Consumer Behavior
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Information for marketing professionals on the importance of consumer behavior and the influences it has on their decision-making when purchasing a product or service.
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problem recognition and information search
This document provides an overview of problem recognition and information search in consumer decision making. It discusses that problem recognition occurs when a consumer perceives a discrepancy between their actual and ideal state. This can activate an internal search of memory or an external search of the environment for more information. The document then examines the types of internal and external searches consumers engage in, what information is retrieved from each, and limitations like confirmation bias, information overload, and the costs and benefits of acquiring more information.
Consumer Decision Making Process
This document outlines the consumer decision making process, which includes problem recognition, information search, alternative evaluation, decision, and post-decision evaluation. It discusses three types of problem solving variations - extended, routine, and limited problem solving. It also covers internal and external information search, evaluative criteria, decision rules, and factors that influence the decision making process like situational influences and low effort heuristics.
How do consumers make purchasing decisions
This document outlines the consumer decision making process, which includes problem recognition, information search, evaluation of alternatives, purchase decisions, and post-purchase behavior. It discusses key aspects of each step, such as internal and external triggers for problem recognition, active information search from various sources, attributes and benefits considered during evaluation, and heuristics like conjunctive or elimination used in purchase decisions. Risks and opinions of others can also influence decisions. Post-purchase satisfaction, use, and actions determine repeat purchases and recommendations.
Consumer decision process
Ruchika Kulshrestha defines consumer decision making as a process of gathering and evaluating information to select the best option to solve a problem or make a purchase choice. The consumer decision making process involves several steps: recognizing a problem or need, searching for information to address the need, evaluating alternatives, making a purchase decision, and evaluating the post-purchase experience. Key factors that influence the process include involvement level, attitudes, external stimuli, and feedback from other customers.
Chap5
The document discusses consumer buying behavior and the factors that influence it. It describes the consumer decision making process, which involves need recognition, information search, evaluation of alternatives, purchase decision, and post-purchase behavior. It identifies cultural, social, personal, and psychological characteristics that affect consumer behavior and discusses models of consumer types. The stages of adoption for new products and influences on their adoption rate are also summarized.
How do consumers make purchasing decisions
The document outlines a 5-stage model of the consumer buying decision process:
1. Problem recognition - needs are triggered by internal or external stimuli
2. Information search - consumers gather information from personal, commercial, public, and experimental sources
3. Evaluation of alternatives - consumers evaluate products and form preferences among brands based on attributes and perceived value
4. Purchase decision - final decision can be influenced by attitudes of others and unanticipated situational factors
5. Post-purchase behavior - consumers may experience satisfaction, dissatisfaction or disposal after their purchase
Consumer decision-making-process
Consumer behavior is the study of how, why, when, and where people buy products. It draws from psychology, sociology, anthropology, and economics to understand individual and group decision making. Factors like culture, social class, motivation, learning, and attitudes influence the consumer decision process of need recognition, information search, alternative evaluation, purchase, and post-purchase evaluation. Understanding consumer behavior helps firms improve marketing efforts to better satisfy consumer needs.
Post Purchase Consumer Behaviour
1) After making a purchase, consumers may experience post-purchase dissonance or doubts about their decision. They will seek information to justify their choice and reduce these doubts.
2) Most purchases are followed by product use. How the product is used and disposed of is evaluated by the consumer. Satisfaction depends on whether expectations are met or exceeded by the product's performance.
3) Post-purchase actions include repeat purchases, brand switching, or discontinuing use, depending on the consumer's level of satisfaction. Marketers should monitor post-purchase behavior and satisfaction to improve products, marketing, and customer retention.
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problem recognition and information search
This document provides an overview of problem recognition and information search in consumer decision making. It discusses that problem recognition occurs when a consumer perceives a discrepancy between their actual and ideal state. This can activate an internal search of memory or an external search of the environment for more information. The document then examines the types of internal and external searches consumers engage in, what information is retrieved from each, and limitations like confirmation bias, information overload, and the costs and benefits of acquiring more information.
