
- SUGGESTED TOPICS
- The Magazine
- Most Popular
- Newsletters
- Managing Yourself
- Managing Teams
- Work-life Balance
- The Big Idea
- Data & Visuals
- Reading Lists
- Case Selections
- HBR Learning
- Topic Feeds
- Account Settings
- Email Preferences

Consumer behavior
- Sales and marketing
- Business management
- Market research

The Elements of Value
- Eric Almquist
- John Senior
- Nicholas Bloch
- From the September 2016 Issue

The Elusive Green Consumer
- Katherine White
- David J. Hardisty
- Rishad Habib
- From the July–August 2019 Issue

Neuromarketing: What You Need to Know
- Eben Harrell
- January 23, 2019
Creativity in Advertising: When It Works and When It Doesn’t
- Werner Reinartz
- Peter Saffert
- From the June 2013 Issue

The New Science of Customer Emotions
- Scott Magids
- Alan Zorfas
- Daniel Leemon
- From the November 2015 Issue

How to Measure Inclusion in the Workplace
- Lauren Romansky
- Katie Brown
- May 27, 2021
Pricing and the Psychology of Consumption
- John T. Gourville
- Dilip Soman
- From the September 2002 Issue
The One Number You Need to Grow
- Frederick F. Reichheld
- From the December 2003 Issue
The Female Economy
- Michael J. Silverstein
- From the September 2009 Issue

Research: How Cultural Differences Can Impact Global Teams
- Vasyl Taras
- Alfredo Jiménez
- Fabian Froese
- June 09, 2021
How to Market in a Downturn
- John A. Quelch
- Katherine E. Jocz
- From the April 2009 Issue

A Quick Guide to Value-Based Pricing
- Utpal M. Dholakia
- August 09, 2016
Competing on the Eight Dimensions of Quality
- David A. Garvin
- From the November 1987 Issue

The Trouble with Gender Targets
- Avivah Wittenberg-Cox
- October 16, 2013
Craigslist: In Praise of Primitive
- Andrew McAfee
- December 09, 2009

What the Data Tells Us About Immigrant Executives in the U.S.
- Sami Mahroum
- Rashid Ansari
- November 29, 2017
Hispanic Talent Is the Future for Big Companies
- Tammy Erickson
- January 14, 2014

At the High End, Reaching a Mass Market
- Alessandro Di Fiore
- November 09, 2012

Research: How You Feel About Individualism Is Influenced by Your Social Class
- Nicole M Stephens
- Nicole Stephens
- Sarah Townsend
- May 22, 2017

Selling on TikTok and Taobao
- Thomas S. Robertson
- From the September–October 2022 Issue

XYLYS: Exploring Consumer Perception about Premium Watches in the Indian Context
- S. Ramesh Kumar
- Kasturi Baral
- October 01, 2011
- Jose B. Alvarez
- Annelena Lobb
- December 07, 2021
V.Rose (A): Rosy Hong Kong
- Minyi Huang
- March 22, 2019
Away: Scaling a DTC Travel Brand
- Joseph B. Fuller
- November 11, 2019
Making stickK Stick: The Business of Behavioral Economics, Spanish Version
- Leslie K. John
- Michael Norris
- Michael I. Norton
- April 17, 2014
A Practical Guide to Conjoint Analysis
- Ronald T Wilcox
- August 26, 2003
Retail Promotional Pricing: When Is a Sale Really a Sale? (B)
- Gwendolyn K. Ortmeyer
- July 03, 1991
America Online, Inc., Spanish Version
- Krishna G. Palepu
- Amy P. Hutton
- February 13, 1996
Freemark Abbey Winery
- William S. Krasker
- August 01, 1980
Columbia's Final Mission (Abridged) (B)
- Amy C. Edmondson
- Kerry Herman
- May 15, 2012
Kraft Foods: The Coffee Pod Launch (A)
- Robin Ritchie
- Aleem Visram
- November 02, 2006
Predicting Purchasing Behavior at PriceMart (A)
- Srikant M. Datar
- Caitlin N. Bowler
- August 23, 2018
Aspire Food Group: Marketing a Cricket Protein Brand
- Miranda Goode
- Emily Moscato
- August 24, 2020
Beauregard Textile Co., Japanese Version
- Francis J. Aguilar
- October 19, 1990
Apex Ski Boots
- Kate Barasz
- August 26, 2019
The Newspaper Industry in Crisis
- David J. Collis
- Peter W. Olson
- March 11, 2009
Neck & Neck: Leveraging the Club Neck Information
- F. Asis Martinez-Jerez
- Katherine Miller
- Christopher D. Ittner
- Jasmijn Bol
- March 09, 2009
Walt Disney Internet Group Japan's Dimo Project
- Philip Sugai
- November 16, 2004

Stage (Not Age): How to Understand and Serve People Over 60--the Fastest Growing, Most Dynamic Market in the World
- Susan Wilner Golden
- June 14, 2022
Shanty Real Estate: Confidential Information for iBuyer 2
- Michael Luca
- Jesse M. Shapiro
- October 11, 2022

7 Pieces of Bad Career Advice Women Should Ignore
- Tomas Chamorro-Premuzic
- Cindy Gallop
- April 15, 2021
Popular Topics
Partner center.
Burberry Case Study about Consumer Behavior
15 Pages Posted: 10 Feb 2020
Chenoy Ceil
Independent
Date Written: May 12, 2018
Consumer behavior is an essential part of the marketing for brands that are trying to influence the purchasing behavior of consumers. Burberry as a brand has been able to influence the purchase decisions of consumers by utilizing motivational, perception, personality and lifestyle strategies. This paper looks at the various factors that are utilized by Burberry that act as marketing stimulus for influencing the purchasing decision of their consumers. Some recommendations dealing with the brand perception of Burberry are also provided to help Burberry improve their sales and create a unique fashion brand for itself. Motivation, personality and emotion are important factors that affect consumer decision making, especially in the case of high fashion products. Looking at all these various factors in detail, this paper concludes that motivation, perception, personality and lifestyle have been carefully utilized by Burberry to reposition its brand for the modern age.
Keywords: chenoy ceil, consult corportes, consumer behaviour, purchasing decision, fasion brand
Suggested Citation: Suggested Citation
Chenoy Ceil (Contact Author)
Independent ( email ), do you have a job opening that you would like to promote on ssrn, paper statistics, related ejournals, microeconomics: intertemporal consumer choice & savings ejournal.
Subscribe to this fee journal for more curated articles on this topic
Decision-Making in Economics eJournal
Decision-making & management science ejournal, social & personality psychology ejournal, cognitive psychology ejournal.

- Free Resources

5 mini case studies about understanding and serving the customer

This article was originally published in the MarketingSherpa email newsletter .
Mini Case Study #1: 34% increase in conversion for powdered health drink company by helping customers come to their own conclusions
A single-product company that sells high-quality, all-natural, powdered health drinks engaged MECLABS Institute to help better understand their potential customers and increase the conversion rate of prospects reaching the homepage.
The original homepage took a claims-driven approach – it provided several bold statements about what the product would do for a customer with no information about the product to help the customer understand why it would work for them. Here is a look at the upper left of the original homepage.
Creative Sample #1: Upper left of original homepage for health drink company

The MECLABS team created a version of the homepage that took a conclusion-driven approach – instead only trying to convince potential customers with only bold claims about the product, the homepage copy included information about the product to help customers understand why the product would help them.
Creative Sample #2: Upper left of treatment homepage for health drink company

The team tested this version as the treatment against the original homepage (the control) to help better understand what communication style customers would respond to.
The treatment generated a 34% increase in conversion rate.
This experiment highlights a classic disconnect between customers and marketers. If you work in a company or with a client, you have intimate knowledge of the product and believe in its effectiveness. You spend all day thinking about it. You personally know some of the people who designed it. Your paycheck depends on the success of the product.
A customer does not have this same understanding or belief in the product. They have a significant gap in their knowledge about your product. Bold claims alone are not enough to close that gap. They have to understand why the product will work and come to their own conclusions about the company’s ability to deliver on its promises.
You can learn more about this experiment in The Conversion Heuristic Analysis: Overcoming the prospect’s perception gap from MarketingExperiments (MarketingSherpa’s sister publication).
Mini Case Study #2: Bags company increases conversion 191% by adding clarity to homepage
“I'm the CEO of Doubletake , a tennis and pickleball bag company, but I spent the majority of my career focused on messaging and research, consulting as a strategist for top brands for the last 10 plus years, and in-house prior to that. I'm almost embarrassed that I have this example to share, but I thankfully came to my senses!,” Shawna Gwin Krasts told me.
“It is interesting that crafting messaging/copy for products that aren't ‘your baby’ is so much easier – there is just more distance to see it for what it is. If this wasn't so near and dear to my heart, I would have caught it in a second.”
The team launched its homepage with only the headline “Sports Meets Style” over a photo of a bag. The headline was meant to differentiate the brand from competitors that were either only sporty or fashionable. Below the headline was a call-to-action (CTA) button with the word “shop.”
Creative Sample #3: Previous homepage copy for bag company

