nopEea al 8 wo Vult0| 23, m Meaning OY“ Conuutinis x AL potion uso. purchases gands | Soruices Ea {ov puvronal use - undeutanding what matiuates canoer ‘he ta, ana Ruled schon eaten? ee fs Bo pemon.. tng. tar tah or ures Gonuthing hs Sgennddnowfanns Que ANE LOngerk Conran ene Ads avis PED DSN arcense! OL) Conss sine ito Guhite! a \Connunaeh Ps anny One thal Conaunats ple a qiodiuns oc Semiiee A Untoven > 0 perron ue two maker ae. qusudion’® Cenusrnpin ton also peat, be Cuxtonass 22 nae nerpten Bar vend ULAtA_- ‘ Makita tenga ny Contelereclton.. Jovi a buataen Pwd d 8X diconsumen Delanior ois othe Study ar Brdsitdiobr, drsorigl 0c. angardnotion and ast the attuitie ossarfated with the Pusctrases use, disporelof joad, G Sesuseps.: Gomumien belaniouy Conixe af thous the Comune emations , AuPtudes G, prefenentes ojpent buying hehauiors v Manogexial Perspertiues of Cor nunny lodnan Sous Yo Manngesal apyeooss Qorurer O09 Ue Ghose Word comsnsn % on tre urhaes LALO. shar Lend ques Leyonl the Coomeniionas Quiet Od nroisan af _Cacmrr0089, Todnartions,fend banka, F + oad Saks On Whe Hoty COnaunnan Os Suspoa + Bus also On Uneras, Healer as cured» 4 mares. ‘ $ Need) fori Gtuding -Conrauniens! buoatidssn g Continue brhawtauy: ts inaportard Reeauie’ ie utps markets undectand usrat influtencer Constiniees. buying: deezstons. By understanding hai Conrumuis deitde on pradust, fey (nn file in he quay th “We nnorkes and: identify Lhe Jradiuts Unod axe needed 9 Che pv aduets tines aie -obxsdlute . Appstiations af.:Consunaen. sh ios Analuyging «:wanket Opyoadiustty LODUNAe (huidy te thlsratttying unfuttied tutands OQ) COnvunaen. The neat ing Yventh % Cond?fions Opehoting En ihe onankel pl Aton Communes fe 4 ¥ } f 00 Reyes Kaconwe Leet od. Granqys Prd diantes. ays SPY uihab due, the inaoin crgdet A) Conaunres; beanies le Gngul-Katiag Block, exsett (G8) madete oy Conuunagis © beulaanutaiun 1 model 6) Conrinen behautars, Gtorn én pubs buy ing. onder AL Havivond dhueth rand. °04 \ busing 0 beoaniouss Si Mstosie made 6. euebitty G uiind adel oy organinational (iuying behravuieus fies \ Nicerypes 8 Conmumen beInanio TMrsin ane ty types Oh Conrminney bean \iCerenplect = Bayling Qebrnvtous, Cocaplur = Dimenonte — Berane Redurcog Saying, SYnoniou, 3.| Wabituad busing bidhoufaus He! Yasiody seeking “bustling bebhontioun “ihe fie Stoqu 04 the Coaruimty derixhon ing pate tvotude u \: Lscab decd wetagnition 9 i sic Seared 8 | Attennatine Euntualion A Puslrare deetsto S. jet Pusehare Extralerofis s Ratftivot bins ee UW the buying ft dun Of buyers} Conuincer | udene Unery . 1 puyerlrayoh Serrenal Hints @) an aiuendy known —hyond —uilthaud the coh hfoh. tnyaliencent 4 dectiton, the produce Ueaulen entioued as O Conamadity 9%, dors ont scanide camsh AiN\eueete Quon “Abo. AERIS —_ FS) COrarpeTLO NOI Mosel Cy a - 2 [Galdn he Conainwzn in net Tnnvoturd 10h Qnaress YX SARs Gace aqoiicon® brand ' Agaorusren) Rn Chis Core the cork of Susi shiing prrodsaets { Lew and ae Cone 1d s Sfoup by Out nes Mame Yes a i brandUihat i the differents bebruern Simple Let Sy ALern, i Gkonple “= Z Knowable ©, predictable. tea Nat Knowaoble', adel prautde foots {ov Resonoble frredicstoo ueith tn zap\ ele : ~ ein) NUCOSTAS Mopers a} Consumen dechston FC OLEN) Fis adel § ettabvates On Curdonassy detisiion— dng ploses., Before punchasing products oc Gemuicer. Seat (t ts edrrn fn te 9fyle 0 Coneprdhendive Computtr Qos Chrost. The mods \ Nosits ton he seduced ve , toy optasapi Ln nanny setts into fieed tit fit. f a Hownrd SHETH Model of Buyin, BEHAVIOUR The hautard, Sheth nnadel 6f Comune Bihroufoun Mion 1 Anat Qe buyenrs fausney is aia Rosrnot | soscaduod Pea! SHOQ Patan _) 4 Gn thts CR Oan er pus on a t ryvotkiem sesning” snes SHape OY Woeo1 yg Rew Lith _diwuns v.esdatoe, SnQharncing Gre COure. 