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![Part Three Markets and Consumer Behavior](/_ipx/f_webp&q_80&fit_contain&s_1440x1080/imagesDir/jpg/34888/slide-1.jpg)
Part Three
Markets and
Consumer Behavior
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![Chapter 5 Consumer Buying Behavior](/_ipx/f_webp&q_80&fit_contain&s_1440x1080/imagesDir/jpg/34888/slide-2.jpg)
Chapter 5
Consumer Buying Behavior
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![Objectives Understand consumers’ level of involvement with product & describe](/_ipx/f_webp&q_80&fit_contain&s_1440x1080/imagesDir/jpg/34888/slide-3.jpg)
Objectives
Understand consumers’ level of involvement with product & describe consumer problem-solving
processes
Recognize stages of consumer buying decision process
Explore situational influences of consumer buying process
Understand psychological influences of consumer buying process
Examine social influences of consumer buying process
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![Types Of Markets Consumer Business](/_ipx/f_webp&q_80&fit_contain&s_1440x1080/imagesDir/jpg/34888/slide-4.jpg)
Types Of Markets
Consumer
Business
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![Consumer Market Purchasers and household members who intend to consume](/_ipx/f_webp&q_80&fit_contain&s_1440x1080/imagesDir/jpg/34888/slide-5.jpg)
Consumer Market
Purchasers and household members who intend to consume or benefit
from the purchased products and do not buy products to make products.
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![Buying Behavior The decision processes and acts of people involved in buying and using products.](/_ipx/f_webp&q_80&fit_contain&s_1440x1080/imagesDir/jpg/34888/slide-6.jpg)
Buying Behavior
The decision processes and acts of people involved in buying
and using products.
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![Consumer Buying Behavior The decision processes and purchasing activities of](/_ipx/f_webp&q_80&fit_contain&s_1440x1080/imagesDir/jpg/34888/slide-7.jpg)
Consumer Buying Behavior
The decision processes and purchasing activities of people who
purchase products for personal or household use and not for business purposes.
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![Level Of Involvement An individual’s intensity of interest in a](/_ipx/f_webp&q_80&fit_contain&s_1440x1080/imagesDir/jpg/34888/slide-8.jpg)
Level Of Involvement
An individual’s intensity of interest in a product and
the importance of the product for that person.
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![Levels Of Involvement Enduring Situational](/_ipx/f_webp&q_80&fit_contain&s_1440x1080/imagesDir/jpg/34888/slide-9.jpg)
Levels Of Involvement
Enduring
Situational
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![Consumer Problem Solving](/_ipx/f_webp&q_80&fit_contain&s_1440x1080/imagesDir/jpg/34888/slide-10.jpg)
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![Routinized Response Behavior The consumer problem-solving process used when purchasing](/_ipx/f_webp&q_80&fit_contain&s_1440x1080/imagesDir/jpg/34888/slide-11.jpg)
Routinized Response Behavior
The consumer problem-solving process used when purchasing frequently purchased,
low-cost items needing very little search-and-decision effort.
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![Limited Problem Solving The consumer problem-solving process employed when buying](/_ipx/f_webp&q_80&fit_contain&s_1440x1080/imagesDir/jpg/34888/slide-12.jpg)
Limited Problem Solving
The consumer problem-solving process employed when buying occasionally or
when they need to obtain information about an unfamiliar brand in a familiar product category.
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![Extended Problem Solving A consumer problem-solving process employed when purchasing unfamiliar, expensive, or infrequently bought products.](/_ipx/f_webp&q_80&fit_contain&s_1440x1080/imagesDir/jpg/34888/slide-13.jpg)
Extended Problem Solving
A consumer problem-solving process employed when purchasing unfamiliar, expensive,
or infrequently bought products.
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![Impulse Buying An unplanned buying behavior resulting from a powerful urge to buy something immediately.](/_ipx/f_webp&q_80&fit_contain&s_1440x1080/imagesDir/jpg/34888/slide-14.jpg)
Impulse Buying
An unplanned buying behavior resulting from a powerful urge to
buy something immediately.
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![Consumer Buying Decision Process A five-stage purchase decision process that](/_ipx/f_webp&q_80&fit_contain&s_1440x1080/imagesDir/jpg/34888/slide-15.jpg)
Consumer Buying
Decision Process
A five-stage purchase decision process that includes problem recognition,
information search, evaluation of alternatives, purchase, and postpurchase evaluation.
