Introduction
With the availability of a large number of products that serve to satisfy the same need, it becomes very had for the consumer to make a choice as to which product to by and which one to avoid. This is why the marketers have to come in to find out ways of to changing the consumer attitudes towards their brands in order for them to gain more customers.
They have to come up with the marketing strategies that enable them to win the competition. These strategies give shape to the consumer behavior. Consumer behavior can be defined as âactions undertaken by people (consumers) that involve the satisfaction of wants and needsâŠsuch actions often, but not always, involve the acquisition of goods and servcies through marketsâ Economic Glossary, 2011).
The focus of this paper is on the consumer behavior in regard to the Appleâs iPod. Introduced in 1971 by Steve Jacobs, beginning from that time, the company has turned out to be a brand to reckon with. Appleâs customers are very loyal to the companyâs brand. Among the most innovative products that have been brought to the market is the iPod (VERTGO Team, 2011).
This product is the market leader âin the product category of portable music players and has created a niche for itselfâ (Weisbein, 2008). A large number of people have been attracted by the iPodâs fashionable appearance and ease of use and there has been no defined specific target market for the product.
However, the young people play a great part in the expansion of the iPod market since they have given the product the representation of being stylish and youthful. This paper seeks to explain how marketers try to generate positive attitudes toward the iPod product.
In order to achieve this, a behavioral analysis is carried out in which the role of individuals factors such as motivation and values, learning and perception are considered. Other individual actors considered are; individual decision making process, attitudes and personality. These are looked at in relation to how the Apple Company is able to develop its marketing strategies for the iPod product through understanding the consumer behavior.
Perception
There are various individual factors that are linked to the iPod which include the
sensory receptors such as hearing, vision and touch. The Apple Company has used these to influence the consumer behavior. The iPod product can be seen as being a simple device and yet fashionable, stylish and attractive (See images below).
The wheel, which is found below the screen, that is used for controls, is âan innovative technology never seen beforeâ (iBummed.com,. 2011, p.1). As it can be seen in the photographs above, the screen of the iPod is big, making it possible for the users to be able to see the functions such as the song list.
According to Varian (2007), âthe material used to build the iPod are of high quality and smooth to touchâ (Varian, 2007, p.1). The iPodâs wheel has âtouch sensing ability for voice controlsâ (iBammed.com, 2011, p.1). In addition, the iPod is a digital musical player that plays the entire much loved tracks of the owners.
There is use of âbehavioral pricingâ because the iPod is of high quality, thus the price is higher than that charged by the competitors. It is pointed out that âit is normally hedonic consumption as mostly all the sensory organs are associated with it and the purchase decision for specifically iPod can not be justifiedâ (iBammed.com, 2011, p.1).
The main target of the advertisement campaigns is the young audience and this is for the reason that there is a higher likelihood that young consumers will use this product and go on remaining loyal to the brand for a longer time. Another reason is that the younger consumers will be attracted to the fashionable appearance and offering it âa young and trendy lookâ (iBammed.com, 2011).
Learning and Memory
Positive reinforcement serves a significant role as the iPod consumers become members of a community and develops a sense of belonging to this community. In addition, the iPod consumers are considered to be young, fashionable, modish, and attractive by other people in the society which assist in boosting these consumersâ morale and image. Also, the consumer can listen to his or her much loved music âon the goâ and this is an additional benefit.
In addition, âthere is a form of observational learning or vicarious learning as many people buy the iPod because they see many famous celebrities, models, actors, loved ones owning and sharing their playlists and songs with each otherâ (iBummed.com, 2011, p.1). Moreover, it is observed that a large number of designers are coming up with âluxury accessoriesâ for the iPod with an intention of personalizing itâ (Costello, 2008).
Motivation and Values
The main objective of the motivation process is âthe need to listen to music while on the move and the need to be trendy, young and belonging to the iPod communityâ (iBammed.com, 2011, p.1). The stimulating factor is the pressure that is brought about by the people surrounding the consumer which makes him to be exposed to the iPod.
The want is the eventual buying of the iPod at a time the consumer realizes satisfaction as he has attained his goal. The measurement of the motivational power can be carried out by the âexpectancy theoryâ since the consumer expects this product to play his much love music. The iPod is entirely linked to âhedonic needs since it is a need for excitementâ (iBammed.com, 2011, p.1).
