Transcript The Nature of Learning and Memory

CHAPTER
9
LEARNING,
MEMORY, AND
PRODUCT
POSITIONING
9-1
The Nature of Learning and Memory
9-2
Memory’s Role in Learning
Memory consists of two interrelated components:
1. Short-term Memory (STM) a.k.a. working memory
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is that portion of total memory that is currently activated
or in use.
2. Long-term Memory (LTM)
•
is that portion of total memory devoted to permanent
information storage.
•
Semantic memory is the basic knowledge and
feelings an individual has about a concept.
•
Episodic memory is the memory of a sequence of
events in which a person participated.
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Memory’s Role in Learning
Short-Term Memory
 STM is Short Lived
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Consumers must constantly refresh information through
maintenance rehearsal or it will be lost.
 STM has Limited Capacity
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Consumers can only hold so much information in
current memory.
 Elaborative Activities Occur in STM
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Elaborative activities serve to redefine or add new
elements to memory and can involve both concepts
and imagery.
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Memory’s Role in Learning
Long-Term Memory
 Schemas (a.k.a. schematic memory)
 Scripts
 Retrieval from LTM
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Learning Under High and Low Involvement
9-6
Learning Under High and Low Involvement
Cognitive Learning
1. Iconic Rote Learning
2. Vicarious Learning/Modeling
3. Analytical Reasoning
9-7
Learning Under High and Low Involvement
9-8
Learning, Memory, and Retrieval
Memory interference occurs when consumers have
difficulty retrieving a specific piece of information because
other related information in memory gets in the way.
A common form of interference in
marketing is due to competitive
advertising.
Competitive advertising makes it
harder for consumers to recall any
given advertisement and its
contents.
9-9
Learning, Memory, and Retrieval
What Can Marketers Do to Decrease
Competitive Interference?
Avoid Competing Advertising
Strengthen Initial learning
Reduce Similarity to Competing Ads
Provide External Retrieval Cues
9-10
Brand Image and Product Positioning
Brand image refers to the schematic memory of a brand.
Perceived Product
Attributes
Manufacturer
Marketer
Characteristics
Benefits
Brand Image
Users
Usage Situations
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Brand Image and Product Positioning
Product positioning is a decision by a marketer to try to
achieve a defined brand image relative to competition
within a market segment.
An important component of brand image is the appropriate
usage situations for the product or brand.
Perceptual mapping offers marketing managers a useful
technique for measuring and developing a product’s
position.
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Brand Image and Product Positioning
Product repositioning refers to a deliberate decision to
significantly alter the way the market views a product. This
can involve
 level of performance
 the feelings it evokes
 the situations in which it should be used, or
 who uses the product
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Brand Equity and Brand Leverage
Brand equity is the value consumers assign to a brand
above and beyond the functional characteristics of the
product.
Brand leverage, often termed family branding, brand
extensions, or umbrella branding, refers to marketers
capitalizing on brand equity by using an existing brand
name for new products.
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