The stages in the business organizational decision making process are:
1. Problem recognition - recognizing a need within the organization
2. Information search - gathering information from various sources to learn more about options
3. Evaluation of alternatives - evaluating options based on attributes and how they meet the organization's needs
4. Purchase decision - selecting the best option to move forward with
5. Post-purchase evaluation - assessing after the purchase whether the selected option met expectations
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
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.
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
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: 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.
Consumer Bahavior-6 a Marketing Plan prerequisite by www.marketingPlanNOW.comwww.marketingPlanMODE.com
When studying consumer behavior, what often remains is the process of decision making, an internal processes that includes five main stages: problem recognition, information search, evaluation of alternatives, purchase decisions, post purchase outcomes.
Getting customers does not have to be a wild goose chase. In this mini-presentation I layout the 5-Step Consumer Decision-making process that you can use as a guide in your marketing efforts.
The Art & Science of Internal CommunicationsAJ Thomas
In this deck I share my views on Internal Communications for a presentation at the 2014 NCHRA Young Professionals Summit
Title: The Internal Marketer
Topic: The Art and Science of Internal Communications
Description: Have a big initiative coming up? Implementing a new system or program that you need your stakeholders to buy into? But you are HR! How does that work? Internal marketing is inward facing marketing. Internal marketing is used by marketers to motivate all functions to satisfy customers. Yes, this includes employees!
What you get out of this:
Discover the art and science in internal marketing and communications
Learn internal marketing strategies and techniques that will help gain buy-in at any level in the organization
Learn what foundational channels you must cultivate and develop to ensure you get as much bang as possible in your employee communications
A detailed media brief detailing Buzz Bank's* communications marketing strategy for the launch of it innovative mobile application as well as the internal and external communications plan for crisis management.
Soft Launch Strategies for MobileApp CompaniesFiksu
Learn First, Start Strong - Soft Launches give you an opportunity to test your game’s market readiness in a representative environment before launching to the wider world
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.
Consumer Bahavior-6 a Marketing Plan prerequisite by www.marketingPlanNOW.comwww.marketingPlanMODE.com
When studying consumer behavior, what often remains is the process of decision making, an internal processes that includes five main stages: problem recognition, information search, evaluation of alternatives, purchase decisions, post purchase outcomes.
Getting customers does not have to be a wild goose chase. In this mini-presentation I layout the 5-Step Consumer Decision-making process that you can use as a guide in your marketing efforts.
The Art & Science of Internal CommunicationsAJ Thomas
In this deck I share my views on Internal Communications for a presentation at the 2014 NCHRA Young Professionals Summit
Title: The Internal Marketer
Topic: The Art and Science of Internal Communications
Description: Have a big initiative coming up? Implementing a new system or program that you need your stakeholders to buy into? But you are HR! How does that work? Internal marketing is inward facing marketing. Internal marketing is used by marketers to motivate all functions to satisfy customers. Yes, this includes employees!
What you get out of this:
Discover the art and science in internal marketing and communications
Learn internal marketing strategies and techniques that will help gain buy-in at any level in the organization
Learn what foundational channels you must cultivate and develop to ensure you get as much bang as possible in your employee communications
A detailed media brief detailing Buzz Bank's* communications marketing strategy for the launch of it innovative mobile application as well as the internal and external communications plan for crisis management.
Soft Launch Strategies for MobileApp CompaniesFiksu
Learn First, Start Strong - Soft Launches give you an opportunity to test your game’s market readiness in a representative environment before launching to the wider world
How to Skyrocket Your Communication Skills - 23 Awesome Tips!Sage HR
This SlideShare will show you 23 awesome tips on how to negotiate with people around the world!
~~~
You can't expect negotiations with the French to be like negotiations with Americans, and the same holds true for every culture around the world.
British linguist Richard D. Lewis charted communication patterns as well as leadership styles and cultural identities in his book, "When Cultures Collide," which is now in a third edition. His organization offers classes in cross-cultural communication for clients like Unilever and BMW.
Although cultural generalizations can be overly reductive, Lewis, who speaks 10 languages, insists it can be done fairly. "Determining national characteristics is treading a minefield of inaccurate assessment and surprising exception. There is, however, such a thing as a national norm," he writes.
"How to Skyrocket Your Communication skills to Irresistible Levels" SlideShare presentation we made thanks to CrossCuture negotiating with people around the world!
Enjoy and share your thoughts below!
Team CAKE HR.
How to write an internal communication strategyRachel Miller
Rachel Miller, Founder of All Things IC Communications Consultancy shares her advice on writing internal communication strategy. Features an infographic by Alive With Ideas!
