Week 4- Buyer behaviour

analysis of the behaviour of individuals and households who buy goods and services for personal consumption

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Terms in this set (16)

analysis of the behaviour of individuals and households who buy goods and services for personal consumption

-Situational
-Group
-Individual

Factors influencing buyer behaviour

-physical
-social
-time
-motivational
-mood

Situational influences

-cultural: subcultural, social class
-social: reference groups, family, roles and status

Group influences

Personal: demographics (age, gender, income), lifestyle (personality, and self-concept), genetics
Psychological: motivation, perception, beliefs and attitudes, learning ( build demand by associating with strong drives, using motivating cues and providing positive reinforcement

1. need/want recognition
2. information search
3. evaluation of options
4. purchase
5. post purchase evaluation

buying decision behaviour

little involvement with the purchase. Minimising search and shopping efforts

habitual decision making

seeking limited information to evaluate options for infrequent purchases in familiar product categories

limited decision making

high level of involvement with the purchase decision in a protracted, deliberate and detailed way
eg. cars, holidays, homes

extended decision making

-reseller markets
-producer markets
-government markets
-institutional markets

Business Markets