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Institute of Management Studies UOP
Institute of Management Studies UOP

This document discusses consumer buyer behavior and key factors that influence purchasing decisions. It outlines a model of consumer behavior including cultural, social, personal, and psychological characteristics. It also describes the stages in the buyer decision process - need recognition, information search, evaluation, purchase, and post-purchase behavior. Finally, it discusses the adoption and diffusion process for new products.

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Consumer Markets and Consumer Buyer Behavior Chapter 6
Objectives ,[object Object],[object Object]
Objectives ,[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Case Study Harley-Davidson
Definitions ,[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],Model of Consumer Behavior
Characteristics Affecting Consumer Behavior ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Key Factors
[object Object],[object Object],[object Object],[object Object],[object Object],Characteristics Affecting Consumer Behavior
[object Object],[object Object],[object Object],[object Object],[object Object],Characteristics Affecting Consumer Behavior
[object Object],[object Object],[object Object],[object Object],[object Object],Characteristics Affecting Consumer Behavior
[object Object],[object Object],[object Object],[object Object],Characteristics Affecting Consumer Behavior
Characteristics Affecting Consumer Behavior ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Key Factors
Characteristics Affecting Consumer Behavior ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Key Factors
Characteristics Affecting Consumer Behavior ,[object Object],[object Object],[object Object],[object Object],Brand Personality Dimensions ,[object Object]
Characteristics Affecting Consumer Behavior ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Key Factors
Characteristics Affecting Consumer Behavior ,[object Object],[object Object],[object Object],[object Object],[object Object],Maslow’s Hierarchy of Needs
Types of Buying-Decision Behavior Difference between brands Significant Differences Complex buying behavior Low Few Differences Dissonance-reducing buying behavior Habitual buying behavior Variety-seeking buying behavior High Involvement Level
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],The Buyer Decision Process
The Buyer Decision Process ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Process Stages
The Buyer Decision Process ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Process Stages
The Buyer Decision Process ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Process Stages
The Buyer Decision Process ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Process Stages
The Buyer Decision Process ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Process Stages
Buyer Decision Process for New Products ,[object Object],[object Object],[object Object],[object Object]
Buyer Decision Process for New Products ,[object Object],[object Object],[object Object],[object Object],Stages in the Adoption Process ,[object Object]
Buyer Decision Process for New Products ,[object Object],[object Object],[object Object],[object Object]
Buyer Decision Process for New Products ,[object Object],[object Object],[object Object],[object Object],Adopter Categories ,[object Object]
Buyer Decision Process for New Products ,[object Object],[object Object],[object Object],[object Object],Product Characteristics ,[object Object]
Buyer Decision Process for New Products ,[object Object],[object Object],[object Object],[object Object],[object Object]

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Kotler06 exs

  • 1. Consumer Markets and Consumer Buyer Behavior Chapter 6
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  • 17. Types of Buying-Decision Behavior Difference between brands Significant Differences Complex buying behavior Low Few Differences Dissonance-reducing buying behavior Habitual buying behavior Variety-seeking buying behavior High Involvement Level
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