Internally it seemed obvious that the company sells tennis and pickleball bags since a bag was in the photo.
But they came to realize that it might not be as clear to website visitors. So the team added the subhead “Gorgeous Yet Functional Tennis and Pickleball Bags.” They also added the word “bags” to the CTA so it read “shop bags.”
Creative Sample #4: New homepage copy for bag company

These simple changes increased the website's conversion rate by 191%.
“It is so important for marketers to get out of their own heads,” Krasts said. “I suppose this is why I struggle with messaging so much for Doubletake. I am the target customer – I have the answers in my head and I suppose my natural curiosity isn't as strong. But clearly, I also have to remember that I've seen my homepage 10,000 more times than my customers, which means things that seem obvious to me, like the fact that Doubletake is a tennis brand not a reseller, might not be obvious.”
Mini Case Study #3: Online motorcycle gear retailer doubles conversion with personalized emails
There are ways to better tap into what customers perceive as valuable built into certain marketing channels. Email marketing is a great example. Marketers can build off information they have on the customer to send more relevant emails with information and products the customer is more likely to value.
"Very early in my marketing career I was taught, 'You are not the target audience' and told to try to see things from my customer's perspective. Empathizing with customers is a good start towards seeing products from the customers' perspective, but marketers really need to focus on quantifiable actions that can help identify customers' needs. That means continuous testing across messaging, price points, packaging, and every other aspect of a product. This is where personalization can really shine. Every time a marketer personalizes a message, it brings them closer to their customer and closes that gap," said Gretchen Scheiman, VP of Marketing, Sailthru.
For example, 80% of the email messages RevZilla sent were generic. But the website sells motorcycle parts and gear to a wide range of riders, each with their own preference in brand and riding style. The online motorcycle gear retailer partnered with Sailthru to better connect with customer motivations. The team started by upgrading the welcome series for new customers by personalizing the email messages based on the customers’ purchases and preferences.
The company has tested and added many new triggers to the site, and now has 177 different automation journeys that include triggers for browse and cart abandonment as well as automations for different product preferences, riding styles and manufacturer preferences.
The conversion rate from personalized email is double what RevZilla was getting for generic batch-and-blast sends. Automated experiences now account for 40% of email revenue. Triggered revenue is up 22% year-over-year and site traffic from triggers has increased 128% year-over-year.
"Customizing the buyer journey isn't about one long flow, but about lots of little trigger points and tests along the way. For any marketer that is intimidated about getting started with personalization, it's important to realize that it's more like a lot of small building blocks that create a whole experience. We started with a custom welcome series using testing and built from there. We're still adding new tests and new trigger points, but it's with the same concept that we started with,” said Andrew Lim, Director of Retention Marketing, RevZilla.
Mini Case Study #4: Pet protection network increases revenue 53% thanks to survey feedback
Huan makes smart tags for pets to help owners find their pets if they go missing. Initially, the company focused on the technical features in its homepage copy. For example, the tags don’t emit harmful radiation, are water-resistant and have a replaceable one-year battery.
From customer feedback surveys, the team discovered that customers purchased the product because they were worried they wouldn’t be able to find their pet if the pet went missing. This discovery prompted the team to change its messaging.
The new messaging on the homepage read, “Keep your pet safe and prevent heartbreak. Huan Smart Tags help you find your missing pet automatically.”
Revenue increased 53% increase following the change in messaging. “We immediately saw an increase in engagement on our website, with a lower bounce rate, higher click-through rate and a higher conversion rate. There were also a few people who messaged us on social media saying how our new message resonated with them,” said Gilad Rom, Founder, Huan.

Mini Case Study #5: Talking to new customers leads SaaS to change strategy, increase sales 18%
When Chanty launched, the marketing messages focused on pricing since the Saas company is 50% less expensive than the best-known competitor. However, when the team started talking to customers, they discovered most people had switched from the competitor for different reasons – ease of use, better functionalities in the free plan, better experience with the customer support team, and a better mobile app.
The team changed its marketing to focus around these product attributes and only listed pricing in the end as an additional benefit.
“It turned out that this was the way to go because we attracted people who wanted a better experience, rather than just customers who wanted to save money. After six months of implementing this new marketing and sales strategy, our sales grew by 18%,” said Jane Kovalkova, Chief Marketing Officer, Chanty.
Related resources
The Prospect’s Perception Gap: How to bridge the dangerous gap between the results we want and the results we have
Customer-First Marketing: Understanding customer pain and responding with action
Marketing Research Chart: How customer understanding impacts satisfaction
Improve Your Marketing

Join our thousands of weekly case study readers.
Enter your email below to receive MarketingSherpa news, updates, and promotions:
Note: Already a subscriber? Want to add a subscription? Click Here to Manage Subscriptions
Get Better Business Results With a Skillfully Applied Customer-first Marketing Strategy

The customer-first approach of MarketingSherpa’s agency services can help you build the most effective strategy to serve customers and improve results, and then implement it across every customer touchpoint.
Marketer Vs Machine

Marketer Vs Machine: We need to train the marketer to train the machine.
Free Marketing Course

Become a Marketer-Philosopher: Create and optimize high-converting webpages (with this free online marketing course)
Project and Ideas Pitch Template

A free template to help you win approval for your proposed projects and campaigns
Six Quick CTA checklists

These CTA checklists are specifically designed for your team — something practical to hold up against your CTAs to help the time-pressed marketer quickly consider the customer psychology of your “asks” and how you can improve them.
Infographic: How to Create a Model of Your Customer’s Mind

You need a repeatable methodology focused on building your organization’s customer wisdom throughout your campaigns and websites. This infographic can get you started.
Infographic: 21 Psychological Elements that Power Effective Web Design

To build an effective page from scratch, you need to begin with the psychology of your customer. This infographic can get you started.
Receive the latest case studies and data on email, lead gen, and social media along with MarketingSherpa updates and promotions.
- Your Email Account
- Customer Service Q&A
- Search Library
- Content Directory:
Questions? Contact Customer Service at [email protected]
© 2000-2023 MarketingSherpa LLC, ISSN 1559-5137 Editorial HQ: MarketingSherpa LLC, PO Box 50032, Jacksonville Beach, FL 32240
The views and opinions expressed in the articles of this website are strictly those of the author and do not necessarily reflect in any way the views of MarketingSherpa, its affiliates, or its employees.
JavaScript seems to be disabled in your browser. You must have JavaScript enabled in your browser to utilize the functionality of this website.
- My Wishlist
- Customer Login / Registration
FB Twitter linked in Youtube G+

- ORGANIZATIONAL BEHAVIOR
- MARKETING MANAGEMENT
- STATISTICS FOR MANAGEMENT
- HUMAN RESOURCE MANAGEMENT
- STRATEGIC MANAGEMENT
- OPERATIONS MANAGEMENT
- MANAGERIAL ECONOMICS
- FINANCIAL MANAGEMENT
CONSUMER BEHAVIOR
- BRAND MANAGEMENT
- MARKETING RESEARCH
- SUPPLY CHAIN MANAGEMENT
- ENTREPRENEURSHIP & STARTUPS
- CORPORATE SOCIAL RESPONSIBILITY
- INFORMATION TECHNOLOGY
- BANKING & FINANCIAL SERVICES
- CUSTOMER RELATIONSHIP MANAGEMENT
- ADVERTISING
- BUSINESS ANALYTICS
- BUSINESS ETHICS
- DIGITAL MARKETING
- HEALTHCARE MANAGEMENT
- SALES AND DISTRIBUTION MANAGEMENT
- FAMILY BUSINESS
- MEDIA AND ENTERTAINMENT
- CORPORATE CASES
- Case Debate
- Course Case Maps
- Sample Case Studies
- IIM KOZHIKODE
- VINOD GUPTA SCHOOL OF MANAGEMENT, IIT KHARAGPUR
- GSMC - IIM RAIPUR
- IMT GHAZIABAD
- INSTITUTE OF PUBLIC ENTERPRISE
- IBM Corp. & SAP SE
- Classroom Classics
- Free Products
- Case Workshops
- Home
- Case Categories

Quick Service Restaurants and Consumer Behaviour
Why should i stay indoors – was the lockdown message loud and clear, re-tales from traditional indian retail – the sarvodaya way, indian weddings: cultural canopies, kfc india - relishing on consumer learning.

