Final Consumers and Their Buying Behavior www.mhhe.com/fourps For use only with Perreault and McCarthy texts. © 2003 McGraw-Hill Companies, Inc. McGraw-Hill/Irwin.

Slides:



Advertisements
Similar presentations
Part Three Markets and Consumer Behavior
Advertisements

Consumer Decisions: Psychology for Profit
Copyright © 2005 Pearson Education Inc. Consumer Markets and Consumer Buyer Behaviour Chapter 7 PowerPoint slides Express version Instructor name Course.
For use only with Perreault/Cannon/ McCarthy texts, © 2009 McGraw-Hill Companies, Inc. McGraw-Hill/Irwin Chapter 6 Final Consumers and Their Buying Behavior.
For use only with Perreault/Cannon/ McCarthy texts, © 2009 McGraw-Hill Companies, Inc. McGraw-Hill/Irwin Chapter 5 Demographic Dimensions of Global Consumer.
Final Consumers and Their Buying Behavior
Consumer Behavior & Psychology. Definition Consumer buyer behavior refers to the buying behavior of final consumers- individuals and households that buy.
MKTG 5 CHAPTER Consumer Decision Making. Understanding Consumer Behavior Consumer behavior consumers make purchase decisions consumers use and dispose.
Principles of Marketing
MKTG 6 CHAPTeR Consumer Decision Making. Understanding Consumer Behavior Consumer behavior Consumers ………purchase decisions consumers ………and ………of product.
Final Consumers and Their Buying Behavior
Learning Goals Learn the consumer market and construct model of consumer buyer behavior Know the four factors that influence buyer behavior Understand.
Final Consumers and Their Buying Behavior
© 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin CONSUMER BEHAVIOR.
McGraw-Hill/Irwin Copyright © 2009 by The McGraw-Hill Companies, Inc. All Rights Reserved.
Consumer Markets and Consumer Buyer Behaviour
Demographic Dimensions of Global Consumer Markets CHAPTER FIVE Demographic Dimensions of Global Consumer Markets For use only with.
Principles of Marketing Lecture-15. Summary of Lecture-14.
Definitions Consumer buyer behavior refers to the buying behavior of final consumers – individuals and households who buy goods and services for personal.
Final Consumers and Their Buying Behavior
For use only with Perreault and McCarthy texts. © 2005 McGraw-Hill Companies, Inc. McGraw-Hill/Irwin CHAPTER FIVE Demographic Dimensions.
For use only with Perreault and McCarthy texts. © The McGraw-Hill Companies, Inc., 1999 Irwin/McGraw-Hill Lesson 17th March: Behavioral Dimensions of the.
ANALYZING CONSUMER MARKETS AND BUYER BEHAVIOR
Consumer Markets and Consumer Buyer Behavior Chapter 6.
For use only with Perreault and McCarthy texts. © The McGraw-Hill Companies, Inc., 1999 Irwin/McGraw-Hill Chapter 6: Final Consumers and Their Buying Behavior.
© 2006 McGraw-Hill Companies, Inc., McGraw-Hill/IrwinSlide 5-2 CONSUMER BEHAVIOR C HAPTER.
INDIVIDUAL BUYER BEHAVIOUR. Learning objectives After reading this chapter, you should be able to: Define consumer buying behaviour. Define the consumer.
Consumer Behavior Chapter 5. What is Consumer Behavior? “The actions a person takes in purchasing and using products and services, including the mental.
Buying behavior of consumers and organizations Consumers´ decision process and buying behavior Types of consumers´purchasing decisions Nature of organizational.
For use only with Perreault/Cannon/ McCarthy texts, © 2010 McGraw-Hill Companies, Inc. McGraw-Hill/Irwin Chapter 5 Final Consumers and Their Buying Behavior.
CONSUMER BEHAVIOR CHAPTER 5. Problem Recognition: Perceiving a Need Information Search: Seeking Value Alternative Evaluation: Assessing Value  Evaluative.
Consumer Markets and Consumer Buying Behavior
Marketing 333 Chapter 5 Final Consumers and their Buying Behavior.
McGraw-Hill/Irwin Copyright © 2009 by The McGraw-Hill Companies, Inc. All Rights Reserved.
Consumer Markets and Consumer Buying Behavior
Chapter Five Consumer and Business Buyer Behavior.
MT 219 Marketing Unit Three Consumer and Business Buyer Behavior Note: This seminar will be recorded by the instructor.
For use only with Perreault and McCarthy texts. © The McGraw-Hill Companies, Inc., 1999 Irwin/McGraw-Hill Chapter 6: Behavioral Dimensions of the Consumer.
For use only with Perreault and McCarthy texts. © The McGraw-Hill Companies, Inc., 1999 Irwin/McGraw-Hill Chapter 6: Behavioral Dimensions of the Consumer.
Person making decisions Person does or does not purchase
Consumers´ decision process and buying behavior
Buying Behavior: The Final Consumer and the Business- to-Business Consumer To Accompany Basic Marketing, 14th Edition by William D. Perreault, Jr. and.
For use only with Perreault/Cannon/ McCarthy texts, © 2009 McGraw-Hill Companies, Inc. McGraw-Hill/Irwin Chapter 5 Demographic Dimensions of Global Consumer.
BA 590 Module 2 Customer Needs. Key Terms Model of Buyer Behavior PSSP Pyramid Problem Solving Purchase Situation Organizational Buyer Needs.
MT 219 Marketing Unit Three Global Marketing and Consumer Behavior Note: This seminar will be recorded by the instructor.
CHAPTER FIVE Final Consumers and Their Buying Behavior.
McGraw-Hill/Irwin Copyright © 2009 by The McGraw-Hill Companies, Inc. All Rights Reserved.
Consumer Markets and Consumer Buyer Behavior Chapter 5.
Marketing Management, 13 th ed 6.  After reading this chapter, students should:  Know how consumer characteristics influence buying behavior  Know.
Principles of Marketing
Final Consumers and Their Buying Behavior
Final Consumers and Their Buying Behavior For use only with Perreault/Cannon/McCarthy or Perreault/McCarthy texts. © 2008 McGraw-Hill.
  Needs   Wants   Drive   Physiological needs   Safety needs   Social needs   Personal needs   Perception   Selective exposure   Selective.
AB 219 Marketing Unit Three Consumer and Business Buyer Behavior Note: This seminar will be recorded by the instructor.
Chapter Five Consumer Markets and Consumer Buyer Behavior.
Chapter 3 Consumer decision-making Learning objectives 1Explain why marketing managers should understand consumer behaviour 2Analyse the components of.
Marketing’s Role in the Global Economy
Consumer Markets and Consumer Buyer Behavior
Consumer Markets and Consumer Buyer Behavior
Consumer Decision Making
Chapter 5 Consumer Behavior
Consumer Decision Making
CHAPTER SIX Behavioral Dimensions of the Consumer Market
Consumer Behavior & Psychology
Buyer Behaviour.
Consumer Markets and Consumer Buyer Behavior
Consumer Markets and Consumer Buyer Behavior
Consumer Markets and Consumer Buyer Behavior
Consumer Markets and Consumer Buyer Behavior
Consumer Decision Making
Presentation transcript:

