Chap014 cb
•Download as PPT, PDF•
0 likes•940 views
This document discusses consumer decision making and problem recognition. It covers types of involvement in decision making including purchase involvement and product involvement. It also outlines the process of problem recognition and factors that affect it. Finally, it discusses identifying consumer problems, activating problem recognition, and whether to take generic or selective approaches in marketing responses.
Report
Share
Report
Share
Recommended
Ch014 cnsmr decision process
This document discusses the consumer decision process and problem recognition. It describes the different types of consumer decisions based on purchase involvement, from nominal decisions with little thought to extended decisions involving extensive research. There are also three types of decision making - nominal, limited, and extended - depending on the amount of internal and external search and the complexity of evaluating alternatives. Marketers can help consumers recognize problems in various ways, such as discovering problems through surveys, responding with new products, or causing selective problem recognition of issues their brands can solve. They may also try to suppress problem recognition of issues with their own brands.
BB Chapter Three: Problem Recognition
This chapter discusses problem recognition, which is an important stage of consumer decision making. It begins by describing the nature of problem recognition as arising from a gap between a desired and actual state. It then covers different types of consumer decisions like habitual, limited, and extended decision making that are influenced by purchase involvement. The chapter also discusses factors that influence problem recognition, both marketing and non-marketing factors. Finally, it outlines different marketing strategies related to problem recognition, such as discovering consumer problems, responding to problems, and helping or suppressing problem recognition.
BB Chapter Five : Evaluating and Selecting Alternatives
This chapter discusses how consumers evaluate and select alternatives. It covers the key steps in the consumer decision-making process: (1) identifying evaluative criteria, (2) measuring consumer perceptions of alternatives based on those criteria, and (3) applying decision rules to select an alternative. The chapter also examines how individual judgments can lack accuracy and be influenced by surrogate indicators. Marketers must understand consumers' evaluative criteria, perceptions, and decision rules in order to effectively position products.
Decision process & problem recognition
The document discusses the consumer decision process and problem recognition. It covers several topics:
1. The types of consumer decisions including purchase involvement levels and decision making types like nominal, limited, and extended.
2. The process of problem recognition and types of consumer problems like inactive and active problems.
3. Factors affecting problem recognition including non-marketing influences.
4. Marketing strategies related to problem recognition such as discovering consumer problems, responding to problems, helping recognize problems, and suppressing problem recognition.
Ch016 alternative evaluation and selection
The document discusses consumer decision making and alternative evaluation. It describes 3 types of consumer choice processes: affective choice based on emotions, attitude-based choice using general impressions rather than attributes, and attribute-based choice involving direct attribute comparisons. It also discusses evaluative criteria that consumers use to evaluate alternatives, including determining the criteria, measuring brand performance on criteria, and determining criteria importance. Finally, it outlines several decision rules consumers may use for attribute-based choices like conjunctive, disjunctive, elimination-by-aspects, and lexicographic rules.
Consumer Bahavior-6 a Marketing Plan prerequisite by www.marketingPlanNOW.com
Consumer Bahavior-6 a Marketing Plan prerequisite by www.marketingPlanNOW.comwww.marketingPlanMODE.com
The document discusses consumer behavior and the decision making process. It identifies 4 main factors that affect consumer behavior: 1) psychological core (internal processes), 2) decision making process, 3) consumer's culture (external processes), and 4) consumer behavior outcomes. It then provides details on each step of the consumer decision making process, including problem recognition, information search, evaluation of alternatives, purchase decision, and post-purchase outcomes.Problem Solving Presentation Ppt
Task: Define extensive problem solving, limited problem solving, and routinized response behaviour. What are the differences among the three decision-making approaches? What type of decision process would you expect most consumers to follow in their first purchase of a new product or brand in each of the following areas: (a) chewing gum, (b) sugar, (c) men’s aftershave lotion, (d) carpeting, (e) paper towels, (f) a cellular telephone, and (g) a luxury car? Explain your answers
BB Chapter Two: Situational Influences
This chapter discusses how consumer behavior is influenced by situational factors. It identifies four main types of situations - communication, purchase, usage, and disposal situations. It also categorizes situational influences into five dimensions: physical surroundings, social surroundings, temporal perspectives, task definition, and antecedent states. The chapter provides examples of each dimension and discusses their implications for marketing strategy, including developing a situational influence matrix and segmenting markets based on usage situations.
Recommended
Ch014 cnsmr decision process
This document discusses the consumer decision process and problem recognition. It describes the different types of consumer decisions based on purchase involvement, from nominal decisions with little thought to extended decisions involving extensive research. There are also three types of decision making - nominal, limited, and extended - depending on the amount of internal and external search and the complexity of evaluating alternatives. Marketers can help consumers recognize problems in various ways, such as discovering problems through surveys, responding with new products, or causing selective problem recognition of issues their brands can solve. They may also try to suppress problem recognition of issues with their own brands.
BB Chapter Three: Problem Recognition
This chapter discusses problem recognition, which is an important stage of consumer decision making. It begins by describing the nature of problem recognition as arising from a gap between a desired and actual state. It then covers different types of consumer decisions like habitual, limited, and extended decision making that are influenced by purchase involvement. The chapter also discusses factors that influence problem recognition, both marketing and non-marketing factors. Finally, it outlines different marketing strategies related to problem recognition, such as discovering consumer problems, responding to problems, and helping or suppressing problem recognition.
