Consumer Buying Behavior - ConsumerBuying Behavior Learning...

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Consumer Buying  Behavior
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Learning Objectives Understand the major factors influencing  consumer behavior Know and recognize the types of buying decision  behavior Understand the stages in the buying decision  process
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Consumer Market Consists of all the individuals and  households who buy or acquire goods  and services for personal  consumption.
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Consumer Buying Decision Process Problem Recognition Information Search Evaluation of Alternatives Purchase Decision Post-Purchase Evaluation
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Types of Buying Behavior Routine Response Limited Decision  Extension Decision Impulse Buying
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Factors Influencing Consumer  Behavior Personal Psychological Social Cultural
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Personal Factors Age Life-Cycle Stage
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Stages in Family Life-Cycle  1. Single 2. Newly Married Couples 3. Full Nest I 4. Full Nest II 5. Full Nest III 6. Empty Nest I 7. Empty Nest II 8. Solitary Survivor 9. Solitary Survivor, Retired
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Personal Factors  Age Life-Cycle Stage Occupation Economic Circumstances Life Style
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Psychological Factors “Wants” Based on a want or desire to have  something.  Not a necessity.   
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Psychological Factors Motivation: Freud Id Ego Super Ego Maslow Hierarchy of Needs
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Motivation Perception Perception
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Consumer Buying Behavior - ConsumerBuying Behavior Learning...

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