Decision making process for purchases

1. W H A T
K I N D O F
C O N S U M E
R A R E
Y O U ?
C H A P T E R 4 : C O N S U M E R
B E H AV I O R A N D
B U S I N E S S - T O - B U S I N E S S
M A R K E T I N G
B Y: C A I T L I N P E R R Y

2. Overview
Consumer Purchase Decision Process
Consumer Behavior
Psychological Influences
Jung Typology Test
Conclusion

3. Consumer Purchase Decision
Process
1. Problem Recognition: Work
out customer needs and
develop a target market.
2. Information Search: Put in
some time managing risk.
3. Evaluation of Alternatives:
Factor in price, quality, etc. as
to what is important.
4. Purchase: A logical
conclusion is made.
5. Post-Purchase Satisfaction:
Did the product match or
exceed expectations?

4. Consumer
Behavior –
Social
Influences
When thinking about buying a
product or testing a new service, do you
read reviews or talk to your friends about it?
These are examples of social influences.
Influences can also be from
reference groups, family members, opinion
leaders or groups you don’t want to be apart
of the influence you in the opposite way.
Watch the YouTube video to see examples
of social influences.
https://www.youtube.com/watch?v=MSZkwC
ijXeY

5. Social Influences Are All Around Us

6. Psychological
Influences
Motivation: Satisfies
a need or want
Perception: How
information is
interpreted and
organized
Learning: Product
experience changes
behavior
Belief and Attitudes:
Consistent response
and views based on
knowledge
Lifestyle: How time
and money are spent

7. M A S L O W ’ S
H I E R A R C H
Y O F
N E E D S
H T T P S : / / W W W. Y O U T U
B E . C O M / WAT C H ? V = O -
4 I T H G _ 0 7 Q
The YouTube video explains how
the hierarchy works:

8. Jung Typology
Test
• When using decision making skills,
hanging out with friends or going to work,
your personality is always showing.
Earlier in the semester we took a
personality test to see what matches us the
best.
My results were I was an Extravert
(62%), Sensing (38%), Feeling (25%), and
Judging (22%).
Taking this test ties into your
consumer behavior and what influences you.
It also helps explain how you are
motivated and which kind of lifestyle you
live.

9. What kind of consumer are you?
CHAPTER 4
SHOWED THE
STEPS OF HOW WE
MAKE PURCHASES
IT ALSO SHOWED
HOW YOU CAN BE
INFLUENCED FROM
A VARIETY OF
DIFFERENT PEOPLE
AND GROUPS.
YOU CAN ALSO BE
INFLUENCED BY HOW
YOU PROCESS AND
DECIDE WHICH
PRODUCTS ARE THE
BEST TO INVEST IN.
YOUR PERSONALITY
CAN BE PUT INTO A
GROUP OF HOW YOU
INTERPRET DIFFERENT
SITUATIONS AND LIVE
YOUR LIFE.

10. Works Cited
“Consumer Behavior - Social Influences.” Prezi.com,
prezi.com/buen52lz-ai_/consumer-behavior-social-
influences/?utm_campaign=share&utm_medium=copy.
“Jung Typology Test™.” Personality Test Based on C. Jung and I.
Briggs Myers Type Theory, www.humanmetrics.com/cgi-
win/jtypes2.asp.
• “Psychological Influences on Consumer Behavior.” Prezi.com,
prezi.com/sdku6qmg1mls/psychological-influences-on-
consumer-
behavior/?utm_campaign=share&utm_medium=copy.