Bus169 Kotler Chapter 05

Chapter Objectives (1) ,[object Object],[object Object],[object Object]

Chapter Objectives (2) ,[object Object],[object Object],[object Object]

What is a Consumer Market? ,[object Object],[object Object],[object Object]

Which factors have the broadest and deepest influence on consumer behaviour? ,[object Object],[object Object],[object Object],[object Object],[object Object]

Consumer Behaviour ,[object Object],[object Object],[object Object]

Figure 5.1 A Model of Buying Behaviour

Figure 5.2 Factors Influencing Consumer Behaviour

A model of CB ,[object Object],[object Object],[object Object],[object Object]

Why does a firm study CB? ,[object Object]

Factors Influencing CB ,[object Object],[object Object],[object Object]

Psychological Influences ,[object Object],[object Object],[object Object],[object Object]

1. Motivation ,[object Object],[object Object],[object Object],[object Object],[object Object]

[object Object],[object Object],Motivation Theories

Cont’d ,[object Object],[object Object],[object Object]

Figure 5.3 Maslow’s Hierarchy of Needs

Maslow ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

2. Perception ,[object Object],[object Object],[object Object],[object Object]

Perceptual Processes ,[object Object],[object Object],[object Object],[object Object]

3. Learning ,[object Object],[object Object],[object Object],[object Object]

A descriptive thought that a person holds about something is best described as a(n): ,[object Object],[object Object],[object Object],[object Object],[object Object]

4. Beliefs and Attitudes ,[object Object],[object Object],[object Object]

4. Cont’d ,[object Object],[object Object]

Personal Influences ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Cultural Influences ,[object Object],[object Object],[object Object],[object Object],[object Object]

Social Influences ,[object Object],[object Object]

All of the following are included in a subculture within the cultural context EXCEPT: ,[object Object],[object Object],[object Object],[object Object],[object Object]

Social Influences ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Figure 5.4 Group Influence on Product and Brand Choice

Figure 5.5 Consumer Buying Roles

Types of Buying Decisions ,[object Object],[object Object],[object Object],[object Object],[object Object]

Cont’d ,[object Object],[object Object],[object Object],[object Object]

Fig 5.6 Types of Buying Behaviour

Buyer Decision Process, Fig 5.7 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Cont’d ,[object Object],[object Object],[object Object],[object Object],[object Object]

Adoption process for New Products ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Five Adopter groups ,[object Object],[object Object],[object Object],[object Object],[object Object]

Levels of Adoption Percentage of Adopters Time of Adoption Early Late Innovators Early Adopters Early Majority 2.5% 13.5% 34% 34% 16% Laggards Late Majority

Influences on Rate of Adoption ,[object Object],[object Object],[object Object],[object Object],[object Object]

Cont’d ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Bus169 Kotler Chapter 05

Bus169 Kotler Chapter 05

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Bus169 Kotler Chapter 05

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