Consumer Decision Making Process
This document outlines the consumer decision making process, which includes problem recognition, information search, alternative evaluation, decision, and post-decision evaluation. It discusses three types of problem solving variations - extended, routine, and limited problem solving. It also covers internal and external information search, evaluative criteria, decision rules, and factors that influence the decision making process like situational influences and low effort heuristics.
How do consumers make purchasing decisions
This document outlines the consumer decision making process, which includes problem recognition, information search, evaluation of alternatives, purchase decisions, and post-purchase behavior. It discusses key aspects of each step, such as internal and external triggers for problem recognition, active information search from various sources, attributes and benefits considered during evaluation, and heuristics like conjunctive or elimination used in purchase decisions. Risks and opinions of others can also influence decisions. Post-purchase satisfaction, use, and actions determine repeat purchases and recommendations.
Consumer decision process
Ruchika Kulshrestha defines consumer decision making as a process of gathering and evaluating information to select the best option to solve a problem or make a purchase choice. The consumer decision making process involves several steps: recognizing a problem or need, searching for information to address the need, evaluating alternatives, making a purchase decision, and evaluating the post-purchase experience. Key factors that influence the process include involvement level, attitudes, external stimuli, and feedback from other customers.
Chap5
The document discusses consumer buying behavior and the factors that influence it. It describes the consumer decision making process, which involves need recognition, information search, evaluation of alternatives, purchase decision, and post-purchase behavior. It identifies cultural, social, personal, and psychological characteristics that affect consumer behavior and discusses models of consumer types. The stages of adoption for new products and influences on their adoption rate are also summarized.
How do consumers make purchasing decisions
The document outlines a 5-stage model of the consumer buying decision process:
1. Problem recognition - needs are triggered by internal or external stimuli
2. Information search - consumers gather information from personal, commercial, public, and experimental sources
3. Evaluation of alternatives - consumers evaluate products and form preferences among brands based on attributes and perceived value
4. Purchase decision - final decision can be influenced by attitudes of others and unanticipated situational factors
5. Post-purchase behavior - consumers may experience satisfaction, dissatisfaction or disposal after their purchase
Consumer decision-making-process
Consumer behavior is the study of how, why, when, and where people buy products. It draws from psychology, sociology, anthropology, and economics to understand individual and group decision making. Factors like culture, social class, motivation, learning, and attitudes influence the consumer decision process of need recognition, information search, alternative evaluation, purchase, and post-purchase evaluation. Understanding consumer behavior helps firms improve marketing efforts to better satisfy consumer needs.
Post Purchase Consumer Behaviour
1) After making a purchase, consumers may experience post-purchase dissonance or doubts about their decision. They will seek information to justify their choice and reduce these doubts.
2) Most purchases are followed by product use. How the product is used and disposed of is evaluated by the consumer. Satisfaction depends on whether expectations are met or exceeded by the product's performance.
3) Post-purchase actions include repeat purchases, brand switching, or discontinuing use, depending on the consumer's level of satisfaction. Marketers should monitor post-purchase behavior and satisfaction to improve products, marketing, and customer retention.
Buying Decision Process
This document outlines the five stages of the consumer buying decision process: problem recognition, information search, evaluation of alternatives, purchase decision, and post-purchase decision. It describes each stage in detail, including how needs are triggered, the major information sources used in the search stage, and how satisfaction or dissatisfaction with a purchase can impact future purchase decisions and recommendations to others. The evaluation stage considers how judgments are made consciously and attributes are assessed based on beliefs. The post-purchase stages examine satisfaction levels, potential actions like repeat purchases or warnings to others, and product usage over time.
Consumer behavior in buying process
This document reports on a study of consumer decision processes in buying behavior. The objectives were to define consumer roles, understand the consumer buying decision process, and examine how consumer behavior changes with the environment. The study found that consumers go through problem recognition, information search, evaluation of alternatives, purchase, and post-purchase evaluation. It identified common factors influencing brand and store choice like price, location, and promotions. The research helped define consumer roles and provided insight into how their decisions and behaviors change.
ITFT- Consumer buying process
The document outlines the 5 stages of the consumer buying process:
1) Need recognition - the consumer becomes aware of a problem or need.
2) Information search - the consumer searches for information internally and externally to learn about possible alternatives.
