INDIVIDUAL BUYING BEHAVIOUR

Slides:

Advertisements

Similar presentations

ANALYZING BUSINESS MARKETS AND BUSINESS BUYING BEHAVIORS

Advertisements

Organizational Buying & Buyer Behavior

Kotler / Armstrong, Chapter 6

Chapter 6 Business Markets and Business Buyer Behavior

Understanding Buyers – How and why customers buy

Impact of environment on consumer behaviour Why do you go to a particular store to make purchases? Seematti is the best place to buy clothes. I purchase.

Principles of Marketing

Business Markets and Business Buying Behavior

1 Buying Behaviour. 2 Types of consumer behaviour  Routine response behaviour  Limited decision making  Extensive decision making.

Chapter 7 Analyzing Consumer Markets and Buyer Behavior by

Principles of Marketing

Customer Analysis in Marketing Management MAR 331 Fall, 1998.

7 Analyzing Business Markets 1. Copyright © 2011 Pearson Education, Inc. Publishing as Prentice Hall 7-2 What is Organizational Buying? Organizational.

Principles of Marketing BA 390 Fall 2006 Dr. McAlexander.

Chapter 6- slide 1 Copyright © 2009 Pearson Education, Inc. Publishing as Prentice Hall Chapter Six Business Markets and Business Buying Behavior.

Copyright © 2004 by South-Western, a division of Thomson Learning, Inc. All rights reserved. Developed by Cool Pictures and MultiMedia Presentations Copyright.

Organizational Buying Behavior Chapter 3. Supplier-Buyer Relationship Why work closely? Why work closely? How? How?

 Business Market: All organizations that buy goods and services for use in production of other products and services that are sold rented or supplied.

NPC Lecture 3 Consumer Behavior. NPC Lecture 3 Consumer Buying Process Post-purchase behavior: Consumption value Purchase decision: Buying value Alternative.

Business-to-Business Markets Definition Business Buyer Behavior:  The buying behavior of organizations that buy goods and services for use in.

©2003 Prentice Hall, Inc.To accompany A Framework for Marketing Management, 2 nd Edition Slide 0 in Chapter 7 Chapter 7 Analyzing Business Markets and.

MARKETING MANAGEMENT 14th edition

Module Three Understanding Buyers.

Chapter 6- slide 1 Copyright © 2009 Pearson Education, Inc. Publishing as Prentice Hall Chapter Six Business Markets and Business Buying Behavior.

NAICS breakdown for broadcasting and telecommunications industries

Based on Kotler Business Markets and Business Buyer Behavior Principles of Marketing.

Consumer and Business Buyer Behaviour Chapter 6. Discussion Questions Think about a specific major purchase you’ve made recently. What buying process.

Analyzing Business Markets Chapter 6 Phillip Kotler & Kevin Lane Keller Prepared for: Universitas Ciputra.

McGraw-Hill/Irwin Copyright © 2009 by The McGraw-Hill Companies, Inc. All Rights Reserved.

Consumer Behavior: Introduction Definitions/Frameworks General issues about consumer & Industrial buying behavior.

Essentials of Health Care Marketing 2 nd Ed. Eric Berkowitz Chapter 4 Buyer Behavior.

Organisations as Customers Week 4 Lecture 3 Chapter 19.

Understanding Buyers – How and why customers buy Chapter 3.

Business Markets and Business Buyer Behavior Chapter 6.

Business Markets and Business Buyer Behavior Chapter 6.

Marketing: An Introduction Armstrong, Kotler

CONSUMER BEHAVIOR CHAPTER 5. Problem Recognition: Perceiving a Need Information Search: Seeking Value Alternative Evaluation: Assessing Value  Evaluative.

Buyer Behaviour Consumer and Organisational Buying Behaviour.

5-1 Chapter Objectives LO1 Describe the steps a customer goes through when buying a product or service LO2 Discuss what determines how much time consumers.

Factors that Influence Consumer Behavior

McGraw-Hill/Irwin Copyright © 2009 by The McGraw-Hill Companies, Inc. All Rights Reserved.

Slide 0 in Chapter 7 Chapter 7 Analyzing Business Markets and Buyer Behavior.

McGraw-Hill/Irwin Copyright © 2011 by The McGraw-Hill Companies, Inc

Understanding Buyers – How and why customers buy

Marketing Management 2 March Business Markets and Business Buyer Behaviour.

Consumer Buying Behavior. Five Step Model of the Buying process Need arousal Collection of information Evaluation of information Purchase Post-purchase.

Introduction to Hospitality Consumer Behavior

Ch. 19: Organizational Decision Making OEMs (Original Equipment Manufacturers). End Users Resellers Government Institutions.

What’s Happening? Mid-term Exam Marketing groups for term project.

Services Marketing Session 3 rd Dated: BY: -Neeraj Gupta.

6-1 Copyright © 2012 Pearson Education, Inc. Publishing as Prentice Hall i t ’s good and good for you Chapter Six Business Markets and Business Buying.

A Framework for Marketing Management International Edition 6 Analyzing Business Markets 1.

Chapter 6- slide 1 Copyright © 2009 Pearson Education, Inc. Publishing as Prentice Hall Chapter Six Business Markets and Business Buying Behavior.

Buyer Behaviors Chapter 3 Copyright © 2010 Pearson Education, Inc. publishing as Prentice Hall 3-1.

1 Chapter 5 Consumer and Business Buyer Behavior.

MGT301 Principles of Marketing Lecture-16. Summary of Lecture-15.

Welcome to Marketing Management

BUSINESS MARKETS & BUSINESS BUYER BEHAVIOR

The Consumer Decision Process

Business Markets and Business Buying Behavior

Business Markets and Business Buying Behavior

Business Markets and Business Buying Behavior

Organizational Buying Behavior

Buyer Behaviour.

Business Markets and Business Buying Behavior

Analyzing Business Markets

Analyzing Business Markets

Principles of Marketing

Business Markets and Business Buying Behavior

Presentation transcript:

INDIVIDUAL BUYING BEHAVIOUR Session 2 Thursday, March 30 2000 Marketing Winter 2000

SESSION OUTLINE Individual Decision-Making Process « Helen Subscribes to Electricity » Variables Affecting the Decision Characteristics of Industrial Buyers The Buying Centre Marketing Winter 2000

Customer Buying Process Buyer’s mental evaluation of alternatives Recognition of problem or need Search for alternatives and info. Purchase Post purchase behavior Influencing Factors Speed of repairs Product durability Extended warranty Depleted inventory Advertising Promotions Store display Past experience Brochures Catalogs Friends Social class Personality Lifestyle Store location Salesperson skill Availability of credit Time Line Marketing Winter 2000

PSYCHOLOGICAL PROCESSES Motivation - Arousal Perception Formation Learning (cognitive, instrumental, operant) Attitudes - Values Personality - Lifestyle Marketing Winter 2000

TYPES OF PURCHASE SITUATIONS Extended Problem-Solving: high risk Limited Problem-Solving learn-feel-do Routine learn-do-feel Impulse do-feel-learn Marketing Winter 2000

INDUSTRIAL BUYING BEHAVIOUR Professional Buyers Derived Demand Inputs in the Production Process Marketing Winter 2000

BUYING SITUATIONS New Task Modified Rebuy Straight Rebuy Marketing Winter 2000

BUYING CENTER User Buyer Decider Influencer Gatekeeper Marketing Winter 2000

NEXT SESSION Monday, April 3 Market Analysis - Aggregated buying behaviour Chapter 5 and Readings in package Marketing Winter 2000