Consumer behavior models • 1.  The term customer refers to the purchaser of a product or service whereas the term consumer refers to the end user of a product or service. A customer is • Factors influencing consumer behavior  Cultural  Social  Personal  Psychological • personality • Contd.  Schiffman (2008) as that the unique dynamic organization of characteristics of a particular person, physical and psychological, which influence behaviour and responses to the social and physical environment.

Learn about ‘Consumer Behavior’ with the help of easy to understand, richly illustrated Powerpoint Presentation of 184 Slides. (View Demo Below) Download Demo Powerpoint Presentation for FREE! The buying decision process is the decision-making process used by consumers regarding. Buyer decision process. From Wikipedia, the free encyclopedia. Consumer behaviour models - practical models used by marketers. They typically blend both. Create a book Download as PDF Printable version.

 related to the heredity and the experience of early childhood. • psychographic Activities •Interests •Opinions • Family  helps shape an individual's attitudes and behaviours  develop political and religious beliefs, lifestyle choices, and consumer preferences • society outside influences of others • Attitude and life styles  “the patterns in which people live and spend time and money.”  Beliefs and feelings • Values of perception •Organization, •Identification, •Interpretation •  The organization, identification and interpretation of sensory information in order to represent and understand the environment.  can be shaped by learning, memory and expectations.

Title: Consumer Behaviour Models 1 Chapter 3 • Consumer Behaviour Models 2 Chapter Objectives • To understand the role consumer behaviour plays in the development and implementation of advertising and promotion programs. • To understand the consumer decision-making process and how it varies for different types of purchase. 3 Chapter Objectives • To understand various internal psychological processes, their influence on consumer decision making, and implication for advertising and promotion.

• To recognize external factors such as culture, social class, group influences, and situational determinants and how they affect consumer behaviour. 4 Consumer Decision Making Process 5 Consumer Decision Process 6 Sources of Need Recognition • Out of stock. • Purchase decision is routine. • Resolved by choosing familiar brand. • Dissatisfaction. • Dissatisfied with current state of product/service.

• Advertising is used to help consumers recognize need for new product. 7 Sources of Need Recognition • New needs or wants.

• Created by life changes. Graduation, employment status, financial situation).

• Wants are desired but not essential. • Related product purchase. • Purchase of a new product will most likely trigger purchase of accessories. New camera will require film).

8 Sources of Need Recognition • Marketer-induced recognition. • Marketers encourage discontentment with current state or situation.

• Brand switching is encouraged by sales promotion. • New products. • Innovative products may stimulate a need. • Consumers may not see a need for what the marketer is selling. 9 Examining Consumer Motivations • Marketers recognize need recognition will influence the remainder of the decision process. • To better understand consumers reasoning marketers devote considerable attention to motives.

• Motives - factors that compel a consumer to take a particular action. Football manager 2014 patch 1431 download free pc. 10 Maslows Hierarchy of Needs Physiological needs (hunger, thirst) 11 Market Research Methods • In-depth interviews. • The consumer talks freely in an unstructured interview to obtain insights into his or her motives, ideas or opinions.

• Projective techniques. • Methods allowing consumers to project values, motives, attitudes or needs on some external object.

12 Market Research Methods • Association tests. • Consumers respond with the first thing that comes to mind when presented with some verbal or pictorial stimulus. • Focus groups. • A group of consumers with similar backgrounds or interests discuss a product, idea or issue. PowerShow.com is a leading presentation/slideshow sharing website.