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1. Means-End Chain2. Consumer product involvement
Shutin WangYiming LiElina RankioDorde Lukovic
Consumer Behavior Wrap Up
MCA Consumer Behavior
Prof. Dr. J. Roosen
The Walt Disney Company a.k.a Disney
• Multinational mass media company based in California, USA
• Founded in 1923 by brothers Walt and Roy Disney
• Masters of storytelling
• Beloved by people of all ages
• Became synonym for every animated movie or anything else that relates with imagination
• Flagship characters and movies: Mickey Mouse and the gang, Snow White, Peter Pan, Cinderella, Sleeping Beauty, The Lion King, Pirates of the Caribbean, Frozen, etc.
• World second largest broadcasting company (after Comcast)
• Focus on theater, radio, music, publishing and online media
• Marketing more mature content than is associated with their family- oriented brands
Disney HYPERREALITY
(simulation of reality which is desirable for people to embrace)
Means-End chains
• Definition:This approach assumes that people link very specific product
attributes (indirectly) to terminal values; we choose
among alternative means to attain some end state we value
(such as freedom or safety). Thus, we value products to
the extent that they provide the means to some end we
desire.
Means-End Chain Theory:
Application: Disney Animation
Questions and discussion:Marketing Implications of
MEC• provide a deeper understanding of consumers
product knowledge
• identify the basic end consumers seek when they buy of use certain brands or products
• give insights to consumer deeper purchasing motivation
• identify consumer-product relationship
„A person’s perceived relevance of the object based on theirinherent needs, values, and
interests”
Consumer Involvement
1. How engaged the consumer is when making the purchase decision
2. How the consumer bonds with the product emotionally
Consumer Involvement
Reasons for High Involvement
- Financial Risk
- Social Risk
- Personal Relevance
Consumer Involvement – types of Involvement
• Product Involvement How interested a consumer is in a product
• Message response involvementHow interested a consumer is to reflect on the
advertisement• Purchase situation involvement
How the buying of a product differs in situations• Enduring involvement
How important the product is for consumers self-concept
Consumer Involvement Case: Disney
Usually one could put movies and related merchandise in the category of
low involvement & emotional
But, Disney has actually built a brand and brand community, that some consumer are
highly committed to so also high involvement & emotional
Applicable would also be for example parents who just buy Disney product to their children
out of habitlow involvement & rational
Question for Discussion
Why is Consumer Involvement important for companies?
Resources:• About Disney, The Walt Disney Company;
http://thewaltdisneycompany.com/about-disney (17.01.2015.)
• Jean Baudrillard,”Simulacra and Simulations”; Selected Writings, ed. Mark Poster (Stanford; Stanford University Press, 1988), pp.166-184.
• Rodgers and Thorson, (2012) Advertising Theory, Routledge, NY
• Zakarin, (2013), Meet the World’s most Intense Disney Fans, available at [http://www.buzzfeed.com/jordanzakarin/disneys-fans-d23#.bpG72LqeD]
Thank you!
20.01.2015.
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