Professional Documents
Culture Documents
1-1
Consumer Behaviour
1-2
Buying Motive
1-3
Importance of Consumer Behaviour
Production Policies.
Pricing Policies
Distribution Policies
Decision regarding sales Promotion and other
Promotional tools.
1-4
Factors Influencing
Consumer Behaviour
1-5
1. Cultural Factors
Culture
Subculture
Social Class
Buyer
Buyer
1-6
2. Social Factors
Reference
Groups
Roles &
Family
Statuses
1-7
Types of Reference Group
Aspirational
Group
Secondary Groups
Dissociative
Primary Groups Group
Membership Non-membership
Group Group
1-8
3. Personal Factors
Personal
Personal Influences
Influences
Age
Age and
and Family
Family Life
Life Lifestyle
Cycle Lifestyle
Cycle Stage
Stage
Occupation
Occupation && Personality
Personality &&
Economic
Economic Circumstances
Circumstances Self-Concept
Self-Concept
1-9
4. Psychological Factors
Motivation
Motivation
Beliefs &
Beliefs &
Attitudes
Attitudes
Perception
Perception Learning
Learning
1-10
Maslow’s Hierarchy
of Needs
5
Self-
Self-
actualization
actualization
(self-development
(self-development
andrealization)
and realization)
Esteem needs
4 Esteem needs
(self-esteem,recognition)
(self-esteem, recognition)
Social needs
Social needs
3 (sense
(sense of
of belonging,
belonging, love)
love)
Safetyneeds
Safety needs
2 (security, protection)
protection)
(security,
Psychological needs
Psychological needs
1 (food, water,
(food, water, shelter)
shelter)
1-11
Perception
Selective Exposure
Selective Distortion
Selective Retention
1-12
Buying Roles
Initiator
Influencer
Decider
Buyer
User
1-13
Four Types of Buying Behavior
High Low
Involvement Involvement
Significant
differences Complex Variety-
between Buying Seeking
brands Behavior Behavior
Few
differences Dissonance- Habitual
between Reducing Buying Buying
brands
Behavior Behavior
1-14
Consumer Buying Decision Process
Problem Recognition
1-15
Consumer Buying Decision Process
Information Search
Problem Recognition
1-16
Information Search
Personal Sources
Commercial Sources
Public Sources
Experimental Sources
1-17
Consumer Buying Decision Process
Evaluation of Alternatives
Information Search
Problem Recognition
1-18
Evaluation of Alternatives
Consideration Set
(Evoked Set)
Evaluative Criteria
1-19
Consumer Buying Decision Process
Purchase
Evaluation of Alternatives
Information Search
Problem Recognition
1-20
Purchase Decision
1-21
Consumer Buying Decision Process
Postpurchase Behaviour
Purchase Decision
Evaluation of Alternatives
Information Search
Problem Recognition
1-22
Postpurchase Decision
Delighted
Cognitive Dissonance
Post purchase actions
1-23
Organizational Buying Behaviour
1-24
Organizational Markets
Producer
1-25
Organizational Markets
Producer
Reseller
!
SALE
1-26
Organizational Markets
Producer
Reseller
!
SALE
Government
1-27
Organizational Markets
Producer
Reseller
!
SALE
Government
Institutional
1-28
Dimensions of Organizational Buying
!
SALE
1-29
Dimensions of Organizational Buying
!
SALE
1-30
Dimensions of Organizational Buying
!
SALE
1-31
Dimensions of Organizational Buying
!
SALE
1-32
Dimensions of Organizational Buying
!
SALE
1-33
Dimensions of Organizational Buying
!
SALE
1-34
Need Problem
Problem Recognition
Recognition
Recognition
General
General Need
Need Description
Description
Info Product
Product Specification
Specification
Search/ Supplier
Supplier Search
Search
Eval
Proposal
Proposal Solicitation
Solicitation
Purchase Supplier
Supplier Selection
Selection
Order
Order Routine
Routine Specification
Specification
Post
Performance
Performance Review
Review
Purchase
1-35
Organizational Buying Decision Process: Possible
Influencing Factors
Environmental
Organizational
Organizational
Buying
Decision
Interpersonal Process
Individual
1-36
Environmental Factors
Organizational
Buying Decision
Process
1-37
Organizational Factors
Organizational
Buying Decision
Process
1-38
Interpersonal Factors
Cooperation
Organizational
Buying Decision
Process
1-39
Individual Factors
Organizational
Buying Decision
Process
Tenure Position
1-40
Participants in the Business Buying Process
Users
Initiators Influencers
Gatekeepers
Buyers Deciders
Approvers
1-41
Cognitive Dissonance
1-42
Reducing Cognitive Dissonance
1-43
Reducing Cognitive Dissonance
1-44
Diffusion of Innovations
1-45
1. Diffusion Process
1-46
2. The Adoption Process
1-47