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![Consumer Buying Decision Process/Possible Influences on the Process](/_ipx/f_webp&q_80&fit_contain&s_1440x1080/imagesDir/jpg/34888/slide-16.jpg)
Consumer Buying Decision Process/Possible Influences on the Process
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![Problem Recognition Difference between desired state and actual condition.](/_ipx/f_webp&q_80&fit_contain&s_1440x1080/imagesDir/jpg/34888/slide-17.jpg)
Problem Recognition
Difference between desired state and actual condition.
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![Aspects Of Information Search Internal Search External Search](/_ipx/f_webp&q_80&fit_contain&s_1440x1080/imagesDir/jpg/34888/slide-18.jpg)
Aspects Of Information Search
Internal Search
External Search
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![Internal Search An information search in which buyers search their](/_ipx/f_webp&q_80&fit_contain&s_1440x1080/imagesDir/jpg/34888/slide-19.jpg)
Internal Search
An information search in which buyers search their memories for
information about their products that might solve their problem.
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![External Search An information search in which buyers seek information from sources other than memory.](/_ipx/f_webp&q_80&fit_contain&s_1440x1080/imagesDir/jpg/34888/slide-20.jpg)
External Search
An information search in which buyers seek information from sources
other than memory.
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![Evaluation Of Alternatives Consideration Set Evaluative Criteria Framing Alternatives](/_ipx/f_webp&q_80&fit_contain&s_1440x1080/imagesDir/jpg/34888/slide-21.jpg)
Evaluation Of Alternatives
Consideration Set
Evaluative Criteria
Framing Alternatives
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![Cognitive Dissonance A buyer’s doubts shortly after a purchase about](/_ipx/f_webp&q_80&fit_contain&s_1440x1080/imagesDir/jpg/34888/slide-22.jpg)
Cognitive Dissonance
A buyer’s doubts shortly after a purchase about whether the
decision was the right one.
Sample ads of cognitive dissonance
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![Situational Influences Influences resulting from circumstances, time, and location that affect the consumer buying decision process.](/_ipx/f_webp&q_80&fit_contain&s_1440x1080/imagesDir/jpg/34888/slide-23.jpg)
Situational Influences
Influences resulting from circumstances, time, and location that affect the
consumer buying decision process.
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![Categories Of Situational Factors Physical Surroundings Social Surroundings Time Perspective Reason For Purchase Buyer’s Mood/Condition](/_ipx/f_webp&q_80&fit_contain&s_1440x1080/imagesDir/jpg/34888/slide-24.jpg)
Categories Of
Situational Factors
Physical Surroundings
Social Surroundings
Time Perspective
Reason For Purchase
Buyer’s Mood/Condition
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![Psychological Influences Factors that in part determine people’s general behavior, thus influencing their behavior as consumers.](/_ipx/f_webp&q_80&fit_contain&s_1440x1080/imagesDir/jpg/34888/slide-25.jpg)
Psychological Influences
Factors that in part determine people’s general behavior, thus influencing
their behavior as consumers.
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![Types Of Perception Information Inputs Selective Exposure Selective Distortion Selective Retention](/_ipx/f_webp&q_80&fit_contain&s_1440x1080/imagesDir/jpg/34888/slide-26.jpg)
Types Of Perception
Information Inputs
Selective Exposure
Selective Distortion
Selective Retention
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![Motives An internal energizing force that directs a person’s behavior](/_ipx/f_webp&q_80&fit_contain&s_1440x1080/imagesDir/jpg/34888/slide-27.jpg)
Motives
An internal energizing force that directs a person’s behavior toward satisfying
needs or achieving goals.
Motive for buying organic foods
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![Maslow’s Hierarchy Of Needs](/_ipx/f_webp&q_80&fit_contain&s_1440x1080/imagesDir/jpg/34888/slide-28.jpg)
Maslow’s Hierarchy Of Needs
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![Sources Of Learning Behavior Consequences Information Processing Experience](/_ipx/f_webp&q_80&fit_contain&s_1440x1080/imagesDir/jpg/34888/slide-29.jpg)
Sources Of Learning
Behavior Consequences
Information Processing
Experience
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![Attitude An individual’s enduring evaluation of feelings about and behavioral tendencies toward an object or idea.](/_ipx/f_webp&q_80&fit_contain&s_1440x1080/imagesDir/jpg/34888/slide-30.jpg)
Attitude
An individual’s enduring evaluation of feelings about and behavioral tendencies toward
an object or idea.
