Consumer Behavior and Buying Decision Influences

Economic needs

Factors that influence the buyer decision process.

Psychological variables

Factors that affect an individual's buying behavior.

Social influences

Factors that affect an individual's buying behavior.

Culture and ethnicity

Elements that influence consumer buying behavior.

Purchase situation characteristics

Elements that influence consumer behavior.

Buying decision process

The process by which consumers make buying decisions.

Needs

Basic requirements that drive consumer behavior.

Wants

Desires that consumers seek to satisfy.

Drives

Motivations that prompt consumers to act.

PSSP Hierarchy of Needs

A model that categorizes consumer needs.

Social need

A need related to social interactions.

Want

A specific desire for a product or service.

Safety need

A need for security and protection.

Drive

An internal state that motivates behavior.

Psychological need

A need that relates to mental and emotional well-being.

Consumer Behavior for Marketing Strategy Planning

A framework for understanding consumer behavior in marketing.

Model of Influences on Consumer Behavior

A representation of various factors influencing consumer behavior.

Income

A factor that affects consumer needs.

Benefits

Advantages that consumers seek to match their needs and wants.

Attitudes

Consumer evaluations that relate to buying.

Checking Your Knowledge 1

A question assessing understanding of consumer needs.

Psychographics

Focus on Activities, Interests, and Opinions

Social Influences

Affect Consumer Behavior

Family Life Cycle

Stages in Modern Family Life Cycle

Acceptance of New Ideas by Young People

A factor influencing consumer behavior

Divorce Disruptions

Impact on family dynamics and consumer behavior

Reallocation for Teens

Changes in family resources affecting teenagers

Empty Nesters

Parents whose children have left home

Real Decision Maker

The individual who ultimately makes the purchase decision

Social Class

Simple Approaches for Measuring in the United States

Occupation

One of the measures of social class

Education

A factor in determining social class

Type of Housing

Indicator of social class

Location of Housing

A measure of social class

Income

Is Not a Good Measure of social class

Reference Groups

Other Social Influences on consumer behavior

Opinion Leaders

Individuals who influence others' opinions and behaviors

Social Media

A platform for social influence

Cultural Issues in Marketing

Stereotypes Are Common and Misleading

Customer Behavior

Differs across International Markets

Purchase Situation

Individuals Are Affected by the Purchase Situation

Predictive Analytics

A method for analyzing consumer behavior

Adoption Process Steps

Key Terms related to consumer adoption

Economic Buyers

Individuals who make purchases based on economic needs

Discretionary Income

Income available for spending after necessities

Needs

Basic requirements for survival and well-being

Wants

Desires for specific satisfiers of needs

Drive

An internal state that motivates behavior

Physiological Needs

Basic human needs such as food and water

Safety Needs

The need for security and protection

Social Needs

The need for belonging and social interaction

Personal Needs

Individual desires for personal satisfaction

Societal Needs

Needs that benefit society as a whole

Perception

The process of interpreting sensory information

Selective Exposure

The process of filtering information

Selective Perception

The tendency to interpret information in a way that aligns with personal beliefs

Selective Retention

The ability to remember information that aligns with personal beliefs

Learning

The process of acquiring new information or behaviors

Cues

Stimuli that trigger responses

Response

The reaction to a stimulus

Reinforcement

The process of encouraging a behavior through rewards

Attitude

A learned predisposition to respond in a consistently favorable or unfavorable manner

Belief

An acceptance that something is true or exists

Expectation

A belief about what will happen in the future

Trust

Reliance on the integrity, strength, or ability of a person or thing

Lifestyle Analysis

An examination of consumer lifestyles

Routinized Response Behavior

A habitual response to a familiar situation

Low-Involvement Purchases

Purchases that require minimal thought or effort

Dissonance

A state of mental discomfort arising from conflicting beliefs

Extensive Problem Solving

A high level of effort in decision-making

Limited Problem Solving

A moderate level of effort in decision-making