The Consumer Buying Process/Behaviour

Question 1

How many steps are in the Consumer Decision-Making Process?

Answer 1

5

Question 2

What is step one?

Answer 2

Need Recognition - becoming aware of a problem that requires a solution

Question 3

What is step two?

Answer 3

Search Process - finding alternatives that can solve the problem

Question 4

What is step three?

Answer 4

Evaluation Process - examining alternatives to find the one that fits your needs best

Question 5

What is step four?

Answer 5

Choice - Purchasing the alternative that fits your needs best

Question 6

What is step five?

Answer 6

Post-Purchase Use and Evaluation - Deciding if the purchase was “everything you wanted” or wondering if you could have gotten it for a better price or gotten a better product

Question 7

How many factors influence consumer behaviour?

Answer 7

4

Question 8

What are the Personal Factors that can affect behaviour?

Answer 8

• Gender, Age, and Stage of Life
• Lifestyle, Activities, Interests, and Opinions
• Mood
• Personality and Self-Concept

Question 9

What are the External Factors that can affect behaviour?

Answer 9

• Situational Factors
• Social Norms
• Time
• Purchase Reason

Question 10

What are the Psychological Factors that can affect behaviour?

Answer 10

• Motivation (Maslow’s Hierarchy of Needs)
• Perception (Stimulus, 5 Senses, Brain, Recollection)
• Learning (Incentives, Conditioned Response)
• Attitude (mental positions, emotions, feelings, etc.)

Question 11

What are the Societal Factors that can affect behaviour?

Answer 11

• Culture
• Subculture (group of people that are different from the main culture of society)
• Social Class
• Reference Groups and Opinion Leaders
• Family