Professional Documents
Culture Documents
Consumer
Behavior
PPs – MM
FE - Manajemen
Universitas
Muhammadiyah Malang
Bamisha 1
Model of Consumer Behavior
by Philip Kotler
Buyer’s
Marketing Other Buyer’s Buyer’s
Decision Process
Stimuli Stimuli Characteristic Decision
Bamisha 2
Major Factors Influencing Buyer
Behavior
1. Cultural Factors
2. Social Factors
3. Personal Factors
4. Psychological Factors
Bamisha 3
Cultural Factors
1. Culture
2. Sub Culture
3. Social Class
Bamisha 4
Social Factors
1. Reference Groups
2. Family
3. Roles and Status
Bamisha 5
Personal Factors
1. Age and stage in the Life Cycle
2. Occupation and Economic
Circumstance
3. Lifestyle
4. Personality and Self Concept
Bamisha 6
Psychological Factors
1. Motivation
2. Perception
3. Learning
4. Beliefs and Attitudes
Bamisha 7
Model of Consumer Behavior
by Henry Assael
Feedback
To Consumer
The Individual
Consumer
Consumer Consumer
Decision Making Response
Environmental
Influences
Feedback to Environment
Development of Marketing Strategies
Bamisha 8
The Individual Consumer
Feedback
Information Decision
Processing
Stimuli The Consumer Making Response
Consumer Thought
Perceptions
Attitudes
Benefits
Consumer Characteristic
Demographics
Personality
Life Cycle
Bamisha 9
The Individual Consumer
1. Consumer Thought Variables
a. Perceptions
b. Attitudes
c. Benefits
2. Consumer Characteristic
a. Demographics
b. Personality
c. Lifestyle
Bamisha 10
Environmental Influences
Bamisha 11
Environmental Influences
1. Culture
a. Cultural Values
b. Sub Cultural
c. Cross Cultural
2. Face to Face Groups
a. References Groups
b. Family
3. Situational Determinants
Bamisha 12
Major Factors Influencing Buyer
Behavior by Schiffman & Kanuk
Bamisha 13
The Consumer as an Individual
Bamisha 14
Consumer in their Social and
Cultural Settings
1. Group Dynamics and cultural Settings
2. Family
3. Social Class
4. Culture
5. Sub Cultural
6. Cross Cultural
Bamisha 15
Major Factors Influencing Buyer
Behavior Howard & Seth
1. Exogenous Variables
2. Hypothetical Construct
Bamisha 16
Exogenous Variables
1. Culture
2. Social Class
3. Ciri-ciri Kepribadian
4. Pengaturan Organisasi masyarakat
5. Time
6. Status Keuangan
Bamisha 17
Hypothetical Construct
1. Perceptions
2. Learning
3. Attitudes
Bamisha 18
Major Factors Influencing Buyer
Behavior by Engel, Kollat & Blackwell
1. Lingkungan
2. Perbedaan individu
3. Proses Psikologis
Bamisha 19
Lingkungan
1. Budaya
2. Kelas Sosial
3. Pengaruh Pribadi
4. Keluarga
5. Situasi
Bamisha 20
Perbedaan individu
1. Sumber Daya Konsumen
2. Motivasi dan Keterlibatan
3. Pengetahuan
4. Sikap
5. Kepribadian, Gaya Hidup dan
Demografi
Bamisha 21
Proses Psikologis
1. Pengolahan Informasi
2. Pembelajaran
3. Perubahan Sikap/ Perilaku
Bamisha 22
Major Factors Influencing Buyer
Behavior by Kerby
1. Person Factors
2. Social Factors
Bamisha 23
Person Factors
1. Persepsi
2. Sikap
3. Belajar
4. Kepribadian
5. Perhatian
6. Daya Ingat
7. Keterbatasan Ekonomi
Bamisha 24
Social Factors
1. Persaingan
2. Tingkat Sosial
3. Kelompok Anutan
4. Liingkungan Budaya
Bamisha 25
Major Factors Influencing Buyer
Behavior by Fransesco Nicosia
1. Stimulus akan menghasilkan
a. Perception
b. Learning
c. Output
2. Exogenous Variables
a. Kepribadian
b. Posisi Ekonomis
c. keluarga
Bamisha 26