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    KEMBERLY GARDE
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    This document discusses buyer behavior and the factors that influence it. It outlines the 5-step consumer buying decision process of problem recognition, information search, evaluation of alternatives, purchase decision, and post-purchase behavior. For business markets, the 5 main buyer influences are environmental, organizational, situational, interpersonal, and individual. There are also 4 main characteristics that influence consumer buyer behavior: cultural, social, personal, and psychological.

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    This document discusses buyer behavior and the factors that influence it. It outlines the 5-step consumer buying decision process of problem recognition, information search, evaluation of alternatives, purchase decision, and post-purchase behavior. For business markets, the 5 main buyer influences are environmental, organizational, situational, interpersonal, and individual. There are also 4 main characteristics that influence consumer buyer behavior: cultural, social, personal, and psychological.

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    © All Rights Reserved
    Download as DOCX, PDF, TXT or read online from Scribd
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    5 views1 page

    Chapter3 PM

    Uploaded by

    KEMBERLY GARDE
    This document discusses buyer behavior and the factors that influence it. It outlines the 5-step consumer buying decision process of problem recognition, information search, evaluation of alternatives, purchase decision, and post-purchase behavior. For business markets, the 5 main buyer influences are environmental, organizational, situational, interpersonal, and individual. There are also 4 main characteristics that influence consumer buyer behavior: cultural, social, personal, and psychological.

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    © All Rights Reserved
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    of 1

    CHAPTER 3: PRINCIPLES OF MARKETING

    Market Opportunity
    Analysis: Buyer Behavior
    Buyer Behavior – expectations; behavior/standard
    Consumer Market – consumable; we consume our daily activities
    Consumer Buying Decision process
    ⦁ STEP #1 – Problem Recognition
    ⦁ STEP #2 – Information search
    ⦁ STEP #3 – Evaluation of alternatives
    ⦁ STEP #4 – Purchase decision
    ⦁ STEP #5 – Post Purchase behavior
    Business Markets
    > Are organization that buy goods and services for use in the production of other products and services
    (5) BUYER INFLUENCES IN BUSINESS MARKETS
    1. Environmental Influences
    2. Organizations Influence
    3. Situational Influences
    4. Interpersonal Influences
    5. Individual Influences
    CHARACTERISTIC INFLUENCING BUYER BEHAVIOR IN CONSUMER MARKETS
    1. Cultural Characteristics (How a learned would view can influence buyer behavior)
    - culture encounter
    - culture at home
    2. Social Characteristics (How people around us can influence buyer behavior)
    - Ex: Family
    - Religion affect people to buy product
    - Status
    3. Personal Characteristics (How personal circumstance can influence buyer behavior)
    - Current situation
    - Age and life cycle
    - Lifestyle (Health conscious)
    - personality (what are we see in commercial)
    4. Psychological Characteristics (How self-concept can influence buyer behavior)
    - Motivation
    - Perception
    - Learning
    - Beliefs and attitude

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