0} Une owen ENGEL KaLLar preckwen (EK) the €&B model is Comprehensive ¢ Shaws Hee Corpor af detifon winking G te xetattonshtns ¢ Raken ation annong then. Armding to fhe enodel tne ius dis Components af Conrumen decision cnaliing practns Ate i \@nputs 2) Bnfor motion processing 9) Dudaton procens 4) Decision practss uautables s)Lntemas inftuense ) fat F sJopormalioo : Yu'siona) —__y Socket jet! fs i Deusieoproc oueable jou la ie "0 {Rasp | ic a [osioxed | Fa pastas! Der agnitior | son at | nate, [Attention Seon =e 8c Assi tarde be ALLE Het ue IR) RULE Corre terensior Eratut toc eran : [Fancy Accaporce chaice “| ngtut orcad Retention Puncnanre = | Comping ee — 1 [ooshs \atien [Din sotijassionChajaten 02. —H Of CUMER BUYING BEHAV ic 2 { Contumen buying buhoutoun ne Ps1ng O} Commumtn?S attitiudu, prefenentts tntyy and deision suganding thein bihoufas,, ta the market plane Cricny ptocry eustoen bug, a Paducl or Series Manketasy Use data to Voann Conruny buying bumuiaun in orden fo Comnud 4 Wankel thein>produuts to Consumen” and Lataeale Spouse dadien ant ondunnes uuying Wrruneh, ule diilen. in fens Oy On Set, Ane, Education, Ottupotion Pneoinws , Far WarkowWund , Religion .Nakionadity ¢ Sactos Status Besoin of shir A ni bork grand Jortasu use Gone wert neyo” use Bey bY od sf Co 4 tut think vi Nid Qarn needs sus & de Oo Motivation 13 Faskans oF nosivatic + Leadssurhip tite Rerennifion | apmessation + Meaning Y puxpare Le pasitiue Lov pany Lutte & praffetonas deretopnund Mpostuoities 6. Tab odwance mend! Oppatun e Financias benefits F \ 2. FU q \oO Me Otnen dal = <= = 4 = al , a i { Css) \n i | 1 } (R. Plemible crank Slredister m \o Ma " Wi, 7 - Ms Othen Matiuational fartass > Reponaibine > Jeb Advancement = > Rirognition = ALiiuement (auth Cobrenvations ning tokes pares! ashen 1 the Onsbirsint Pornning bel anfautn ah a Hert 6) Geet no Ubyepotintnang te ¢ being Semanted fori i Mens ste tothe anage o4 Leasnbs informatio tt mndlion Os traded — udun ut 6 pierced Ae tt e thou af oie be Stoned \ SOY) nuns fs the not a) Consume attitudes m Comumen attitudes ule. tov a Sel op buharstounal ‘indendion , Cognitive Genieper, and emiabions, sxegonding a product: oy behaufouns Consus attitude axe inftrenced by 3 different Components : Beharsaunal , Ace Cognitive. thy affentius Abana ee Ane (ees & emation to oupe :uabat ds the attitude (ormation 04° a lontiany, Comumen attitude: au (ut Qué Conar ap mre fo products , Gres tartan 19 baitd On tndtufdual nae” Nalues © Cpeetation at a gin moment Kepented sess Suto © pu asce Che Qive detenrinant, Of. COnsunney behautaur yralagitar fortars S. Saciat fortaxs 8 cuiltuxal artes s $ fie one who ts purchase fn tt gods. Consunus tie one usho is the end any 9 Jenvices.”” dee Qe Yo vegale any } 2s ceeds push > s Qin fo use tt prsunan Sehowiaus Nels Companies understand nivel thitn Cuctorvunn cronts and needs, $0 they (on aljen: produrs 4. Leruticr.. That appeal fo tht toxot auidene This & hetpfur for luintad who usant fe pond thein dah, Ento new naankets ov den graphics Ltu ts Olen cadwantanes af Comumen tL Congumin arcing 2 & Quatity products ad xemonable pice > 2 often Geneflta COcaunt , fertiuel oyfen . vausren ) fe Kope Consumen buhawiauy titends to tua Study of" psycholanitat: artars,Sockod t how they Jerdrton Partans & Uuttorat inltuencrs Big Hale Lnthaping punckarsiog ature bdharau enue 8 a ics Pay ment a Crpenienrentis i tud 4 behaniaurn | Study 2 (belantouna The nnnnket JanrQuin AY tims OF Conant, To maid i eOtran nnake fancy cotents. 