Consumer Market

&
Consumer Buyer
Behavior
 Consumer
Market
All the individuals and households who
buy or acquire goods and services for
personal consumption.

Consumer Buyer
Behavior
Consumer buyer behavior refers to the
buying behavior of final consumers-
individuals and households who buy
goods and services for personal
consumption.
 Modal of Consumer Behavior

Marketing and other stimuli Buyer's black box Buyer responses

 Characteristics Affecting
Consumer Behavior
Cultural
Social
Personal
Culture Psychological
Preference Age and life-
groups cycle stage
Motivation
Occupation
Perception Buyer
Economic
Subculture
situation
Family Learning

Lifestyle Beliefs and

attitudes
Personality and
self-concept
Social class Roles and Status
Types of Buying Decision Behavior
Complex Buying Behavior

Dissonance-Reducing Buying Behavior

Habitual Buying Behavior

Variety-Seeking Buying Behavior

 The Buyer Decision
Process

Need Information Evaluation Purchase Post-

Recognitio search of decision purchase
n alternative behavior
s
 The Buyer Decision Process for
New Product

New Product
A good, service or idea that is perceived by some potential
customers as new

Adoption Process

The mental process through which an individual

passes from first hearing about an innovation to final
adoption
Stages in Adoption Process
 Awareness

 Interest

 Evaluation

 Trial

 Adoption
 Presented By

Yasser Abdul Aziz

Evaluator

Mr. Sanjay

MBA
1st Semester
2008