3) Evaluation of alternatives - the consumer evaluates the different alternatives based on attributes and decides on a preferred choice.
4) Purchase decision - the consumer decides on a specific product, brand, store, and purchase method.
5) Post-purchase evaluation - after the purchase, the consumer evaluates satisfaction with their decision and the product.
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.
How do consumers make purchasing decisions
This document outlines a five stage model of consumer decision making: 1) need recognition triggered by internal or external stimuli, 2) information search through heightened attention or active searching from various sources, 3) evaluation of alternatives using expectancy value models and considering brand beliefs and importance of attributes, 4) purchase decision using heuristics like conjunctive or lexicographic rules, 5) post-purchase behavior and evaluation. The model seeks to explain how consumers identify needs, gather information, and make purchase decisions.
The five-stage model
The document discusses the five-stage buying process model, which includes the stages of problem recognition, information search, evaluation of alternatives, purchase decision, and postpurchase behavior. It then applies this model specifically to the process of purchasing sustainable seafood. The five stages are outlined for both the general buying process and how each stage would apply when buying sustainable seafood.
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.
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 buying behaviour
Buying behavior can vary based on location, individual, and type of product. Complex buying behavior occurs when multiple people are involved in the purchasing decision and more deliberation is required. Consumers exhibit complex buying when highly involved in an expensive, infrequent, or risky purchase where brands differ significantly. Variety-seeking behavior involves low involvement but differences between brands, so consumers try different options. The five stages of the buying decision process are need recognition, information search, evaluation of alternatives, purchase decision, and post-purchase evaluation, but some stages may be skipped for routine purchases.
Schiffman16.ppt best ppt,decision making1
The document discusses different levels of consumer decision making including extensive problem solving, limited problem solving, and routinized response behavior. It also summarizes different models of consumer decision making including the economic, passive, cognitive, and emotional views. Additionally, it outlines the three main stages of consumer decision making - need recognition, prepurchase search, and evaluation of alternatives.
The decision making process - ONLINE
The document discusses the consumer decision making process for online purchases. It outlines the typical stages consumers go through - problem recognition, information search, evaluation of alternatives, product choice, and post-purchase evaluation. Marketers attempt to influence each stage, especially for high involvement products. Information search online provides centralized information but lacks human interaction. Evaluating alternatives depends on involvement level and decision rules used. Journal articles examine purchasing cars and music online, the role of trust in online intentions, and risks of innovative services like internet banking.
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 Seven : Post Purchase Processes, Customer Satisfaction and Loyalty
The document discusses post-purchase processes, customer satisfaction, and consumer loyalty. It covers topics like post-purchase dissonance, product use and non-use, product disposal, purchase evaluation, customer satisfaction, and repeat purchase behavior. The key aspects of each topic are explained through examples and frameworks. Customer satisfaction is influenced by expectations, perceived performance across instrumental, symbolic, and affective dimensions. Dissatisfaction can lead to actions like taking no action, switching brands, or warning others.
Consumer buying behaviour
This document defines consumer buying behaviour and identifies different types. It discusses routine response behaviour, limited decision making, extensive decision making, and impulse buying. Routine response behaviour involves automatically purchasing frequently bought, low cost, and low risk items like bread and milk. Limited decision making requires some information gathering for occasional purchases of unfamiliar brands in familiar categories. Extensive decision making is the most complex type and involves expensive, high risk, infrequently purchased items where multiple brands are researched like cars and homes. Impulse buying involves no planning and an immediate urge to purchase that may provoke emotional conflict, for example confectionery near checkouts.
Decision making process
1. The document discusses key aspects of understanding consumer behavior such as identifying important customer segments, their purchase criteria, and how they buy products.
2. It outlines factors that influence consumer behavior like cultural, social, personal characteristics and introduces concepts like brand personality, reference groups, and consumer buying roles.
3. The consumer buying process is summarized involving need recognition, information search, evaluation of alternatives, purchase decision and post-purchase behavior. Market segmentation strategies are also covered.
Types of buying decision behavior
There are four main types of buying decision behavior:
1. Complex buying behavior involves high consumer involvement and significant brand differences for expensive, infrequent, or risky purchases like computers, TVs, or appliances.
