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Premium member Presentation Transcript Consumer Buying Behavior : Consumer Buying Behavior Learning Objectives : Learning Objectives Understand the major factors influencing consumer behavior Know and recognize the types of buying decision behavior Understand the stages in the buying decision process Consumer Market : Consumer Market Consists of all the individuals and households who buy or acquire goods and services for personal consumption. Consumer Buying Decision Process : Consumer Buying Decision Process Problem Recognition Information Search Evaluation of Alternatives Purchase Decision Post-Purchase Evaluation Types of Buying Behavior : Types of Buying Behavior Routine Response Limited Decision Extension Decision Impulse Buying Factors Influencing Consumer Behavior : Factors Influencing Consumer Behavior Personal Psychological Social Cultural Personal Factors : Personal Factors Age Life-Cycle Stage Stages in Family Life-Cycle : Stages in Family Life-Cycle Single Newly Married Couples Full Nest I Full Nest II Full Nest III Empty Nest I Empty Nest II Solitary Survivor Solitary Survivor, Retired Personal Factors : Personal Factors Age Life-Cycle Stage Occupation Economic Circumstances Life Style Psychological Factors : Psychological Factors “Wants” Based on a want or desire to have something. Not a necessity. Psychological Factors : Psychological Factors Motivation: Freud Id Ego Super Ego Maslow Hierarchy of Needs Psychological Factors : Psychological Factors Motivation Perception The process by which an individual selects, organizes, and interprets inputs to create a meaningful picture of the world. Selective Exposure Selective Distortion Selective Retention Psychological Factors : Psychological Factors Motivation Perception Learning Changes in an individual’s behavior arising form experience Psychological Factors : Psychological Factors Motivation Perception Learning Beliefs Descriptive thoughts that a person holds about something Psychological Factors : Psychological Factors Motivation Perception Learning Beliefs Attitudes Enduring favorable or unfavorable cognitive evaluations emotional feelings and action tendencies Functional Factors : Functional Factors “Needs” Need over wants. Delivers to a real “need” to have something. Social Class : Social Class Relatively homogenous, enduring divisions in a society, hierarchically ordered with members sharing similar values, interests, and behaviors. American Social Classes : American Social Classes Upper Upper 1% Lower Upper 2% Upper Middle 12% Middle 32% Working 38% Upper Lower 9% Lower Lower 7% Group Influences : Group Influences Strong Weak Strong Weak Brand Choice Product Choice Family Influence on Buying Behavior : Family Influence on Buying Behavior Husband-Dominant Wife-Dominant Equal Culture & Subcultures : Culture & Subcultures Cultures The accumulation of values, knowledge, beliefs, customs, objects, and concepts that a society uses to cope with its environment Subcultures Groups of individuals who have similar value and behavior patterns within the group but differ from those in other groups. Adoption Process : Adoption Process Awareness Interest Evaluation Trial Decision Confirmation Examples of Buying Motives:Psychological or Functional? : Examples of Buying Motives:Psychological or Functional? A senior wants to impress his date at the prom . His primary motive is …? Psychological Examples of Buying Motives:Psychological or Functional? : Examples of Buying Motives:Psychological or Functional? A girl wants to remember her grandmother on her birthday. Her primary motive is…? Psychological Examples of Buying Motives:Psychological or Functional? : Examples of Buying Motives:Psychological or Functional? A homemaker needs a new washing machine and has had good experiences with Sears. Her primary motive is …? Functional Examples of Buying Motives:Psychological or Functional? : Examples of Buying Motives:Psychological or Functional? A teacher wants to buy a practical car to be used for family transportation. Her/His primary motive is …? Functional Examples of Buying Motives:Psychological or Functional? : Examples of Buying Motives:Psychological or Functional? A career woman always buys Liz Claiborne clothes. Her primary motive is…? Psychological Examples of Buying Motives:Psychological or Functional? : Examples of Buying Motives:Psychological or Functional? An overweight 40 year old man wants to loose weight so that he can reduce his blood pressure. His primary motive is…? Functional Examples of Buying Motives:Psychological or Functional? : Examples of Buying Motives:Psychological or Functional? A homeowner needs to mow their lawn. Their primary motive is…? Functional Consumer Buying Behavior Competency : Consumer Buying Behavior Competency Consumer Buying Behavior Competency : Consumer Buying Behavior Competency Learning Objectives--Reviewed : Learning Objectives--Reviewed Understand the major factors influencing consumer behavior Know and recognize the types of buying decision behavior Understand the stages in the buying decision process Consumer Buying Behavior : Consumer Buying Behavior THE END Consumer Buying Decision Process : Consumer Buying Decision Process Problem Recognition Information Search Evaluation of Alternatives Purchase Decision Post-Purchase Evaluation You do not have the permission to view this presentation. In order to view it, please contact the author of the presentation.
