CONSUMER BEHAVIORCONSUMER BEHAVIOR

CHAPTER 5

• Problem Recognition: Perceiving a Need

• Information Search: Seeking Value

• Alternative Evaluation: Assessing Value Evaluative criteria Evoked set

• Purchase Decision: Buying Value

• Postpurchase Behavior: Value in Consumption or Use Cognitive dissonance

CONSUMER PURCHASE DECISION PROCESS

• Involvement and Problem-Solving Variations• Routine Problem Solving

• Limited Problem Solving

• Extended problem Solving

• Involvement and Marketing Strategy

• Situational Influences

CONSUMER PURCHASE DECISION PROCESS

Influences on the consumer purchase decision process

• Motivation and Personality• Motivation

• Personality National character Self-concept

• Perception• Selective Perception

• Subliminal perception

• Perceived Risk

PSYCHOLOGICAL INFLUENCES ON CONSUMER BEHAVIOR

• Learning• Behavioral Learning

• Cognitive Learning

• Brand Loyalty

• Values, Beliefs, and Attitudes• Attitude Formation

Attitude Beliefs

• Attitude Change

• Lifestyle

PSYCHOLOGICAL INFLUENCES ON CONSUMER BEHAVIOR

• Personal Influence• Opinion Leadership

• Word of Mouth

• Reference Groups

• Family Influence• Consumer Socialization

• Family Life Cycle

• Family Decision Making

SOCIOCULTURAL INFLUENCES ON CONSUMER BEHAVIOR

• Social Class

• Culture and Subculture• African-American Buying Patterns

• Hispanic Buying Patterns

• Asian Buying Patterns

SOCIOCULTURAL INFLUENCES ON CONSUMER BEHAVIOR