2. Variety seeking behavior has low involvement but brand switching for variety with products like chips, soap, or ice cream.
3. Dissonance reducing behavior has high involvement for expensive items with little brand differences, causing post-purchase anxiety over alternative products.
4. Habitual behavior has low involvement and brand indifference for frequent, small purchases like milk, bread, or matches.
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.
Understanding and targeting the marketplace
Powerpoint explaining how to better understand and target the marketplace. This consists of consumer buying process , B2B marketing, consumer purchase decision, firm culture and the buying process
Types of Buying Decision Behavior
There are several types of buying-decision behavior:
1. Complex buying behavior occurs when purchases are expensive, risky, infrequent, and important, requiring consumers to learn about attributes. Examples include laptops and mobile phones.
2. Dissonance reducing behavior happens when involvement is high due to price and infrequency, but differences between brands are small, so consumers choose easily available options and may experience post-purchase dissonance.
3. Variety seeking behavior has low involvement but significant brand differences, so consumers perceive brand switching for variety, like choosing different chip brands each time.
4. Habitual behavior has low involvement and insignificant brand differences, so consumers purchase habitually without consideration, like matches or
How do consumers make purchasing decisions
The document outlines the 5-stage process consumers go through when making purchasing decisions: 1) problem recognition, 2) information search, 3) evaluation of alternatives, 4) purchase decision, and 5) post-purchase behavior. It describes each stage in detail, including how consumers are triggered to recognize problems, search for limited options, evaluate products based on attributes, and how their purchase decision can be influenced by others and unexpected factors. It also explains that post-purchase satisfaction depends on whether expectations are met or exceeded by the product.
consumerdecisionmaking-150525074654-lva1-app6891.pptx
The document discusses consumer decision making and behavior. It outlines the consumer decision making process which includes need recognition, information search, evaluation of alternatives, purchase, and post-purchase behavior. It also discusses factors that influence consumer decisions such as involvement, time, cost, information search, and alternatives considered. There are three levels of consumer decision making - extensive problem solving, limited problem solving, and routinized response behavior. The document also presents four models of consumer decision making - economic, passive, cognitive, and emotional views.
Consumer Decision Making Process
Consumer Psychology, Consumer Behaviour, Consumer Decision Making Process, Factors influencing consumers decisions, Levels of decision making, Models, Purchase and Post purchase behaviour
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Buying Decision Process
This document outlines the five stages of the consumer buying decision process: problem recognition, information search, evaluation of alternatives, purchase decision, and post-purchase decision. It describes each stage in detail, including how needs are triggered, the major information sources used in the search stage, and how satisfaction or dissatisfaction with a purchase can impact future purchase decisions and recommendations to others. The evaluation stage considers how judgments are made consciously and attributes are assessed based on beliefs. The post-purchase stages examine satisfaction levels, potential actions like repeat purchases or warnings to others, and product usage over time.
Consumer behavior in buying process
This document reports on a study of consumer decision processes in buying behavior. The objectives were to define consumer roles, understand the consumer buying decision process, and examine how consumer behavior changes with the environment. The study found that consumers go through problem recognition, information search, evaluation of alternatives, purchase, and post-purchase evaluation. It identified common factors influencing brand and store choice like price, location, and promotions. The research helped define consumer roles and provided insight into how their decisions and behaviors change.
ITFT- Consumer buying process
The document outlines the 5 stages of the consumer buying process:
1) Need recognition - the consumer becomes aware of a problem or need.
2) Information search - the consumer searches for information internally and externally to learn about possible alternatives.
3) Evaluation of alternatives - the consumer evaluates the different alternatives based on attributes and decides on a preferred choice.
4) Purchase decision - the consumer decides on a specific product, brand, store, and purchase method.
5) Post-purchase evaluation - after the purchase, the consumer evaluates satisfaction with their decision and the product.
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.
How do consumers make purchasing decisions
This document outlines a five stage model of consumer decision making: 1) need recognition triggered by internal or external stimuli, 2) information search through heightened attention or active searching from various sources, 3) evaluation of alternatives using expectancy value models and considering brand beliefs and importance of attributes, 4) purchase decision using heuristics like conjunctive or lexicographic rules, 5) post-purchase behavior and evaluation. The model seeks to explain how consumers identify needs, gather information, and make purchase decisions.
