1. CONSUMER BEHAVIOUR

2. INTRODUCTION Behaviour is a mirror in which everyone shows his or her image. Behaviour is the process of responding to stimuli. Consumer behaviour is to do with the activities of individuals in obtaining and using the goods and services, it encompasses the decision-making process that precedes and determines purchases. The study of consumer behaviour provides a sound basis for identifying and understanding consumer needs.

3. CONSUMER BUYING PROCESS Need recognitio n Informati on search Evaluation of alternativ es Purchase decision Post – Purchase decision Repeat purchase

4. BUYING BEHAVIOUR MODELS A.The Economic Model B.Learning Model C.The Psychoanalytical Model D.Sociological Model

5. IMPORTANCE OF STUDYING OF CONSUMER BEHAVIOUR Determining the production policies Determining the price policies Determining the channels of distribution Determining the sales promotion activities Meeting the competition Rapid technology advancement

6. Determinants Of Consumer Behaviour ECONOMICSOCIOLOGICALPSYCHOLOGICAL PERSONAL 1.Personal Income 2.Disposable income 3.Discretionary income 4.Family income 5.Income ExpectationCo nsumer Credit 6.Standard of living 1.Family 2.Referenc e groups 3.Opinion Leaders 4.Social Class 5.Culture 1.Motivation 2.Perception 3.Image 4.Learning 5.Attitude 6.Beliefs 7.Personalit y 8.L ife Style 1.Age 2.Education 3.Occupation 4.Income 5.Roles and Status 6.Family cycle s tage

7. Thank You