BB Chapter Five : Evaluating and Selecting Alternatives
This chapter discusses how consumers evaluate and select alternatives. It covers the key steps in the consumer decision-making process: (1) identifying evaluative criteria, (2) measuring consumer perceptions of alternatives based on those criteria, and (3) applying decision rules to select an alternative. The chapter also examines how individual judgments can lack accuracy and be influenced by surrogate indicators. Marketers must understand consumers' evaluative criteria, perceptions, and decision rules in order to effectively position products.
Decision process & problem recognition
The document discusses the consumer decision process and problem recognition. It covers several topics:
1. The types of consumer decisions including purchase involvement levels and decision making types like nominal, limited, and extended.
2. The process of problem recognition and types of consumer problems like inactive and active problems.
3. Factors affecting problem recognition including non-marketing influences.
4. Marketing strategies related to problem recognition such as discovering consumer problems, responding to problems, helping recognize problems, and suppressing problem recognition.
Ch016 alternative evaluation and selection
The document discusses consumer decision making and alternative evaluation. It describes 3 types of consumer choice processes: affective choice based on emotions, attitude-based choice using general impressions rather than attributes, and attribute-based choice involving direct attribute comparisons. It also discusses evaluative criteria that consumers use to evaluate alternatives, including determining the criteria, measuring brand performance on criteria, and determining criteria importance. Finally, it outlines several decision rules consumers may use for attribute-based choices like conjunctive, disjunctive, elimination-by-aspects, and lexicographic rules.
Consumer Bahavior-6 a Marketing Plan prerequisite by www.marketingPlanNOW.com
Consumer Bahavior-6 a Marketing Plan prerequisite by www.marketingPlanNOW.comwww.marketingPlanMODE.com
The document discusses consumer behavior and the decision making process. It identifies 4 main factors that affect consumer behavior: 1) psychological core (internal processes), 2) decision making process, 3) consumer's culture (external processes), and 4) consumer behavior outcomes. It then provides details on each step of the consumer decision making process, including problem recognition, information search, evaluation of alternatives, purchase decision, and post-purchase outcomes.Problem Solving Presentation Ppt
Task: Define extensive problem solving, limited problem solving, and routinized response behaviour. What are the differences among the three decision-making approaches? What type of decision process would you expect most consumers to follow in their first purchase of a new product or brand in each of the following areas: (a) chewing gum, (b) sugar, (c) men’s aftershave lotion, (d) carpeting, (e) paper towels, (f) a cellular telephone, and (g) a luxury car? Explain your answers
BB Chapter Two: Situational Influences
This chapter discusses how consumer behavior is influenced by situational factors. It identifies four main types of situations - communication, purchase, usage, and disposal situations. It also categorizes situational influences into five dimensions: physical surroundings, social surroundings, temporal perspectives, task definition, and antecedent states. The chapter provides examples of each dimension and discusses their implications for marketing strategy, including developing a situational influence matrix and segmenting markets based on usage situations.
BB Chapter Four : Information Search
This chapter discusses information search, which is an important stage of consumer decision making. It covers the nature of internal and external information searches, key types and sources of information consumers seek, and factors that influence the amount of external search. The chapter also examines how the internet has become a major source of information and how marketers can drive consumers to their online information.
consumer decision making
This document discusses various models and aspects of consumer decision making. It covers four levels of consumer decision making from extensive problem solving to routine response behavior. It also discusses four views of consumer decision making: the economic view, passive view, cognitive view, and emotional view. Additionally, it examines factors that influence consumer behavior such as motivation, personality, perception, learning, and attitudes. It provides an overview of concepts like the halo effect, selective attention, perceptual defense, and more.
Lecture 3 consumer decision making
This document summarizes key concepts about consumer decision making from a marketing lecture. It discusses:
1) The five stages of the consumer decision making process: need recognition, information search, evaluation of alternatives, purchase, and post-purchase evaluation.
2) Types of consumer buying decisions based on involvement: routine response, limited decision making, and extensive decision making. More involved purchases require more search and consideration of alternatives.
3) Cultural, social, and psychological factors that influence consumer decisions at each stage of the process, such as recommendations from personal contacts, brand perceptions, and efforts to reduce cognitive dissonance after purchase.
Buying behaviour
1. Individual buying decisions involve problem recognition, information search, alternative evaluation, purchase, and post-purchase behavior. The roles of buyer, user, and payer can be played by the same individual or different individuals.
2. Decisions are influenced by where consumption takes place - at home, work, or in public. Price sensitivity varies in each location.
3. Customer decision processes involve determining whether to purchase, what to purchase, where, when, and balancing finite time and money across alternatives. Mental budgeting also influences decisions.
Consumer Choice
The document discusses three types of consumer choice processes:
1) Affective-based choice, which is based on an immediate emotional response to a product without considering attributes. Marketers should help consumers envision how a product will make them feel.
2) Attribute-based choice, which involves comparing a product's specific attributes to other options. This process is more effortful and takes more time.
3) Attitude-based choice, where decisions are made based on general attitudes, impressions, intuitions or heuristics rather than comparing attributes.
The type of choice process used depends on motivation, available information, and the situation. Combinations of these processes may be used for a single decision.
BB Practice Questions (Part One: Chapters 1-7)
The document provides sample questions and multiple choice questions to help students practice and test their understanding of key concepts from chapters 1-7 of a consumer behavior textbook. It includes review and discussion questions about consumer decision making processes and influences on behavior. The questions address topics like how marketers view consumers, the relevance of studying consumer decision making, and situational influences on purchasing.