The five-stage model
The document discusses the five-stage buying process model, which includes the stages of problem recognition, information search, evaluation of alternatives, purchase decision, and postpurchase behavior. It then applies this model specifically to the process of purchasing sustainable seafood. The five stages are outlined for both the general buying process and how each stage would apply when buying sustainable seafood.
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.
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 buying behaviour
Buying behavior can vary based on location, individual, and type of product. Complex buying behavior occurs when multiple people are involved in the purchasing decision and more deliberation is required. Consumers exhibit complex buying when highly involved in an expensive, infrequent, or risky purchase where brands differ significantly. Variety-seeking behavior involves low involvement but differences between brands, so consumers try different options. The five stages of the buying decision process are need recognition, information search, evaluation of alternatives, purchase decision, and post-purchase evaluation, but some stages may be skipped for routine purchases.
Schiffman16.ppt best ppt,decision making1
The document discusses different levels of consumer decision making including extensive problem solving, limited problem solving, and routinized response behavior. It also summarizes different models of consumer decision making including the economic, passive, cognitive, and emotional views. Additionally, it outlines the three main stages of consumer decision making - need recognition, prepurchase search, and evaluation of alternatives.
The decision making process - ONLINE
The document discusses the consumer decision making process for online purchases. It outlines the typical stages consumers go through - problem recognition, information search, evaluation of alternatives, product choice, and post-purchase evaluation. Marketers attempt to influence each stage, especially for high involvement products. Information search online provides centralized information but lacks human interaction. Evaluating alternatives depends on involvement level and decision rules used. Journal articles examine purchasing cars and music online, the role of trust in online intentions, and risks of innovative services like internet banking.
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 Seven : Post Purchase Processes, Customer Satisfaction and Loyalty
The document discusses post-purchase processes, customer satisfaction, and consumer loyalty. It covers topics like post-purchase dissonance, product use and non-use, product disposal, purchase evaluation, customer satisfaction, and repeat purchase behavior. The key aspects of each topic are explained through examples and frameworks. Customer satisfaction is influenced by expectations, perceived performance across instrumental, symbolic, and affective dimensions. Dissatisfaction can lead to actions like taking no action, switching brands, or warning others.
Consumer buying behaviour
This document defines consumer buying behaviour and identifies different types. It discusses routine response behaviour, limited decision making, extensive decision making, and impulse buying. Routine response behaviour involves automatically purchasing frequently bought, low cost, and low risk items like bread and milk. Limited decision making requires some information gathering for occasional purchases of unfamiliar brands in familiar categories. Extensive decision making is the most complex type and involves expensive, high risk, infrequently purchased items where multiple brands are researched like cars and homes. Impulse buying involves no planning and an immediate urge to purchase that may provoke emotional conflict, for example confectionery near checkouts.
Decision making process
1. The document discusses key aspects of understanding consumer behavior such as identifying important customer segments, their purchase criteria, and how they buy products.
2. It outlines factors that influence consumer behavior like cultural, social, personal characteristics and introduces concepts like brand personality, reference groups, and consumer buying roles.
3. The consumer buying process is summarized involving need recognition, information search, evaluation of alternatives, purchase decision and post-purchase behavior. Market segmentation strategies are also covered.
Types of buying decision behavior
There are four main types of buying decision behavior:
1. Complex buying behavior involves high consumer involvement and significant brand differences for expensive, infrequent, or risky purchases like computers, TVs, or appliances.
2. Variety seeking behavior has low involvement but brand switching for variety with products like chips, soap, or ice cream.
3. Dissonance reducing behavior has high involvement for expensive items with little brand differences, causing post-purchase anxiety over alternative products.
4. Habitual behavior has low involvement and brand indifference for frequent, small purchases like milk, bread, or matches.
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.