Indian Advertisements, Indian Consumers and Ethical Conundrum: Confusopoly?
Hindustan unilever's kan khajura tesan: 'on-demand' consumer communication, godrej expert range of hair colors: indian consumers’ ‘dyeing’ decisions, ariel india’s share the load campaign: influencing husband-wife decision-making, chinese mobile brands and cross-cultural consumer behavior, hector beverages’ paper boat: diffusing innovation through “drinks and memories”- interview with ashwini deshpande.

Hector Beverages’ Paper Boat: Diffusing Innovation through “Drinks and Memories”

DBS Bank’s Chilli Paneer Campaign: Communicating with Conversation Starters
Colgate’s slimsoft charcoal toothbrush in india: bristling with buzz marketing, a lifetime in a decade.
- last 6 months (0)
- last 12 months (0)
- last 24 months (1)
- older than 24 months (24)
- CONSUMER BEHAVIOR (25)
- Banking (1)
- Electronics Manufacturing (1)
- Food and Beverages (1)
- Retail Sales (1)
- Service (2)
- Textile (1)
- CASE FLYER (5)
- CASE STUDY (13)
- CASE VIEW (2)
- CASELET (5)
Information
- Collaborations
- Privacy Policy
- Terms & Conditions
- Case Format
- Pricing and Discount
- Subscription Model
- Case Writing Workshop
- Case Submission
- Reprint Permissions
CUSTOMER SERVICE
Phone: +91 9626264881
Email: [email protected]
ET CASES develops customized case studies for corporate organizations / government and non-government institutions. Once the query is generated, one of ET CASES’ Case Research Managers will undertake primary/secondary research and develop the case study. Please send an e-mail to [email protected] to place a query or get in touch with us.
Don’t miss out!
Be the first to hear about new cases, special promotions and more – just pop your email in the box below.
MBA Knowledge Base
Business • Management • Technology
Home » Management Case Studies » Case Study on Consumer Behavior: Gillette
Case Study on Consumer Behavior: Gillette
When most people hear “GILLETTE”, one thing comes to mind–Razors. That’s to be expected, since safety razors were invented by King C. Gillette in 1903, and the product in various forms has been the core of the company’s business ever since. Few firms have dominated an industry so completely and for so long. Wet-razor shaving (as distinct from electric razors) is a $900 million market. Gillette’s share is 62 percent, with the remainder divided among SCHICK–15 percent, BIC–11 percent, WILKINSON sword–2 percent, and a number of private brands.
Gillette would like to achieve a similar position in the men’s toiletries with a new line of products called the GILLETTE Series. However, its record that market is spotty at best.

One Gillette success, Right Guard Deodorant, was market leader in the 1960’s. Right Guard was one of the first Aerosols, and it became a family product which was used both by men and women. However, the product has not changed although the deodorant market has become fragmented with the introduction of antiperspirants, various product forms and applicators, and many different scents. As a result, Gillette slipped to third position in deodorant sales behind P & G and Colgate–Palmolive.
An even more embarrassing situation is Gillette’s foamy shaving cream, a natural fit with the razor business. S. C Johnson and Sons Edge Gel have supplanted that brand as the leading seller. These experiences created frustration at Gillette. Despite its preeminence in razors and blades, the company has been unable to sustain a leading position across the full range of toiletries.
Gillette is using its most recent success, the sensor razor, as a springboard for its new toiletries. The Sensor story provides the background necessary to understand the marketing of the Gillette Series, and also offers some insight into Gillette’s marketing prowess.
Sensor- a high technology cartridge razor- was a gamble for Gillette because it ran counter to consumers’ buying preferences. Disposable razors, which were produced by the French firm BIC in 1974, had gained control in nearly 80 % of the razor market by 1990. Gillette’s analysis showed that disposables provide a worse shave than a cartridge blade, cost more to make than a blade and are sold at a lower profit margin. Despite its disdain for the product, competitive pressure forced Gillette to introduce its own disposable, Good News.
As concern about the squeeze that disposables were putting on profit margins grew, Gillette began looking for a way to displace them. The company spent $ 300 million to develop a technology to significantly improve on the three attributes desired in shaving- closeness, comfort and safety. They came up with the Sensor, a razor with independently moving twin blades. The Sensor produces a superior shave, but it is also more expensive to produce than a disposable. So Gillette’s gamble was that a better shave would be enough to justify a premium price, and in the process, displace the successful but not a very comfortable disposable razor. In addition to the R & D investment, Gillette spent $ 110 in the first year to advertise Sensor. The strategy paid off. Estimated 1992 sales for the brand was $ 390 million, and equally important, the share of the market held by the disposables has gone down to 42%.
Gillette then moved to capitalize on the success of Sensor. The company had a line of toiletries in development, and the decision was made to tie them closely to sensor. The line consists of 14 items:
- two shaving gels for sensitive and regular skin
- two shaving creams
- two concentrated shaving gels
- a clear gel anti- perspirant
- a clear gel deodorant
- an anti- perspirant stick
- a deodorant stick
- An after- shave gel
- An after-shave lotion
- An anti- perspirant aerosol and a deodorant body spray available only in Europe.
The products in the Gillette series were developed over a three year period at a cost of $ 75 million. They were tested on 70000 consumers. An indication of their newness is the fact that Gillette has 20 patents pending with them. Consideration had been given to introducing the line in 1992, but the introduction was cancelled by Gillette’s CEO, Alfred Zeien. He insisted that the line not be launched until consumer tests showed that each of the 14 products was preferred to the best- performing brand in its category.
All the products have a common fragrance that Gillette calls Cool Wave. They come in silver and blue packages like the Sensor, and the black lines on the packages match the grooved sides of the Sensor Razor handle.
The items retail at $ 2.69 each, 10- 20 % higher than the prices of major competing items. As was the case with Sensor, Gillette hopes that the products’ innovation will convince men to switch brands and pay the higher prices.
During the Gillette Series first year, the company spent $ 60 million on a joint advertising campaign with Sensor. Just like Sensor, the line was to introduce in January with ads on the Super Bowl. The campaign uses the same theme as Sensor. “The Best a man can get”. Initial TV commercials were one minute in length. They started with 15 seconds on shaving gels, and cream, followed by 30 seconds on Sensor and 15 seconds on aftershaves. The deodorants are advertised separately.
The Gillette series faces two major problems:
- Convincing consumers that the line is actually better and the higher price justified will be more difficult than with SENSOR. With the razor, Gillette had name recognition as the dominant firm in the industry. In addition, the design differences the sensor were visible, and a consumer can directly enjoy a closer shave. With the toiletries, Gillette does not have a strong position in the consumers’ minds, nor are the benefits provided by the products obvious. Furthermore, the men’s toiletries market is extremely competitive . Powerful firms with proven marketing skills have taken a greater interest un this category. P & G has acquired Old Spice and Noxzema; Colgate owns Mennen, and Unilever purchased Brut. It’s unlikely the rest of the firms in the market will sit back and ignore Gillette’s activity.
- Gillette is tying, the new product line to the Sensor but using a different brand name. If consumers do not associate the Gillette Series with the innovativeness and success of Sensor, the new line may just be another brand in an already cluttered market.
According to a Gillette Vice President, one of the most compelling aspects of the Gillette series is its synergy with the company’s core business—razors. If the new line is successful, Gillette anticipates adding other men’s grooming products such as hair sprays and shampoos. The firm’s CEO, Zeien says, “ we’re already the worldwide leader in blades, Will we be the world leader in other (toiletries) or not? That’s our goal.”
- How is the Gillette Series being positioned with respect to (a) competitors, (b) the target market, (c) the product class, (d) price and quality? What other positioning possibilities are there?
- Is Gillette making the best use of the brand equity that has been created with Sensor?
- What strategies do you propose to Gillette? Address the entire marketing mix.
Related Posts:
- Case Study: Apple Switch Ad Campaign
- Case Study: The Daewoo Group and the Asian Financial Crisis
- Case Study: L'Oreal's Customer- Based Brand Equity (CBBE) Model
- Case Study of Lenovo: Project Management Improves Strategy Execution and Core Competitiveness
- Case study- “Merger of HDFC Bank and Times Bank”
- Case Study of Nike: Building a Global Brand Image
- Case Study: L'Oreal Global Branding Strategy
- Case Study of Zara: Use of Technology to Improve Operational Responsiveness
- Case Study of Dell: Driving for Industry Leadership
- Case Study of Dyson: Competitive Advantage through Innovation
One thought on “ Case Study on Consumer Behavior: Gillette ”
Sensitivity to others’s reactions, mood, and indicators comes naturally in my experience.
Leave a Reply Cancel reply
Your email address will not be published. Required fields are marked *
This site uses Akismet to reduce spam. Learn how your comment data is processed .
The Essay Writing Experts UK Essay Experts
Disclaimer: This is an example of a student written essay. Click here for sample essays written by our professional writers.
View full disclaimer
Any opinions, findings, conclusions or recommendations expressed in this material are those of the authors and do not necessarily reflect the views of UKEssays.com.
Consumer Behaviour Case Study: Coke For All
Reference this
Introduction
- “To be within an arm’s search of desire…..Always, everywhere Coca-Cola”
- “think local, act local”
- “people don’t buy drinks globally”
- “We need to make our advertising as relevant as possible to local markets”
Our academic experts are ready and waiting to assist with any writing project you may have. From simple essay plans, through to full dissertations, you can guarantee we have a service perfectly matched to your needs.
Limitations
Cite this work.
To export a reference to this article please select a referencing stye below:
Related Services

