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Consumer buying behaviour

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Shashi Shekhar
Shashi Shekhar
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Consumer Buying Behaviour
The most important thing is to forecast where customers are moving, and be in front of them.
Consumer Behavior Chapter 4 Version 3e Processes a consumer uses to make purchase decisions, as well as to use and dispose of purchased goods or services; also includes factors that influence purchase decisions and the product use 1
 
Types of buyer ,[object Object],[object Object]
Influence of Social science on buyer behaviour studies ,[object Object],[object Object],[object Object]
Buying Behaviour Model ,[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object]
The Howard-Sheth Model ,[object Object],[object Object]
Factors Influencing Consumer Behavior Cultural Culture Social Reference Groups Family Roles & Status Personal Age & Life-Cycle Stage Occupation Economic Situation Lifestyle Personality & Self-Concept Psychological Motivation Perception Learning
Maslow’s Hierarchy of Needs Psychological needs (food, water, shelter) 1 Safety needs (security, protection) 2 Social needs (sense of belonging, love) 3 Esteem needs (self-esteem, recognition) 4 Self- actualization (self-development and realization) 5
Characteristics Affecting Consumer Behavior ,[object Object],[object Object],[object Object],[object Object],[object Object]
Characteristics Affecting Consumer Behavior ,[object Object],[object Object]
Buying motives ,[object Object],[object Object]
Buying habits ,[object Object],[object Object],[object Object],[object Object]
Buying process ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Five stage Consumer Decision-Making Process Chapter 4 Version 3e 2 Postpurchase Behavior Purchase Evaluation of Alternatives Information Search Need Recognition Cultural, Social, Individual and Psychological Factors affect all steps
High involvement & low involvement situations
Classification of Business buyers ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
The Buyer Decision Process for New Products ,[object Object],[object Object]
Classification of consumer according to their readiness to try new products ,[object Object],[object Object],[object Object],[object Object],[object Object]
Business Buyer: buying patterns ,[object Object],[object Object],[object Object],[object Object],[object Object]
Speciality due to characteristics of Market/product ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
The Indian consumer ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Favourable shift in consumption in past liberalization years ,[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object]
Changes in life style and buying habits ,[object Object],[object Object],[object Object],[object Object]
Classification of Indian consumers based on economic status ,[object Object],[object Object],[object Object],[object Object]
The middle class explosion ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
The main segment in middle class ,[object Object],[object Object],[object Object]
The middle class male ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
The middle class woman ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

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Consumer buying behaviour

  • 2. The most important thing is to forecast where customers are moving, and be in front of them.
  • 3. Consumer Behavior Chapter 4 Version 3e Processes a consumer uses to make purchase decisions, as well as to use and dispose of purchased goods or services; also includes factors that influence purchase decisions and the product use 1
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  • 12. Factors Influencing Consumer Behavior Cultural Culture Social Reference Groups Family Roles & Status Personal Age & Life-Cycle Stage Occupation Economic Situation Lifestyle Personality & Self-Concept Psychological Motivation Perception Learning
  • 13. Maslow’s Hierarchy of Needs Psychological needs (food, water, shelter) 1 Safety needs (security, protection) 2 Social needs (sense of belonging, love) 3 Esteem needs (self-esteem, recognition) 4 Self- actualization (self-development and realization) 5
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  • 19. Five stage Consumer Decision-Making Process Chapter 4 Version 3e 2 Postpurchase Behavior Purchase Evaluation of Alternatives Information Search Need Recognition Cultural, Social, Individual and Psychological Factors affect all steps
  • 20. High involvement & low involvement situations
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