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Buyer Behaviour

Buyer Behaviour. Buyer Behaviour. Marketing Stimuli. Other Stimuli. Buyer characteristics. Cultural Social Personal Psychological. Buyer’s Decision Process. Problem Recognition Information Search Evaluation of Alternatives Purchase Decision Consumption Postpurchase behaviour.

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Buyer Behaviour

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  1. Buyer Behaviour

  2. Buyer Behaviour

  3. Marketing Stimuli

  4. Other Stimuli

  5. Buyer characteristics • Cultural • Social • Personal • Psychological

  6. Buyer’s Decision Process • Problem Recognition • Information Search • Evaluation of Alternatives • Purchase Decision • Consumption • Postpurchase behaviour

  7. Buyer’s Decision • Product Choice (What?) • Brand Choice (Which?) • Dealer Choice (Where?) • Purchase Timing (When?) • Purchase Amount (How much?)

  8. Cultural factors • Culture • Sub - culture • Social Class

  9. Social factors • Reference Groups • Family • Roles and Status

  10. Personal Factors • Family Life Cycle • Occupation and Economic circumstances • Lifestyle • Personality and self - concept

  11. Psychological Factors • Motivation • Perception • Learning • Beliefs and Attitudes

  12. Buying Roles • Initiator • Influencer • Decider • Buyer • User

  13. Buying Behaviour • Complex • Dissonance - Reducing • Habitual • Variety seeking

  14. Buying Process • Problem Recognition • Information Search • Evaluation Alternatives • Purchase Decision

  15. Post - Purchase Behaviour • Satisfaction • Actions • Use and Disposal

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