Professional Documents
Culture Documents
, Scarborough, Ontario
Consumer Markets
and
Buyer Behaviour
5-1
Product choice Brand choice Dealer choice Purchase timing Purchase amount
5-2
Culture
Subculture Social class
Reference groups
Psychological
Motivation Perception Learning Beliefs and attitudes
Buyer
5-3
5-4
5-5
5-6
5-7
5-9
5-11
5-12
5-15
5-18
Table 5-3
Life-Cycle Stages
Middle-Aged
Single Married without children Married with children Married without dependent children Divorced without children Divorced with children Divorced without dependent children
Young
Single Married without children Married with children Divorced with children
Sources: Adapted from Patrick E. Murphy and William A. Staples, A Modernized Family Life Cycle, Journal of Consumer Research, June 1979, p. 16, copyright Journal of Consumer Research, Inc., 1980. Also see Leon G. Schiffman and Leslie Lazar Kanuk, Consumer behaviour (Englewood Cliffs, NJ: Prentice Hall, 1994), pp.. 361-70.
5-20
5-22
5-23
Actualization needs
Esteem needs
5-26
5-27
5-30
2.5% Innovators
5-32
5-33