10 Ways to Improve Internal CommunicationWeekdone.com
10 ways to improve internal communication. Practical tips to increase employee engagement, improve company competitiveness and build stronger teams. Presented by Weekdone (https://weekdone.com/) internal communication tool for leaders and managers. Try it for free in your team.
Internal Communication Ideas - 10 Simple Secrets to Totally Rock Your Interna...Axero Solutions
A good internal communication strategy makes good business sense.
If your employees are communicating effectively, you’ll have a highly-committed and well-performing workforce. Effective communication also creates a can-do culture and leads to a learning organization.
If you want to totally rock how your management team and employees communicate, here are 10 internal communication ideas to get you started.
We’ve come up with a list of common business communication questions and how their solutions will fit into your internal communication strategy.
As one of the greatest cities in the world, London is one you can’t miss in your adventures. It’s filled with history and culture, and there’s something for everyone. If you’re visiting soon, here are the best 10 places to see.
Knowledge Management: Putting Information to Good UseSlideShop.com
Organizations and companies can significantly benefit from their people using, sharing and updating information. Here's a presentation about knowledge management and its life cycle.
More presentations: https://slideshop.com/Themed-Slides/
5 Myths on How to be More Eloquent during Presentation24Slides
Delivery will need just as much attention as your PowerPoint and content. Here are some of the common myths on how to be more eloquent when presenting and how to correct these.
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We published this infographic originally as a Gifographic, go take a look at it https://24slides.com/blog/gifographic-5-myths-to-be-more-eloquent/
One of the most difficult challenges of public speaking is creating a presentation that best represents your topic. You can spend hours upon hours attempting to craft something that will impact and entertain your audience.
That's why we wrote the SlideShare Handbook- to help you learn how to write, design, and market powerful content.
20 Fantastic Flat Icons and Their Meaning In Logo DesignDesignMantic
Icons tell stories. And when it comes to building visual identity for a brand, iconography plays a big part. Icons, incorporated into logos, not just make brand identities visually appealing but they also tend to deliver brand’s vision or underline message more effectively. Each icon ensues an inherent meaning that sparks a certain kind of psychological behavior, resulting in emotive consumer association with the brand. Because people tend to identify and appreciate these icons right away even in various colors or screen sizes. Hence, selecting the right icon for your logo is of great importance and must be treated carefully.
Here are 20 flat icons and their hidden meanings that make them effective in logo design.
Assignment needs to make sure it relates to this week’s readings a.docxrock73
Assignment needs to make sure it relates to this week’s readings and lecture. The assignment also needs demonstrate an understanding of lesson concept and clearly present well-reasoned ideas and concepts.
Consumer Decision Making
Welcome class to week six of the course, we only have three weeks left to go, yeah. We have officially covered over the last five weeks the foundations of what marketing is, along with discussing in depth the elements (four P’s) of the marketing mix. This week, we are going to discover what I like to call the fifth P of the marketing mix, “people.” We are going to learn all about the consumer this week and the vital role “People,” also known as the consumers play within the wonderful world of marketing. Let’s not waste anymore time and jump right into the role of a consumer.
The Importance of Understanding Consumer Behavior
Consumers’ product and service preferences are constantly changing. Marketing managers must understand these desires in order to create a proper marketing mix for a well-defined market. So it is critical that marketing managers have a thorough knowledge of consumer behavior. Consumer behavior describes how consumers make purchase decisions and how they use and dispose of the purchased goods or services. Understanding how consumers make purchase decisions can help marketing managers know how to meet the demands, needs, and criterion of the consumer.
The Consumer Decision Making Process
When buying products, particularly new or expensive items, consumers generally follow the consumer decision-making process, a five-step process used by consumers when buying goods or services. The five steps of the consumer decision-making process are: (1) need recognition, (2) information search, (3) evaluation of alternatives, (4) purchase, and (5) post-purchase behavior.
These five steps represent a general process that can be used as a guide for studying how consumers make decisions. It is important to note, though that consumers’ decisions do not always proceed in order through all of these steps. In fact, the consumer may end the process at any time or may not even make a purchase. Let’s discuss the five steps of the consumer decision-making process in greater detail.
1. Need Recognition
The first stage in the consumer decision-making process is need recognition. Need recognition is the result of an imbalance between actual and desired states. The imbalance arouses and activates the consumer decision-making process. Need recognition is triggered when a consumer is exposed to either an internal or an external stimulus, which is any unit of input affecting one or more of the five senses: sight, smell, taste, touch, and hearing.
