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Principles of Marketing BA 3365 Section 006 Consumer Behavior. Professor Andrei Strijnev The University of Texas at Dallas Fall 2005. 5. CONSUMER BEHAVIOR. C HAPTER. AFTER READING THIS CHAPTER YOU SHOULD BE ABLE TO:. Outline the stages in the consumer decision process.

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slide1

Principles of Marketing

BA 3365 Section 006

Consumer Behavior

Professor Andrei Strijnev

The University of Texas at Dallas

Fall 2005

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5

CONSUMER BEHAVIOR

CHAPTER

slide3

AFTER READING THIS CHAPTER

YOU SHOULD BE ABLE TO:

  • Outline the stages in the consumer decision process.
  • Distinguish among three variations of the consumer decision process: routine, limited, and extended problem solving.
slide4

AFTER READING THIS CHAPTER

YOU SHOULD BE ABLE TO:

  • Explain how psychological influences affect consumer behavior, particularly purchase decision processes.
  • Identify major sociocultural influences on consumer behavior and their effects on purchase decisions.
slide5

AFTER READING THIS CHAPTER

YOU SHOULD BE ABLE TO:

  • Recognize how marketers can use knowledge of consumer behavior to better understand and influence individual and family purchases.
slide6

CONSUMER BEHAVIOR

  • SAVVY AUTOMAKERS KNOW THEIR CUSTOM(H)ER
    • Consumer behavior
purchase decision process
Purchase decision process

CONSUMER PURCHASE DECISION PROCESS

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CONSUMER PURCHASE DECISION PROCESS

  • Alternative Evaluation: Assessing Value
      • Evaluative criteria
      • Evoked set
  • Purchase Decision: Buying Value
  • Postpurchase Behavior: Value in Consumption or Use
      • Cognitive dissonance
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CONSUMER PURCHASE DECISION PROCESS

  • Involvement and Problem-Solving Variations
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CONSUMER PURCHASE DECISION PROCESS

  • Involvement and Problem-Solving Variations (cont)
    • Routine Problem Solving
    • Limited Problem Solving
    • Extended problem Solving
    • Involvement and Marketing Strategy
  • Situational Influences
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PSYCHOLOGICAL INFLUENCES ON CONSUMER BEHAVIOR

  • Motivation and Personality
    • Motivation
    • Personality
      • National character
      • Self-concept
  • Perception
    • Selective Perception
    • Subliminal perception
    • Perceived Risk
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PSYCHOLOGICAL INFLUENCES ON CONSUMER BEHAVIOR

  • Learning
    • Behavioral Learning
    • Cognitive Learning
    • Brand Loyalty
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PSYCHOLOGICAL INFLUENCES ON CONSUMER BEHAVIOR

  • Values, Beliefs, and Attitudes
    • Attitude Formation
      • Attitude
      • Beliefs
    • Attitude Change
  • Lifestyle
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SOCIOCULTURAL INFLUENCES ON CONSUMER BEHAVIOR

  • Personal Influence
    • Opinion Leadership
    • Word of Mouth
  • Reference Groups
  • Family Influence
    • Consumer Socialization
    • Family Life Cycle
    • Family Decision Making
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SOCIOCULTURAL INFLUENCES ON CONSUMER BEHAVIOR

  • Social Class
  • Culture and Subculture
    • African-American Buying Patterns
    • Hispanic Buying Patterns
    • Asian Buying Patterns