CHAPTER 5: Consumer Markets & Consumer Buyer Behavior

by Yunni Tan

1. Model of Consumer Behavior

1.1. Marketing

1.1.1. 4P

1.2. Other Stimuli

1.2.1. external factors

1.3. Buyer's black box

1.3.1. Characteristics

1.3.2. Decision Process

1.4. Buyer responses

1.4.1. Buying attitudes

1.4.2. Purchase Behavior

2. Characteristics Affecting Consumer Behavior

2.1. Cultural

2.1.1. Culture

2.1.2. Subculture

2.1.3. Social class

2.2. Social

2.2.1. Reference group

2.2.2. Family

2.2.3. Roles & Status

2.3. Personal

2.3.1. Age

2.3.2. Occupation

2.3.3. Lifestyle

2.4. Psychological

2.4.1. Motivation

2.4.2. Perception

2.4.3. Attitude

3. Types of Buying Decision Behavior

3.1. Complex Buying Behavior

3.2. Dissonance-reducing Buying Behavior

3.3. Variety-seeking Buying Behavior

3.4. Habitual Buying Behavior

4. The Buyer Decision Process

4.1. Need recognition

4.2. Information Search

4.3. Evaluation of Alternatives

4.4. Purchase Decision

4.5. Post-purchase Behavior

5. The Buyer Decision Process for New Products

5.1. Awareness

5.2. Interest

5.3. Evaluation

5.4. Trial

5.5. Adoption