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Buyer Behaviour - Coggle Diagram
Buyer Behaviour
Business Buying Behaviour
Types of business markets
Business-to-business
Service market
Industrial market
Professional service market
Types of buying situations
Modified re-buy
Straight re-buy
New-task purchase
Decision making unit (DMU)
The buyers
The deciders
The influencers
The gatekeepers
The users
Major influences on business buyers
Environmental
Economic developments
Supply conditions
Technological change
Political and regulatory developments
Competitive developments
Culture and customs
Organisational
Objectives
Policies
Procedures
Organisational structure
Systems
Interpersonal
Authority
Status
Empathy
Persuasiveness
Individual
Age
Income
Education
Job position
Personality
Risk attitudes
The environment
Marketing stimuli
Place
Promotion
Price
Product
Other stimuli
Economic
Technological
Political
Cultural
Competitive
Business Buying Process
Step 5: Proposal solicitation
Step 6: Supplier selection
Step 4: Supplier search
Step 7: Order-routine specification
Step 3: Product specification
Step 8: Performance review
Step 2: General need recognition
Step 1:Problem recognition
Engaging business buyers with digital and societal marketing
E-procurement
Business-to-business digital and social media marketing
Institutional and government markets
Institutional markets
Government markets
Consumer buying behaviour
Model of consumer behaviour
Step 2: Buyer's Black Box
Buyers Characteristics
Social factors
Family
Groups and Social networks
Opinion leaders
Cultural factors
Sub-culture
Social class
Middle class
Working class
Upper class
Lower class
Culture
Personal factors
Age
Lifestyle
Occupation
Economic situation
Lifecycle
Personality
Self-concept
Psychological factors
Perception
Motivation
Learning
Beliefs
Attitudes
Types of buying decision behaviour
Variety seeking
Low involvement
Significant perceived brand difference
Dissonance reducing
High involvement
Few perceived brand difference
Complex buying behaviour
High involvement
Significant Perceived brand difference
Habitual buying
Low involvement
Few perceived brand difference
Consumer buying process
Step 3: Evaluation of alternatives
Step 4: Purchase decision
Step 2: Information search
Step 5: Post-purchase behaviour
Step 1: Need recognition
Consumer buying process for new products
Step 3: Evaluation
Step 4: Trial
Step 2: Interest
Step 5: Adoption
Different types of consumers
Early mainstream
Late mainstream
Early adopters
Laggards
Innovators
Characteristics that effect the rate of adoption
Complexity
Divisibility
Communicability
Compatibility
Relative advantage
Step 1: Awareness
Step 1: The environment
Marketing Stimuli
Product
Price
PLace
Promotion
Other factors
Economic factors
Social factors
Technological factors
Cultural factors