Consumer Berhaviour Consumer involvement & Problem Solving Variations
Follow me at Facebook : https://www.facebook.com/MelonxRou
These slide is always just for education purpose =]
Decision rule and motivation
Introduction to Consumer Behaviour; Consumer Behaviour
and Marketing Strategy; Consumer Involvement – Levels
of involvement, and Decision Making.
Consumer Decision Process – Stages in Decision Process,
Information Search Process; Evaluative Criteria and
Decision Rules, Consumer Motivation – Types of Consumer
Needs, Ways of Motivating Consumers. Information
Processing and Consumer Perception.
Consumer Attitudes and Attitude Change; Influence of
Personality and Self Concept on Buying Behaviour,
Psychographics and Lifestyles, Impuse Buying.
Diffusion of Innovation and Opinion Leadership, Family
Decision Making, Influence of Reference Group
Industrial Buying Behaviour– Process and factors, Models
of Consumer Behaviour – Harward Seth, Nicosia, E& D,
Economic Model; Introduction to Consumer Behaviour
Audit; Consumer Behaviour Studies in India.
Consumer decision making process slide
The document discusses the consumer decision-making process of evaluating alternatives. It is the third step where consumers compare different solutions to a problem by looking at attributes such as performance, design, price and value for computers. Consumers will evaluate each brand based on these attributes and form beliefs about how each brand rates. They may consult others or salespeople for information. Consumers will compare brands in their consideration set based on relevant criteria to make their choice. Common criteria include country of origin, price, and brand reputation. Consumers may use decision heuristics or rules of thumb to make choices quickly.
BB Project Guidelines (Part Two)
This document provides guidelines for a marketing project analyzing buyer behavior for a selected product and target segment. It outlines requirements to examine external influences like culture, demographics, and group influence. It also requires an analysis of internal influences, specifically how the product meets needs and motives using Maslow's hierarchy, how perception theory applies, and which learning theories are most relevant to promote the product. The guidelines provide interpretation and direction on what to research and discuss for each requirement.
Chapter 16 Consumer Buying Decision
The document discusses consumer decision making and relationship marketing. It covers levels of consumer decision making from extensive problem solving to routinized response behavior. It also discusses four models of consumer decision making: economic, passive, cognitive, and emotional views. Finally, it discusses relationship marketing, which aims to create strong relationships between customers and businesses.
Levels of Consumer Decision making & A model of Consumer Decision making in C...
The document discusses consumer decision making, including three levels of involvement (routine response behavior, limited decision making, and extensive decision making), and presents a five-stage model of consumer decision making. The model includes need recognition, information search, evaluation of alternatives, purchase decision, and post-purchase behavior. Routine decisions involve little consideration, while extensive decisions involve high costs and extensive research between many alternatives.
Cb 2.0
Introduction to Consumer Behaviour; Consumer Behaviour
and Marketing Strategy; Consumer Involvement – Levels
of involvement, and Decision Making.
Consumer Decision Process – Stages in Decision Process,
Information Search Process; Evaluative Criteria and
Decision Rules, Consumer Motivation – Types of Consumer
Needs, Ways of Motivating Consumers. Information
Processing and Consumer Perception.
Consumer Attitudes and Attitude Change; Influence of
Personality and Self Concept on Buying Behaviour,
Psychographics and Lifestyles, Impuse Buying.
Diffusion of Innovation and Opinion Leadership, Family
Decision Making, Influence of Reference Group
Industrial Buying Behaviour– Process and factors, Models
of Consumer Behaviour – Harward Seth, Nicosia, E& D,
Economic Model; Introduction to Consumer Behaviour
Audit; Consumer Behaviour Studies in India.
Consumer decision process
Consumer Decision Process: Problem Recognition
Types of consumer decisions, Purchase involvement levels and the decision process, Problem/Need Recognition, Types of Consumer Problems, Marketing Strategy and Problem Recognition.
Enterp 130929222040-phpapp01
The document outlines the consumer decision making process, which consists of 5 steps: problem recognition, information search, evaluation of alternatives, purchase decision, and post-purchase behavior. It then provides details about each step, including examples. It also discusses alternative forms of decision making, habitual/routine, limited, and extended decision making. The key aspects of the consumer decision making process are recognizing a problem, gathering information from various sources, comparing alternatives, making the purchase, and evaluating the purchase.
Information search & evaluation
Nature of Consumers' information search , types of information sought by consumers, sources of consumer information, marketing strategy in the information search process, consumers evaluative criteria and its measurement, consumer decision rules, Marketing strategy in the evaluation process.
Consumer decision making process
This document discusses the consumer decision making process. It outlines five factors that influence consumer decisions, as well as three levels of consumer decision making ranging from extensive problem solving to routine response behavior. The stages of the consumer decision making process are described, including need recognition, information search, evaluation of alternatives, purchase, and post-purchase behavior. An example consumer decision process for purchasing a new car is provided to illustrate these stages.
Consumer decision making process
This document summarizes the consumer decision making process. It involves 5 stages: need recognition, information search, alternatives evaluation, purchase decision, and post-purchase evaluation. In need recognition, internal or external stimuli motivate a need. In information search, consumers gather information from recommendations, experiences, and risk management. Alternatives are then evaluated based on factors like price, benefits, availability. The purchase decision involves choosing a product, brand, dealer, amount and time. Post-purchase involves evaluating performance versus expectations. Decision making can be extensive problem solving, limited problem solving, or routine response behavior based on involvement level.
