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Topic D: Buyer behaviour - Coggle Diagram
Topic D: Buyer behaviour
consumer
model
black box
responses
environment
factors
social
family
roles and status
reference groups
word-of-mouth
opinion leaders
online social networks
personal
age & life-cycle
occupation
economic
lifestyle
personality & self-concept
cultural
culture
perceptions
wants
values
behaviours
subculture
total market strategy
social class
psychological
motivation
Maslow hierarchy
social
safety
esteem
physiological
self-actualisation
perception
learning
beliefs & attitudes
types
dissonance-reducing
high, low
habitual
low, low
complex
high, high
variety-seeking
low, high
process
Evaluation of alternatives
Purchase decision
Information search
Post purchase behaviour
Need recognition
business
situations
modified rebuy
new task
straight rebuy
participants
influences
buyers
users
deciders
gatekeepers
influences
organisational
policies
procedures
objectives
organisational structure
systems
interpersonal
status
empathy
persuasiveness
authority
environmental
technological change
political & regulatory developments
supply conditions
competitive developments
economic developments
culture & customs
individual
education
job position
income
personality
age
risk attitudes
process
product specification
supplier search
general need description
proposal solicitation
problem recognition
supplier selection
order-routine specification
performance review
e-procurement