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Consumer Behavior

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Consumer Behavior ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Consumer Problems and Recognition ,[object Object],[object Object],[object Object],[object Object],[object Object]
CONSUMER DECISIONS: Theory and Reality in Consumer Buying Information Search Problem Recognition Evaluation of Alternatives Purchase Postpurchase Evaluation/ Behaviors Theory Complications
Approaches to Search for Problem Solutions INTERNAL EXTERNAL Memory Thinking Word of mouth, media, store visits, trial CATALOG
Cost vs. Benefits of Search ,[object Object],[object Object],[object Object],[object Object]
Decision Issues ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Variety Seeking and Impulse Buying ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],“ Don’t give me that same old cola, that same old cola-- I want a rock’n’roller!”
Psychological Influences ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Attitude Change Strategies ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
One-sided vs. two sided appeals ,[object Object],[object Object],[object Object]
Sociocultural Influences ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Potential Family Life Cycle Stages YOUNG SINGLE BLENDED SINGLE PARENT FULL NEST I/II/III EMPTY NEST I/II OLDER SINGLE YOUNG COUPLE
Economic/Marketing Implications of Household Cycles ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Household Decision Making ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
More Sociocultural Influences ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Organizational Buyers ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
The Means-End Chain Large engine Fast acceleration Performance Feeling of power Self-esteem Aim promotion/ positioning at higher levels of chain ! Attributes Consequences Values

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Consumer Behavior

  • 1.
  • 2.
  • 3. CONSUMER DECISIONS: Theory and Reality in Consumer Buying Information Search Problem Recognition Evaluation of Alternatives Purchase Postpurchase Evaluation/ Behaviors Theory Complications
  • 4. Approaches to Search for Problem Solutions INTERNAL EXTERNAL Memory Thinking Word of mouth, media, store visits, trial CATALOG
  • 5.
  • 6.
  • 7.
  • 8.
  • 9.
  • 10.
  • 11.
  • 12. Potential Family Life Cycle Stages YOUNG SINGLE BLENDED SINGLE PARENT FULL NEST I/II/III EMPTY NEST I/II OLDER SINGLE YOUNG COUPLE
  • 13.
  • 14.
  • 15.
  • 16.
  • 17. The Means-End Chain Large engine Fast acceleration Performance Feeling of power Self-esteem Aim promotion/ positioning at higher levels of chain ! Attributes Consequences Values