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![Components Of Attitude Cognitive- knowledge or information Affective- feelings or](/_ipx/f_webp&q_80&fit_contain&s_1440x1080/imagesDir/jpg/34888/slide-31.jpg)
Components Of Attitude
Cognitive- knowledge or information
Affective- feelings or emotions
Behavioral- actions regarding
object or idea
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![Personality And Self-Concept Personality – internal traits and behavioral tendencies](/_ipx/f_webp&q_80&fit_contain&s_1440x1080/imagesDir/jpg/34888/slide-32.jpg)
Personality And Self-Concept
Personality – internal traits and behavioral tendencies
Self-Concept – perception
or view of oneself
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![Lifestyle An individual’s pattern of living expressed through activities, interests, and opinions. Consumer lifestyles](/_ipx/f_webp&q_80&fit_contain&s_1440x1080/imagesDir/jpg/34888/slide-33.jpg)
Lifestyle
An individual’s pattern of living expressed through activities, interests, and opinions.
Consumer
lifestyles
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![Lifestyle Affected By: Age Education Income Social Class](/_ipx/f_webp&q_80&fit_contain&s_1440x1080/imagesDir/jpg/34888/slide-34.jpg)
Lifestyle Affected By:
Age
Education
Income
Social Class
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![Role Actions and activities that a person in a particular](/_ipx/f_webp&q_80&fit_contain&s_1440x1080/imagesDir/jpg/34888/slide-35.jpg)
Role
Actions and activities that a person in a particular position is
supposed to perform based on expectations of the individual and surrounding persons.
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![Consumer Socialization The process through which a person acquires the](/_ipx/f_webp&q_80&fit_contain&s_1440x1080/imagesDir/jpg/34888/slide-36.jpg)
Consumer Socialization
The process through which a person acquires the knowledge and
skills to function as a consumer.
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![Types Of Family Decisionmaking](/_ipx/f_webp&q_80&fit_contain&s_1440x1080/imagesDir/jpg/34888/slide-37.jpg)
Types Of Family Decisionmaking
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![Reference Group A group that a person identifies with so](/_ipx/f_webp&q_80&fit_contain&s_1440x1080/imagesDir/jpg/34888/slide-38.jpg)
Reference Group
A group that a person identifies with so strongly that
he or she adopts the values, attitudes, and behavior of group members.
Volvo and women’s market
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![Types Of Reference Groups Membership Aspirational Disassociative](/_ipx/f_webp&q_80&fit_contain&s_1440x1080/imagesDir/jpg/34888/slide-39.jpg)
Types Of Reference Groups
Membership
Aspirational
Disassociative
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![Opinion Leader A member of an informal group who provides](/_ipx/f_webp&q_80&fit_contain&s_1440x1080/imagesDir/jpg/34888/slide-40.jpg)
Opinion Leader
A member of an informal group who provides information about
a specific topic to other group members.
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![Examples Of Opinion Leaders And Topics](/_ipx/f_webp&q_80&fit_contain&s_1440x1080/imagesDir/jpg/34888/slide-41.jpg)
Examples Of
Opinion Leaders And Topics
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![Social Class An open group of individuals with similar social rank.](/_ipx/f_webp&q_80&fit_contain&s_1440x1080/imagesDir/jpg/34888/slide-42.jpg)
Social Class
An open group of individuals with similar social rank.
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![Social Class Behavioral Traits/Purchasing Characteristics](/_ipx/f_webp&q_80&fit_contain&s_1440x1080/imagesDir/jpg/34888/slide-43.jpg)
Social Class Behavioral Traits/Purchasing Characteristics
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![Culture The accumulation of values, knowledge, beliefs, customs, objects, and concepts of a society.](/_ipx/f_webp&q_80&fit_contain&s_1440x1080/imagesDir/jpg/34888/slide-44.jpg)
Culture
The accumulation of values, knowledge, beliefs, customs, objects, and concepts of
a society.
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![Subcultures A group of individuals whose characteristic values (religion, etc.)](/_ipx/f_webp&q_80&fit_contain&s_1440x1080/imagesDir/jpg/34888/slide-45.jpg)
Subcultures
A group of individuals whose characteristic values (religion, etc.) and behavior
patterns are similar and different from those of the surrounding culture.