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Understanding Consumers Behavior

Understanding Consumers Behavior
20問 • 1年前
  • Angel Holivelle Carasco
    • 通報

    問題一覧

  • 1

    The Key Questions in Understanding Consumers

    Who is important ?, What are their choice criteria ?, When do they buy?, Where do they buy?, How do they buy

  • 2

    is a collection or team of individuals who participate in a buyer decision process.

    Decision Making Unit (DMU)

  • 3

    The Decision Making Unit

    Initiator, Influencer, Decider, Buyer, User, Gatekeeper

  • 4

    is the process by which consumers become aware of and identify their needs; collect information on how to best solve these needs; evaluate alternative available options; make a purchasing decision; and evaluate their purchase.

    Consumer Decision Making Process

  • 5

    Consumer Decision Making Process

    1. Need Recognition/ problem awareness 2. Information search 3. Evaluation of Alternatives 4. Purchase 5. Post-purchase evaluation of alternatives

  • 6

    The first and most important stage of the buying process, because every sale begins when a customer becomes aware that they have a need for a product or service.

    Need Recognition (awareness)

  • 7

    During this stage, customers want to find out their options.

    Search for information (research)

  • 8

    This is the stage when a customer is comparing options to make the best choice.

    Evaluation of alternatives (consideration)

  • 9

    During this stage, buying behavior turns into action - it's time for the consumer to buy!

    Purchasing Decision (conversion)

  • 10

    After making a purchase, consumers consider whether it was worth it, whether they will recommend the product/service/brand to others, whether they would buy again, and what feedback they would give.

    Post- Purchase evaluation (re-purchase)

  • 11

    Choice criteria used when evaluating alternatives

    1. Technical- Reliability, Durability, Performance, Style/looks, Comfort, Delivery, Convenience, Taste, 2. Economic- Price Value for money, Running costs, Residual value, Life-style costs, 3. Social- Status Social belonging, Convention Fashion, 4. Personal- Self-image, Risk reduction, Ethics Emotions

  • 12

    Factors That Influence Consumers' Buying Behavior

    Situational Factors, Personal Factors, Psychological Factors, Societal Factors

  • 13

    Factors That Influence Consumers' Buying Behavior under Situational Factors

    Reason for the Purchase, Mood, Social Situation, Time

  • 14

    Factors That Influence Consumers' Buying Behavior under Personal Factors

    • Personality and Self-Concept, • Gender, Age, and Stage of Life, • Lifestyle

  • 15

    Factors That Influence Consumers' Buying Behavior under Psychological Factors

    Motivation, Perception, Learning, Attitude

  • 16

    Factors That Influence Consumers Buying Behavior under Societal Factors

    Culture, Subcultures, Social Class, Reference Groups and Opinion Leaders, Family

  • 17

    It is a group of people within a culture who are different from the dominant culture but have something in common with one another such as common interests, vocations or jobs, religions, ethnic backgrounds, and geographic locations.

    Subculture

  • 18

    are groups (social groups, work groups, family, or close friends) a consumer identifies with and may want to join.

    Reference Groups

  • 19

    are people with expertise in certain areas.

    Opinion Leaders

  • 20

    10 Life Stages

    Prenatal Period: The stage before taking birth Infancy: BIRTH TO ONE (1) Year Baby Hood Early Childhood: 1-6 years Late childhood: 6-12 years Puberty or preadolescence Adolescence: 12-18 years Early Adulthood: 19-40 Years Middle Adulthood: 40-65 Years Old age: After 65 Years

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    問題一覧

  • 1

    The Key Questions in Understanding Consumers

    Who is important ?, What are their choice criteria ?, When do they buy?, Where do they buy?, How do they buy

  • 2

    is a collection or team of individuals who participate in a buyer decision process.

    Decision Making Unit (DMU)

  • 3

    The Decision Making Unit

    Initiator, Influencer, Decider, Buyer, User, Gatekeeper

  • 4

    is the process by which consumers become aware of and identify their needs; collect information on how to best solve these needs; evaluate alternative available options; make a purchasing decision; and evaluate their purchase.

    Consumer Decision Making Process

  • 5

    Consumer Decision Making Process

    1. Need Recognition/ problem awareness 2. Information search 3. Evaluation of Alternatives 4. Purchase 5. Post-purchase evaluation of alternatives

  • 6

    The first and most important stage of the buying process, because every sale begins when a customer becomes aware that they have a need for a product or service.

    Need Recognition (awareness)

  • 7

    During this stage, customers want to find out their options.

    Search for information (research)

  • 8

    This is the stage when a customer is comparing options to make the best choice.

    Evaluation of alternatives (consideration)

  • 9

    During this stage, buying behavior turns into action - it's time for the consumer to buy!

    Purchasing Decision (conversion)

  • 10

    After making a purchase, consumers consider whether it was worth it, whether they will recommend the product/service/brand to others, whether they would buy again, and what feedback they would give.

    Post- Purchase evaluation (re-purchase)

  • 11

    Choice criteria used when evaluating alternatives

    1. Technical- Reliability, Durability, Performance, Style/looks, Comfort, Delivery, Convenience, Taste, 2. Economic- Price Value for money, Running costs, Residual value, Life-style costs, 3. Social- Status Social belonging, Convention Fashion, 4. Personal- Self-image, Risk reduction, Ethics Emotions

  • 12

    Factors That Influence Consumers' Buying Behavior

    Situational Factors, Personal Factors, Psychological Factors, Societal Factors

  • 13

    Factors That Influence Consumers' Buying Behavior under Situational Factors

    Reason for the Purchase, Mood, Social Situation, Time

  • 14

    Factors That Influence Consumers' Buying Behavior under Personal Factors

    • Personality and Self-Concept, • Gender, Age, and Stage of Life, • Lifestyle

  • 15

    Factors That Influence Consumers' Buying Behavior under Psychological Factors

    Motivation, Perception, Learning, Attitude

  • 16

    Factors That Influence Consumers Buying Behavior under Societal Factors

    Culture, Subcultures, Social Class, Reference Groups and Opinion Leaders, Family

  • 17

    It is a group of people within a culture who are different from the dominant culture but have something in common with one another such as common interests, vocations or jobs, religions, ethnic backgrounds, and geographic locations.

    Subculture

  • 18

    are groups (social groups, work groups, family, or close friends) a consumer identifies with and may want to join.

    Reference Groups

  • 19

    are people with expertise in certain areas.

    Opinion Leaders

  • 20

    10 Life Stages

    Prenatal Period: The stage before taking birth Infancy: BIRTH TO ONE (1) Year Baby Hood Early Childhood: 1-6 years Late childhood: 6-12 years Puberty or preadolescence Adolescence: 12-18 years Early Adulthood: 19-40 Years Middle Adulthood: 40-65 Years Old age: After 65 Years