consumer) is well-informed, autonomous

and rational – The HH considers only its own preferences, budget, and

prices – For simplification, here, we look at two goods only, X and Y

Page 9: Lecture 8 Consumption and Consumer Society. Consumer behavior: The marketing view Why do consumers want what they want? Why do they buy what they buy?

A formal theory of consumer behavior

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8Q

ua

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Quantity of X

Slope = -Px/Py

(0, 8)

Page 10: Lecture 8 Consumption and Consumer Society. Consumer behavior: The marketing view Why do consumers want what they want? Why do they buy what they buy?

A formal theory of consumer behavior

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Quantity of X

Slope = -MUx/MUy

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B

Indifference curve:

A curve consisting of points representing combinations of various quantities of two goods, such that every such combination gives the consumer the same level of utility

Marginal rate of substitution:

How much of one good the consumer is willing to give up to get more of another

Page 11: Lecture 8 Consumption and Consumer Society. Consumer behavior: The marketing view Why do consumers want what they want? Why do they buy what they buy?

A formal theory of consumer behavior

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Quantity of X

Higher Utility

Lower Utility

Still Lower Utility

Different levels of utility

Page 12: Lecture 8 Consumption and Consumer Society. Consumer behavior: The marketing view Why do consumers want what they want? Why do they buy what they buy?

A formal theory of consumer behavior

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Utility maximization

Page 13: Lecture 8 Consumption and Consumer Society. Consumer behavior: The marketing view Why do consumers want what they want? Why do they buy what they buy?

A formal theory of consumer behavior

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Quantity of X

A B

Response to a price change

Page 14: Lecture 8 Consumption and Consumer Society. Consumer behavior: The marketing view Why do consumers want what they want? Why do they buy what they buy?

Consumer society

• Consumerist values:The belief that meaning and satisfaction in life are to be found

through the purchase and use of consumer goods

• Institutions of consumer society:– Advertising– Consumer credit– Credit cards

Page 15: Lecture 8 Consumption and Consumer Society. Consumer behavior: The marketing view Why do consumers want what they want? Why do they buy what they buy?

Consumer society

Advertising– Usually justified as a source of information about

products and services available in the marketplace– But also: it promotes the idea that purchasing things, in

itself, is a pleasurable activity– Some figures:

• In 2004, advertising spending in the U.S. was estimated to be over $ 263 billion.

• This was larger than the GDP of countries such as Denmark and Saudi Arabia.

• By the mid-1990s, the average American adult was exposed to about 3000 ads every day.

Page 16: Lecture 8 Consumption and Consumer Society. Consumer behavior: The marketing view Why do consumers want what they want? Why do they buy what they buy?

Consumer society

• Does more consumption make people happier?

– At a given point in time, people with more to spend generally report themselves as somewhat more satisfied with their lives than do people with less to spend

– Over time, however, more consumption does not seem to be related to more happiness in affluent societies

– In 1957, 35% of respondents in a U.S. survey said they were «very happy»

– In 1998, 32% said that they are «very happy» despite the fact that the purchasing power of an average U.S. citizen doubled

Page 17: Lecture 8 Consumption and Consumer Society. Consumer behavior: The marketing view Why do consumers want what they want? Why do they buy what they buy?

Consumer society

• A study in 1995 in the U.S.:

– 1/3 of all respondents in households with income between $75.000-$100.000 agreed that «I cannot afford to buy everything I really need» and «I spend nearly all of my money on the basic necessities of life»

– 27% of those with incomes above $100.000 agreed that they «cannot afford to buy everything I really need»

Page 18: Lecture 8 Consumption and Consumer Society. Consumer behavior: The marketing view Why do consumers want what they want? Why do they buy what they buy?

Life Satisfaction Index

Source: OECD Better Life Indexhttp://www.oecdbetterlifeindex.org/topics/life-satisfaction/

Page 19: Lecture 8 Consumption and Consumer Society. Consumer behavior: The marketing view Why do consumers want what they want? Why do they buy what they buy?