Presentation on theme: "Consumer Behavior: Introduction Definitions/Frameworks General issues about consumer & Industrial buying behavior."— Presentation transcript:
Consumer Behavior: Introduction Definitions/Frameworks General issues about consumer & Industrial buying behavior
Definitions Buying Behavior: The decision processes and actions of people involved in buying and using products. Consumer Buying Behavior: The buying behavior of ultimate consumers - those who actually purchase products for personal/household use. Organizational Buying Behavior: The purchase behavior of producers, re-sellers, government units and institutions.
Consumer Behavior Process Cultural/Social Factors Culture Social Class Reference groups Family Personal Roles & Status in the society.
Situational Factors Physical and social surroundings (i.e. the actual environment within which a person lives. Timing (i.e. the propensity/opportunity to purchase). Type of purchase. Prior experience.
Organizational Buying Process Problem recognition Determination of characteristics Description of characteristics Search for sources Request for and analysis of proposals Evaluation and selection Selection of an order Evaluation of procedure.