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Chapter 4 Consumer Markets and Buyer Behaviour (The buyer decision…
Chapter 4
Consumer Markets and Buyer Behaviour
Factors that influence consumer buyer behaviour
Cultural
Culture
Subculture
Social Class
Social
Groups and social network
Family
Roles and status
Personal
Economic situatiob
Lifestyle
Occupation
Personality and self concept
Age and life cycle
Psychological
Learning
Belief and attitudes
Perception
Motivation
Types of buying decision behaviour
Complex buying behaviour
Dissonance-reducing buying behavior
Habitual buying behaviour
Variety-seeking buying bahviour
The buyer decision process for new product
Stage in the adoption process
Individual differences in innovativeness
Innovaters
Early adpters
early maintream
late mainstream
lagging adopters
Influence of product characteristics on rate of adaption
relative advantage
compatibility
complexity
divisibility
communicability
The buyer decision process
Need recognition
Information search
Purchase decision
Post-purchase behaviour
Evaluation search
Consumer buyer behaviour
is the buying behaviour of the final consumers - individuals and households that buy G&S for personal consumption
Consumer market
are made up of all the individuals and households that buy or acquire G&S for personal consumption