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buyer behavior wk6 - Coggle Diagram
buyer behavior wk6
buyer decision process (which is a progressively process that consists of five steps)
evaluation of alternatives
marketers should study the consumers' evaluation of alternatives so that they can assist consumers in the decision making.
purchases decision
forms a purchase intention and ultimately makes the purchase.
information search
seeks out information about products with the potential to satisfy the need (internet store family)
:warning:post purchase
depending on their level of satisfaction or dissatisfaction with the purchase (after buying the product)
need recognition
recognize the problem or need, can be triggered by the internal stimuli and external stimuli (hunger, thirst, advertisement)
consumer (buyer) behavior factors
social factor
family
strongly influence buyer behavior
roles and status
choose products appropriate to their roles and status.
group and social network
:question:aspirational
individuals :warning:aspire but are not yet members
:question:opinion leader
Individuals with expertise and influence in specific areas
reference
self- comparison or imitation :warning:and may not actually join
online social network
Relational connectivity systems based on :warning:digital platforms
membership
:warning:actually join and are directly involved
personal factor
occupation
economic situation
:warning:age and life-stage cycle
lifestyle
person’s way of living
personality
unique psychological characteristics
self-concept
:warning:cultural factor
:question:Subcultural group
people with shared value systems
:question:social class
relatively permanent and ordered division whose member share similar value
culture
basic values, perceptions, wants and behaviors
psychological factor
:warning:perception
selective distortion
misinterpret information
selective retention
more likely to remember information that is consistent with their needs or has a strong resonance
selective attention
pay attention to information relevant to their needs and filter irrelevant information
:warning:learning
refers to the changes in an individual’s behavior arising from experience.
motivation (drive)
Maslow's hierarchy of needs
safety needs
security, protection
social needs
sense of belonging, love
esteem needs
self - esteem, recognition
physiological needs
hunger, thirst
self - actualization needs
self - development, realization
beliefs
a descriptive thought that a person has about something
attitude
affect
conation
cognition
consumer market
Household
Individual
:warning: Definition: final consumers which buy goods or services for personal consumption