Consumer's purchase decision
The consumer purchase decision process involves multiple stages of evaluation and consideration of alternatives. It begins with problem recognition and information search, then progresses through evaluation of options and forming preferences among brands under consideration. This leads to the intended purchase selection. However, two potential intervening factors can influence proceeding from intention to purchase. The attitudes of others toward the preferred option and any unanticipated situational changes may alter the consumer's decision. Perceived risk also heavily impacts decisions to modify, postpone, or avoid a purchase. Marketers aim to understand and mitigate these risk factors.
BB Practice Essay Questions and MCQ (Part Two - Chapters 8-11)
The document provides a summary of key concepts from chapters 8-11 on consumer behavior, including perception, learning, and memory. It includes review questions from the end of each chapter, sample multiple choice questions, and discussion questions - along with brief answers/explanations for some. The goal is to help students practice concepts and test their understanding.
Consumer behavior
The document discusses influences on consumer purchase decisions. It describes situational influences like a person's mood, time of day, marketing promotions, and social environment. It also examines psychological influences like motivation, perception, learning, beliefs, lifestyle, values, and attitudes. Finally, it analyzes sociocultural influences such as reference groups, culture, social class, and family on consumer behavior. The student will understand these consumer behavior concepts and use them to create innovative solutions through human-centered design.
Chapter 5 principles of marketing
The document discusses consumer behavior and the consumer decision-making process. It describes consumer behavior as how individuals and groups decide to buy, use, and dispose of goods and services. The consumer decision-making process involves 5 stages: need recognition, information search, evaluation of alternatives, purchase decision, and post-purchase evaluation. Marketers aim to understand this process to better target consumers. The document also discusses the adoption process, whereby consumers progress from awareness to adoption of new products through 5 stages: awareness, interest, evaluation, trial, and adoption. Understanding consumer behavior and decision-making is important for marketers.
More Related Content
What's hot
BB Chapter Four : Information Search
This chapter discusses information search, which is an important stage of consumer decision making. It covers the nature of internal and external information searches, key types and sources of information consumers seek, and factors that influence the amount of external search. The chapter also examines how the internet has become a major source of information and how marketers can drive consumers to their online information.
consumer decision making
This document discusses various models and aspects of consumer decision making. It covers four levels of consumer decision making from extensive problem solving to routine response behavior. It also discusses four views of consumer decision making: the economic view, passive view, cognitive view, and emotional view. Additionally, it examines factors that influence consumer behavior such as motivation, personality, perception, learning, and attitudes. It provides an overview of concepts like the halo effect, selective attention, perceptual defense, and more.
Lecture 3 consumer decision making
This document summarizes key concepts about consumer decision making from a marketing lecture. It discusses:
1) The five stages of the consumer decision making process: need recognition, information search, evaluation of alternatives, purchase, and post-purchase evaluation.
2) Types of consumer buying decisions based on involvement: routine response, limited decision making, and extensive decision making. More involved purchases require more search and consideration of alternatives.
3) Cultural, social, and psychological factors that influence consumer decisions at each stage of the process, such as recommendations from personal contacts, brand perceptions, and efforts to reduce cognitive dissonance after purchase.
Buying behaviour
1. Individual buying decisions involve problem recognition, information search, alternative evaluation, purchase, and post-purchase behavior. The roles of buyer, user, and payer can be played by the same individual or different individuals.
2. Decisions are influenced by where consumption takes place - at home, work, or in public. Price sensitivity varies in each location.
3. Customer decision processes involve determining whether to purchase, what to purchase, where, when, and balancing finite time and money across alternatives. Mental budgeting also influences decisions.
Consumer Choice
The document discusses three types of consumer choice processes:
1) Affective-based choice, which is based on an immediate emotional response to a product without considering attributes. Marketers should help consumers envision how a product will make them feel.
2) Attribute-based choice, which involves comparing a product's specific attributes to other options. This process is more effortful and takes more time.
3) Attitude-based choice, where decisions are made based on general attitudes, impressions, intuitions or heuristics rather than comparing attributes.
The type of choice process used depends on motivation, available information, and the situation. Combinations of these processes may be used for a single decision.
BB Practice Questions (Part One: Chapters 1-7)
The document provides sample questions and multiple choice questions to help students practice and test their understanding of key concepts from chapters 1-7 of a consumer behavior textbook. It includes review and discussion questions about consumer decision making processes and influences on behavior. The questions address topics like how marketers view consumers, the relevance of studying consumer decision making, and situational influences on purchasing.
Consumer Berhaviour Consumer involvement & Problem Solving Variations
Follow me at Facebook : https://www.facebook.com/MelonxRou
These slide is always just for education purpose =]
Decision rule and motivation
Introduction to Consumer Behaviour; Consumer Behaviour
and Marketing Strategy; Consumer Involvement – Levels
of involvement, and Decision Making.
Consumer Decision Process – Stages in Decision Process,
Information Search Process; Evaluative Criteria and
Decision Rules, Consumer Motivation – Types of Consumer
Needs, Ways of Motivating Consumers. Information
Processing and Consumer Perception.
Consumer Attitudes and Attitude Change; Influence of
Personality and Self Concept on Buying Behaviour,
Psychographics and Lifestyles, Impuse Buying.
