IMR JAN 2013 - Indira Institutes

Changing Consumer Attitudes Among WomenTable 4Consumer Purchase decisionmaking Enablers throughAttitude functionCognitive beliefs on Productbenefits /Perceivedusefulness/ease of useFor Dura bles(in %)For FMCG(in %)+ Neutral ‐ + Neutral ‐HighLow HighLow81.22 1.15 17.63 74.25 7.49 18.26Affective/Feelings on Product 29.11 9.02 61.87 58.47 22.61 18.92Attitude towards purchase 64.9 9.96 25.14 19.73 75.06 5.21Subjective Norms /SocialInfluencePBC/Perceived risk/Importance /Involvement levelBehavioral IntentionPersonal characteristicsdemographicaspectsLifestyle and personality/SelfImage87.93 5.75 6.32 88.45 6.57 4.9885.63 9.39 4.98 72.56 21.91 5.5377.78 2.68 19.54 85.36 9.82 4.8278.16 12.26 9.58 86.15 11.47 2.3881.41 9.97 8.62 88.76 10.22 1.02Sub Cultural/Religious37.93 18.01 44.06 24.75 16.99 58.26beliefs/Social norms/Foodhabits/NativityFamily dynamics 88.31 4.80 6.89 91.62 6.86 1.52Mass media‐ Persuasion andSituational Influences64.37 2.29 33.34 81.49 17.25 1.26Past behavior/Cognitivedissonance39.84 57.10 3.06 23.78 23.81 52.41The family dynamics, social norms, PBC, beliefs on product benefits, lifestyle/self image of theconsumer are prominent in influencing the attitude for durables, while for the FMCG, Familydynamics, lifestyle/self image,demographic personal profile, social norms, behavior intention tobuy and situational marketing persuasion, influences the consumer in more discernablemanner.The Past experience,sub cultural aspects,affect/feelings are observed to have relativelylesser impact on the purchase attitude for both durables and FMCG.Indira Management Review - Jan 2013 53