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consumer buying behavior decision process
1) problem recognition
2) information search
3) evaluation of alternatives
5) post-purchase eval
not all consumer buying decisions include all 5 stages!
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
P, friendliness of sales ppl, influences _WHERE_ a person purchases on regular basis
1) cognitive - knowledge
2) affective - FEELINGS & emotions
3) behavioral - actions regarding object/idea
(attitude towards the object)
used to understand consumer's attitude, strength of beliefs, eval of beliefs
internal traits & distinct behavioral tendencies that result in CONSISTENT patterns of behavior
ppl buy products that enhance their perception of themselves. can influence brand selection
pattern of living
how spend time, strongly impact buying decision process
VALS - divides consumer lifestyles
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