Understanding and targeting the marketplace
Powerpoint explaining how to better understand and target the marketplace. This consists of consumer buying process , B2B marketing, consumer purchase decision, firm culture and the buying process
Types of Buying Decision Behavior
There are several types of buying-decision behavior:
1. Complex buying behavior occurs when purchases are expensive, risky, infrequent, and important, requiring consumers to learn about attributes. Examples include laptops and mobile phones.
2. Dissonance reducing behavior happens when involvement is high due to price and infrequency, but differences between brands are small, so consumers choose easily available options and may experience post-purchase dissonance.
3. Variety seeking behavior has low involvement but significant brand differences, so consumers perceive brand switching for variety, like choosing different chip brands each time.
4. Habitual behavior has low involvement and insignificant brand differences, so consumers purchase habitually without consideration, like matches or
How do consumers make purchasing decisions
The document outlines the 5-stage process consumers go through when making purchasing decisions: 1) problem recognition, 2) information search, 3) evaluation of alternatives, 4) purchase decision, and 5) post-purchase behavior. It describes each stage in detail, including how consumers are triggered to recognize problems, search for limited options, evaluate products based on attributes, and how their purchase decision can be influenced by others and unexpected factors. It also explains that post-purchase satisfaction depends on whether expectations are met or exceeded by the product.
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BB Chapter Seven : Post Purchase Processes, Customer Satisfaction and Loyalty
BB Chapter Seven : Post Purchase Processes, Customer Satisfaction and Loyalty
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The document discusses consumer decision making and behavior. It outlines the consumer decision making process which includes need recognition, information search, evaluation of alternatives, purchase, and post-purchase behavior. It also discusses factors that influence consumer decisions such as involvement, time, cost, information search, and alternatives considered. There are three levels of consumer decision making - extensive problem solving, limited problem solving, and routinized response behavior. The document also presents four models of consumer decision making - economic, passive, cognitive, and emotional views.
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Consumer Behavior: The Psychology of Consumption
Without an understanding of consumers, how they think, and the reasons for how they behave, it is very difficult for a business to give them exactly what they want.
The study of consumer behaviour improves decision-making as some of the guesswork is removed.
Through a better understanding of consumer behaviour, businesses can make better choices with their marketing to attract more of their target customers.
What is Consumer Behaviour?
Consumer behaviour is the study of consumption. It aims to have a better understanding of consumer actions and processes used in their purchase decisions, as well as the usage of products and services and how they are disposed of.
Exploring how the consumer’s emotions, attitudes and preferences affect buying behaviour, consumer behaviour draws upon ideas from several fields including psychology, sociology, anthropology, biology, marketing and economics.
An underlying motivation drives a consumer to act and purchase. These motivations fit under the problem recognition phase discussed above.
This motivation can be either positive or negative. A positive motivation could be a pleasure – having dinner a nice restaurant or a night on the town. A negative motivation could be the avoidance of unpleasantness such as purchasing toothpaste to minimise tooth decay, getting toothaches and having to visit a dentist.
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Industrial Buying Behaviour– Process and factors, Models
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L4 cons beh - 19-01-10
The document outlines the consumer decision-making process, which includes:
1) Need recognition, where consumers recognize a problem and seek to fulfill needs;
2) Information search, both internally from memory and externally from sources like friends;
3) Evaluation of alternatives, where consumers evaluate options based on attributes;
4) Purchase, which can be influenced by in-store factors; and
5) Consumption and post-consumption evaluation, where satisfaction is determined by expectations.
Consumer Behavior
Consumer behaviour can be described as a person's decision-making process behind buying a product and the influences that lead to the purchase. Marketers must understand the buyer decision process which includes problem recognition, information search, alternative evaluation, purchase decision, and post-purchase evaluation. They also need to understand the target market, area of operation, consumer culture, and social factors. Consumer behaviour is influenced by celebrities/social media, culture, personal circle, and falls into three categories: routine, limited, or extensive involvement. Understanding all aspects of consumer behaviour benefits both firms and consumers.
3. Consumer And Business Buyer Behavior1
The document discusses consumer and business buyer behavior. It describes the buyer decision process as having 5 steps - need recognition, information search, evaluation of alternatives, purchase decision, and post-purchase behavior. It also discusses the adoption process for new products as having 5 stages - awareness, interest, evaluation, trial, and adoption. Finally, it outlines the business buying process and key differences between consumer and business markets.
