Consumer buying behavior

How do customers make decision with regards to

patronize a retailer and to buy merchandizing?
What social and personal factor affect customer
purchase decision?
How can retailer get customers to visit their stores
more often and buy more merchandizing during every
visit?
Why and how retailers group customers into market
segments?
actor inIluencing retail shopper
#ange of merchandising
Convenience of shopping at particular outlet
Time to travel
Socio economic factors
Stages of family life cycle
uying process
eed
recognition
eed
recognition
nformation search About retailer
#etailer &
channel
evaluation
choice
visit
loyalty
Select
retailer
Store or
internet
#epeat patronage
Post purchase
evaluation
Purchase
merchandising
merchandising
merchandising
About
merchandising
eed
recognition
choice
stages
Selecting
retailer
Selecting
merchandising
%ypes oI needs
&tilitarian
Hedonics
Stimulation back ground music, visual
display scents
Social experience food court, chat rooms
Learning new trends
Status & power
Self rewards
adventure
nIormation search
Amount & cost of information searched
Sources of information internal & external
#educing information search
valuation oI alternatives
ulti attribute model retailer, product &
service
Store characteristics Low
price
Local
store
Grocery price 10% less #P
Travel time minutes 10 min 2 min
Time at counter 5 min 1 min
#ange of products 20000 5000
Fresh products always no
Ease of finding no yes

Performance benefits Low price Local store

Economy 10 6
Convenience 7 10
assortment 8 5

Store
characteristics
Young
woman
Parent 3
children
Low
price
Local
store
economy 10 10 6
Convenience 5 7 10
assortment 8 8 5
Over all evaluation
Young woman 178 159
Parents 3 children 199 150
mportance of weight Performance
belief
mplication Ior retailer oI
Alternative retailers that customer consider
Characteristics or benefits that customers
consider when evaluating and choosing
retailer
Customer ratings of each retailer's
performance on the characteristics
The importance weights that customers
attach to the characteristics
Getting in to consideration set
Changing performance beliefs
Adding new benefits
!ost purchase evaluation
Satisfaction
on satisfaction
arket segmentation
Criteria for evaluating market segments
dentifiably & measurable+
Accessibility
Size economically viable
pproaches to segmentation
Geographic segmentation
Demographic segmentation
Geodemographic
Lifestyle segmentation
Buying situation segmentation
Composite segmentation