Slide 5 12 CONSUMER PURCHASE DECISION PROCESS CONSUMER INVOLVEMENT PROBLEM

Slide 5-12 CONSUMER PURCHASE DECISION PROCESS CONSUMER INVOLVEMENT & PROBLEM SOLVING LO 5-2  Low Involvement • Maintain Product Quality • Avoid Stockouts • Reduce Cognitive Dissonance with Ads  High Involvement • Use Comparative Ads • Use Personal Selling

Slide 5-13 CONSUMER PURCHASE DECISION PROCESS SITUATIONAL INFLUENCES LO 5-2  Situational Influences • Purchase Task • Social Surroundings • Physical Surroundings • Temporal Effects • Antecedent States

Slide 5-14 FIGURE 5-4 FIGURE 5-4 Influences on the consumer purchase decision process from both internal and external sources

Slide 5-15 PSYCHOLOGICAL INFLUENCES ON CONSUMER BEHAVIOR MOTIVATION LO 5-3  Motivation • Purchase Task • Social Surroundings • Physical Surroundings • Temporal Effects • Antecedent States  Hierarchy of Needs

Slide 5-16 FIGURE 5-5 FIGURE 5-5 Hierarchy of needs Match.com

Slide 5-17 PSYCHOLOGICAL INFLUENCES ON CONSUMER BEHAVIOR PERSONALITY LO 5-3  Personality  Traits  Self-Concept

Slide 5-18 PSYCHOLOGICAL INFLUENCES ON CONSUMER BEHAVIOR CONSUMER PERCEPTION LO 5-3  Perception • Selective Perception • Selective Exposure • Selective Comprehension • Selective Retention  Subliminal Perception