In addition, it as well portrays the need for affiliation since those who own the iPod can engage in the exchanging of the playlists, music and iPod amongst themselves, forming an iPod community. More so, it can portray the need for achievement in part since the Apple Company is regarded as a luxury brand and the iPod is regarded as a âluxury technological productâ (iBummed.com, 2011, p.1).
Furthermore, the iPod is identified with two brands in the Maslowâs hierarchy and these are belongingness and self-actualization. There are reasons for that. One of the reasons is that those who own the iPod are majorly the people who engage in travelling and have a desire to listen to music they love most as being their hobby or as a source of entertainment.
In addition, the belongingness is linked to the iPod since it has formed up a community and each person that possesses it is part of that community. It is also pointed out that particular type of channel is brought about in the community referred to as podcast that has ânews, favorite TV shows, music albums, talk shows etc, relayed on the portable music player, primarily iPodâ (PCMag, 2008, p.1).
The iPod is a âhigh involvementâ product because various choices of iPods are available to the consumers and this depends on the needs they have. Adding to this, the consumers have a great relationship with their iPods they have and they have the âfondness to accessorize it in accordance with their needsâ (iBammed.com, 2011, p.1).
The number of songs an iPod can carry is determined by the capacity and this is a significant decision since the price is higher than the one charged on the similar products brought to the market by the competitors. However, the iPod can not be regarded as a âmaterialisticâ device and this is for the reason that it is bought with an intention of wanting to listen to music. Moreover, the iPod is used for personal satisfaction as well as for entertainment. Thus, there is a high likelihood that the non-materialistic people will buy it.
Personality and lifestyles
The research that has been carried out by Apple has assisted in understanding the kind of personality the iPod instills in the minds of the people. The focus of the iPodâs personality is on âsimplicity, emotions, imagination, lifestyle, innovation and passionâ (iBammed.com, 2011, p.1).
According to the analysis carried out by iBammed.com (2011), it was established that the iPod would be associated with âindividuality or Social Acceptance in the Dichterâs Motives of Consumptionâ (iBammed.com, 2011, p.1). The playlists of their own kind together with selected âaccessorizing iPodsâ indicate that individuality as well as the need for belonging to the iPod community could exhibit âsocial acceptanceâ (iBammed.com, 2011).
Additional personality characteristics analysis assists âto define BrandAsset Valuator Archetypes devised by Young and Rubicamâ (iBammed.com, 2011, p.1). The iPod do have two main archetypes; âbeing Queen and Actressâ (iBammed.com, 2011). âQueen beingâ possesses characteristics of ârelaxing, comforting, and sociable which are similar to that of iPod that it helps relaxing, comforting, and is very sociable deviceâ (iBammed.com, 2011, p.1). On the other hand, âActressâ possesses traits of âglamorous, dramatic, and involved and similarly users of iPod are highly involved with the product, and consider it as a trend setterâ (iBammed.com, 2011, p.1).
The kind of lifestyle which the iPod consumers have is an immense one. People who engage in travelling for various reasons are all included since a larger number of them have the fondness of listening to the music they love the most in the course of carrying out their activities. Even those who sit at home and those who donât want to move around carrying their CDâs prefer buying the iPod because it is convenient to carry since it fits well in the pocket and has a complete music library that one may desire to have.
Attitudes
The attitude is possibly formed as a consequence of a negative or positive personal experience. According to Oskamp and Schultz (2005), âmaybe outside influences of other individuals persuaded the consumerâs opinion of a product or serviceâŠ..attitudes are relatively enduringâ (Oskamp and Schultz, 2005, p.8). Attitudes are learned tendency to go ahead in line with or against a given object. In regard to marketing, âan attitude is the filter to which every product and service is scrutinizedâ (Dean, 2010, p1).
Among the most recognized defined functions presented by Katz is the utilitarian function. This function is formed on the basis of the ethical theory of utilitarianism, âwhere as an individual will make decisions based entirely on producing the greatest amount of happiness as a wholeâ (Sidgwick, 1907, p.33). The attitude of the consumer is apparently formed on the basis of a utility function at a time the decision revolves around the quantity of happiness or suffering it brings (rewards or punishment).
