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CONSUMER BEHAVIOR. CHAPTER 5. CONSUMER PURCHASE DECISION PROCESS. Problem Recognition: Perceiving a Need Information Search: Seeking Value Alternative Evaluation: Assessing Value Evaluative criteria Evoked set Purchase Decision: Buying Value - PowerPoint PPT Presentation
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CONSUMER BEHAVIORCONSUMER BEHAVIOR
CHAPTER 5
• Problem Recognition: Perceiving a Need
• Information Search: Seeking Value
• Alternative Evaluation: Assessing Value Evaluative criteria Evoked set
• Purchase Decision: Buying Value
• Postpurchase Behavior: Value in Consumption or Use Cognitive dissonance
CONSUMER PURCHASE DECISION PROCESS
• Involvement and Problem-Solving Variations• Routine Problem Solving
• Limited Problem Solving
• Extended problem Solving
• Involvement and Marketing Strategy
• Situational Influences
CONSUMER PURCHASE DECISION PROCESS
Influences on the consumer purchase decision process
• Motivation and Personality• Motivation
• Personality National character Self-concept
• Perception• Selective Perception
• Subliminal perception
• Perceived Risk
PSYCHOLOGICAL INFLUENCES ON CONSUMER BEHAVIOR
• Learning• Behavioral Learning
• Cognitive Learning
• Brand Loyalty
• Values, Beliefs, and Attitudes• Attitude Formation
Attitude Beliefs
• Attitude Change
• Lifestyle
PSYCHOLOGICAL INFLUENCES ON CONSUMER BEHAVIOR
• Personal Influence• Opinion Leadership
• Word of Mouth
• Reference Groups
• Family Influence• Consumer Socialization
• Family Life Cycle
• Family Decision Making
SOCIOCULTURAL INFLUENCES ON CONSUMER BEHAVIOR
• Social Class
• Culture and Subculture• African-American Buying Patterns
• Hispanic Buying Patterns
• Asian Buying Patterns
SOCIOCULTURAL INFLUENCES ON CONSUMER BEHAVIOR