Week 2 Buyer Behaviour

Question 1

Factors influencing consumer behaviour

Cold songs peach pie

Answer 1

Cultural (culture, social groups, cultural groups)
Social (Reference groups, family)
Personal (Age, cocupation, economy, Lifestyle, personality)
Psychological (Motive, Perception, Beliefs)

Question 2

Buyer decision making process - consumers

Need I Compare Each Peach

Answer 2

Need 
Info search
Compare
Purchase
Post purchase behavior - cognitive disonance

Question 3

Buyer decision making process - business

Answer 3

Need
Description
Spec
Supplier search

Proposal
Supplier selected
Order
Review

Question 4

Roles in consumer buying process

Answer 4

Initiator, Decider, Buyer, Gatekeeper, User

Question 5

Influences on business buying decisions

Answer 5

Environmental
Organisational
Interpersonal
Individual
Buyers

Question 6

Differences between B2B and B2C markets

Answer 6

Fewer larger buyers
Inelastic demand
Size or transactions see fluctuating demand
More decision participants
More costly
Process is slower & more formal
Buyers & sellers very dependant on each other