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Marketing > #5 > Flashcards

#5 Flashcards

1
Q

Consumer Buyer Behaviour

A

buying behaviour of final consumers, individuals and households who buy goods and services for personal consumption

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2
Q

Model of buyer behaviour

A

Marketing and Other stimuli
Buyer black box
Buyer response

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3
Q

Model of buyer behaviour: Marketing and other stimuli

A

Product
Price
Place
Promotion

Economic
Technological
Political
Cultural

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4
Q

Model of buyer behaviour: black box

A

Buyer characteristics
Buyer decision process

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5
Q

Model of buyer behaviour: buyer response

A

Product Choice
Brand Choice
Dealer Choice
Purchase Timing
Purchase Amount

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6
Q

consumer market

A

combined total behaviour of all final consumers

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7
Q

Charateristic affecting Consumer Behaviour

A

Cultural
Social
Personal
Physchological

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8
Q

Cultural factors

A

broadest and deepest influence on consumer behaviour

Culture
Subculture
Social Class

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9
Q

Culture

A

most basic cause of a person’s wants and behaviour. It is set of basic values, perceptions, wants, and behaviours learned by a member of a society from family and other important institutions

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10
Q

Subculture

Subculture

A

shared value systems of a group of people based on common life experiences and situation

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11
Q

Social Class

A

relatively permanent and ordered divisions in a society whose
members share similar values, interests and behaviours.

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12
Q

Social factors

A

relating to the consumer’s position and roles society

small groups, family, social roles and status

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13
Q

Personal factors

A

buyer’s age and stage of life-cycle, occupation, economic situation, lifestyle, and personality and self concept.

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14
Q

Psychological Factors

A

motivation, perception,
learning, beliefs and attitudes

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15
Q

Buyer decision process

A

Need Recognition
Information search
Evaluation of alternatives
Purchase Decision
Post Purchase Behaviour

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16
Q

Need recognition

A

Personal: family, friends, neighbours (most effective)
Commercial: Advertising, Salesperson (most information)
Public: Mass media
Experiential: using the product

17
Q

Evaluation of brand alternatives

A

Careful calculations & logical thinking
buy on impulse and rely on intuition
Make buying decisions on their own
make buying decisions only after consulting others

18
Q

Business Buyer Behaviour

A

buying behaviour of organisations that buy goods and
services for use in the production of other products and services and are sold, rented, or supplied to others

19
Q

Business Market: Market Structure and Demand

A

Fewer, Larger buyers
geographically concentrated
Demand derived from consumers
Fluctuating Demand

20
Q

Business Market: Nature of buying unit

A

more buyer
more professional purchasing effort

21
Q

Business Market: Types of decision and decision process

A

more complex decisions
process is more formalised
buyer and seller are more dependent on each other
build close relationship with customers

22
Q

Model of Business buyer

A

Marketing and other stimuli
Buyer Organization (buying center and decision process)
Buyer Response

23
Q

Model of Business buyer: Marketing and other stimuli

A

Product
Price
Place
Promotion

Economic
Technological
Political
Cultural

24
Q

Model of Business buyer:
Buyer Organization (buying center and decision process)

A

Organizational influence
Interpersonal and Individual influence

25
Q

Model of Business buyer: Buyer Response

A

Product or service choice
supplier choice
Order Quantity

Delivery terms and times
Service terms
Payment

26
Q

Difference of business buying market and consumer buying market

A

Buying center in addition to buying decision process

27
Q

Buying Center

A

Users
Deciders
Influencers
Buyers
Gatekeepers

28
Q

Major influences on Business Buyer Behaviour

A

Environmental
* Economical, Technological, political, competitive
Organizational
* Objectives, policies, procedure, system, structure
Interpersonal
* authority, status, persuasiveness, empathy
Individual
* age, education, job position, personality, risk attributes

Marketing (12 decks)

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