7103205 Consumer Buying Decision Process

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    Consumer Buying Decision Process

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    Objectives

    Determine how cultural, social, personal,

    and psychological factors influence

    consumer buying behavior. Describe how the consumer makes a

    purchasing decision.

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    Model of Customer Buyer Behavior

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    Consumer Buying Decision Process

    Who Makes the Buying DecisionWho Makes the Buying Decision

    Types of Buying DecisionsTypes of Buying Decisions

    Stages in the Buying ProcessStages in the Buying Process

    Marketers Must Identify and Understand:

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    Outline the stages in the consumer

    decision process.

    Distinguish among three variations of

    the consumer decision process:routine, limited, and extended problem

    solving.

    The proper understanding of Consumer

    behavior helps the marketers in

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    Consumer Buying Decision Process

    Five-Stage Model of the Consumer Buying Process

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    Consumer Buying Decision Process

    Post-purchase Behavior:

    Consumers expectations are compared to

    performance

    Post-purchase satisfaction influences future

    behavior

    Purchasing behavior

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    Psychological influences affectconsumer behavior, particularly

    purchase decision processes.

    Socio cultural factors influence on

    consumer behavior and their effects on

    purchase decisions.

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    Consumer Buying Decision Process

    Post-purchase Behavior:

    Consumers expectations are compared to

    performance

    Post-purchase satisfaction influences future

    behavior

    Purchasing behavior

    Word-of-mouth communications

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    Recognize how marketers can useknowledge of consumer behavior to

    better understand and influence

    individual and family purchases.

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    Purchase decision process

    CONSUMER

    PURCHASE DECISION PROCESS

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    Consumer Reportsevaluation of portable

    compact disc players (abridged)

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    Alternative Evaluation: Assessing

    Value Evaluative criteria Evoked set

    Purchase Decision: Buying Value

    Postpurchase Behavior: Value in

    Consumption or Use Cognitive dissonance

    CONSUMER PURCHASE

    DECISION PROCESS

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    Involvement and Problem-SolvingVariations

    CONSUMER PURCHASE

    DECISION PROCESS

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    Comparison of problem-solving Variations

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    Involvement and Problem-Solving

    Variations (cont)

    Routine Problem Solving

    Limited Problem Solving

    Extended problem Solving

    Involvement and Marketing Strategy

    Situational Influences

    CONSUMER PURCHASE

    DECISION PROCESS

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    Influences onthe consumer

    purchase

    decision

    process

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    Motivation and Personality

    Motivation

    Personality National character

    Self-concept

    Perception Selective Perception

    Subliminal perception

    Perceived Risk

    PSYCHOLOGICAL INFLUENCES

    ON CONSUMER BEHAVIOR

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    Hierarchy

    of needs

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    Learning

    Behavioral Learning Cognitive Learning

    Brand Loyalty

    PSYCHOLOGICAL INFLUENCES

    ON CONSUMER BEHAVIOR

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    Values, Beliefs, and Attitudes

    Attitude Formation Attitude

    Beliefs

    Attitude Change

    Lifestyle

    PSYCHOLOGICAL INFLUENCES

    ON CONSUMER BEHAVIOR

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    Personal Influence

    Opinion Leadership

    Word of Mouth

    Reference Groups

    Family Influence Consumer Socialization

    Family Life Cycle

    Family Decision Making

    SOCIOCULTURAL INFLUENCES

    ON CONSUMER BEHAVIOR

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    Social Class

    Culture and SubcultureAfrican-American Buying Patterns

    Hispanic Buying Patterns

    Asian Buying Patterns

    SOCIOCULTURAL INFLUENCES

    ON CONSUMER BEHAVIOR

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Project on Effect of Branding on Consumer Buying Decision

Project on Effect of Branding on Consumer Buying Decision

Consumer Buying Process & Organizational Buying Behavior

Consumer Buying Process & Organizational Buying Behavior

Flipkart (Consumer Behavior Buying Decision Process)

Flipkart (Consumer Behavior Buying Decision Process)

13.Categories That Effect the Consumer Buying Decision Process

13.Categories That Effect the Consumer Buying Decision Process

NPC Lecture 3 Consumer Behavior. NPC Lecture 3 Consumer Buying Process Post-purchase behavior: Consumption value Purchase decision: Buying value Alternative.

NPC Lecture 3 Consumer Behavior. NPC Lecture 3 Consumer Buying Process Post-purchase behavior: Consumption value Purchase decision: Buying value Alternative.

The Effect of Social Media on Consumer Buying Decision ...trap.ncirl.ie/815/1/Sinem_Ozer.pdf · The Effect of Social Media on Consumer Buying Decision Process Smem Ozer A dissertation

The Effect of Social Media on Consumer Buying Decision ...trap.ncirl.ie/815/1/Sinem_Ozer.pdf · The Effect of Social Media on Consumer Buying Decision Process Smem Ozer A dissertation

The effect of social media on consumer buying decision ...

The effect of social media on consumer buying decision ...

Revisionary Test Paper : Paper 13-Management Accounting ...iii. Types of Buying Behaviour: Consumer decision making varies with type of buying decision. Complex and expensive purchases

Revisionary Test Paper : Paper 13-Management Accounting ...iii. Types of Buying Behaviour: Consumer decision making varies with type of buying decision. Complex and expensive purchases

FACTORS AFFECTING ONLINE CONSUMER BUYING DECISION IN …

FACTORS AFFECTING ONLINE CONSUMER BUYING DECISION IN …

Consumer decision making process : Buying a car

Consumer decision making process : Buying a car

A study on Celebrity endorsement of Consumer buying decision Report

A study on Celebrity endorsement of Consumer buying decision Report

Factors affecting consumers’ buying decision in the ... · behavior effect on decision-making during coffee brand selection. Consumer Consumer behavior consists of four factors:

Factors affecting consumers’ buying decision in the ... · behavior effect on decision-making during coffee brand selection. Consumer Consumer behavior consists of four factors:

CONSUMER PERCEPTIONS, BUYING PREFERENCESAND FACTORS AFFECTING DECISION MAKINGFOR PURCHASING FURNITURE By Syeda Sara Tazeen

CONSUMER PERCEPTIONS, BUYING PREFERENCESAND FACTORS AFFECTING DECISION MAKINGFOR PURCHASING FURNITURE By Syeda Sara Tazeen

Factors influencing consumer buyer behavior,buying decision process

Factors influencing consumer buyer behavior,buying decision process

Consumer Decision Journey Research Report · 2017-06-12 · Consumer Decision Journey ... customers have as they move through the buying process for various types of eyewear (sunglasses,

Consumer Decision Journey Research Report · 2017-06-12 · Consumer Decision Journey ... customers have as they move through the buying process for various types of eyewear (sunglasses,

Consumer Buying Behaviour and Decision Making

Consumer Buying Behaviour and Decision Making

Topic Overview - 教育局...4. Understand the consumer and business buying process. Overview of Contents: Lesson 1 Buying Decision Lesson 2 Consumer Lesson 3 Business Customer and

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A Study on the Impact of Advertisement in Taking Buying Decision by Consumer

Consumer Buying Behavior And Decision Making

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Lesson 5 Buying behavior of consumers and organizations – Analyzing consumer and business markets Consumers´ decision process and buying behavior Types.

Lesson 5 Buying behavior of consumers and organizations – Analyzing consumer and business markets Consumers´ decision process and buying behavior Types.