Probability
Chapter 7: Consumer Buyer Behavior
I. Consumer Buying Process Decisions
1. Intro
a. The consumer buying decision process, includes five stages: problem recognition, information search, and evaluation of alternatives, purchase, and post purchase evaluation
b. Problem recognition occurs when a buyer becomes aware of a difference between a desired state and an actual condition
c. Information search
i. In an internal search, buyers search their memories for information about products that might solve their problem
ii. If they cannot retrieve enough information from memory to make a decision, they seek additional information from outside sources in an external search
d. Evaluation of alternatives
i. Consideration set
ii. Evaluative criteria
e. Purchase
f. Post purchase evaluation
II. Types of Consumer Decision Making and Level Of Involvement
A. Level of involvement, which is the degree of interest in a product and the importance the individual places on that product
B. A consumer uses routinized response behavior when buying frequently purchased, low-cost items that require very little search-and-decision effort
C. Buyers engage in limited decision making when they buy products occasionally, or from unfamiliar brands in a familiar product category
D. The most complex type of decision making, extended decision making, occurs with high-involvement, unfamiliar, expensive, or infrequently purchased items
E. Impulse buying involves no conscious planning and stems from a powerful urge to buy something immediately
III. Situational Influences on the Buying Decision Process
IV. Psychological Influences on the Buying Decision Process
A. Perception
B. Motives
C. Learning
D. Attitudes
E. Personality and Self-Concept
F. Lifestyles
V. Social Influences on the Buying Decision Process
A. Roles
B. Family Influences
C. Reference group
D. Opinion leaders
E. Social Classes
F. Culture and subculture
i. African American Subculture
ii. Hispanic Subculture
iii. Asian American Subculture