Cultural

Culture

Acquired while growing up

valuesperceptionspreferencesbehaviors

Subculture

More specific identification

sukuagamarasgeografi

Socio class

Stratifikasi sosial tingkatan sosialhirarki sosialhirarki“priyayi”

Social

Reference groups

Klp. Awam yang punya pengaruh luas/ tidak langsung thd penduduk

Family

Primary reference group

- family of orientation

(parents)

- family of procrea-

tion

Roles and statusesDaughterWifeExecutiveClub member

Age and lifecycle stage

Occupation

EconomicCircumstances

Lifestyle

Personality andSelf-concept

Personel

Psychological

Motivation

Perception

Learning

Beliefs andattitudes

BUYER

DETAILED MODEL OF FACTORS DETAILED MODEL OF FACTORS INFLUENCING BEHAVIORINFLUENCING BEHAVIOR

Kuliah 13

Consumer Behavior

Problem Recognition

Information Search

Evaluation & Selection

Store Choice & Purchase

Post Purchase

Purchase Decision

DECISION PROCESS

SituationsProblem Recognition

Information Search

Alternative Evaluation and Selection

Outlet Election and Purchase

Postpurchase Processes

DECISION PROCESS

SituationsProblem Recognition

Information Search

Alternative Evaluation and Selection

Outlet Election and Purchase

Postpurchase Processes

EXTERNAL INFLUENCES

CultureSubculture

DemographicsSocial Status

Reference GroupsFamily

Marketing Activities

EXTERNAL INFLUENCES

CultureSubculture

DemographicsSocial Status

Reference GroupsFamily

Marketing Activities

Self-Conceptand

Lifestyle

Self-Conceptand

Lifestyle

INTERNAL INFLUENCES

PerceptionLearningMemoryMotives

PersonalityEmotionsAttitudes

INTERNAL INFLUENCES

PerceptionLearningMemoryMotives

PersonalityEmotionsAttitudes

Experiences and Acquisitions

Experiences and Acquisitions

Needs

Desires

Hawkins, Best, ConeyModel of Consumer BehaviorModel of Consumer Behavior

Alternative Evaluation & SelectionAlternative Evaluation & Selection

Evaluation Criteria

Importance of Criteria

Alternatives Considered

Evaluation of Alternatives

on each criteria

Alternatives Selection

AN OVERVIEW OF THE FAMILY LIFE CYCLE AND BUYING BEHAVIOR

STAGE IN FAMILY LIFE CYCLE BUYING OF BEHAVIORAL PATTERN

1. Bachelor stage: young, single, people not living at home

Few financial burdens. Fashion opinion leader. Recreation oriented. Buy: basic kitchen equipment, basic furniture, cars, equipment for the mating game, vacations.

2. Newly Married couples: young, no children

Better off financially than the will be in near future. Highest purchase rate and highest ever-age purchase of durables. Buy: cars, refrigerators, stoves, sensible and durable furniture, vacations.

3. Full nest I: youngest child under six

Home purchasing at peak. Liquid assets low. Dissatisfied with financial position and amount of money saved. Interested in new products. Like advertised products. Buy: washers, dryers, TV, baby food, chest rubs and cough medicines, vitamins, dolls, wagons, sled, skates.

4. Full nest II: youngest child six or over.

Financial position better. Some wives work. Less influenced by advertising. Buy larger-size packages, multiple-unit deals. Buy: many foods, cleaning materials, bicycle, music lessons, pianos.

5. Full nest III: older married couples with dependent children

Financial position still better. More wives work. Some children get jobs. Hard to influence with advertising. High average purchase of durables. Buy: new, more tasteful furniture, auto travel, unnecessary appliances, boats, dental services magazines.

6. Empty nest I: older married couples, no children living with them, head in labor force.

Home ownership at peak. Most satisfied with financial position and money saved. Interested in travel, recreation, self-education. Make gifts and contributions. Not interested in new product. Buy: vacations, luxuries, home improvements.

7. Empty nest II: older married. No children living at home, head retired.

Drastic cut in income. Keep home. Buy: medical appliances, medical-care products that aid health, sleep, and digestion.

8. Solitary survivor, in labor force Income still good but likely to sell home

9. Solitary survivor, retiredSame medical and product needs as other retired group; drastic cut in income. Special need for attention, affection, and security.

Tahapan Siklus Hidup Modern

1)           Bachelor I (masih muda, belum menikah)2)           Young Couple (pasangan muda)3)           Full Nest I (pasangan muda, anak balita)4)           Full Nest II (pasangan dengan anak remaja)5)           Single Parent I (tidak menikah, punya anak)6)           Single Parent II (menikah, tanpa pasangan, punya anak)7)           Bachelor II (lajang, tidak menikah)8)           Childless Couple (menikah, tanpa anak)9)           Delayed Full Nest (menikah, dengan anak yang ditunda)10)      Full Nest III (pasangan dengan anak dewasa msh

tinggl sermh)11)      Single Parent III (janda/duda dengan anak)12)      Bachelor III (sendiri, tanpa anak)13) Older Couple (Empty Nest) pasangan, anak sdh tdk

sermh.