Objectives
Objectives
Objectives
Objectives
Simple Response Model
Simple Response Model
Simple Response Model
Simple Response Model
Stimulus
Stimulus
Stimulus
Model of Buying Behavior
Model of Buying Behavior
Model of Buying Behavior
Model of Buying Behavior
Culture
Cultural Factors
Cultural Factors
Cultural Factors
Cultural Factors
Subculture
Social Class
Social Factors
Social Factors
Social Factors
Social Factors
Reference
Groups
Reference
Groups
Roles &
Statuses
Roles &
Statuses
Family
Influences on Consumer
Influences on Consumer
Behavior
Behavior
Influences on Consumer
Influences on Consumer
Behavior
Behavior
Personal Influences
Personal Influences
Age and Family Life Cycle Stage
Age and Family Life
Cycle Stage LifestyleLifestyle
Occupation &
Economic Circumstances Occupation &
Psychological Factors
Psychological Factors
Psychological Factors
Psychological Factors
Perception
Perception
Beliefs &
Attitudes
Beliefs &
Learning
Learning
Attitudes
Motivation
Maslow’s Hierarchy
Maslow’s Hierarchy
of Needs
of Needs
Maslow’s Hierarchy
Maslow’s Hierarchy
of Needs
of Needs
Safety needs
Safety needs
Social needs
(sense of belonging, love)
Social needs
(sense of belonging, love)
3
Esteem needs
(self-esteem, recognition)
Esteem needs
(self-esteem, recognition)4
Four Types of Buying
Four Types of Buying
Behavior
Behavior
Four Types of Buying
Four Types of Buying
Behavior
Behavior
Complex
Buying
Behavior
Dissonance-Reducing Buying
Behavior
Variety-Seeking
Behavior
Habitual
Buying
Behavior
Significant differences between brands Few differences between brands HighConsumer Buying
Consumer Buying
Process
Process
Consumer Buying
Consumer Buying
Process
Process
Problem
Problem
recognition
recognition
Information
search
Evaluation of
alternatives
Total
Set
Decision Making Sets
Decision Making Sets
Aware-ness
Set
Consid-eration
Steps Between Evaluation of
Steps Between Evaluation of
Alternatives and a Purchase Decision
Alternatives and a Purchase Decision
Steps Between Evaluation of
Steps Between Evaluation of
Alternatives and a Purchase Decision
Alternatives and a Purchase Decision
Evaluation
Evaluation
of
of
alternatives
alternatives
Purchase decision Attitude
of others
How Customers Use or
How Customers Use or
Dispose of Products
Dispose of Products
How Customers Use or
How Customers Use or
Dispose of Products
Dispose of Products
Product
Get rid of it temporarily
Review
Review
Review
Review