Essay Writing Service

- Dissertation Writing Service

- Assignment Writing Service
DMCA / Removal Request
If you are the original writer of this essay and no longer wish to have your work published on UKEssays.com then please:
Our academic writing and marking services can help you!
- Find out more about our Essay Writing Service
- Undergraduate 2:2
- 7 day delivery
- Marking Service
- Samples of our Service
- Full Service Portfolio
Related Lectures
Study for free with our range of university lectures!
- All Available Lectures

Freelance Writing Jobs
Looking for a flexible role? Do you have a 2:1 degree or higher?
Study Resources
Free resources to assist you with your university studies!
- Marketing Study Guides
- Marketing Lecture Notes
- How to Write an Essay
- Essay Buyers Guide
- Referencing Tools
- Essay Writing Guides
- Masters Writing Guides
Search Support Articles
*You can also browse our support articles here >
Change Region / Country
Here you can choose which regional hub you wish to view, providing you with the most relevant information we have for your specific region. If your specific country is not listed, please select the UK version of the site, as this is best suited to international visitors.
United Kingdom
United States
United Arab Emirates
Saudi Arabia
- Individuals
- Institutions & Businesses
- Wiley: Consumer
- Institutions and Businesses
- Search By Subject
- Browse Textbooks
- Knewton Alta
- Test Prep (View All)
- CPA Review Courses
- CFA® Program Courses
- CMA® Exam Courses
- CMT Review Courses
- Brands And Imprints (View All)
- Jossey Bass
- The Leadership Challenge
- Research Libraries
- Wiley Online Library
- Cochrane Library
- Open Access Journals
- Journal Collections (View All)
- Current Protocols
- Ernst and Sohn
- Hindawi Journals
- Special Collections
- Wiley Science Solutions
- Wiley Digital Archives
- Wiley Analytical Sciences
- Trending on Wiley
- Listen: This Study Shows Podcast
- An Article Free Future
- Research Supercharged by AI
- Introducing Research Exchange, Our New Submission Platform for Authors
- Publish My Research
- Author Services
- Find A Journal
- Open Access
- Publish My Book
- Wiley Editing Services
- Manuscripts
- Diversity is Not Enough
- What's Transparent Peer Review and How Can it Benefit You?
- A New Ecosystem of Scientific Sharing and What it Would Mean
- Preprints and Trust in Peer Review: A Q&A With Alberto Pepe of Authorea
- Classroom Resources
- Course Materials
- Learning Resources
- Wiley Efficient Learning
- Advancement Courses
- Degree Accelerator
- Re-Entering the Classroom in a Time of Trauma and Stress
- Cultivating an Inclusive Learning Experience
- Wiley "Stay the Course Grant" Winners Tell Their Stories
- 4 Things to Consider When Choosing an Online Platform That's Right for You
- Career Solutions
- Wiley Researcher Academy
- Diversity in Research Jobs
- Search by Subject
- Personal Career Development Books
- Teach Yourself Visually
- Determine Your Organization’s Digital Skills Level
- Limitless? What Can We Really Expect from 5G?
- The Need for Entrepreneurship in Sustainable Chemistry
- Art in the Anthropocene: What Do Art and Sustainability Have in Common?
- For Individuals
- For Institutions & Businesses
- Wiley Network
- About Wiley
- Corporate Responsibility
- Corporate Governance
- Leadership Team
- Cookie Preferences
Suggestions
Other results.
- United States
- Netherlands
- New Zeleand
- South Korea
- Switzerland
- United Arab Emirates
- United Kingdom
- Dummies Build your skills with trusted guides and expert how to's
- JK Lasser Easy-to-use tax guide
- Jossey Bass Improve student outcomes through meaningful teacher development
- The Leadership Challenge Leadership practices that lead to a more effective and engaged organization
- Business & Management
- Marketing & Sales
- Consumer Behavior
Cases in Consumer Behaviour

Download Product Flyer
Description, about the author, table of contents.
Print on Demand
Gerrit Antonides (Editor) , W. Fred van Raaij (Editor)
ISBN: 978-0-471-98781-9 July 1999 160 Pages
- Print Starting at just $59.95
- The authors of these cases are drawn from nine different European countries: United Kingdom, Ireland, Sweden, Germany, Austria, The Netherlands, France, Greece and Hungary
- The cases reflect the consumer perspective on marketing problems
- Each case presents a practical problem in the consumer area and poses questions for the reader.
- An Instructor’s Manual is available from the publisher for lecturers using the casebook.
Last Updated 08 Oct 2020
Consumer Behaviour Case Study – Red Bull: Rampaging Through Global Markets
MKTG 2101 Consumer Behaviour Case Study -Red Bull: Rampaging through Global Markets 1. What segmentation base has Red Bull adopted to target customers? How should Red Bull further segment the market in the future? Red Bull have adopted a segmentation base strategy relating to market demographics. In particular the company has targeted young active people aged 16 – 29 years. Red Bull also use geography, identifying mainly university students and urban professionals who needed an ‘energy boost’ throughout their busy schedules and activities.
Mateschitz’ strategy aimed to target opinion leaders, believing that “the authority of one alpha bee can influence the buying habits of hundreds”. The Red Bull segmentation strategy also has an important psychographic component, particularly focussing on young people with attitudes, perceptions and lifestyles that are consistent with risk taking, fast paced and energetic behaviours; highlighted with the company motto “No Red Bull, No Wings”. In order to continue to succeed, I believe that Red Bull must optimise opportunities in the growing economies of India and China.
With greater economic freedoms and increased population growth in the middle class there are millions of young people falling into an attractive demographic for the Red Bull product. These young people will be the opinion leaders of the future in their countries, therefore holding the key for a success. Ways in which the company can expand its current activities to begin the process will lie in the correct marketing strategies; in particular I believe that the continued sponsorship of extreme events in these regions will be the perfect way to introduce young people to the product in an exciting new way. . How does Red Bull arouse the motivations of customers to purchase its energy drinks? Red Bull and Mateschitz explain “we are always looking for a more creative, different point of view” (Dolan 2005) to promote and present the product to the customer. This attitude is consistent with the brand personality and the image of its customers. It is for this reason that the company aligns itself with the young male - fast paced and energetic, interested in extreme sports, risky behaviour and never satisfied with the last thrill.
Order custom essay Consumer Behaviour Case Study – Red Bull: Rampaging Through Global Markets with free plagiarism report
The company too, is never satisfied, continuing sponsorship of extreme sports, owning Formula 1 racing teams and even developing its own sports such as BMX bike riding, Kite Boarding, Freeskiing, paragliding and more! The company is able to continually satisfy the needs of the market, arousing the customer with exciting new promotions and events which challenge the limits of human belief. For example, the Red Bull sponsored BMX events where the riders are attempting and completing unseen tricks and ‘death defying’ acts on a weekly basis.
The company has also attempted a viral marketing strategy, in order to get the product to the consumer in a cheap and effective way. However, these efforts are also well calculated, for example, the drivers of the Red Bull VW Beetle are generally extremely good looking females aged 19 – 28 years, attractive and corresponding for the targeted young male. 3. Describe the brand personality of Red Bull. Why do you think the concept of brand personality is so important to Red Bull?
Brand personality allows the consumer to develop a meaningful attachment to the product. People do not develop meaningful, long lasting relationships with the thing itself, it is when the consumer is able see the product with a certain persona, with feeling and meaning; it is then that the relationship develops and potentially blossoms. Red Bull and Mateschitz understand this and have created a brand personality that embodies excitement, energy and exhilaration, “Red Bull isn’t a drink, it’s a way of life”.
People are overwhelmed with the image, the amazing aura around the events and the excitement created by the athletes. Young people feel the product, the brand and the colours when they see these competitors doing the amazing things that they aspire to, enshrouded with the simple colours of silver and blue. A clean, refined image burned into their brain, connected to the memories of thrilling moments when their heart was pumping, hands were sweating and adrenalin was frantically pulsating through their bodies.
By creating these experiences for their consumer Red Bull are facilitating the development of important relationships with their product. In my opinion, maintaining brand personality and relationships is imperative for Red Bull. Mateschitz himself states, “We don’t bring the product to the people. We make it available and those who love our style come to us” highlighting his acknowledgement of the importance of people aligning themselves with the brand personality and developing a meaningful and long lasting relationship with the Red Bull product
References * Dolan, K. (2005). The Soda With Buzz. Forbes. com http://www. forbes. com/global/2005/0328/028 print. html * Sciffman, L. , O’Cass, A. , Paladino, A. , D’Alessandro, S. and Bednall, D. 2011. Consumer Behaviour, 5th Edition. Pearson Prentice Hall: Australia * Gschwandtner, G. (2004). The Powerful Sales Strategy Behind Red Bull. Selling Power. September. http://www. sellinpower. com
This essay was written by a fellow student. You can use it as an example when writing your own essay or use it as a source, but you need cite it.
Get professional help and free up your time for more important courses
Did you know that we have over 70,000 essays on 3,000 topics in our database?
Cite this page
Explore how the human body functions as one unit in harmony in order to life
Consumer Behaviour Case Study – Red Bull: Rampaging Through Global Markets. (2016, Dec 23). Retrieved from https://phdessay.com/consumer-behaviour-case-study-red-bull-rampaging-through-global-markets/
Run a free check or have your essay done for you
More related Essays
Didn`t find the right sample?
Red bull was originally established in Thailand in 1962 under the name Krating Daeng, Red Bull was incorporated in 1984 with its head office in Austria. It is now a.
At the heart of every great organization, Is a world class product or service and in any competitive business market, organizations rival to be every consumer's "first choice". Effective brand.
It is the world's most popular energy drink brand. The beverage was inspired by Mateschltz's trip to Thailand where he discovered a local drink by the name Kratlng Daeng, and.
Marketing Analysis Report With advancements occurring dally to help the American citizen do "what they Cid' In a more efficient way- Americans are getting more done In less time, thus.
Target market Red Bull was one of the first Energy Drink. It gave energy to people who want to be physically and mentally fit from 1982. As the company reported,.
A NEW DRINK "SLOW COW", OFFERS CALMNESS AND RELAXATION, CAN IT FIND A SUCCESS AS A NICHE ALTERNATIVE TO ENERGY DRINKS LIKE RED BULL IN UK? Module Code: MG 3123.
What created Red Bull’s success? What created Red Bull’s success is that they didn’t just jump in with both feet when marketing their product in a new country. Take for.
There are few brands that can offer more lessons in how to approach the next generation of marketing than Red Bull. Focusing their strategy on earned media, cultural integration and.
Similar Topics
- Victoria Secret
- Public Education
- Philosophy of Education
- Louis Vuitton
We use cookies to give you the best experience possible. By continuing we’ll assume you’re on board with our cookie policy
Save time and let our verified experts help you.

