The document summarizes consumer and business buyer behavior and the factors that influence their purchasing decisions. It discusses the key stages in the consumer and business buying decision processes. Some of the main factors that influence consumer and business purchasing behaviors include culture, social class, personal characteristics, beliefs, attitudes, product perceptions, and group influences. The document also compares the buying processes for complex versus routine purchases.

1. Consumer and Business Buyer Behavior

2. Linking Buyer Behavior, Marketing Research and Marketing Strategies

4. Factors Influencing Consumer Behavior

8. Personal Factors Age and Life-Cycle Stage Occupation Economic Situation

9. Personal Factors Activities Interests Lifestyle Opinions Pattern of Living as Expressed in Psychographics

11. VALS Lifestyle Classification

12. Application of Maslow’s Hierarchy of Needs to the Marketing of Cars

24. Buying Decision Process Consumers May Use Careful Calculations & Logical Thinking Consumers May Buy on Impulse and Rely on Intuition Consumers May Make Buying Decisions on Their Own Consumer May Make Decisions After Talking With Others Marketers Must Study Buyers to Find Out How They Evaluate Brand Alternatives

27. Buying Decision Process Factors That Influence Purchase Decision Attitudes Of Others Unexpected Situational Factors

29. Buying Decision Process Consumer satisfaction is a function of consumer expectations and perceived product performance. Performance < Expectations Disappointment Performance = Expectations Satisfaction Performance > Expectations Delight

31. Linking the Buying Decision Process and Psychological Influences

32. Comparison of Buying Process between Complex and Routine Purchases

35. Product Adopter Categories Figure 5.12

39. Types of Decisions and the Decision Process Business buyers usually face more complex buying decisions. Business buying process tends to be more formalized. Buyers and sellers are much more dependent on each other.

40. A Model of Business Buyer Behavior

43. Major Influences on Business Buyer Behavior

44. Stages in the Business Buying Process