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The Nots Chapter 5
The Nots Chapter 5
The Nots Chapter 5
• Short-Term conditions that shape how buyers behave, whether they actually
buy a product, buy additional products, or buy nothing at all from a store.
• Consumer react to the following;
- Temporal Perspective
- Time pressure
- Time of year
- Time of day
- Purchase Task
- Social Surrounding
SITUATIONAL INFLUENCES
ON CONSUMER BEHAVIOR
- Atmospherics in the Physical Surroundings
- Point-of-purchase display
- Color
- Smell
- Music
- Crowds
- Promotional deals
- Stock-out
- Antecedents State
- Momentary moods
- Momentary condition
PSYCHOLOGICAL INFLUENCES
ON CONSUMER BEHAVIOR
- Perception
- Selective attention
- Selective distortion
- Selective retention
- Learning
- Conditional Learning
- Values, Beliefs, and Attitudes
SOCIO-CULTURAL INFLUENCES
ON CONSUMER BEHAVIOR
• Social factors are the factors that are common in the society where a
consumer resides. Cultural factors are the factors that an individual learns
while growing up due to socialization with in the family and other key
institutions.
- Reference groups - The marketers should strive to discover the rules with
the reference group that influences the behavior of others, such as;
- Initiator
- Influencer
- Decision maker
- Buyer
SOCIO-CULTURAL INFLUENCES
ON CONSUMER BEHAVIOR
- Social Class
relatively a permanent and ordered division in the society whose
members share the same value, interest and behavior.
- Culture
refers to the beliefs, customs, rituals and practice that a particular
group of people follows.
- Subculture
culture can be further divided into subculture wherein the people are
categorized more particularly based on their shared customs and beliefs.
PERSONAL INFLUENCES
ON CONSUMER BEHAVIOR
• Personal factors are the individual features of customers that highly control their
buying behavior.
- Age
- Centennials (under the age of 21)
- Millennials (age 22-37)
- Generation X (age 38-52)
- Baby Boomers (age 52-73)
- Gender
- Education
- Occupation
- Lifestyle
ECONOMIC INFLUENCES
ON CONSUMER BEHAVIOR
• Are the features that speaks about the level of sales in the market and the
financial position of the costumers.
- Personal Income
- Family Income
- Income Expectations
- Consumer Credit
- Liquid Assets and Savings of the Consumer
THE BUSINESS MARKET
• Consists of all organizations that obtain goods and services used in the
production of other products or services that are sold, rented or supplied to
others.
Types:
-Industrial Markets
- consists mainly of companies making business in durable goods
such as machinery, materials, chemicals vehicles and office furniture and
supplies.
-Resale Markets
- purchases finished products and retrade them their customers
for the intention of making profit.
THE BUSINESS MARKET
-Government Markets
- government organizations are the key buyer of goods and
services.
-Institutional Markets
- includes schools, hospitals, nursing homes, prisons and other
institutions that must be supplied with goods and services to people in their
care.
BUYING SITUATIONS
IN THE BUSINESS MARKET
- BUYERS- they are focused on the value that they want to gain.
The business buying process is split into eight stages. These stages are as
follows:
-Problem Recognition
-Description of General Need
-Specification of the Product
BUSINESS BUYING PROCESS
-Search of the Supplier
-Proposal Solicitation
-Selection of Supplier
1. Quality of the product
2. Delivery Time
3. Ethical corporate behavior
4. Reasonable price
5. Honest communication
6. Past performance and reputation
7. Repair and maintenance services etc.
BUSINESS BUYING PROCESS
-Order Routine Specification
-Performance Review
THE NOTS
Thank you
Reporters;
Pacnot
Lanot
Chanot
Rafanot
Vernot