Chapter 4 : Consumer markets and consumer buyer behavior

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Chapter 4 : Consumer markets and consumer buyer behavior by Mind Map: Chapter 4 : Consumer markets and consumer buyer behavior

1. Type of buying decision behavior

1.1. -high involvement-purchase lead to more active,careful decision making

1.2. -low involvement-most purchase are not highly involving

1.3. -4 type of buying behavior

1.3.1. -complex buying-highly involve in purchase and perceive significant differences among brands

1.3.2. -variety seeking-low consumer involvement but significant perceived brand differences

1.3.3. -dissonance-reducing-highly involve with an expensive, infrequent or risky purchase, but see little differences among brand

1.3.4. -habitual-low consumer involvement and little significant brand differences

2. Model of consumer behavior

2.1. Environmental stimuli

2.1.1. 4'Ps-Product,Price,Place,Promotion

2.2. Consumer black box

2.2.1. 2 Parts-Buyer's characteristic and Buyer's decision process

2.3. Consumer responses

2.3.1. Purchasing and loyalty to the brand or outlet

3. Characteristics affecting consumer behavior

3.1. Cultural influences

3.1.1. Subculture -Nationalities, religions,racial group and geographic regions

3.1.2. Culture -Reflects the learned value,perception,wants'and behavior

3.1.3. Social class -Measure by a combination of occupation, income,education,wealth and other variables

3.2. -online communication where people socialize or exchange information and opinion

3.3. Social factors

3.3.1. -group /opinion leaders

3.3.2. -family

3.3.3. -roles

3.3.4. -status

3.4. Group and social network

3.4.1. -Membership

3.4.2. -Aspirational

3.4.3. -References

3.5. Opinion leadership

3.5.1. - leading adopters

3.5.2. -use as brand ambassador

3.6. Opinion leaders and social networks

3.6.1. -online social networks

3.7. Family

3.7.1. family buying roles-involve husband and wife

3.7.2. -family buying influences -impact on children in decision making -roles and status -personal influences -age/lifecycle -occupation -economic situation lifestyle/AIOs -VALS Lifestyle clasification -personality and self-concept

3.8. Psychological factor

3.8.1. -motivation-Maslow'S Hierarchy of needs

3.8.2. -perception-select, organize and interpret

3.8.3. -learning-drives,stimuli,cues,responses and reinforcement

3.9. -Beliefs and attitudes

4. The buyer decision process for new product

4.1. -stages in adoption process

4.1.1. 1.awareness

4.1.2. 2.interest

4.1.3. 3.evaluation

4.1.4. 4.trial

4.1.5. 5.adoption

5. The buyer decision process

5.1. -the buyer decision process

5.1.1. 1.need reconition

5.1.2. 2. search

5.1.3. 3.information sources

5.1.4. 4. alternative evaluation

5.1.5. 5.purchase


5.1.7. 7.cognitive dissonance

5.1.8. 8.customer satisfaction

6. -The buyer decision for new product

6.1. -relative advantage, compatibility, complex,divisibility and communicability