4. Model of Consumer Behavior1

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Bamisha 1

Model of

Consumer

Behavior

PPs – MM FE - Manajemen

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Bamisha 2

Model of Consumer

Behavior

by Philip Kotler

Marketing Stimuli

Product

Buyer’s Characteristic

Cultural Social Personal Psychological

Buyer’s Decision Process

Problem recognition Information search Evaluation of alternatives

Purchase decision Postpurchase behavior

Buyer’s Decision

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Bamisha 3

Major Factors Influencing

Buyer Behavior

1. Cultural Factors 2. Social Factors

3. Personal Factors

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Bamisha 4

Cultural Factors

1. Culture

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Bamisha 5

Social Factors

1. Reference Groups 2. Family

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Bamisha 6

Personal Factors

1. Age and stage in the Life Cycle 2. Occupation and Economic

Circumstance

3. Lifestyle

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Bamisha 7

Psychological Factors

1. Motivation 2. Perception 3. Learning

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Bamisha 8

Model of Consumer

Behavior

by Henry Assael

The Individual Consumer

Consumer Response Consumer

Decision Making

Environmental Influences

Feedback To Consumer

Feedback to Environment

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Bamisha 9

The Individual Consumer

Stimuli The Consumer Response

Consumer Thought Perceptions

Attitudes Benefits

Consumer Characteristic Demographics

Personality Life Cycle Information

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Bamisha 10

The Individual Consumer

1. Consumer Thought Variables

a. Perceptions b. Attitudes

c. Benefits

2. Consumer Characteristic

a. Demographics b. Personality

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Bamisha 11

Environmental Influences

Stimuli

Culture Face to Face _Groups _DeterminantSituational

The Consumer Response

Cultural Values

Subcultural Influences Cross Cultural Influences

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Bamisha 12

Environmental Influences

1. Culture

a. Cultural Values b. Sub Cultural

c. Cross Cultural

2. Face to Face Groups

a. References Groups b. Family

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Bamisha 13

Major Factors Influencing

Buyer Behavior by

Schiffman & Kanuk

1. The Consumer as an Individual 2. Consumer in their Social and

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Bamisha 14

The Consumer as an

Individual

1. Consumer Need and Motivation 2. Personality Consumer Perception 3. Learning and Consumer

Involvement

4. The Consumer Attitudes

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Bamisha 15

Consumer in their Social

and Cultural Settings

1. Group Dynamics and cultural

Settings

2. Family

3. Social Class 4. Culture

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Bamisha 16

Major Factors Influencing

Buyer Behavior Howard &

Seth

1.

Exogenous Variables

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Bamisha 17

Exogenous Variables

1. Culture

2. Social Class

3. Ciri-ciri Kepribadian

4. Pengaturan Organisasi masyarakat 5. Time

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Bamisha 18

Hypothetical Construct

1. Perceptions 2. Learning

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Bamisha 19

Major Factors Influencing Buyer

Behavior by Engel, Kollat &

Blackwell

1. Lingkungan

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Bamisha 20

Lingkungan

1. Budaya

2. Kelas Sosial

3. Pengaruh Pribadi 4. Keluarga

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Bamisha 21

Perbedaan individu

1. Sumber Daya Konsumen 2. Motivasi dan Keterlibatan 3. Pengetahuan

4. Sikap

5. Kepribadian, Gaya Hidup dan

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Bamisha 22

Proses Psikologis

1. Pengolahan Informasi 2. Pembelajaran

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Bamisha 23

Major Factors Influencing

Buyer Behavior by Kerby

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Bamisha 24

Person Factors

1. Persepsi 2. Sikap

3. Belajar

4. Kepribadian 5. Perhatian

6. Daya Ingat

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Bamisha 25

Social Factors

1. Persaingan

2. Tingkat Sosial

3. Kelompok Anutan

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Bamisha 26

Major Factors Influencing

Buyer Behavior by

Fransesco Nicosia

1. Stimulus akan menghasilkan

a. Perception b. Learning c. Output

2. Exogenous Variables

a. Kepribadian