Internal stimuli are occurrences you experience such as hunger or thirst. External stimuli are influences from an outside source such as someone’s recommendation of a new restaurant, the color of an automobile, the design of a package, a brand name mentioned by a friend, or a ...
Presentation of material on Consumer Decision-Making, this presentation is suitable for students and lecturers majoring in production management and marketing, industrial engineering etc
Consumer Decision Making Process and Changing Indian Consumers and its Impact,Consumer Profiling for a Consumer Durable product like LCD, LED, Smart Phone, etc
Chapter 2 buying decision making processNagendra Babu
Buying Decision Making Process: buying roles, Stages of the decision process – High and low effort decisions, Post purchase decisions, Models of consumer behaviour
Consumer's Choice: Brand Choice and Store Choice factors, Post purchase dissonance, Product use and non-use, Product disposition, Satisfaction and Dissatisfaction, Consumer Complaint Behavior, Satisfaction and Brand Loyalty, Strategic implications of post purchase behavior
MKT305 Week 7 Lecture 2 Consumer Behavior Decision Making I NeIlonaThornburg83
MKT305: Week 7 Lecture 2: Consumer Behavior: Decision Making I: Need Recognition and Search
Slide #
Topics
Narration
Slide 1
Introduction
Welcome to Consumer Behavior.
In this lesson we will discuss decision making and need and search recognition.
Next slide.
Slide 2
Topics
The following topics will be covered in this lesson:
Consumer decision making;
Decision making and choice;
Decision-making perspectives;
Rational decision-making perspective;
Behavioral influence decision-making perspective;
Decision-making approaches;
Extended decision-making;
Limited decision-making;
Habitual decision-making;
Need recognition;
Search behavior;
The consideration set;
External search;
The role of price and quality in search process;
External search and the Internet;
Amount of search; and
Search regret.
Next slide.
Slide 3
Topics, continued
Slide 4
Consumer Decision Making
On a daily basis we make numerous decisions as consumers. What do I need at the grocery store for dinner? Which grocery store is on my way home from work? Where will I buy soccer cleats that my daughter needs for practice? Some decisions are obviously bigger than others. Making a decision as to what items are needed to make dinner entails much more than deciding where to go to college for example.
Remember from our prior lessons that the consumption process begins with the recognition of a need. For instance, a consumer realizes that they needs golf balls since they has lost a lot while practicing on the golf course. However, some consumers may realize a need for something, but wait to buy it at a later date.
Next slide.
Slide 5
Decision Making and Choice
The end goal of the decision-making process is that a choice is made. However, we must be conscientious of the fact that the choice that is made does not necessarily involve a purchase. The decision-making process does not always involve an actual tangible product. For example, a consumer may make the choice to volunteer at their son’s elementary school a few hours a week. The decision is made to trade the consumer’s time for the value that they receive from the volunteer experience.
Decision-making is also related to both motivation and emotion. In terms of motivation, consumers are motivated to make decisions to address an identified need. Regarding emotion, it depends upon the type of product that is being considered. Consumers may become frustrated, impatient, irritated, or angry as they attempt to make difficult decisions or when they can’t find acceptable solutions to a problematic situation.
Next slide.
Slide 6
Decision-Making and Choice
The decision-making process can be viewed from a couple different perspectives including the rational decision-making perspective and the behavioral influence decision-making perspective. It is important to note that these perspectives serve as theoretical frameworks for which decision-making can be viewed. Additionally, most consumer decisions can be analyzed by using a comb ...
Consumer Decision Process and Problem Recognition.pdfMace47
When consumers want to buy something, they go through a series of steps to make a decision. These steps typically include:
Problem Recognition: This is the first step where consumers realize they have a need or want for something. It could be triggered by various factors like running out of a product, seeing an advertisement, or feeling a desire for something new.
Information Search: After recognizing the need, consumers start looking for information about possible solutions. They might ask friends, search online, read reviews, or visit stores to gather information about different options.
Evaluation of Alternatives: Once they have gathered information, consumers evaluate different options based on factors like price, quality, brand reputation, and personal preferences.
Purchase Decision: After comparing alternatives, consumers make a decision and purchase the product or service they believe will best satisfy their needs or wants.
Post-Purchase Evaluation: After buying the product, consumers evaluate whether it meets their expectations. If it does, they are likely to become satisfied customers and may even become repeat buyers. If not, they may experience buyer's remorse or seek alternative solutions.
Problem Recognition:
Problem recognition is the first stage in the consumer decision process where consumers become aware of a need or want. This can occur due to various factors such as:
Running out of a product or service.
