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Understanding Buyer Behavior Dynamics

This document discusses buyer behavior models and the factors that influence consumer and business purchasing decisions. It outlines a buyer behavior model that includes marketing and other stimuli, the buyer's black box of reception and decision making, and buyer responses. It then lists the key cultural, social, personal, psychological, and buyer culture factors that shape consumer behavior, such as age, income, lifestyle, motivation, and Maslow's hierarchy of needs. Social factors like family, groups, and roles are also mentioned.

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Kelvin Cedric Chow
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33 views2 pages

Understanding Buyer Behavior Dynamics

This document discusses buyer behavior models and the factors that influence consumer and business purchasing decisions. It outlines a buyer behavior model that includes marketing and other stimuli, the buyer's black box of reception and decision making, and buyer responses. It then lists the key cultural, social, personal, psychological, and buyer culture factors that shape consumer behavior, such as age, income, lifestyle, motivation, and Maslow's hierarchy of needs. Social factors like family, groups, and roles are also mentioned.

Uploaded by

Kelvin Cedric Chow
Copyright
© Attribution Non-Commercial (BY-NC)
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as DOCX, PDF, TXT or read online on Scribd

Ch.

5: UNDERSTANDING CONSUMER AND BUSINESS BUYER BEHAVIOR


Buyer Behavior Model 1. Marketing and Other Stimuli a. Marketing: Product, Place, Price, Promotion b. Other: Economic, Political, Technological, Cultural 2. Buyers Black Box (not understandable and unpredictable) a. Reception of marketing messages b. Buyer Characteristics c. Buyer Decision Process 3. Buyer Responses a. Buying attitudes and preferences b. Product choice, brand choice, dealer choice, purchasing amount and time Consumer buying behavior How do consumers respond to various marketing efforts the company might use? Factors that influence consumer behavior 1. Cultural a. Culture, sub-culture, social class 2. Social a. Reference group, family, roles and status 3. Personal a. Age and life cycle stage b. Occupation c. Economic situation d. Lifestyle e. Personality and self-concept 4. Psychological a. Motivation b. Perception c. Learning Permanent change in behavior due to experience d. Beliefs and attitudes 5. Buyer Culture Most basic cause of peoples wants and behaviors Basic values, perceptions, wants, behaviors Social Factors Family most important buying organization Groups membership, etc. Roles Expected activities Status esteem given to role by society

Personal Factors Age and life-cycle stage Occupation Economic Situation Lifestyle activities, opinions, interests Personality Self-concept peoples possessions contribute to and reflect their identities Maslows Hierarchy of Needs Physiological Needs basic human needs (food satisfies hunger) Safety Needs desire for security and stability (food properly sealed and fresh) Social Needs desire for affiliation; friendship and belonging (eating with others) Esteem Needs desires for self-respect and respect/recognition from others (eating low-fat or heart healthy foods) Self-Actualization desire for self-fulfillment and realization of full potential (preparing and cooking a gourmet meal)

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