Diffusion of Innovation and Opinion Leadership, Family
Decision Making, Influence of Reference Group
Industrial Buying Behaviour– Process and factors, Models
of Consumer Behaviour – Harward Seth, Nicosia, E& D,
Economic Model; Introduction to Consumer Behaviour
Audit; Consumer Behaviour Studies in India.
Consumer decision making process slide
The document discusses the consumer decision-making process of evaluating alternatives. It is the third step where consumers compare different solutions to a problem by looking at attributes such as performance, design, price and value for computers. Consumers will evaluate each brand based on these attributes and form beliefs about how each brand rates. They may consult others or salespeople for information. Consumers will compare brands in their consideration set based on relevant criteria to make their choice. Common criteria include country of origin, price, and brand reputation. Consumers may use decision heuristics or rules of thumb to make choices quickly.
BB Project Guidelines (Part Two)
This document provides guidelines for a marketing project analyzing buyer behavior for a selected product and target segment. It outlines requirements to examine external influences like culture, demographics, and group influence. It also requires an analysis of internal influences, specifically how the product meets needs and motives using Maslow's hierarchy, how perception theory applies, and which learning theories are most relevant to promote the product. The guidelines provide interpretation and direction on what to research and discuss for each requirement.
Chapter 16 Consumer Buying Decision
The document discusses consumer decision making and relationship marketing. It covers levels of consumer decision making from extensive problem solving to routinized response behavior. It also discusses four models of consumer decision making: economic, passive, cognitive, and emotional views. Finally, it discusses relationship marketing, which aims to create strong relationships between customers and businesses.
Levels of Consumer Decision making & A model of Consumer Decision making in C...
The document discusses consumer decision making, including three levels of involvement (routine response behavior, limited decision making, and extensive decision making), and presents a five-stage model of consumer decision making. The model includes need recognition, information search, evaluation of alternatives, purchase decision, and post-purchase behavior. Routine decisions involve little consideration, while extensive decisions involve high costs and extensive research between many alternatives.
Cb 2.0
Introduction to Consumer Behaviour; Consumer Behaviour
and Marketing Strategy; Consumer Involvement – Levels
of involvement, and Decision Making.
Consumer Decision Process – Stages in Decision Process,
Information Search Process; Evaluative Criteria and
Decision Rules, Consumer Motivation – Types of Consumer
Needs, Ways of Motivating Consumers. Information
Processing and Consumer Perception.
Consumer Attitudes and Attitude Change; Influence of
Personality and Self Concept on Buying Behaviour,
Psychographics and Lifestyles, Impuse Buying.
Diffusion of Innovation and Opinion Leadership, Family
Decision Making, Influence of Reference Group
Industrial Buying Behaviour– Process and factors, Models
of Consumer Behaviour – Harward Seth, Nicosia, E& D,
Economic Model; Introduction to Consumer Behaviour
Audit; Consumer Behaviour Studies in India.
Consumer decision process
Consumer Decision Process: Problem Recognition
Types of consumer decisions, Purchase involvement levels and the decision process, Problem/Need Recognition, Types of Consumer Problems, Marketing Strategy and Problem Recognition.
Enterp 130929222040-phpapp01
The document outlines the consumer decision making process, which consists of 5 steps: problem recognition, information search, evaluation of alternatives, purchase decision, and post-purchase behavior. It then provides details about each step, including examples. It also discusses alternative forms of decision making, habitual/routine, limited, and extended decision making. The key aspects of the consumer decision making process are recognizing a problem, gathering information from various sources, comparing alternatives, making the purchase, and evaluating the purchase.
Information search & evaluation
Nature of Consumers' information search , types of information sought by consumers, sources of consumer information, marketing strategy in the information search process, consumers evaluative criteria and its measurement, consumer decision rules, Marketing strategy in the evaluation process.
Consumer decision making process
This document discusses the consumer decision making process. It outlines five factors that influence consumer decisions, as well as three levels of consumer decision making ranging from extensive problem solving to routine response behavior. The stages of the consumer decision making process are described, including need recognition, information search, evaluation of alternatives, purchase, and post-purchase behavior. An example consumer decision process for purchasing a new car is provided to illustrate these stages.
Consumer decision making process
This document summarizes the consumer decision making process. It involves 5 stages: need recognition, information search, alternatives evaluation, purchase decision, and post-purchase evaluation. In need recognition, internal or external stimuli motivate a need. In information search, consumers gather information from recommendations, experiences, and risk management. Alternatives are then evaluated based on factors like price, benefits, availability. The purchase decision involves choosing a product, brand, dealer, amount and time. Post-purchase involves evaluating performance versus expectations. Decision making can be extensive problem solving, limited problem solving, or routine response behavior based on involvement level.
Consumer's purchase decision
The consumer purchase decision process involves multiple stages of evaluation and consideration of alternatives. It begins with problem recognition and information search, then progresses through evaluation of options and forming preferences among brands under consideration. This leads to the intended purchase selection. However, two potential intervening factors can influence proceeding from intention to purchase. The attitudes of others toward the preferred option and any unanticipated situational changes may alter the consumer's decision. Perceived risk also heavily impacts decisions to modify, postpone, or avoid a purchase. Marketers aim to understand and mitigate these risk factors.
BB Practice Essay Questions and MCQ (Part Two - Chapters 8-11)
The document provides a summary of key concepts from chapters 8-11 on consumer behavior, including perception, learning, and memory. It includes review questions from the end of each chapter, sample multiple choice questions, and discussion questions - along with brief answers/explanations for some. The goal is to help students practice concepts and test their understanding.
