1) problem recognition 2) information search 3) evaluation of alternatives 4) purchase 5) post-purchase eval
not all consumer buying decisions include all 5 stages!
buyer doubts arise shortly after purchase (during post-purch eval.)
physical surroundings, social surroundings, time (how long to know more about product), moods
1) selective exposure, person unconsciously decides what info reaches awareness 2) selective distortion, change the received info 3) selective retention, person remembers info inputs that support personal feelings
1) physiological 2) safety 3) social 4) esteem 5) self-actualization
P, friendliness of sales ppl, influences _WHERE_ a person purchases on regular basis