This document discusses consumer buying behavior and the factors that influence it. It outlines the consumer buying decision process which includes problem recognition, information search, evaluation of alternatives, purchase decision, and post-purchase evaluation. It also describes types of buying behavior like routine response, limited decision, and impulse buying. Key factors that influence consumer behavior are personal factors, psychological factors, social factors, cultural factors, and groups or family. The stages of the consumer buying process and examples of psychological versus functional motives are also summarized.

1. Consumer Buying Behavior

4. Consumer Buying Decision Process Problem Recognition Information Search Evaluation of Alternatives Purchase Decision Post-Purchase Evaluation

19. Group Influences Strong Weak Strong Weak Brand Choice Product Choice Private Necessities Mattresses Floor Lamps Refrigerators Public Necessities Wrist Watch Automobiles Dress Clothes Private Luxuries TV Video Games Ice Makers Trash Compactors Public Luxuries Golf Clubs Snow Skis Sail Boat

30. Consumer Buying Behavior Competency Ninety-day warranty. Serving you since 1971. Diamonds are forever. It never needs ironing. The price is 40 cents off the regular price. Psychological Motive Functional Motive

31. Consumer Buying Behavior Competency A watch—a gift she will treasure always. Steel-belted radial tires warranted for 40,000 miles Wheaties—the breakfast of champions! It’s all the rage—colored action wear and style. Running shoe with built-in arch. Psychological Motive Functional Motive

33. Consumer Buying Behavior THE END

34. Consumer Buying Decision Process Problem Recognition Information Search Evaluation of Alternatives Purchase Decision Post-Purchase Evaluation