What's hot (20)
Consumer Berhaviour Consumer involvement & Problem Solving Variations
Consumer Berhaviour Consumer involvement & Problem Solving Variations
Levels of Consumer Decision making & A model of Consumer Decision making in C...
Levels of Consumer Decision making & A model of Consumer Decision making in C...
BB Practice Essay Questions and MCQ (Part Two - Chapters 8-11)
BB Practice Essay Questions and MCQ (Part Two - Chapters 8-11)
Similar to Chap014 cb
Consumer behavior
The document discusses influences on consumer purchase decisions. It describes situational influences like a person's mood, time of day, marketing promotions, and social environment. It also examines psychological influences like motivation, perception, learning, beliefs, lifestyle, values, and attitudes. Finally, it analyzes sociocultural influences such as reference groups, culture, social class, and family on consumer behavior. The student will understand these consumer behavior concepts and use them to create innovative solutions through human-centered design.
Chapter 5 principles of marketing
The document discusses consumer behavior and the consumer decision-making process. It describes consumer behavior as how individuals and groups decide to buy, use, and dispose of goods and services. The consumer decision-making process involves 5 stages: need recognition, information search, evaluation of alternatives, purchase decision, and post-purchase evaluation. Marketers aim to understand this process to better target consumers. The document also discusses the adoption process, whereby consumers progress from awareness to adoption of new products through 5 stages: awareness, interest, evaluation, trial, and adoption. Understanding consumer behavior and decision-making is important for marketers.
Business Ethic Chap 8: Ethics and Marketing
Berdasarkan buku Hartman, L. P., DesJardins, J., & Macdonald, C. (2014). Business Ethic Decision Making for Personal Integrity & Social Responsibility. United State of America: McGraw Hill Education.
kali ini kita akan membahas chapter 8: Ethics and Marketing
Video Presentation Link:
https://youtu.be/noKsyEBldF0
Consumer Behaviour final latest.pptx
The document discusses consumer online shopping behavior with reference to Flipkart. It covers how consumers prefer to receive product information, the different types of buying behaviors, and factors that influence consumer decisions. Marketers play an important role in marketing programs by conducting research, designing strategies, and advertising. Measuring post-purchase behavior and ensuring positive customer experiences are also discussed. The effects of the COVID-19 pandemic on e-commerce are addressed, along with trends that will shape the future of online shopping.
Cb unit-vii (consumer decision making process)
This document contains lecture slides from a course on consumer behavior taught at IILM Graduate School of Management. The slides cover various topics related to consumer decision making process including:
- The different factors (cultural, social, individual, psychological) that influence consumer behavior and decision making.
- Stages of consumer decision making process - need recognition, information search, evaluation of alternatives, purchase decision, and post-purchase behavior.
- Concepts like evoked set, cognitive dissonance, and their impact on consumer decision making.
- Differences in decision making for products with varying levels of consumer involvement.
- Ways marketers can address post-purchase thoughts and behaviors like dissatisfaction or
Ch6 Analyzing Consumer Markets
Cultural factors exert the broadest influence on consumer behavior. Motivation is a key psychological process that has direction and intensity. Consumers are influenced by reference groups they belong to as well as groups they aspire to or dissociate from. Marketers learn about the consumer decision process through retrospective methods like surveying recent customers about their purchase experiences.
Consumer adoption process
This document summarizes the customer adoption process and factors that influence it. It discusses diffusion of innovations through communication channels over time within a social system. The main elements that determine an innovation's rate of adoption are its characteristics like relative advantage and complexity. Consumer adoption involves awareness, interest, evaluation, trial, decision, and confirmation stages. Consumers fall into categories like innovators, early adopters, early majority, late majority and laggards. Situational influences like physical and social surroundings also impact consumer behavior.
Learning by Coaching [Chapter 6]
This document contains 10 learning questions and concepts about factors that influence consumer behavior from a chapter on analyzing consumer markets. Cultural factors exert the broadest influence on consumer behavior. Motivation has both direction and intensity. Major information sources consumers use are personal, commercial, public, and experiential. Personal characteristics like age, occupation, and personality influence buyer decisions except for education. Reference groups directly or indirectly influence consumer behavior. Not all consumers pass through all 5 stages of the buying process. Brand personality traits include excitement. High price sensitivity leads to choosing the cheapest brand using a lexicographic heuristic. Postponing travel due to risk shows psychological risk influence. Marketers learn buying processes through retrospective customer surveys.
Learning by Coaching [Chapter 6]
This document contains 10 learning questions and concepts about factors that influence consumer behavior from a chapter on analyzing consumer markets. Cultural factors exert the broadest influence on consumer behavior. Motivation has both direction and intensity. Major information sources consumers use are personal, commercial, public, and experiential. Personal characteristics like age, occupation, and personality influence buyers' decisions except for education. Reference groups directly or indirectly influence consumer behavior. Not all consumers pass through every stage of the buying process. MTV suggests having a brand personality of excitement. Highly price-sensitive consumers choosing the cheapest brand use a lexicographic heuristic. Postponing a trip due to risk shows influence of psychological risk. Marketers learn buying processes through retrospective customer surveys
Consumer Behaviour
The document provides an overview of the consumer decision-making process, which consists of 5 stages: 1) problem recognition and need identification, 2) information search, 3) evaluation of alternatives, 4) purchase decision, and 5) post-purchase behavior. It then discusses several types of consumer buying behavior like routine, limited decision-making, extensive decision-making, impulse buying, and variety seeking. The document also outlines factors that influence each stage of the consumer decision process as well as considerations for marketers at each stage.