- Free Case Studies
- Business Essays
Write My Case Study
Buy Case Study
Case Study Help
- Case Study For Sale
- Case Study Service
- Hire Writer
Case Study- Consumer Behaviour
Sociologist, a Psychologist, a spiritualist and a Man tries to bring out different views on consumerism. It looks at consumerism from the perspective of its Economical and Sociological influence on the country and Psychological and Spiritual influence on Human beings. The article through the conversation tries to bring to the fore the positive and the negative impact of excessive spending and how it has changed the
Nay people, in a country with deep cultural roots live. The article brings about the positives of consumerism by stating it as freedom; freedom to choose what one Ants. It states that the excessive spending by individuals has indirectly contributed to research and automation of Jobs.
We Will Write a Custom Case Study Specifically For You For Only $13.90/page!
The article talks about the contribution of excessive spending to the country. It states that the money spent by individuals on the company products have been used to fund research and pay pensions at the same time consumerism has improved lifestyle of the individuals.
The article also subtly mentions that not all products are for everyone as each product caters to a particular need. Among all this excessive spending there is one question that is left unanswered which is, how long will this continue? The speakers debate on the issue of how excessive spending is hampering the future growth prospects of the country. Rhea excessive spending by individuals today is leading to, lower saving for the future affecting the future financial security of an individual and also the country, as
Investments in assets is very low, the loss of value systems, declining value for education and the like.
Consumerism has created a generation of people who are Milling to satisfy the short term needs at the cost of long term development. People of the present generation have needs in the top three segments of Mascots need hierarchy model and a very few aim to satisfy only safety and psychological needs. His phenomenon has changed the people’s living style to from value-based lifestyle o material-based lifestyle, where every individual aspires to have a good car, a good house and identifies the self with non-living and materialistic things. The article towards the end highlights the sad state of the present generation where there is higher depression among people of present age when compared to the previous generations, with higher suicide rates and cases of unlawful behavior. All this aspiration for materialistic things has led to individuals lacking values and the country lacking assets for sustained growth.
Related posts:
- A Study on Consumer Behaviour on High End
- Marketing Strategy Roles in Determining Consumer Behaviour
- Analysis of Internal Influences and Consumer Behaviour
- Consumer Behaviour Report (the Sherlock Holmes Brand)
- Case Study on Behaviour Problems
- Case Study on Behaviour Modification
Quick Links
Privacy Policy
Terms and Conditions
Testimonials
Our Services
Case Study Writing Service
Case Studies For Sale
Our Company
Welcome to the world of case studies that can bring you high grades! Here, at ACaseStudy.com, we deliver professionally written papers, and the best grades for you from your professors are guaranteed!
[email protected] 804-506-0782 350 5th Ave, New York, NY 10118, USA
Acasestudy.com © 2007-2019 All rights reserved.

Hi! I'm Anna
Would you like to get a custom case study? How about receiving a customized one?
Haven't Found The Case Study You Want?
For Only $13.90/page
Case Study Hub | Samples, Examples and Writing Tips
Consumer behavior case study.
Judging from the survey (Table 1), one can conclude that obviously the target market of the program is people with above the average level of income, who are over twenty one years old. The target market includes people who care about their sexuality and image.
The goals of the brand product placement seem to be as described below. The commercial of for example Martini brand is supposed to appeal the following: sexy, attractive and successful adults enjoy their lives, and drink Martini. If you drink martini – you are on your way to success and attractiveness. Opposite sex will like you a lot more if you drink Martini. Besides, Martini allows you to feel relaxed and confident. Martini gives you an opportunity to enjoy your life to a maximum.
As it is known from the theory about the consumer behavior, usually products and brands are placed in such a way that will allow attracting not only the direct target market, but also those who inhabit the surrounding of people, who belong to target market. For example if Martini is the sponsor of Sex and the City, and this movie is watched primarily by women aged 25-45, then the surrounding target people would be males, aged primarily 30-50.
Need help with writing your Consumer Behavior case study? Visit us!
Therefore, it is quite common that the brands like Gillette and Durex are also introduced during the program. These product brands are targeting males who watch the same movie, or males who potentially are influenced by women who watch the movie. The appeal of Gillette commercial is the following: strong, attractive, successful and desired by women males use Gillette branded products. If you are one of the males and you are using Gillette, during shaving, your chances of being attractive to women are significantly higher. Besides, your self-confidence and physical strength increase, and therefore you are associated with strong, sexy, successful and attractive man.
Placement of Durex brand together with Gillette and Martini is also very logical. First of all, if the target audience associate themselves with successful and attractive people they are therefore sexually active. In order to make sexual contact with attractive person pleasant and safe, Durex suggests their products to satisfy the needs for safety and pleasure.
Placement of Dolce and Gabanna brand among Martini, Gillette and Durex during the program is also rather logical. Since, as it was mentioned earlier, primary target market of the program is the audience, which cares about their image and style, attractiveness and successfulness, the clothing from a fashionable and well known brand fits perfectly in the picture. The shoes and clothing from Dolce and Gabanna are determinants of style and fashion, taste and prestige. Fitting perfectly in the overall picture, the product of Dolce and Gabanna receives way more chances of attracting new customers and maintaining interest to their brand, than it would have, if they placed their product together with, for example Mc Donald’s and Dollar store.
Appearance of Toyota brand in the program also corresponds to the tastes and preferences of the audience form the suggested target market. Toyota is a car, which has a reputation of a reliable quality. The target audience of the brand is people with income above average, however not yet those who are hunting for luxury. The primary audience of the program corresponds to this requirement. At the same time, Toyota brand fits very well in the m=image of a successful, independent, sexy, confident and attractive adult.
From my point of view, this smart placement of product brands can and most likely will influence consumer behavior. Attractiveness of the characters in the program, which use these products will stimulate consumers purchase these brands more eagerly, than before.
A similar product placement and consumer orientation can be discovered, when visiting local malls. Let us look at four examples and compare their approaches to customer attraction and attempts to influence behavior of consumers in their target market: Wall Mart, Barneys, Queen Center and Marshalls.
Barneys malls are obviously emphasizing prestige of their stores, together with the comfort and nice music. Through the use of color, music, brightness and contrast management of the stores is trying to achieve this perception of the consumers. Barney suggests casual apparel and accessories, targeting relatively young market in a stylish environment that breaks from the flagship store’s refined, upscale atmosphere.
Wall mart is obviously targeting a different market. They aim to attract the buyers from average to below average income, suggesting special not expensive offers. Wall Mart sells all kinds of products. The atmosphere of the store is correspondent: the consultants are not keeping the image of prestigious store, but rather are trying to be nice, practical and helping.
Marshalls mall is oriented on the target market consisting of people with average level of income, who enjoy their lives and look for good deals on goods with a reliable quality. The atmosphere of the mall is casual and nice. Sounds, colors and workers of the store make customers feel comfortable and cozy. There is no appeal to prestige and elite items.
Queen Center is a store situated in New York. This place also appeals to the middle and upper middle class buyers of all ages. They also emphasize “smart deals” and comfortable, yet not too fancy atmosphere.
After all, if you need professional assistance in writing your consumer behavior case study, try the following service: https://www.essaylib.com/case-study.php .
Related Posts:
- Case Study – Amazon: One E-Store to Rule Them All
- Case Study – Zara International: Fashion at…
- Apple Inc Case Study Sample
- Case Study on Zappos – How They Did It
- Health Management: Business Case Study
Leave a Reply Cancel reply
Your email address will not be published. Required fields are marked *
McCombs School of Business
- Español ( Spanish )
Videos Concepts Unwrapped View All 36 short illustrated videos explain behavioral ethics concepts and basic ethics principles. Ethics Defined (Glossary) View All 58 animated videos - 1 to 2 minutes each - define key ethics terms and concepts. Ethics in Focus View All One-of-a-kind videos highlight the ethical aspects of current and historical subjects. Giving Voice To Values View All Eight short videos present the 7 principles of values-driven leadership from Gentile's Giving Voice to Values. In It To Win View All A documentary and six short videos reveal the behavioral ethics biases in super-lobbyist Jack Abramoff's story. Scandals Illustrated View All 30 videos - one minute each - introduce newsworthy scandals with ethical insights and case studies. Video Series
Case Study UT Star Icon
Buying Green: Consumer Behavior
Do purchasing green products, such as organic foods and electric cars, give consumers the moral license to indulge in unethical behavior?

