Chapter 4 : Customer Behaviour

1. 4.2 : Characteristics Affecting Consumer Behaviour

2. 4.1 : Model of the Consumer Behaviour.

3. Consumer Buyer Behaviour: The buying behaviour of final sonsumers, individuals and household who buy ythe goods and service.

4. Consumer customer ：Final consumers combine to make uo the consumer market.

5. Factors Influecing Consumer Behaviour

5.1. CULTURAL : - culture

5.2. SOCIAL : - Reference Groups

5.3. PERSONAL

5.4. PSYCHOLOGICAL:- Learning

6. 4.3 : Types of Buying Decision Behaviour

7. Four Types of Buying Behaviour :

7.1. Complex buying behaviour

7.2. Variety- seeking buying behaviour

7.3. Dissonance- reducing buying behaviour

7.4. Habitual buying behaviour

8. 4.4 : The Buyer Decision

9. Purchase Decision- 2 FACTORS that can come between the purchase intention and purchase decision

9.1. Attitudes of others

9.2. Unexpected situation factors

10. Information sources

10.1. Personal sources : Family ,friends, neighbours

10.2. Commercial sources: Advertising, wedsite

10.3. Public sources: Mass media, internet searches

10.4. Experiential sources: Habding, examining

11. 4.5 : The Buyer Decision Process for New Products

12. Stage in the adoption process

12.1. 1.Awareness

12.2. 2.Interest

12.3. 3.Evaluation

12.4. 4. Trial

12.5. 5.Adoption

13. The 5 Adopter Categories

13.1. 1. Innovators - They try new ideas at risk

13.2. 2. Early adopters- They are opinion leaders in their communities and adopted new ideas but carefully

13.3. 3. Early majority- They rarely are leaders they adopt new ideas before average person

13.4. 4. Divisibility - The degree to which the innovation may be tried on a limited basis

13.5. 5. Communicability- The degree to which the results of using the innovation can be observed or described to others