Buyer Behaviour

Question 1

Consumer buyer behaviour

Answer 1

THe buying behaviour of final consumers- individuals and households that buy goods and services for personal consumption

Question 2

What are the 3 stages of the stimulus response model

Answer 2

The environment
Buyers black box
Buyer responses

Question 3

What are examples of marketing stimuli which consumers are exposed to as part of the environment aspect of the stimulus response model

Answer 3

The four P’s

Other stimuli include major forces and events in the buyer’s environment: economic, technological., social and cultural.

Question 4

What does marketing stimuli do when it enters the buyers black box

Answer 4

They are turned into a set of buyer responses

Question 5

How are marketing stimuli changed into buyer responses

Answer 5

The buyers characteristics influence how they perceive and react to the stimuli. Where the buyers decision process itself affects their behaviour. The buyers black box holds all the key information about who the buyer is as a person and the psychological process that we go through when deciding what to purchase.

Question 6

What are buyer responses

Answer 6

The buyer responses form our buying attitudes and preferences, where our purchasing behaviour takes place and the relationship that we build with a brand/company

Question 7

What are characteristics affecting consumer behaviour

Answer 7

Cultural social personal and psychological

Question 8

What are the rolls in the buying decision

Answer 8

Initiator 
Influencer 
Decider
Buyer 
Used

Question 9

What are the 5 stages of Engel Blackwell and minards 2006 buyer decision process (pg 183)

Answer 9

Need recognition > information search > evaluation of alternatives > purchase decision > post- purchase behaviour