2. The most important thing is to forecast where customers are moving, and be in front of them.
3. Consumer Behavior Chapter 4 Version 3e Processes a consumer uses to make purchase decisions, as well as to use and dispose of purchased goods or services; also includes factors that influence purchase decisions and the product use 1
4.
5.
6.
7.
8.
9.
10.
11.
12. Factors Influencing Consumer Behavior Cultural Culture Social Reference Groups Family Roles & Status Personal Age & Life-Cycle Stage Occupation Economic Situation Lifestyle Personality & Self-Concept Psychological Motivation Perception Learning
13. Maslow’s Hierarchy of Needs Psychological needs (food, water, shelter) 1 Safety needs (security, protection) 2 Social needs (sense of belonging, love) 3 Esteem needs (self-esteem, recognition) 4 Self- actualization (self-development and realization) 5
14.
15.
16.
17.
18.
19. Five stage Consumer Decision-Making Process Chapter 4 Version 3e 2 Postpurchase Behavior Purchase Evaluation of Alternatives Information Search Need Recognition Cultural, Social, Individual and Psychological Factors affect all steps