Chapter 15 Conumer Influence
This chapter discusses opinion leadership and the diffusion of innovations. It defines opinion leadership as the process where informal leaders called opinion leaders influence the actions or attitudes of others. It describes the dynamics of opinion leadership including that opinion leaders are credible, provide product information and advice, and their influence is category specific. It also discusses the motivations behind opinion leadership for both opinion leaders and receivers, and how opinion leaders help reduce risk and search time for receivers.
MARKETING-CH4
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.
47 consumerbehavior
The document discusses various aspects of consumer behavior, including the consumer decision-making process. It describes the stages consumers go through from need recognition to post-purchase evaluation. It discusses factors that influence consumer decisions at each stage, such as cultural, social, individual and psychological factors. It also discusses sources of information that consumers use during the information search stage, including personal sources, public sources, and marketer-dominated sources.
Consumerbehavior
The document discusses various aspects of consumer behavior, including:
1. It outlines the consumer decision-making process and factors that influence it such as culture, personal characteristics, and psychological factors.
2. It describes the different stages consumers go through from need recognition to post-purchase evaluation, and the internal and external information sources that influence each stage.
3. It discusses concepts like cognitive dissonance and the different levels of involvement consumers have for various purchase decisions.
Consumerbehavior
The document discusses various aspects of consumer behavior, including:
1. It outlines the typical consumer decision-making process that consumers go through, from need recognition to post-purchase behavior. This includes information search, evaluation of alternatives, and purchase.
2. It discusses factors that influence consumer behavior, such as cultural, social, individual, and psychological factors. It also discusses the roles of different individuals (initiator, influencer, decider, buyer, user) in purchase decisions.
3. It covers concepts like involvement levels, decision rules used by consumers when evaluating options, and ways to reduce post-purchase dissonance.
Perception
This document discusses factors that influence consumer perception and attention. It covers the following key points in 3 sentences:
Consumer perception is shaped by both internal factors like values and family as well as external factors like culture, social roles, and advertising. Attention requires allocating limited mental resources and is determined by stimulus characteristics, individual traits like motivation and ability, and situational factors such as environmental clutter. Perception involves assigning meaning to information through both cognitive and affective processes, and attention can occur deliberately through focus or incidentally through peripheral exposure.
Make A Lasting Impression
A study conducted by PPAI Research and fielded through MarketTools, Inc. surveyed 1,005 American consumers who had received a promotional product in the past 24 months. The study found that promotional products are an effective advertising medium, with 83% of respondents liking receiving them and over 90% still owning or possessing a promotional product from the last 24 months. Respondents believed promotional products were given primarily to promote a service, product, or message. Items like food baskets, MP3 players, watches, luggage and clothing were most likely to create a favorable impression or motivate action. Over half of respondents kept promotional products for 1 year or longer, creating numerous impressions over time at a relatively low cost per impression for advertisers
Ali khokhar (reserch paper)
1) The document discusses factors that influence consumer decisions when purchasing high involvement products like TVs, laptops, or other expensive electronic devices.
2) It identifies key factors as price, brand image, method of selling (direct selling), and advertising, particularly for new brands.
3) Consumers do extensive research on these products due to the high costs and risks involved, and want to feel confident in their purchase decision.
Consumer Behavior
Consumer Decision Making Process and Changing Indian Consumers and its Impact,Consumer Profiling for a Consumer Durable product like LCD, LED, Smart Phone, etc
Unilever Consumer Behavior
This document summarizes findings from a focus group commissioned by Unilever to examine how they can improve customer loyalty through partnerships with grocery chains. The focus group found that consumer loyalty is declining and attention is a scarce resource. Participants were more loyal to branded products than retailers. Location and convenience were important factors in choosing a grocery store. The report recommends Unilever create a loyalty app, in-store branded experiences, and focus on brand awareness in personal care and food/beverage categories to improve loyalty.
Similar to Chap014 cb (20)
More from Maju
Chap017 cb
The document discusses various topics related to retail outlet selection and purchase decisions, including:
1) Different decision sequences consumers may use when evaluating outlets and brands, such as prioritizing the outlet first or the brand first.
2) Factors that influence a consumer's evaluative criteria for different types of purchases from major grocery shopping to buying a newspaper.
3) Ways the internet draws consumers as an outlet and reasons for consumer apprehension towards online shopping.
4) In-store factors like price reductions, sales personnel, displays, and atmosphere that can impact consumers' product evaluations and purchases.
Chap016 cb
This document discusses different concepts related to how consumers make choices and evaluate products, including:
1) Consumers have bounded rationality and may make choices based on feelings over detailed attributes. They also use attitudes, intuitions, and heuristics.
2) Evaluative criteria can be tangible or intangible and measured factors are used to compare brands. Criteria have relative importance.
3) Different decision rules are used by consumers, including conjunctive, disjunctive, elimination-by-aspects, and lexicographic, which involve minimum thresholds, alternatives, ranking attributes by importance, or adding scores.
Chap013 cb
The document discusses how situational influences can impact consumer decision making. It defines five classes of situational influences: physical surroundings, social surroundings, temporal perspective, task definition, and antecedent states. Several examples are provided to illustrate how each situational influence can affect choices in different contexts like shopping in crowded stores, choosing desserts in social situations, and preferences for fruits at different meal times.