Final Consumers and Their Buying Behavior For use only with Perreault and McCarthy texts. © 2003 McGraw-Hill Companies, Inc. McGraw-Hill/Irwin Chapter Five

1. Know how income affects consumer behavior and spending patterns. 2.Understand the economic buyer model of buyer behavior. 3. Understand how psychological variables affect an individual’s buying behavior. 4. Understand how social influences affect an individual’s and household’s buying behavior. 5. See why the purchase situation has an effect on consumer behavior. 6. Know how consumers use problem-solving processes. 7. Have some feel for how a consumer handles all the behavioral variables and incoming stimuli. © 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin When we finish this lecture you should

© 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin A Luxury Item +

© 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin Income Dimensions of the US Market Exhibit 5-1

© 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin Appealing to Higher Income Consumers +

© 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin The Behavioral Sciences Help You Understand the Buying Process +

© 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin How We Will View Consumer Behavior Exhibit 5-2

Wants Needs © 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin Psychological Influences within an Individual Drives Consumers seek benefits to match needs and wants!

Physiological Needs Several Needs at the Same Time © 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin Safety Needs Social Needs Personal Needs

© 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin Interactive Exercise: Needs

© 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin Personal Needs +

Selective Exposure Selective Perception Selective Exposure Selective Perception © 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin Perception Determines What Consumers See and Feel Selective Retention

Drive Cues Response Learning Determines What Response is Likely © 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin Reinforcement

Cue

Attitude: a point of view Attitude: a point of view Belief: an opinion Attitude: a point of view Attitude: a point of view Belief: an opinion Ethical Issues May Arise Work With Existing Attitudes Need to Understand attitudes & Beliefs Need to Understand Attitudes & Beliefs Attitudes Relate to Buying © 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin Meeting Expectations Is Important Key Concepts Key Concepts

Interests Activities Interests Personality and Lifestyle Analysis © 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin Personality: how people see things Opinions

© 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin The Family Life Cycle Exhibit 5-7 +

Empty Nesters Reallocation for teenagers Reallocation for teenagers Reallocation for teenagers Reallocation for teenagers Acceptance of new ideas Acceptance of new ideas Key Issues Key Issues Acceptance of new ideas Acceptance of new ideas Family Life Cycle Implications © 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin Senior Citizens

© 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin Credit Card Use

© 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin Social Influences Affect Consumer Behavior +

© 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin Social Class Affects Attitudes, Values, & Buying Exhibit 5-8 +

Reference Groups Opinion Leaders Culture Other Social Influences © 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin

High Growth Rate Ethnic Dimensions of the US Market © 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin Avoid Stereotypes Buy Differently

© 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin Appealing to Minority Consumers +

Purchase Reason Time Available Purchase Reason Time Available Individuals Are Affected by the Purchase Situation © 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin Physical Surroundings

Social Influences Marketing Mixes Psychological Variables Purchase Situation All Other Stimuli Person Making Decision Social Influences Psychological Variables Purchase Situation Consumers Use Problem Solving Processes Need-want Awareness Information Search Set Criteria Decide on Solution Purchase Product Routinized Response Feedback of Information as Attitudes Postpurchase Evaluation Postpone Decision Response

© 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin Grid of Evaluative Criteria Helps Exhibit 5-10

Three Levels of Problem Solving Are Useful © 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin Routinized Response Behavior Low involvement Frequently purchased Inexpensive Little risk Little information Limited Problem Solving Extensive Problem Solving High involvement Infrequently purchased Expensive High risk Much information desired Low involvementHigh involvement

© 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin Limited or Extensive Problem Solving? +

Awareness Interest Awareness Interest Evaluation Trial Decision Confirmation Decision Problem Solving is a Learning Process Dissonance may set in after the decision! © 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin

Problem Solving

  Discretionary income   Economic buyers   Economic needs   Needs   Wants   Drive   Physiological needs   Safety needs   Social needs   Personal needs   Perception   Selective exposure © 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin Key Terms   Selective perception   Selective retention   Learning   Cues   Response   Reinforcement   Attitude   Belief   Expectation   Psychographics   Lifestyle analysis   Empty nesters

  Social class   Reference group   Opinion leader   Culture   Extensive problem solving   Limited problem solving   Routinized response behavior © 2003 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin Key Terms   Low-involvement purchases   Adoption process   Dissonance