Professional Documents
Culture Documents
Consumer Behavior
Presented by:
Dr. Asaad Ali Karam
Recreation and Ecotourism Dept.
2017
‹#› 1
Model of Consumer Behavior by
Philip Kotler
Buyer’s
Marketing Other Buyer’s Buyer’s
Decision Process
Stimuli Stimuli Characteristic Decision
‹#› 2
Major Factors Influencing Buyer
Behavior
1. Cultural Factors
2. Social Factors
3. Personal Factors
4. Psychological Factors
‹#› 3
Cultural Factors
1. Culture
2. Sub Culture
3. Social Class
‹#› 4
Social Factors
1. Reference Groups
2. Family
3. Roles and Status
‹#› 5
Personal Factors
‹#› 6
Psychological Factors
1. Motivation
2. Perception
3. Learning
4. Beliefs and Attitudes
‹#› 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
‹#› 8
The Individual Consumer
Feedback
Information Decision
Processing Making
Stimuli The Consumer Response
Consumer Thought
Perceptions
Attitudes
Benefits
Consumer Characteristic
Demographics
Personality
Life Cycle
‹#› 9
The Individual Consumer
‹#› 10
Environmental Influences
‹#› 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
‹#› 12
Major Factors Influencing Buyer
Behavior by Schiffman & Kanuk
‹#› 13
The Consumer as an Individual
‹#› 14
Consumer in their Social and Cultural
Settings
‹#› 15
Major Factors Influencing Buyer
Behavior Howard & Seth
1. Exogenous Variables
2. Hypothetical Construct
‹#› 16
Exogenous Variables
1. Culture
2. Social Class
3. Personality Features
4. Organizational arrangement of society
5. Time
6. Financial Status
‹#› 17
Hypothetical Construct
1. Perceptions
2. Learning
3. Attitudes
‹#› 18
Major Factors Influencing Buyer
Behavior by Engel, Kollat & Blackwell
1. Environment
2. Individual differences
3. Psychological Process
‹#› 19
Environment
1. Culture
2. Social Class
3. Personal Influence
4. Family
5. Situation
‹#› 20
Individual differences
1. Consumer Resources
2. Motivation and Engagement
3. Knowledge
4. Attitude
5. Personality, Lifestyle and Demographics
‹#› 21
Psychological Process
1. Information Processing
2. Learning
3. Change of Attitude / Behavior
‹#› 22
Major Factors Influencing Buyer
Behavior by Kerby
1. Person Factors
2. Social Factors
‹#› 23
Person Factors
1. Perception
2. Attitude
3. Learn
4. Personality
5. Attention
6. Power of Remember
7. Economic Limitations
‹#› 24
Social Factors
1. Competition
2. Social Level
3. Anutan Group
4. Cultural Environments
‹#› 25
Major Factors Influencing Buyer
Behavior by Fransesco Nicosia
‹#› 26
Thanks
‹#› 27