Mkt304ch5and6
The document discusses consumer buyer behavior and business buyer behavior. It describes the factors that influence consumer behavior, such as cultural, social, personal and psychological factors. It also outlines the consumer decision making process of need recognition, information search, evaluation of alternatives, purchase decision and post-purchase behavior. For business buyers, it notes that the buying process is more formalized and complex due to organizational influences. It also outlines the business buying process and key differences in business-to-business markets compared to consumer markets.
Consumerbehavior
The document discusses consumer behavior and the consumer decision-making process. It covers topics like need recognition, information search, purchase evaluation, and post-purchase behavior. It also discusses factors that influence consumer decisions at different stages, like cultural, social, individual, and psychological factors.
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Consumer Behavior
- 2. "The study of individuals, groups, or organizations and all the activities associated with the purchase, use and disposal of goods and services." -Wikipedia The preferences of the consumer directly influence their buying behavior and decision process. CONSUMER BEHAVIOR
- 3. BEHAVIOR INFLUENCES Some of the factors that can influence what a consumer buys and how the consumer decides to make a purchase are Social- family, culture, social media Marketing Mix- product, place, promotion, and price Psychological- attitudes, motives, perceptions, lifestyle, intelligence Situational- specific purchase situation, sensory situation or time of day
- 4. CONSUMER INVOLVEMENT Effort used and level of consumer engagement in the decision process is impacted by the 3 levels of consumer involvement. ROUTINE (low): relying on habit and/or impulse, not commonly using alternative evaluation LIMITED (medium): mediocre effort and less reliant on habitual purchasing EXTENSIVE (high): major effort and problem-solving skills used, common in high-risk purchase decisions
- 5. Step 1 • Need Recognition Step 2 • Search for information Step 3 • Evaluation of Alternatives Step 4 • Purchase and Consumption Step 5 • Post-purchase CONSUMER BUYING BEHAVIOR The Decision Process
- 6. Maslow's hierarchy of needs is a popular model depicting the different needs for an individual. He believed that you should satisfy needs on the lower level before satisfying the higher levels. STEP 1: NEED RECOGNITION Identifying a need and desire to satisfy this need
- 7. STEP 2: INFORMATION SEARCH Search of options available to buy in hopes to satisfy need Internal search: using personal memory and knowledge about the product or service gathered through past experiences. External search: gathering information outside of personal knowledge by talking to friends, family, or salesperson, reading commercial media, like Consumer Reports or utilizing an online search engine like Google or Bing. Perception of risk involved with the purchase directly impacts the level of effort a consumer will use to search and evaluate options. Lack of control, for example an immediate need or lack of search options available also impacts effort given.
- 8. STEP 3: ALTERNATIVE EVALUTATION Evaluating the available options and alternatives to satisfy need Attribute sets are the evaluative criteria the consumer uses to decide what purchase option is best. Universal- all possible choices Retrieval- memory of previous choices Evoked- influenced or considered choices Effective marketing will position a product into the evoked set
- 9. STEP 4: PURCHASE AND CONSUMPTION Note: The consumer may purchase online or in-store Customers make the best purchase and use/consume the product
- 10. STEP 5: POSTPURCHASE Consumer changes from potential to actual customer Did the product satisfy the need? Will the consumer repurchase this item? Consumers decide if they are satisfied with their purchase, or suffer from post-purchase dissonance, commonly known as buyer's remorse. If the consumer is satisfied, they are more likely to keep their product, and repeat business with the merchant. This Photo by Unknown author is licensed under CC BY-NC
- 11. Grewal, D. and Levy, M., n.d. Marketing. 8th ed. https://en.wikipedia.org/wiki/Consumer_behaviour https://elearn.sinclair.edu/d2l/le/content/245985/viewContent/8067670/View https://elearn.sinclair.edu/d2l/le/content/245985/viewContent/8067671/View https://elearn.sinclair.edu/d2l/le/content/245985/viewContent/8067674/View https://elearn.sinclair.edu/d2l/le/content/245985/viewContent/8067673/View SOURCES