2. Intr o
1. What Influences Consumer
behavior?
2. What psychological process
influence consumer behavior?
3. T hr ee Influences of
Consumer Behavior
a. Cultural Factors
d. Social Factors
c. Personal Factors
4. A. Cultural Factor s
a. Nationalities
E.G. American, Filipino, British
c. Religions
Roman Catholic, Orthodox, Muslims,
d. Racial Groups
E.G. Black, White, Asian
f. Geographic Regions
a. Asia, America, UK etc.
5. Social Factor s
a. Reference Groups
b. Family
c. Social Roles
d. Statuses
6. b. Refer ence Gr oups
Membership Primary
REFERENCE
GROUPS
Secondary
Dissociative
Aspirational
7. Per sonal Factor s
Personality
Occupation
Age
Life cycle
Wealth Lifestyle
Values
Self-concept
19. O u t lin e :
CHAPTER QUESTIONS
1. HOW DO CONSUMER CHARACTERISTICS
INFLUENCE BUYING BEHAVIOR?
2. WHAT PSYCHOLOGICAL PROCESSES INFLUENCE
CONSUMER RESPONSES TO THE MARKETING
PROGRAM?
3. HOW DO CONSUMER MAKE PURCHASING
DECISIONS?
4. HOW DO MARKETERS ANALYZE CONSUME
DECISION MAKING
20. 1. W hat influences
Consumer Behavior?
A) Cultural Facotrs
B) Social Factors
C) Personal Factors
22. B. Social Factor s
B.1 Reference groups
B.2 Family
B.3 Social
B.4 STATUS
23. B .1 REFERENCE GROUPS
1 MEMBERSHIP GROUPS
2 PRIMARY GROUP
3 SECONDARY GROUPS
4 ASPIRATIONAL
5 DISSOCIATIVE
24. C. PERSONAL FACTORS
AGE
SELF CONCEPT LIFE CYCLE
STAGE
LIFESTYLE OCCUPATION
VALUE PERSONALITY WEALTH
25. B R A N D P E R S O N A L IT Y
1. SINCERITY
3. EXCITEMENT
5. COMPETENCE
7. SOPHISTICATION
9. RUGGEDNESS
26. MODEL OF CONSUMER BEHAVIOR
CONSUMER PURCHASE
PSCYHOLOGY DECISION
MARKETING
STIMULI BUYING
AND OTHER DECISION
STIMULI PROCESS
CONSUMER
CHARACTERISTICS
32. CONSUMER BUYING
PROCESS
PROBLEM RECOGNITION
INFORMATION SEARCH
EVALUATION
PURCHASE DECISION
POSTPURCHASE BEHAVIOR
33. SUCCESSIVE SETS INVOLVED
IN CONSUMER DECISION
MAKING
TOTAL SET
AWARENESS SET
CONSIDERATION SET
CHOICE SET
DECISION
34. perception
Racial Geographic
motivation memory religions groups regions
nationalities
learning Key
Psychological
process
cultural
membership
Consumer Buying
primary Aspirational psychology decision
dissociativ Marke process age
secondary
e ting
Self-
Reference groups stimuli concept
family and
other
Consumer Purchase Life cycle
decision
stimuli characteristics stage
social personal
Social roles value
And statuses lifestyle
occupation
personality
wealth
35. Gr oup 5
JEROLD I. SADDI
SHERWIN LABRADOR
MAYNARD ANTHONY CRUZ
MARY ANTONETTE VIRAY