Consumer Buying Behavior mba33 Download Post to : URL : Related Presentations : Share Add to Flag Embed Email Send to Blogs and Networks Add to Channel Uploaded from authorPOINT lite Insert YouTube videos in PowerPont slides with aS Desktop Copy embed code: Embed: Flash iPad Copy Does not support media & animations WordPress Embed Customize Embed URL: Copy Thumbnail: Copy The presentation is successfully added In Your Favorites. Views: 565 Category: Entertainment License: All Rights Reserved Like it (0) Dislike it (0) Added: February 07, 2011 This Presentation is Public Favorites: 0 Presentation Description No description available. Comments Posting comment... Premium member Presentation Transcript Consumer Buying Behavior : Consumer Buying Behavior Learning Objectives : Learning Objectives Understand the major factors influencing consumer behavior Know and recognize the types of buying decision behavior Understand the stages in the buying decision process Consumer Market : Consumer Market Consists of all the individuals and households who buy or acquire goods and services for personal consumption. Consumer Buying Decision Process : Consumer Buying Decision Process Problem Recognition Information Search Evaluation of Alternatives Purchase Decision Post-Purchase Evaluation Types of Buying Behavior : Types of Buying Behavior Routine Response Limited Decision Extension Decision Impulse Buying Factors Influencing Consumer Behavior : Factors Influencing Consumer Behavior Personal Psychological Social Cultural Personal Factors : Personal Factors Age Life-Cycle Stage Stages in Family Life-Cycle : Stages in Family Life-Cycle Single Newly Married Couples Full Nest I Full Nest II Full Nest III Empty Nest I Empty Nest II Solitary Survivor Solitary Survivor, Retired Personal Factors : Personal Factors Age Life-Cycle Stage Occupation Economic Circumstances Life Style Psychological Factors : Psychological Factors “Wants” Based on a want or desire to have something. Not a necessity. Psychological Factors : Psychological Factors Motivation: Freud Id Ego Super Ego Maslow Hierarchy of Needs Psychological Factors : Psychological Factors Motivation Perception The process by which an individual selects, organizes, and interprets inputs to create a meaningful picture of the world. Selective Exposure Selective Distortion Selective Retention Psychological Factors : Psychological Factors Motivation Perception Learning Changes in an individual’s behavior arising form experience Psychological Factors : Psychological Factors Motivation Perception Learning Beliefs Descriptive thoughts that a person holds about something Psychological Factors : Psychological Factors Motivation Perception Learning Beliefs Attitudes Enduring favorable or unfavorable cognitive evaluations emotional feelings and action tendencies Functional Factors : Functional Factors “Needs” Need over wants. Delivers to a real “need” to have something. Social Class : Social Class Relatively homogenous, enduring divisions in a society, hierarchically ordered with members sharing similar values, interests, and behaviors. American Social Classes : American Social Classes Upper Upper 1% Lower Upper 2% Upper Middle 12% Middle 32% Working 38% Upper Lower 9% Lower Lower 7% Group Influences : Group Influences Strong Weak Strong Weak Brand Choice Product Choice Family Influence on Buying Behavior : Family Influence on Buying Behavior Husband-Dominant Wife-Dominant Equal Culture & Subcultures : Culture & Subcultures Cultures The accumulation of values, knowledge, beliefs, customs, objects, and concepts that a society uses to cope with its environment Subcultures Groups of individuals who have similar value and behavior patterns within the group but differ from those in other groups. Adoption Process : Adoption Process Awareness Interest Evaluation Trial Decision Confirmation Examples of Buying Motives:Psychological or Functional? : Examples of Buying Motives:Psychological or Functional? A senior wants to impress his date at the prom . His primary motive is …? Psychological Examples of Buying Motives:Psychological or Functional? : Examples of Buying Motives:Psychological or Functional? A girl wants to remember her grandmother on her birthday. Her primary motive is…? Psychological Examples of Buying Motives:Psychological or Functional? : Examples of Buying Motives:Psychological or Functional? A homemaker needs a new washing machine and has had good experiences with Sears. Her primary motive is …? Functional Examples of Buying Motives:Psychological or Functional? : Examples of Buying Motives:Psychological or Functional? A teacher wants to buy a practical car to be used for family transportation. Her/His primary motive is …? Functional Examples of Buying Motives:Psychological or Functional? : Examples of Buying Motives:Psychological or Functional? A career woman always buys Liz Claiborne clothes. Her primary motive is…? Psychological Examples of Buying Motives:Psychological or Functional? : Examples of Buying Motives:Psychological or Functional? An overweight 40 year old man wants to loose weight so that he can reduce his blood pressure. His primary motive is…? Functional Examples of Buying Motives:Psychological or Functional? : Examples of Buying Motives:Psychological or Functional? A homeowner needs to mow their lawn. Their primary motive is…? Functional Consumer Buying Behavior Competency : Consumer Buying Behavior Competency Consumer Buying Behavior Competency : Consumer Buying Behavior Competency Learning Objectives--Reviewed : Learning Objectives--Reviewed Understand the major factors influencing consumer behavior Know and recognize the types of buying decision behavior Understand the stages in the buying decision process Consumer Buying Behavior : Consumer Buying Behavior THE END Consumer Buying Decision Process : Consumer Buying Decision Process Problem Recognition Information Search Evaluation of Alternatives Purchase Decision Post-Purchase Evaluation