Noticing a difference between the current state (what they have) and the desired state (what they want).
Experiencing a problem or discomfort that needs to be addressed.
Being influenced by external factors such as advertisements, recommendations, or social influences.
For example, someone might realize they need a new laptop because their current one is slow and outdated. This recognition of the problem triggers the consumer decision process, leading them to start searching for information and evaluating different options to fulfill their need for a new laptop.
Welcome to the Program Your Destiny course. In this course, we will be learning the technology of personal transformation, neuroassociative conditioning (NAC) as pioneered by Tony Robbins. NAC is used to deprogram negative neuroassociations that are causing approach avoidance and instead reprogram yourself with positive neuroassociations that lead to being approach automatic. In doing so, you change your destiny, moving towards unlocking the hypersocial self within, the true self free from fear and operating from a place of personal power and love.
Collocation thường gặp trong đề thi THPT Quốc gia.pdf
Question
1. Question: state the various stages in the decision making process of customers?<br />Answer: <br /> Stages of the Consumer Buying Process<br /> Six Stages to the Consumer Buying Decision Process. Actual purchasing is only one stage of the process. Not all decision processes lead to a purchase. All consumer decisions do not always include all 6 stages, determined by the degree of complexity<br />The 6 stages are:<br /> Problem Recognition(awareness of need)<br /> Information search—<br /> Evaluation of Alternatives-<br /> Purchase decision-<br /> Purchase—<br /> Post-Purchase Evaluation-<br /> <br /> The customer decision-making process and its five stages<br /> <br />Studies show that buying process acts as a sieve, where customers are inadvertently filter out at each stage of their decision-making process.<br />Question:2 what is involvement? How does it affect the consumer decision making process?<br />Answer:<br />Involvement : <br />When consumers decide to buy a product based on the interest and importance of the product to them, this is defined as involvement level.<br />Involvement level divides into two categories:<br /> high involvement : High involvement purchases are higher priced items such as luxury products. With these purchases, the consumer will research to eliminate the risk. For example, a luxury car is a high involvement purchase. It is risky because the consumer will pay a high amount of money toward the purchase. To spend this much money without research and possibly buy a lemon is risky behavior. Thus, consumers research high involvement purchases such as luxury cars, motorcycles.<br />low involvement: low involvement purchases, there is little risk if any at all. Examples of low involvement items are toothpaste, bar soap, snack foods, etc. Consumers do not research or put forth a major decision making effort when buying these products. In other words, they automatically buy the product and there is little involvement.<br />How Involvement Level Affects Consumer Buying: Buyers become psychologically involved when making the decision to buy a product. However, there are levels that determine the involvement. For example, if I'm out running errands and I'm thirsty, I will run into a convenience store and grab a bottle of water. Usually, I will grab any cold bottle of water and purchase it. It is a quick purchase that will probably last under a minute. Thus, my involvement level is low when buying my bottle of water.<br />However, my involvement level raises when I start to notice that I like one particular brand of water. So every time I run errands, I stop in the convenience store and search for that particular brand and purchase it. This is limited decision making involvement.<br />Now, let's say I'm tired of spending money on bottled water every time I run errands. I want to purchase a water distiller, which is an expensive purchase of $350. I decide to research water distillers online, reading through consumer reviews, product reviews and comparing and contrasting each distiller. After a few days of researching online, I finally make my choice. That is a high involvement level because I've invested a lot of time and energy on my decision to buy<br />Long-Answer Questions <br />Question:1 <br /> Differentiate between consumer buying behavior and organizational buying behavior?<br />Answer <br />DIFFERENTIATIE BETWEEN ORGANIZATIONAL BUYING AND CONSUMER BUYING<br />Organizational consumers purchase for:<br />further production,<br />usage in operating the organization, and/or<br />resale to other consumers<br />Final (or ultimate) consumers purchase for:<br />personal,<br />family, or<br />household use<br />What is the difference between the terms consumer, buyer, and customer?<br />B-to-B marketing business to business marketing<br />Question: 2 Explain various steps in the decision making process in business organizations.<br />Answer <br />A-3 Organizational consumers purchase for:<br />further production,<br />usage in operating the organization, and/or<br />resale to other consumers<br />Final (or ultimate) consumers purchase for:<br />personal,<br />family, or<br />household use<br />Think about the hundreds of components that are used in producing, say, a telephone. Each one of those component parts had to be sold to the telephone manufacturer. The part had to be designed such that it met the needs of the buyer, it had to be promoted in a way to make the buyer aware that it was available, it had to be distributed at the times and in the quantities that the buyer needed, and all of this had to be done in such a way that the part could be produced and delivered at a competitive price. There are hundreds of parts, wires, screws, glues, paints, and such that are marketed before the telephone is itself finally produced, marketed, and sold to a final household consumer.