Green consumer products, such as organic food, fair trade coffee, or electric cars, represent a fast-growing segment of the consumer market. In the area of organic food alone, data from the Organic Trade Association reveals that consumer demand in the United States has seen double-digit growth every year since 1990. In 2014, the organic food market reached almost $40 billion in sales. Consumers of these products tend to be seen in a more positive light—they are deemed more ethical, more altruistic, and kinder than people who do not buy green products. But is there another side to this kind of consumer behavior?
In a series of experiments comparing consumption of green and “conventional” products, psychologists Nina Mazar and Chen-Bo Zhong demonstrated that those people who bought green products—like eco-friendly laundry detergent or organic yogurt—were less likely to share money with a stranger, more likely to cheat on a task in which they could earn money, and more likely to steal money when they thought they would not get caught. As the psychologists stated, “purchasing green products may license indulgence in self-interested and unethical behaviors.”
Mazar and Zhong, whose study received considerable media attention in their native Canada, as well as in American and British publications, said the results surprised them. Initially, they expected green products to provide a halo effect, whereby the positive impressions associated with green consumption would lead to positive outcomes in other areas. “Given that green products are manifestations of high ethical standards and humanitarian considerations, mere exposure [to them would] activate norms of social responsibility and ethical conduct,” said Mazar and Zhong in an interview.
But as the results indicate, the opposite can be true. “The message of this research is that actions which produce a sense of self content and moral glow can sometimes backfire,” Mazar stated in another interview.
These patterns have been shown to extend to other shopping scenarios. For example, one study tracked scanner data and shopper receipts at a California grocery store. Those shoppers who brought reusable grocery bags with them were more likely to buy environmentally friendly products, like organic food. But they were also more likely to buy indulgent products, like ice cream, cookies, candy, and cake. The researchers followed up this study with a series of experiments that showed these moral licensing effects only happened when the decision to bring the reusable bags was at the shopper’s discretion. When shoppers were told that the store required customers to use cloth bags, licensing effects disappeared and customers chose not to buy indulgent products. Only when consumers felt like using cloth bags was their own idea did the moral licensing effects hold.
Discussion Questions
1. Beyond green consumption, what other types of products might bring about similar kinds of moral licensing effects? Can you think of instances in your own life when your purchase choices have licensed you to make decisions that were less than ethically ideal? Explain.
2. Do you think these moral licensing effects are common across all kinds of green consumers? Or are there other factors (i.e. demographics, psychographics) that might either exacerbate or weaken the effects? Why or why not?
3. The authors of the study, Mazar and Zhong, initially thought green consumption would have a positive spillover effect and encourage positive behaviors. Why do you think they found the opposite?
4. What steps do you think can be taken to help minimize or mitigate these types of moral licensing effects among green consumers? Explain.
5. If you were the brand manager for a green product, for example an organic food item or an energy-efficient appliance, how would you go about marketing the product knowing these licensing effects were possible?
Related Videos

Moral Equilibrium
When we do something good we get to thinking of ourselves as pretty good people, and can then give ourselves license to fail to live up to our own ethical standards. This phenomenon is known as moral equilibrium.
Bibliography
Organic Market Analysis – Organic Trade Association https://www.ota.com/resources/market-analysis
Research: Reusable Shopping Bags May Encourage an Unhealthier Diet http://www.fuqua.duke.edu/news_events/news-releases/bollinger-shopping-bags/
How going green may make you mean https://www.theguardian.com/environment/2010/mar/15/green-consumers-more-likely-steal
Goodies behaving badly https://www.theguardian.com/commentisfree/cif-green/2010/mar/16/green-consumers-lie-more-ethics
Are green consumers more unethical? http://www.torontosun.com/news/columnists/thane_burnett/2010/03/16/13246791.html
When buying in means selling out: Sustainable consumption campaigns and unintended uncivic boomerang effects http://www.comm.ucsb.edu/faculty/rrice/Atkinson.pdf
Stay Informed
Support our work.

