1. Consumer Decision Making
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2. Consumer Behaviour
An attempt by the business to identify why consumers behave the way they do when they are engaging in purchasing decisions.
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3. Buyer Decision Making Consumer has need or want.
Begins their search for a product or service.
Find various options.
Have to decide which product or service to purchase from alternatives.
These behaviour and thought processes are called BUYER DECISION MAKING.
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4. Personal and Emotional Influences
Motivation
Age
Gender and Sexual
orientation
Nature of
the job
Self- Perception
Personality
Emotional
Personal
Culture
Income level
Peer group
Beliefs and Values
Social class
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5. Factors Influencing Consumer Decisions
personality and lifestyle
social group
family decision making
psychological factors: perception, motivation
economic factors.
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6. Personality and Lifestyle
Personal characteristics
Behaviour
Mannerisms
Activities engaged in
Interests
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7. Social Group
Individual uses the social group as a reference point or a standard of measure for themselves.
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8. Family Decision Making
Family decision maker(s) have the power to determine:
Whether to buy
Which product to buy
Which brand to buy
Where to buy it
When to buy.
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9. Psychological Factors
Memory
Motivation
Attitude
Perception.
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10. Supply, demand and price Economic climate Expansion of innovation
Economic Factors
Supply, demand and price
Economic climate
Expansion of innovation
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