1. 6 Analyzing Consumer Markets 1

2. Copyright © 2009 Pearson Education, Inc. Publishing as Prentice Hall 6-2 What Influences Consumer Behavior? Cultural Factors Social Factors Personal Factors

3. Copyright © 2011 Pearson Education, Inc. Publishing as Prentice Hall 6-3 What is Culture? Culture is the fundamental determinant of a person’s wants and behaviors acquired through socialization processes with family and other key institutions.

4. Copyright © 2009 Pearson Education, Inc. Publishing as Prentice Hall 6-4 Subcultures Nationalities Religions Racial groups Geographic regions

5. Copyright © 2011 Pearson Education, Inc. Publishing as Prentice Hall 6-5 Social Classes Upper uppers Lower uppers Upper middles Middle Working Upper lowers Lower lowers

6. Copyright © 2009 Pearson Education, Inc. Publishing as Prentice Hall 6-6 Social Factors Reference groups Social roles Statuses Family

7. Copyright © 2009 Pearson Education, Inc. Publishing as Prentice Hall 6-7 Reference Groups Membership groups Primary groups Secondary groups Aspirational groups Dissociative groups

8. Copyright © 2009 Pearson Education, Inc. Publishing as Prentice Hall 6-8 Family Distinctions Affecting Buying Decisions  Family of Orientation  Family of Procreation

9. Copyright © 2009 Pearson Education, Inc. Publishing as Prentice Hall 6-9 Roles and Status What degree of status is associated with various occupational roles?

10. Copyright © 2009 Pearson Education, Inc. Publishing as Prentice Hall 6-10 Personal Factors Age Values Life cycle stage Occupation Personality Self- concept Wealth Lifestyle

11. Age and Stage of Lifecycle Copyright © 2011 Pearson Education, Inc. Publishing as Prentice Hall 6-11

12. Occupation and Economic Circumstances Copyright © 2011 Pearson Education, Inc. Publishing as Prentice Hall 6-12

13. Personality Copyright © 2011 Pearson Education, Inc. Publishing as Prentice Hall 6-13

14. Figure 6.1 Model of Consumer Behavior Copyright © 2011 Pearson Education, Inc. Publishing as Prentice Hall 6-14

15. Copyright © 2009 Pearson Education, Inc. Publishing as Prentice Hall 6-15 Key Psychological Processes Motivation MemoryLearning Perception

16. Maslow’s Hierarchy Copyright © 2011 Pearson Education, Inc. Publishing as Prentice Hall 6-16

17. Copyright © 2009 Pearson Education, Inc. Publishing as Prentice Hall 6-17 Perception Selective Attention Selective Retention Selective Distortion

18. Learning Copyright © 2011 Pearson Education, Inc. Publishing as Prentice Hall 6-18

19. Emotions Copyright © 2011 Pearson Education, Inc. Publishing as Prentice Hall 6-19

20. Memory Copyright © 2011 Pearson Education, Inc. Publishing as Prentice Hall 6-20

21. Copyright © 2009 Pearson Education, Inc. Publishing as Prentice Hall 6-21 Consumer Buying Decision Process Problem Recognition Information Search Evaluation Purchase Decision Postpurchase Behavior

22. Copyright © 2011 Pearson Education, Inc. Publishing as Prentice Hall 6-22 Sources of Information CommercialPersonal PublicExperiential

23. Figure 6.5 Successive Sets in Decision Making Copyright © 2011 Pearson Education, Inc. Publishing as Prentice Hall 6-23

24. Figure 6.6 Steps Between Alternative Evaluation and Purchase Copyright © 2011 Pearson Education, Inc. Publishing as Prentice Hall 6-24

25. Low-Involvement Decision Making Copyright © 2011 Pearson Education, Inc. Publishing as Prentice Hall 6-25