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Objectives
? Influences on Buying Behavior
? Buyer Decision Making
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Simple Response Model
Stimulus Organism Response
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Culture
Cultural Factors
Subculture
Social Class
Buyer
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Social Factors
Reference
Groups
Roles &
Statuses Family
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Influences on Consumer
Behavior
Personal Influences
Age and Family Life
Cycle Stage Lifestyle
Occupation &
Economic Circumstances
Personality &
Self-Concept
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Psychological Factors
Perception Learning
Beliefs &
Attitudes
Motivation
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Four Types of Buying
Behavior
Complex
Buying
Behavior
Dissonance-
Reducing Buying
Behavior
Variety-
Seeking
Behavior
Habitual
Buying
Behavior
Significant
differences
between
brands
Few
differences
between
brands
High
Involvement
Low
Involvement
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Total
Set
Decision Making Sets
Aware-
ness
Set
Consid-
eration
Set
Choice
Set Decision