1. Consumer Buying Behavior
Social Influences
Situational Influences

2. 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 __________________.

3. 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.

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

5. Categories of Social Influences
Culture
Family
Friends and Co-workers

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

7. 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

8. 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

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

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