Consumer Buying Behavior Social Influences Situational Influences

Let’s review: A __________________ is a lack within a person. When a ________________ is not fulfilled, it leads to a _________________. A __________________ is an external force that leads to __________________. The __________________ usually involves fulfilling the need. _______________ is another word for __________________.

How’d you do? A need is a lack within a person. When a need is not fulfilled, it leads to a drive. A drive is an external force that leads to action. The action usually involves fulfilling the need. Motive is another word for drive.

Social Influences Influences that come from your society Family Classmates Friends Professional groups Even tv and movies

Categories of Social Influences Culture Family Friends and Co-workers

Categories of Social Influences Culture Ethnic group Social class Affects attitudes towards products, buying, credit, shopping, etc.

Categories of Social Influence Family Parents and grandparents pass on values, religious beliefs, and behaviors all of which affect consumer behavior Often buy same brands Ask for recommendations and ask for opinion

Categories of Social Influence Friends and Co-workers Interact with Human need for acceptance and feeling of belonging Great opportunities for word of mouth . . . good or bad Reference Groups: a group of people who influence

Situational Influences Influences that come from the environment Weather Physical location Visibility of advertising and promotions Your mood Financial condition

Explore yourself and your Consumer Buying Behavior Complete the worksheet “The truth about consumer buying behavior” Due next class period