BUS 5656 Consumer Behavior
- Week 1 Introduction to Consumer Behavior (Ch. 1)
- Week 2 External Influences: Cultural and Social (Ch.2-4)
- Week 3 External Influences: Subcultures, Households and Reference Groups (Ch.5-7)
- Week 4 Internal Influences: Perception, Learning and Memory (Ch.8-10)
- Week 5 Internal Influences: Attitudes and self-concept (Ch11-12)
- Week 6 Decision Process: Situational influences, Problem Recognition, Information Search (Ch.13-15)
- Week 7 Decision Process: Alternative Evaluations, Outlet Selection and Purchase, (Ch.16-18)
- Week 8 Organizations as consumers, Consumers behavior and regulation (Ch.19-20)
Case Study Assignment
Academic writer - your starting point for all things apa citation style.
- Academic Writer This link opens in a new window A digital platform for writing research papers and managing references in APA Style through full integration of the Publication Manual of the American Psychological Association . Individual user accounts are required to write papers and save references. Training materials are available from the APA.
Select one of the supplied case studies to analyze. Read the article first, before you prepare to respond to the questions. Your analysis of the case should be 3-4 pages, double-spaced and include 3-5 peer-reviewed references (in addition to the text) to support your analysis. Use APA format for references and format of the paper.
Supplied cases: These case studies can be found in the library collection. See the "How to access articles in the Evans Library" box below to learn how to find these cases and more!
- Tian, K. and Tian, R. G. (2011). Food consumption and cultural awareness: An anthropological case study of consumer behavior at a Chinese restaurant. Journal of Marketing Development & Competitiveness, 5(4), 51-69.
- Moran, M. B., PhD., Walker, M. W., DrP.H., Alexander, T. N., PhD., Jordan, J. W., M.A., & Wagner, D. E., Ph.D. (2017). Why peer crowds matter: Incorporating youth subcultures and values in health education campaigns . American Journal of Public Health , 107(3), 389-395.
- Warner, L. A., Lamm, A. J., Rumble, J. N., Martin, E. T., & Cantrell, R. (2016). Classifying residents who use landscape irrigation: Implications for encouraging water conservation behavior . Environmental Management , 58(2), 238-253.
Organize your paper in the following sections:
- Identify the key problems and issues in the case study.
- Formulate and include a thesis statement, summarizing the outcome of your analysis in 1–2 sentences.
- Set the scene: background information, relevant facts, and the most important issues.
- Use addition research to define the problems in this case study.
- Explain in detail the external factors that are influencing consumer behavior in the case.
- Explain how the external factors are addressed in the campaign or situation.
- Also, explain what external factors were not addressed in the campaign or situation.
- Describe the solution that was used in the case to address the targeted external factors.
- Explain why this solution was chosen
- Also explain alternative external factors that could have been addressed.
- Use concepts from class (text readings, discussions, lectures), outside research and possibly personal experience (anecdotes)
- Based on the solutions that were used in the case and the additional external factors your identified, make recommendations for how the campaign should have been developed or what should be done in the future.
How to access articles in the Evans Library
OneSearch, available from the Evans Library website ( http://lib.fit.edu ), lets you search almost all of the Library's holdings at one time, using a Google-like search. View the video below to learn more about this great tool. To search for articles, type in the article title and click on "Search".
Hint: Click the full-screen icon at the bottom right of the video to view a much larger version. Remember to press "Esc" on your keyboard to exit the full-screen view.
- << Previous: Week 8 Organizations as consumers, Consumers behavior and regulation (Ch.19-20)
- Last Updated: Sep 14, 2022 5:14 PM
- URL: https://libguides.lib.fit.edu/BUS5656ConsumerBehavior
We use cookies to enhance our website for you. Proceed if you agree to this policy or learn more about it.
- Essay Database >
- Essay Examples >
- Essays Topics >
- Essay on Marketing
Example Of Essay On Starbucks Case Study: Consumer Behavior And Environmental Influences
Type of paper: Essay
Topic: Marketing , Customers , Products , Starbucks , Employee , Workplace , Coffee , Business
Words: 1600
Published: 02/08/2020
ORDER PAPER LIKE THIS
Starbucks is one of the most trusted brands in the world with more than 20,000 stores in 62 countries (Loxcel, “Loxcel Starbucks”). In order to achieve those results, the company had to implement high standards for employee training, customer service, real estate acquisition, and product quality. With a mission statement that focuses on building a great working environment, embracing diversity, promoting human dignity, high standards of product creation, Starbucks does not offer only products to consumers, but it also offers satisfaction to both employees and customers in different communities.
Successful Store Positioning. It is possible to notice that Starbucks is located at high-traffic areas, such as airports, commuting routes, or college campuses. Location can be a significant factor that determines success because the company can gain more exposure, thus saving resources on marketing campaigns. Starbucks Focuses on Expansion Constantly. New stores are constantly opened because of licensing and international expansion. While the company had only 6,000 stores in 2003, they currently have stores opened at more than 20,000 locations worldwide. Employee Quality. When compared to the average fast-food industry turnover rates, Starbucks has one of the lowest barista turnover rates in the industry, which is estimated at 70 percent (Moon and Quelch, “Starbucks”). Diversification of Products. Although Starbucks started out as a coffee shop, they expanded into other markets to increase revenue. For example, they currently offer tea, iced tea, smoothies, and other beverages in addition to coffee. When the company added sandwiches, hot breakfasts, and other food items on the menu, they also started competing with fast-food companies, such as McDonalds, which responded to the challenge by adding coffee to their own menus. Reduced Quality. Because of high demands, Starbucks had to place more emphasis on efficiency rather than product quality. An example is the introduction of flavor-locked packaging, which does not provide the same taste as fresh ground coffee. Apart from minor sacrifices, it is possible to notice that the company still follows the guidelines used to ensure their decisions are in compliance with their mission statement.
PERSONAL AFFECT
Positive Aspects. The first positive aspect I appreciate is high-standard employee training and customer service. Because Starbucks focuses on both employee and customer satisfaction, they deserved their success as an international brand. Second, Starbucks frequently creates new coffee-based drinks, and I respect their ability to produce innovative products that capture attention and entertain the customers. Finally, Starbucks has an environmental mission statement that recognizes the importance of using environmentally friendly products and promoting environmental responsibility as one of the corporate values. Because of their commitment to environmental leadership, they are more likely going to gain trust and credibility among their consumers. Negative Aspects. Because Starbucks is a chain store, some sacrifices need to be made in order to satisfy the needs of a growing audience. I personally do not agree with the company’s choice to venture into other types of beverages, such as tea and smoothies, or include a variety of foods on their menu. The second critique is the over-saturation caused by opening too many locations after real estate acquisition standards were lowered to satisfy the needs for rapid growth (Stone, “Lax Real Estate”). Although expansion is required to increase revenue and profitability, it is important to consider that increasing revenue by diversifying offers can lead to lower product quality because it is exchanged in favor of quantity.
Gourmet Coffee Buying Decisions
Target Market. According to Starbucks CEO Shultz, the target market in the early stages of the company’s development consisted of white-collar patrons, who were well-educated and between 25 and 44 years of age (Moon and Quelch, “Starbucks”). Because of that description, is possible to notice that their primary market is more likely going to be inclined to gourmet coffee. Market Needs. Tending to the needs of their market is one of the key reasons for Starbucks’ success. According to the company, people who visit Starbucks want a cup of coffee, but the ambient invites them to stay (Moon and Quelch, “Starbucks”). In a sophisticated environment, gourmet coffee becomes a primary choice over regular coffee. Innovation. Drinking coffee has become a routine for most people, so it is natural to assume they will desire new experiences occasionally. Because Starbucks offers a variety of products, customers can experience drinking coffee as a pleasure rather than a habit. The need for new experiences and the availability of those experiences is one of the reasons people are more likely going to buy gourmet coffee. Fear of Missing Out. Scarcity is an important principle in sales. Because several gourmet drinks and featured offers are branded by Starbucks, they cannot be obtained in other stores. Some offers may also be a limited edition drink, which makes them desirable to consumers. Incentive Programs. To reward customers for their loyalty, Starbucks offers a loyalty program for frequent customers. According to their Terms and Conditions, customers are entitled to several benefits, such as free drinks and meals on their birthday, personalized offers, and more (Starbucks, “My Starbucks Rewards”). With an incentive program, customers are more likely going to choose gourmet coffee for better rewards or as free gifts for their loyalty.
Environmental Influences in Buying
Ambiance. Several regulations and decoration choices contribute to the ambiance in Starbucks stores. The goal of their ambiance is to create returning customers by encouraging them to stay in an environment that emphasizes building a community, features suitable music, and offers a comfortable physical layout. For example, the seating areas in stores are designed to encourage lounging. The music needs to be soothing because the customers will desire to stay longer and relax in a slow-paced environment, which helps them distance from the fast-paced environments they are usually exposed to both at home and work (Thompson and Gamble, “Starbucks Corporation”). Regulating the Aroma in Stores. Aromas help people make buying decisions because smell affects taste significantly. According to Starbucks’ regulations, employees are encouraged to avoid strong perfumes and colognes (Moon and Quelch, “Starbucks”). The food is also covered and smoking is forbidden. With those regulations, the smell of coffee is emphasized as the strongest scent in the store, and may influence the buyers’ decisions as gourmet coffee smells more appealing than regular coffee. Employee Training. Starbucks understands that satisfied employees can offer better customer service (Moon and Quelch, “Starbucks”). For the company, both customer and employee loyalty are important because employees can form bonds with customers and (Moon and Quelch, “Starbucks”). Several regulations are in place to ensure customer service is exceptional. For example, employees are taught to offer free refills to customers who spill their drinks or offer compensations, such as coupons, to dissatisfied customers (Moon and Quelch, “Starbucks”). Building Trust. Demonstrating expertise in the area of service is critical for gaining trust among the customers. Employees at Starbucks are not only trained to treat customers with respect, but they are also taught how to brew excellent coffee and how to make recommendations to customers. By presenting their knowledge about coffee, employees are observed as expert baristas and have more influence over the customers’ decisions. Exposure to High-Quality Brands. Apart from serving coffee, Starbucks also has a store in which they sell premium coffee. As visitors become regular customers, they will be frequently exposed to those brands, and they may eventually decide to try one of the gourmet coffees offered at Starbucks.
Starbucks Web Site Review
Although the professional graphical design is evident on the Starbucks web site, the content and elements are most likely not distributed in a way that will maximize their marketing efforts. The main drawback is offering visitors too many options, which makes it difficult for the customer to make a decision when buying products. However, it is also important to note that the landing page shows news related to their menu or offers and recent informative blog posts. With that approach, the visitor has the option to notice important updates and offers immediately. In the featured offers, Starbucks shows concise descriptions and an image for each featured product. When a visitor clicks on a product, the description also includes nutritional values. Their approach is excellent because presenting fewer products always improves conversion rates, and a beautiful image makes the product more desirable (Gehl, “12 Ways”). However, it is also important to consider that the description is aimed at describing the flavors, which is an effective way of marketing a product to people who are already inclined to gourmet coffee or enjoy experimenting with new flavors. While the featured offers may increase sales among that population, they probably do not increase sales among other customers because they do not understand how buying those products will benefit them (Gehl, “12 Ways”). For example, clearly stating health benefits in the product description of the ingredients used could increase more sales because people will have a reason to buy the product other than great taste.
Works Cited
Gehl, Derek. “12 Ways to Increase Online Sales.” Entrepreneur, n.d. Web. 7 June 2013. Loxcel. Loxcel Starbucks Map Showing 20,834 Stores. 2013. Loxcel, Toronto. Loxcel Cell Tower & Map Consulting. Web. 7 June 2013. Moon, Youngme, and John Quelch. Starbucks: Delivering Customer Service. Harvard College. Boston, MA: Harvard Business School, 2003. Web. 7 June 2013. Starbucks. “My Starbucks Rewards™ Program – U.S.” Starbucks, 2013. Web. 7 June 2013. Stone, Brad. (2008). Lax Real Estate Decisions Hurt Starbucks. New York Times, 2008. Web. 7 June 2013. Thompson, Arthur A., and John E. Gamble. “Starbucks Corporation.” The McGraw-Hill Companies, 1999. Web. 7 June 2013.
Cite this page
Share with friends using:
Removal Request

