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Questions and Answers
What primarily arouses consumer motivation leading to a purchasing decision?
What primarily arouses consumer motivation leading to a purchasing decision?
Which factor most significantly affects the perception of a product?
Which factor most significantly affects the perception of a product?
Which of the following describes a high involvement purchase decision?
Which of the following describes a high involvement purchase decision?
How do consumer beliefs shape their decision-making behavior?
How do consumer beliefs shape their decision-making behavior?
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What determines the final buying decision in the consumer decision process?
What determines the final buying decision in the consumer decision process?
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What is a common characteristic of cognitive decisions in the consumer decision-making process?
What is a common characteristic of cognitive decisions in the consumer decision-making process?
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Which role is played by someone who guides the selection of products, such as movies for children?
Which role is played by someone who guides the selection of products, such as movies for children?
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In what way does family influence consumer purchases?
In what way does family influence consumer purchases?
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In purchasing decisions, what characterizes high-involvement products?
In purchasing decisions, what characterizes high-involvement products?
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Which of the following actions would most likely be taken when making a low-involvement purchase?
Which of the following actions would most likely be taken when making a low-involvement purchase?
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What is the role of previous experience in the learning process of a consumer?
What is the role of previous experience in the learning process of a consumer?
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What influences the consumer decision process more when choosing between two brands of chocolates?
What influences the consumer decision process more when choosing between two brands of chocolates?
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Which of the following statements correctly illustrates the relationship between motivation and status symbol purchases?
Which of the following statements correctly illustrates the relationship between motivation and status symbol purchases?
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Who is primarily responsible for changing a product into a usable form for consumption?
Who is primarily responsible for changing a product into a usable form for consumption?
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Which of the following describes the role of the influencer in the purchasing process?
Which of the following describes the role of the influencer in the purchasing process?
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In what kind of purchase would a consumer likely invest the greatest time and effort?
In what kind of purchase would a consumer likely invest the greatest time and effort?
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What is the first stage of the consumer decision-making process?
What is the first stage of the consumer decision-making process?
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Which of the following best describes high-involvement purchases?
Which of the following best describes high-involvement purchases?
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What is the evoked set in the consumer decision-making process?
What is the evoked set in the consumer decision-making process?
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How does cognitive decision-making differ from emotive decision-making in consumer behavior?
How does cognitive decision-making differ from emotive decision-making in consumer behavior?
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During which stage of the consumer decision-making process does the consumer gather information?
During which stage of the consumer decision-making process does the consumer gather information?
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What role can family members play in the consumer information search process?
What role can family members play in the consumer information search process?
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Which type of product purchase is typically classified as feeling-based?
Which type of product purchase is typically classified as feeling-based?
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What might cause a consumer to experience increased dissatisfaction with their actual state?
What might cause a consumer to experience increased dissatisfaction with their actual state?
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Study Notes
Consumer Behaviour
- Consumers are aware of the difference between their actual state and ideal state
- Motivation drives the consumer to fulfil their needs/desire
- Information searches involve both internal and external sources
- Buying decisions can be thought-based or feeling-based
- Factors that affect buying behaviour include cultural, social, psychological, and economic factors
Cultural Factors
- Culture is a combination of values, beliefs, religions, and customs
- Influences consumer behaviour in a society
- Cultural study can be done by over viewing religion, customs, language, traditional arts, work patterns, etc
- Marketers use these factors to segment markets
- Consumption habits and food preferences reflect market trends
Social Factors
- Family, Reference Group and Roles/Status have an influence on buying behaviour
- Family influences decisions based on income, status and reference groups
- Reference groups are people who share common goals, influencing products/services
- Role and status of an individual influence buying decisions in situations
Psychological Factors
- Consumers think, feel, reason, react and select products/services/retailers
- Understanding consumer behaviour is essential for effective marketing
- Belief plays an important role in decision-making
Consumer Buying Roles
- Initiator: First to suggest the idea or need
- Influencer: Directly or indirectly influence purchase decisions
- Gatekeeper: Controls the flow of information
- Decider: Makes the final decision
- Buyer: Purchases the product
- User: Consumes the product
- Preparer: Prepares the product for consumption
- Maintainer: Maintains the product's condition
- Disposer: Disposes of the product in the end
Consumer Decision Process
- Recognising a need/problem
- Information search
- Evaluating alternatives
- Purchase decision and action
- Post-purchase evaluation
- High involvement products require more effort
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Description
Explore the key elements of consumer behaviour, including the impact of motivation, cultural and social factors. Understand how these influences shape buying decisions and market trends. Dive deep into the psychological underpinnings of what drives consumers in today's marketplace.