<br />A-4 The customers go through a five-stage decision-making process in any purchase:<br /> . <br />Problem Recognition<br />In this information processing model, the consumer buying process begins when the buyer recognizes a problem or need. For example, Doug may realize that his best suit doesn’t look contemporary any more. Or, Kathleen may recognize that her personal computer is not performing as well as she thought it should. These are the kinds of problem that we as consumers encounter all the time. When we found out a difference between the actual state and a desired state, a problem is recognized. When we find a problem, we usually try to solve the problem. We, in other words, recognize the need to solve the problem. But how?<br />Information Search<br />When a consumer discovers a problem, he/she is likely to search for more information. Kathleen may simply pay more attention to product information of a personal computer. She becomes more attentive to computer ads, computers purchased by her friends, and peer conversations about computers. Or, she may more actively seek information by visiting stores, talking to friends, or reading computer magazines, among others. Through gathering information, the consumer learns more about some brands that compete in the market and their features and characteristics. Theoretically, there is a total set of brands available to Kathleen, but she will become aware of only a subset of the brands (awareness set) in the market. Some of these brands may satisfy her initial buying criteria, such as price and processing speed (consideration set). As Kathleen proceeds to more information search, only a few will remain as strong candidates (choice set).<br />Evaluation and Selection of Alternatives<br />How does the consumer process competitive brand information and evaluate the value of the brands? Unfortunately there is no single, simple evaluation process applied by all consumers or by one consumer in all buying situations.<br />One dominant view, however, is to see the evaluation process as being cognitively driven and rational. Under this view, a consumer is trying to solve the problem and ultimately satisfying his/her need. In other words, he/she will look for problem-solving benefits from the product. The consumer, then, looks for products with a certain set of attributes that deliver the benefits. Thus, the consumer sees each product as a bundle of attributes with different levels of ability of delivering the problem solving benefits to satisfy his/her need. The distinctions among the need, benefits, and attributes are very important. One useful way to organize the relationships among the three is a hierarchical one (Figure 2). Although simplified, Figure 2 is an example of how a bundle of attributes (i.e., a product or, more specifically, personal computer) relates to the benefits and underlying needs of Kathleen.<br />Figure 2Hierarchical View of Needs, Benefits, and Attributes<br />From this figure and the preceding discussion, you might recognize that the product attributes are relevant and important only to the extent that they lead to a certain set of benefits. Likewise, benefits are meaningful only if they can address the problem and be instrumental to satisfy the underlying need. As the underlying need is often personal, consumers differ as to their beliefs about what product benefits and attributes are more (or less) important and relevant in satisfying their needs. Based on their personal judgment on importance of benefits and attributes, consumers develop a set of attitudes (or preferences) toward the various brands. One may express his/her preferences of the brands in terms of ranking, probability of choice, and so forth.<br />Decision Implementation<br />To actually implement the purchase decision, however, a consumer needs to select both specific items (brands) and specific outlets (where to buy) to resolve the problems. There are, in fact, three ways these decisions can be made: 1) simultaneously; 2) item first, outlet second; or 3) outlet first, item second. In many situations, consumers engage in a simultaneous selection process of stores and brands. For example, in our Kathleen’s personal computer case, she may select a set of brands based on both the product’s technical features (attributes) and availability of brands in the computer stores and mail-order catalogs she knows well. It is also possible, that she decides where to buy (e.g., CompUSA in her neighborhood) and then chooses one or two brands the store carries. Once the brand and outlet have been decided, the consumer moves on to the transaction (“buying”).<br />Post-purchase Evaluation<br />Post-purchase evaluation processes are directly influenced by the type of preceding decision-making process. Directly relevant here is the level of purchase involvement of the consumer. Purchase involvement is often referred to as “the level of concern for or interest in the purchase” situation, and it determines how extensively the consumer searches information in making a purchase decision. Although purchase involvement is viewed as a continuum (from low to high), it is useful to consider two extreme cases here. Suppose one buys a certain brand of product (e.g., Diet Pepsi) as a matter of habit (habitual purchase). For him/her, buying a cola drink is a very low purchase involvement situation, and he/she is not likely to search and evaluate product information extensively. In such a case, the consumer would simply purchase, consume and/or dispose of the product with very limited post-purchase evaluation, and generally maintain a high level of repeat purchase motivation (Figure 3). <br />