Skip to main content

Consumer and Business Buyer Behaviour



Theodorus Tanusaputra/LB02/2201776804

Model of Consumer Behaviour
1.       Consumer buyer behavior : the buying behavior of final consumers, individuals and households, who buy goods and services for personal consumption
2.       Consumer market : all the individuals and households that buy or acquire goods and services for personal consumption
Characteristics affecting consumer behavior
1.       Cultural (Culture, subculture, social class)
2.       Social (Reference groups, family, roles and status)
3.       Personal (Age and life cycle stage, occupation, economic situation, lifestylem personality and self-concept)
4.       Psychological(motivation, perception, learning, beliefs and attitudes)
The Buyer Decision Process
1.       Need recognition
2.       Information search
3.       Evaluation of alternatives
4.       Purchase decision
5.       Postpurchase behavior
Business Markets
1.       Business buyer behavior
Refers to the buying behavior of the organizations that buy goods and services for use in production of other products and services that are sold, rented, or supplied to others

2.       Business buying process
Is the process where business buyers determine which products and services are needed to purchase, and then find, evaluate, and choose among alternative brands


Business Buyer Behaviour
1.       Straight rebuy
Is a business buying situation in which the buyer routinely reorders something without any modifications
2.       Modified rebuy
Is a business buying sitation in which the buyer wants to modify product specification, pricses, terms, or suppliers.
3.       New task
Is a buying business situation in which the buyer purchases a product or service for the first time
4.       Systems selling
Buying a packaged solution to a problem from a single seller, thus avoiding all the separate decisions involved in a complex buying situation





Comments

Post a Comment

Popular posts from this blog

Chapter 18-(Management and Business). Monitoring and Controlling

Chapter 18-(Management and Business).   Monitoring and Controlling A.       What Is Controlling and Why Is It Important? Controlling is the process of monitoring, comparing, and correcting work performance. All managers should control even if their units are performing as planned because they can’t really know that unless they’ve evaluated what activities have been done and compared actual performance against the desired standard. Effective controls ensure that activities are completed in ways that lead to the attainment of goals. Whether controls are effective, then, is determined by how well they help employees and managers achieve their goals. B.       The Control Process The control process is a three-step process of measuring actual performance, comparing actual performance against a standard, and taking managerial action to correct deviations or to address inadequate standards. 1.      ...
Post a Comment
Read more

Chapter 2 (Summary). Recognizing Opportunities and Generating Ideas

Chapter 2. Recognizing Opportunities and Generating Ideas  ·          The Differences Between Opportunities and Ideas Essentially, entrepreneurs must be able to recognize an opportunity and turn it into a successful business. Opportunity is where we can create a new product. An entrepreneur recognizes an opportunity gap and create a business to address the problem or fill the identified gap. Opportunity and idea is diferrent. An idea is a thought or impression and idea is needed to meet the criteria of an opportunity. It’s important to know wheter the idea fills a need and meets the criteria for an opportunity. ·          Three Ways to Identify Opportunities 1.        Observing Trends The first approach to identifying opportunities is to observe trends. The most important trends to follow are economic trends , social trends , technological advances , and...
Post a Comment
Read more

Chapter 14 Strategies for Firm Growth

Chapter 14 Strategies for Firm Growth ·          Internal Growth Strategies Internal growth stragies involve efforts taken within the firm itself, such as new product development, other product-related strategies, and international expansion, for the purpose of increasing sales revenue and profitability. 1.        New Product Development New product development involves designing, producing, and products as a means of increasing firm revenues and profitability. The keys to effective new product and service development, which are consistent with the material on opportunity recognition and feasibility analysis follow; a)        Find a need and fill it b)       Develop products that add value c)        Get quality and pricing right d)       Focus on a specific target market e)   ...
1 comment
Read more