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Title:

Analyzing buyer

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Topic Five: Understanding customer Objectives Influences on Buying Behavior Buyer Decision Making process Simple Response Model Stimulus Model of Buying Behavior ... – PowerPoint PPT presentation

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Title: Analyzing buyer


1
Topic Five Understanding customer
Analyzing buyers Behavior
2
Objectives
  • Influences on Buying Behavior
  • Buyer Decision Making process

3
Simple Response Model
Stimulus
4
Model of Buying Behavior
5
Cultural factors
  • Sub-cultures
  • Impacts of culture on marketing

6
Social Factors
Reference Groups
Family
Roles Statuses
7
Personal factors
Personal Influences
8
Psychological Factors
Motivation
Perception
Learning
Beliefs Attitudes
9
Maslows Hierarchy of Needs
10
Four Types of Buying Behavior
Complex Buying Behavior
Variety- Seeking Behavior
High Involvement
Low Involvement
Dissonance- Reducing Buying Behavior
Habitual Buying Behavior
11
Consumer BuyingProcess
Problem recognition
12
Decision Making Sets
13
Steps Between Evaluation of Alternatives and a
Purchase Decision
Evaluation of alternatives
14
How Customers Use orDispose of Products
Product
15
Business vs. Consumer Markets
  • Fewer buyers
  • Larger buyers
  • Close supplier-customer relationship
  • Geographically concentrated
  • Derived demand
  • Inelastic demand
  • Fluctuating demand

16
Business vs. Consumer Markets
  • Professional purchasing
  • Several buying influences
  • Multiple sales calls
  • Direct purchasing
  • Reciprocity
  • Leasing

17
Custom furniture Installed components Buildings W
eapon systems
New vehicles Elec. Equip Consultants Computer
equip.
Utilities Office Supplies Bulk chemicals
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