6 Use arodusst % ! Gbsertionas Lerhniquiss They agro Goke (he hetps Ca produce maxket wud howe no wuthtity uch, rodusts aaa ; Wedel Citi unas Snf tuence ons Puishasiiat + poets Linvos infiuence mM Guagtaplited ¢ finaftfars factory . thad amemeunt ¢ dnfenvention process— Referenee roup 1 (a. Coutert’on ey peop thal ut Gud. Standand. ay Compaxision Po Gun Jelves seqandles of bebtey weather tue Ose. Past ap dhae-qroup ) we ually otk SY enon ayoup. to undeviend gariad naw, whith them one olin yates, Ideas, Beloufoun G4 appearen Faswthy Pitas Fanaidy \ Lnfiutnce onthe » dentelopraeai 2 0nnasion tan be Seen in Parenting panties, ve) Enaptional fannfly. cifrate di ffenient en pect Captatencn . i ab cubase ly » Sluppnfiwe posenting G posentel Sl basiathciaants Ploy.10n' impaLond sade fn the = oy Nee ap comational Competence. in odalertenti- ze | Dispos 4 i Tutous 40 opiaton Leadena ita the -dt{uston ce » of Eananatton.: pani — othe: bono foun 0} epiaton Lhasa ts Smporfan a Tia deterraining the ‘Yate oy adoption a) an noauneo— 2.0} ta System. Bo fast, Tar d3l{urion sec : Shaped becarsre (once cpintom Lenders adopt ving tetting than obaut on Lonawoston tae sent neGaperantias tse J Need Hysandy hearts (Maslaw 5) what La mastauo%s Hyennhy 8} need A thedey of mativation tuihidh stole Uns fie Categories ap unan needs dectate an behautoun) Mare oned os induuiduat Payahatagicnd nacds, Sahdy needs, bone faq needy, A Extieenn nasds % Sedf X ration Assumption of _naostau's. need shear Man 2 Wonting aninal mativated & needs > aaly dissatisfied needs nativate an individual . 3- one needs od ;if reater to bea matfuatos 4 Neds ane axxonged in portirutnn Andean asi Qdenaxeluy S$ 0 rn individual nvones tn fhe need roxy, The qrodes ier be Che addidions bo his personality Madivotiov Mativation ‘eles no fhe ontennan @ Eqatennal foxtass Qhat Winrutate desire and onwsay in people to be Condinuotty inkeverted cond Committed fo a fab, Var ov Subjet ox to make dn effort fo attnin O gont Notuse of mati vation 1) M6 is an Ennen feeding cuhich eremiaes 2 prionNox doing a Paxdiuwan utonk. y | a) oe satis fed nseds ofa tty . tha Quin disbuub thin equity te Aint i) 4 pouen mover to ig as tunsabislfed Nd 2 Leo Condition£ng (ia ap! Mathie one daderant tasnjss cs 0 pion aa mis axe attivaty by channtizing them ‘nb aifiog al 4 ‘Types ap magivation 2 | L pasitive magivation

4 3. Ea 3 tng 4x change in verponse ox behantaun, 4 ta, may be fonjaninbole ov un favornble 2 S"\£vo. 4 Ue Da proces of change nad a srinducl in th, fox ap Cas peal bshautacut . ; ke S: Leaxning fobs glare uthen an Angantana Yeats tna Sita tion 6: Leonning is. universal A. Leanntng is fatal. reaction op the indiutdual fo Une Voted Ii toation 8 deonaing is tnansfenabte Bi 9. Leanning bo prauM ond nat a madsus 4) lo the qacey af Leamning ts diedenrained Gomielous As uit Od Untonsous Slpexfencer Principles ey Jenna? ng Lo Leamns Ortiue at 9. Leaning is hagistic (Vox) i 3. deanning requires nat Cognition ae 4 Leauning fy Soskat ( S. Leauntng in Contentual : c ¢ / : iLearning, Atthauat Uneme ase rrutttpoe exrouss to desvcbe this cycle oY orden . there is one appraodh Lat os patictany easy bo Wenatmbey The 56 Learning Uyele ane se Epenaage & Exptane | 3.| Puntata bs “4 ELobanale . S> Evolwate Uy ; KOLB?S Leasing cycde 7 ” 20 Sonasthing / yi * Replore 2 nud think about ns ushat yao did nanke, Gensnasisations san) Meaning 9} abtitucle mr potest Attitude refoss Go the me disparition or a fendency "4 expondl port fruvedy! ov Negatively fowands a confatn idea obj OV BtoGon. Atinde infauencs & pndiutduvals chaire apfertion & Yerpories fo unotengu if incentives @ rorand) fojethen cabled $i arte + \ || - “ay a tous ds sek —___ Atfitude is a Yelatively global % tnd tration af an check , Lue, perion ov + aSion % Anat tt ho nad NA Mike an abies oF an action = Car — ss ——__fonns- Of fe Supontible foc attitude (reat —}.) Eapetonce 28s penicentind bares ha bie Boi! Peta O} Pest0n..atfifide qa = 4. Ayogintion pevonatity 4 u a ¢. a S| : Meaning Sarial class __- : Soufas Aefens fo be diutiton > be nasnad eu A Loriety ento a (rétsath ES > Aisbi ok Tee ites», either