Professional Documents
Culture Documents
Personal
Factors Dominance Autonomy
Motivation
Perception
Learning
Beliefs
and
attitudes
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Chapter 5- slide 19
Publishing as Prentice Hall
Characteristics Affecting
Consumer Behavior
PsychologicalFactors
Motivation
Responses Reinforcement
Copyright © 2010 Pearson Education,
Chapter 5- slide 23
Publishing as Inc.
Prentice Hall
Characteristics Affecting
Consumer Behavior
Psychological Factors
Beliefs and Attitudes
Dissonance-reducing buying
Need Recognition
Information Search
Sources of Information
• Personal sources—family
and friends
• Commercial sources—advertising,
Internet
• Public sources—mass media, consumer
organizations
• Experiential sources—handling,
examining,
Copyright © 2010 using
Pearson Education, Inc.
Publishing as Prentice Hall
the product
Chapter 5- slide 28
The Buyer Decision Process
Evaluation of Alternatives
Purchase Decision
Postpurchase Decision
• The satisfaction or dissatisfaction that the
consumer feels about the purchase
• Relationship between:
– Consumer’s expectations
– Product’s perceived performance
• The larger the gap between expectation
and performance, the greater the
consumer’s dissatisfaction
• Cognitive dissonance is the discomfort
caused by a postpurchase conflict
Copyright © 2010 Pearson Education, Inc.
Chapter 5- slide 31
Publishing as Prentice Hall
The Buyer Decision Process
Post-Purchase Decision