The iPod product can be linked to the âUtilitarian functionâ and this is for the reason that it has punishments and rewards involved. âThe reward of owning are listening to quality music whenever and wherever, storing and possessing huge music collection in a device that can fit in to oneâs pocket, and to belong to a communityâ (iBammed.com, 2011, p1). On the other hand, the punishments for not having an iPod may involve âalienation, discomfort and maybe purchasing a competitor brandâ (iBammed.com, 2011, p1).
Considering the Apple iPod in relation to the ABC model, because the iPod is a product of âhigh involvementâ the âstandard learningâ may apply to it. âAccording to which initially the consumer has the phase of cognition where he has a belief about the iPodâ( iBammed.com, 2011, p1). This belief in turn is changed to the feeling the consumer sets up for the iPod and he eventually makes a decision to buy it or decides to take any action concerning the iPod.
Individual Decision Making Process
The âindividual decision making processâ can either be collectivistic or individualistic. In the case where this process is individualistic, it is greatly âexperiential perspectiveâ since the individual purchases the iPod purely for the reason that the product is appealing. This process encompasses problem solving as the iPod is a product of âhigh involvementâ and a decision to buy it consists of particular risks.
It is pointed out that the decision to buy the iPod has an âOpportunity Recognitionâ as the Actual state âremains the same, where the consumer is using the CD player and buying several CDâs, but the Ideal state is uplifted where the consumer can carry all his songs in one device which can fit in the pocketâ (iBammed.com, 2011, p.1).
Comprehensive external search is carried out by visiting friends and family, company website, and looking at the reviews and blogs. In addition, a lot o search is carried out before purchasing the product because it is a âhigh involvementâ product and important information is required to make the buying decision. The single perceived risk which is involved is the price since the iPod is a very expensive device in comparison to the competitorsâ products.
The consumers who form the âApple Communityâ do not just go for any alternatives buy they rather purchase it right away. Those consumers who are not part of the Apple Community have very limited alternatives from the competitors and the only existing competitor that may âmatch with iPod is the Microsoft Zuneâ (iBammed.com, 2011, p.1).
In view of the fact that the iPod has created a unique niche and is on the highest level of the product category, âit dominates the market of portable music players and according to the Zipfâs Law; it is 50 percent more profitable when compared to its nearest competitor that is Microsoft Zuneâ (iBammed.com, 2011, p.1).
At a time the consumers want to buy an iPod, they can approach a group of family members or friends. The âbasic reference group will be the family members and this is followed by friends and colleaguesâ (iBammed.com, 2011, p.1). A large number of offices do have a culture of engaging in the sharing of the iPod playlists or even iPods. In addition, the consumers who have similar outdoor activity taste and have fondness for music among other things will associate with and look for advice from amongst them.
Before buying, the consumerâs decision to buy can be influenced by the opinion leaders. In addition, in the household decision making process, in most cases, âthe young people are the ones who come up with decisions first for purchasing the iPod because they are âtechno-savvyâ and other family members will follow this decision later onâ (iBammed.com, 2011, p.1).
Moreover, peer pressure can as well have a great influence on the decision since the iPod is regarded as a fashion setter and if a person does not have one, he or she feels out of the place or not being part of his or her own group.
Conclusion
The Apple iPod is a market leader and a large number of consumers are always willing to buy even if it is obtained at a higher price than similar products offered by the competitors on the market. The Apple Company has been able to instill a positive attitude in the consumersâ mind. It has been able to change the consumer behavior and many of them are willing to belong to the âiPod Communityâ.
This has been realized through understanding the consumer behavior and applying the appropriate models in setting up the successful marketing strategy. However, there is need for the company to continue understanding the consumer behavior and coming up with new strategies to deal with the ever increasing competition.
References
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Oskamp, S. and Schultz, W., 2005. Attitudes and opinions. New Jersey: Lawrence Erlbaum Associates.
PCMag, 2008. Definition of podcast. Web.
Sidgwick, H., 1907. Methods of ethics. London: Macmillan and Company.
Varian, H. R., 2007. An iPod Has Global Value. Ask the Countries That Make It. Web.
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