The document discusses consumer behavior and the factors that influence purchasing decisions. It analyzes how cultural, social, personal, and psychological processes shape consumer behavior. It also outlines the buying decision process and discusses problem recognition, information search, evaluating alternatives, purchase decision, and post-purchase behavior. Finally, it examines theories of consumer decision making like involvement, variety seeking, heuristics and biases, and mental accounting.

1. ۩ Analyzing Consumer Markets

3. Explain how consumer characteristics influence buying behavior. Enter your title here Cultural Factors. Culture is the fundamental determinant of a person‘s wants and behavior. Social Factors. Reference groups;- groups that have influence on consumers attitudes or behavior. Family;- the most influential primary reference groups. Roles and statutes;- Role – activities a person is expected to perform. Status – in society, eg, a senior vice president has more status than a sales manager. Personal Factors. Age, stage in the life-cycle; occupation and economic circumstances;personality and self-concept; life style and values QUESTION 1

8. „ The best thing about the future is that it comes only one day at a time.“ Abraham Lincoln (1809-1865) THANK YOU.