Finished papers: 1488
This paper is created by writer with
ID 284820838
If you want your paper to be:
Well-researched, fact-checked, and accurate
Original, fresh, based on current data
Eloquently written and immaculately formatted
275 words = 1 page double-spaced

Can't find a free sample that matches your requirements?
Subscribe to WowEssays Premium and get access to over 1 MILLION high-quality downloadable samples
GET ACCESS NOW
Related Essays
Example of essay on why i deserve to be a sergeant (non-commissioned officer), good example of research paper on the 2016 election, good example of research paper on statement of need, good example of research paper on results, good example of research paper on revenue management, good example of research paper on professional nursing organization, good example of research paper on wireless technology, good example of research proposal on what if we don’t have emotions, good example of resource and energy optimization in cloud computing literature review, good example of research paper on retrospective analysis of personality, good example of research paper on research and methods, good example of research paper on “swing a majig” swot analysis, good example of research paper on research project outline, good example of research paper on shahadah, good example of research projects essay, good example of research paper on squamous cell carcinoma, good example of research proposal on the underlying research will revolve around the following research question:, good example of research paper on the consequences drove by climate change, good example of research paper on the health information system professional, good example of research paper on the “imagination of disaster” in things to come and, good example of research paper on pseudorabies, good example of research paper on teenage pregnancies; the problems and the solutions.
- Difficulty Term Papers
Password recovery email has been sent to [email protected]
Use your new password to log in
You are not register!
Short on a deadline?
Don't waste time. Get help with 11% off using code - GETWOWED
No, thanks! I'm fine with missing my deadline

IMAGES
VIDEO
COMMENTS
Consumer Behavior Articles, Research, & Case Studies - HBS Working Knowledge Consumer Behavior New research in consumer behavior from Harvard Business School faculty on issues including behavioral economics, brand loyalty, and how consumers determine the worth of a product. Page 1 of 162 Results → 06 Dec 2022 Research & Ideas
Consumer behavior Follow this topic Related Topics: Sales and marketing Business management Market research Strategy Marketing See All Topics Popular From the Store For You The Elements of...
Consumer behavior is an essential part of the marketing for brands that are trying to influence the purchasing behavior of consumers. Burberry as a brand has been able to influence the purchase decisions of consumers by utilizing motivational, perception, personality and lifestyle strategies.
SUMMARY: Potential customers judge your marketing and product offerings based on the limited information they have. In other words, they have a perception gap. They don't see your products for what they really are, they use a sliver of information to make a snap judgement. Here's where marketers come in.
CATEGORY: CONSUMER BEHAVIOR PRODUCT: CASE STUDY CASE ID: CB-1-0019, CB-1-0019A CASE LENGTH: 14 pages SHOW DETAILS Hindustan Unilever's Kan Khajura Tesan: 'On-Demand' Consumer Communication AUTHOR (S) : Vijay Kumar Tangirala and Dr. Nagendra V. Chowdary PUBLISHED DATE: 27/06/2015 PUBLISHER: ET Cases CATEGORY: CONSUMER BEHAVIOR PRODUCT: CASE STUDY
The consumer behaviour plays an important role in marketing of fast moving consumer goods.This behaviour is effected by various factors.In the present era of globalisation needs and wants...
Case Study on Consumer Behavior: Gillette When most people hear "GILLETTE", one thing comes to mind-Razors. That's to be expected, since safety razors were invented by King C. Gillette in 1903, and the product in various forms has been the core of the company's business ever since. Few firms have dominated an industry so completely and for so long.
Consumer behavior refers to any character adopted by consumers with regard to selection, purchasing and consumption of goods and products . This is the study that deals with several decisions made by consumers with regard to products and services that satisfy their needs.
This case study examines how consumer behavior has successfully been used to promote Coca-Cola brand in Thailand while the market share of company has declined. First of all, this case study states a short history of Coca-Cola and explains the problem background of the company regarding in Thailand.
CONSUMER BEHAVIOUR CASE STUDY 10. COACH REACHES ASIA'S EMERGING MIDDLE CLASS. Unit Lecturer: Mrs. Zana Azeredo Date of Submission: 23/03/ Team Members: 1. Athira Menon- 33288281 2. Caleb David- 33080038 3. Elkhaamil Malik- 33692644 4. Shadi Salem- 33716349 5. Afrah Salah Ahmed- 32665018 6.
Economic Research Service/USDA Consumer Food Safety Behavior / AER-804 23 Conclusions Consumers do act on their perceptions of the risk of foodborne illness. Our results showed a significant ... Consumer Food Safety Behavior: A Case Study in Hamburger Cooking and Ord ering, aer-804 Author: Katherine Ralston, C. Philip Brent, YoLanda Starke ...
Cases in Consumer Behaviour Cases in Consumer Behaviour contains a selection of case studies which examine different aspects of the behaviour of European consumers. These case studies consider, amongst other issues, personal consumer decisions and interactive household decision making; cultural and social effects on consumer behaviour; new product development and diffusion in different ...
This attitude is consistent with the brand personality and the image of its customers. It is for this reason that the company aligns itself with the young male - fast paced and energetic, interested in extreme sports, risky behaviour and never satisfied with the last thrill.
Case Study- Consumer Behaviour Sociologist, a Psychologist, a spiritualist and a Man tries to bring out different views on consumerism. It looks at consumerism from the perspective of its Economical and Sociological influence on the country and Psychological and Spiritual influence on Human beings.
Consumer behavior is the study of consumers and the processes they use to choose, apply and dispose of products and services, including consumers' emotional and behavioral responses. IKEA is...
Consumer Behavior Case Study Leave a reply Judging from the survey (Table 1), one can conclude that obviously the target market of the program is people with above the average level of income, who are over twenty one years old. The target market includes people who care about their sexuality and image.
Consumer behaviour Solved Case Study: Answer 1 Focus: Effective Marketing Strategy for Healthy food products The following points can be inferred from the study: Consumers are more aware now, they do not simply buy what is available but demand specific products The user may not always be the buyer
Buying Green: Consumer Behavior. Green consumer products, such as organic food, fair trade coffee, or electric cars, represent a fast-growing segment of the consumer market. In the area of organic food alone, data from the Organic Trade Association reveals that consumer demand in the United States has seen double-digit growth every year since 1990.
Consumer Behavior ICMR Case Collection provides teachers, corporate trainers, and management professionals with a variety of teaching and reference material. The collection consists of case studies and research reports on a wide range of companies and industries - both Indian and international. The collection contains several kinds of case studies like Business Environment, Business Ethics ...
Supplied cases: These case studies can be found in the library collection. See the "How to access articles in the Evans Library" box below to learn how to find these cases and more! Tian, K. and Tian, R. G. (2011). Food consumption and cultural awareness: An anthropological case study of consumer behavior at a Chinese restaurant.
Cultural Factors affecting Consumer Behaviour Culture - Culture is basically the way of living and thinking pattern that is followed from generation to generation in a society. It includes knowledge, belief, traditions, morals, values, customs and other such habits that are acquired by people as members of a
Example Of Essay On Starbucks Case Study: Consumer Behavior And Environmental Influences. Starbucks is one of the most trusted brands in the world with more than 20,000 stores in 62 countries (Loxcel, "Loxcel Starbucks"). In order to achieve those results, the company had to implement high standards for employee training, customer service ...
Consumer behavior is the study of how people make decisions about what they buy, want, need or act in regards to a product, service or company. Consumers have more options than ever, with more ...