1. Factors that Influence Consumer Behavior
External Influences
Culture
Socioeconomic level
Reference groups
Households
Internal Influences
Personal needs and motives
Experience
Personality and self-image
Perception and attitude
Chapter 3.1

2. Maslow’s Hierarchy of Needs
Physiological Needs
Safety Needs
Social and Belonging Needs
Esteem Needs
Self-actualization Needs
Chapter 3.2

3. Chapter 3.3

4. Consumer Discretionary Purchasing over a Lifespan
Possession Experiences – less than 40
Catered Experiences – ages 40 to 60
Being Experiences – ages 60 to 80+
Chapter 3.4

5. Consumer Adoption Process
Innovators – 2.5%
Early Adopters – 13.5%
Early Majority – 34.0%
Late Majority – 34.0%
Laggards – 16.0%
Chapter 3.5

6. Consumer Decision-Making Model
Problem recognition
Information search
Evaluation of alternatives
Purchase decision
Post purchase evaluation
Chapter 3.6

7. Consumer Problem-Solving Processes
Compensatory
Consumers use a product’s strengths in one or more areas to compensate for deficiencies in other areas
Noncompensatory
Conjunctive: exceed minimums on all attributes
Disjunctive: exceed minimum on at least one attribute
Lexicographic: prioritize and consider one attribute at a time
Chapter 3.7

8. Consumer Problem-Solving Techniques
Routine Response Behavior – habitual response with little search or evaluation
Limited Problem Solving – some search and evaluation
Extended Problem Solving – extensive search and evaluation
Chapter 3.8

9. Characteristics of Organizational Buying
Larger volume purchases
Derived demand
More emphasis on specifications and service
Professional buyers and more negotiation
Repeat business
Multiple buyers
Chapter 3.9

10. Members of an Organizational Buying Unit
Users – people that actually use the product
Influencers – people with expertise who may help determine specifications
Buyers – people who make purchase
Deciders – people with the authority to select or approve a supplier
Gatekeepers – people who control the flow of information
Chapter 3.10