Chap012 cb
The document discusses different methods for measuring and analyzing consumer lifestyle and self-concept, including several multi-dimensional models. It describes the VALS system which classifies consumers into eight segments based on their self-orientation and resources. It also outlines Yankelovich's MONITOR MindBase which groups consumers into eight segments based on their position on core values and life cycle stage. Additionally, it mentions geo-demographic analysis using PRIZM to profile US neighborhoods into 62 lifestyle clusters based on demographic factors.
Chap011 cb
This document discusses measuring different components of attitudes, including cognitive, affective, and behavioral components using scales. It also discusses theories of influencing attitudes by changing the different components. Methods discussed for changing the cognitive component include changing beliefs, shifting importance of beliefs, and adding new beliefs. For the affective component, methods like classical conditioning and mere exposure are discussed. For the behavioral component, techniques from social psychology like reciprocity, scarcity, and authority are discussed as ways to influence behavior.
Timemanagement
This document outlines a framework for effective time management called the "fourth generation" approach. It involves 6 steps: 1) connecting to your mission and vision, 2) identifying your roles, 3) selecting high-impact goals for each role, 4) organizing your week, 5) exercising integrity in prioritizing tasks, and 6) evaluating your progress. The approach aims to focus on important but not urgent "Quadrant II" tasks by understanding time as both a "clock" and "compass" based on priorities and values.
Png
Procter & Gamble has a strategic human resources department that focuses on maximizing human capabilities within the organization. The report provides details on P&G's recruitment and selection process, which begins with identifying job requirements and proceeds through steps like CV assessment, interviews, and evaluations for new hires and interns. P&G trains and develops employees using both on-the-job and off-the-job approaches to ensure they have the skills needed to perform their roles effectively and contribute to the company's goals. Performance is regularly evaluated to provide feedback and determine career development opportunities.
Pearl Continental Hotel
The document provides information about Mohammad Ali Jinnah University and Pearl Continental Hotel. It includes the hotel's vision, mission, objectives of the human resources department, and structure of the HR department. It also discusses the hotel's recruitment process, sources of recruitment, job evaluation, selection procedures, orientation, and training. The HR department plays an important role in executing the hotel's strategies by creating a committed and competent workforce.
Money And Bankingrpt Final Judgement
The document is a report on the historic judgement on interest (riba) by the Supreme Court of Pakistan. It contains:
1. An introduction providing background on the judgement which banned interest in all forms, declaring it as riba prohibited by the Quran.
2. A summary of the court's ruling which will rid Pakistan of interest in a step-by-step process over the next few years.
3. An objective study of the Quranic verses related to riba, analyzing them chronologically and historically.
Stages Of Dying
Dr. Elisabeth Kübler-Ross was a Swiss-born psychiatrist known for her work on death and dying. She authored the groundbreaking book On Death and Dying, which introduced the five stages of grief: denial, anger, bargaining, depression, and acceptance. Her extensive work with terminally ill patients led her to challenge traditional views on treating the dying. She encouraged more compassionate end-of-life care and founded hospice organizations. Kübler-Ross continued researching and writing about death until her own passing in 2004 at age 78.
Procter And Gamble Pakistan
Procter & Gamble Pakistan has over 138,000 employees worldwide. The HR department helps form and implement strategies in a strategic role, acting as a change agent rather than enforcing policies. The recruitment and selection process includes reviewing CVs, tests, interviews, and medical examinations. Training approaches include on-the-job methods like job rotation and coaching as well as off-the-job classroom training. The HR department has strengths like competitiveness and stability but also weaknesses such as conservative attitudes and low external recruitment.
The Historic Judgment On Interest 1210070384359236 9
The Supreme Court of Pakistan issued a landmark decision banning interest in all forms. The decision discussed five main arguments against considering interest-based transactions as riba (usury) which is prohibited in Islam. The Court analyzed verses from the Quran dealing with riba and refuted each of the five arguments, finding that interest-based transactions do fall under the definition of riba and are thus prohibited. The Court established that Islamic principles provide solutions for economic activities without the need to compromise on the prohibition of riba.
Psychological Stages Of Dying
Elisabeth Kubler-Ross identified 5 stages that dying patients commonly experience: denial, anger, bargaining, depression, and acceptance. The stages do not necessarily occur in order and a patient may revisit previous stages multiple times. In denial, patients refuse to accept they are dying. Anger emerges when denial is no longer possible. Patients may bargain with God for more time. Depression sets in from frustration with their situation and contemplating death. Eventually, patients accept their impending death in a calm state of quiet expectation.
More from Maju (13)
The Historic Judgment On Interest 1210070384359236 9
The Historic Judgment On Interest 1210070384359236 9
Chap014 cb
- 1. CHAPTER FOURTEEN Consumer Decision Process and Problem Recognition McGraw-Hill/Irwin Copyright © 2004 by The McGraw-Hill Companies, Inc. All rights reserved.
- 2. What type of Problem is Nivea Recognizing?
- 3. Involvement and Types of Decision Making
- 5. The Process of Problem Recognition
- 6. Nonmarketing Factors Affecting Problem Recognition
- 8. Discussion Question #16 What products do you think generally are associated with nominal, limited, and extended decision making?
- 9. Discussion Question #17 What products do you think generally are purchased or used for emotional reasons?
- 10. Discussion Question #18 What products do you think generally are associated with brand loyalty decision making and which with repeat purchase decision making?