Consumer Behaviour

Jayanta Chakraborti
Associate Professor
ICFAI University Tripura
Consumer Buying Process

Problem Recognition

Information Search

Evaluation

Purchase Decision

Postpurchase
Behavior
How Customers Dispose Products
 What Influences
Consumer Behavior?

Cultural Factors

Social Factors

Personal Factors

Psychological Factors
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 What is Culture?
Culture is the fundamental determinant of a
person’s wants and behaviors acquired
through socialization processes with family
and other key institutions.

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 Subcultures
Nationalities

Religions

Racial groups

Geographic regions

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 Social Classes

Upper uppers
Lower uppers
Upper middles
Middle class
Working class
Upper lowers
Lower lowers

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 Social Factors

Reference
Family
groups

Social
Statuses
roles

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 Reference Groups
Membership groups

Primary groups

Secondary groups

Aspirational groups

Dissociative groups
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 Personal Factors

Age
Self- Life cycle
concept stage

Lifestyle Occupation

Values Wealth
Personality

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 The Family Life Cycle

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 Key Psychological Processes

Motivation Perception

Learning Memory

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Consumer Buying Behaviour Model
The Different Buying Behaviours