Chapter 6 Analyzing Consumer Markets and Buying Behavior Marketing Management Tenth Edition Philip Kotler

Objectives Influences on Buying Behavior Buyer Decision Making

Simple Response Model Stimulus Organism Response

Cultural Factors Culture Subculture Social Class Buyer

Social Factors Reference Groups Family Roles & Statuses

Influences on Consumer Behavior Personal Influences Influences on Consumer Behavior Age and Family Life Cycle Stage Lifestyle Occupation & Economic Circumstances Personality & Self-Concept

Psychological Factors Motivation Perception Beliefs & Attitudes Learning

Four Types of Buying Behavior Complex Buying Behavior Variety- Seeking Behavior High Involvement Low Involvement Significant differences between brands Few Dissonance- Reducing Buying Behavior Habitual Buying Behavior

Decision Making Sets Total Set Aware- ness Consid- Set eration Set Choice Set Decision