CHAPTER 4 CONSUMER BEHAVIOR

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CHAPTER 4 CONSUMER BEHAVIOR by Mind Map: CHAPTER 4 CONSUMER BEHAVIOR

1. Model of Consumer Behavior

1.1. Marketing (4Ps)

1.1.1. 1.Price

1.1.2. 2.Product

1.1.3. 3.Place

1.1.4. 4.Promotion

1.2. Other Stimuli

1.2.1. Economic

1.2.2. Political

1.2.3. Cultural

1.2.4. Technological

1.3. Buyer's black box

1.3.1. Buyer decision process

1.3.2. Buyer characteristics

1.4. Buyer Responses

1.4.1. 1.Buying attitudes & preferences

1.4.2. 2.Purchase behavior

1.4.3. 3.Brand & company relationship behavior

2. Characteristics Affecting Consumer Behavior

2.1. Buyer

2.1.1. Social

2.1.1.1. 1.Reference group

2.1.1.2. 2. Family

2.1.1.3. 3.Roles and status

2.1.2. Cultural

2.1.2.1. 1.Culture

2.1.2.2. 2.Subculture

2.1.2.3. 3.Social class

2.1.3. Personal

2.1.3.1. 1.Age & life-cycle stage

2.1.3.2. 2.Occupation

2.1.3.3. 3. Economic situation

2.1.3.4. 4.Lifestyle

2.1.3.5. 5.Personality & self-concept

2.1.4. Psychological

2.1.4.1. 1.Motivation

2.1.4.2. 2.Perception

2.1.4.3. 3.Learning

2.1.4.4. 4.Beliefs & attitudes

3. The Buyer Decision Process for New Products

3.1. Stages in the Adoption Process

3.1.1. Stage 1: Awareness

3.1.2. Stage 3: Evaluation

3.1.3. Stage 4: Trial

3.1.4. Stage 5: Adoption

3.2. Individual Differences in Innovativeness

3.2.1. Innovators

3.2.2. Early adopters

3.2.3. Early majority

3.2.4. Late majority

3.2.5. Laggards

3.3. Influence of Product Characteristics on Rate of Adoption

3.3.1. Relative advantage

3.3.2. Compatibility

3.3.3. Complexity

3.3.4. Divisibility

3.3.5. Communicability

4. The Buyer Decision Process

4.1. 1.Need recognation

4.1.1. 2.information search

4.1.1.1. 3.Evaluation of alternatives

4.1.1.1.1. 4. Purchase decision

5. Types of Buying Decision Behavior

5.1. Complex Buying Behavior

5.1.1. High Involvement

5.1.2. Significant differences between brands

5.2. Variety-seeking Buying Behavior

5.2.1. Low involvement

5.2.2. Significant differences between brands

5.3. Dissonance-reducing Buying Behavior

5.3.1. High involvement

5.3.2. Few differences between brands

5.4. Habitual Buying Behavior

5.4.1. Low involvement

5.4.2. Few differences between brands