Factors that Influence Consumer Behavior n External Influences –Culture –Socioeconomic level...
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![Page 1: Factors that Influence Consumer Behavior n External Influences –Culture –Socioeconomic level –Reference groups –Households n Internal Influences –Personal.](https://reader036.fdocuments.us/reader036/viewer/2022083006/56649f325503460f94c4e29c/html5/thumbnails/1.jpg)
Factors that Influence Consumer Behavior External Influences
– Culture– Socioeconomic level– Reference groups– Households
Internal Influences– Personal needs and
motives– Experience– Personality and self-
image– Perception and
attitude
Chapter 3.1
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Maslow’s Hierarchy of Needs
Physiological Needs Safety Needs Social and Belonging Needs Esteem Needs Self-actualization Needs
Chapter 3.2
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Feedback
Figure 3.1. Needs Related to Consumer Behavior
Needs Motivation Behavioral intentions
Behavior
Chapter 3.3
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Consumer Discretionary Purchasing over a Lifespan
Possession Experiences – less than 40 Catered Experiences – ages 40 to 60 Being Experiences – ages 60 to 80+
Chapter 3.4
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Consumer Adoption Process
Innovators – 2.5% Early Adopters – 13.5% Early Majority – 34.0% Late Majority – 34.0% Laggards – 16.0%
Chapter 3.5
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Consumer Decision-Making Model
Problem recognition Information search Evaluation of alternatives Purchase decision Post purchase evaluation
Chapter 3.6
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Consumer Problem-Solving Processes
Compensatory– Consumers use a
product’s strengths in one or more areas to compensate for deficiencies in other areas
Noncompensatory– Conjunctive: exceed
minimums on all attributes
– Disjunctive: exceed minimum on at least one attribute
– Lexicographic: prioritize and consider one attribute at a time
Chapter 3.7
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Consumer Problem-Solving Techniques
Routine Response Behavior – habitual response with little search or evaluation
Limited Problem Solving – some search and evaluation
Extended Problem Solving – extensive search and evaluation
Chapter 3.8
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Characteristics of Organizational Buying
Larger volume purchases Derived demand More emphasis on specifications and
service Professional buyers and more
negotiation Repeat business Multiple buyers
Chapter 3.9
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Members of an Organizational Buying Unit
Users – people that actually use the product Influencers – people with expertise who
may help determine specifications Buyers – people who make purchase Deciders – people with the authority to
select or approve a supplier Gatekeepers – people who control the flow
of information
Chapter 3.10