The marketer needs to know about alternative evaluation—that is, how the consumer processes information to arrive at brand choices. Unfortunately, consumers do not use a simple and single evaluation process in all buying situations. Instead, several evaluation processes are at work.
The consumer arrives at attitudes toward different brands through some evaluation procedure. How consumers go about evaluating purchase alternatives depends on the individual consumer and the specific buying situation. In some cases, consumers use careful calculations and logical thinking. At other times, the same consumers do little or no evaluating; instead they buy on impulse and rely on intuition. Sometimes consumers make buying decisions on their own; sometimes they turn to friends, consumer guides, or salespeople for buying advice.
Suppose Lucy has narrowed her choices to four cameras. Also suppose that she is primarily interested in four attributes—picture quality, ease of use, camera size, and price. Lucy has formed beliefs about how each brand rates on each attribute. Clearly, if one camera rated best on all the attributes, we could predict that Lucy would choose it. However, the brands vary in appeal. Lucy might base her buying decision on only one attribute, and her choice would be easy to predict. If she wants picture quality above everything, she will buy the camera that she thinks has the best picture quality. But most buyers consider several attributes, each with different importance. If we knew the importance weights that Lucy assigns to each of the four attributes, we could predict her camera choice more reliably.
Marketers should study buyers to find out how they actually evaluate brand alternatives. If they know what evaluative processes go on, marketers can take steps to influence the buyer’s decision.
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