Consumer Behavior_1

Consumer Behavior_1

1. Competency 3

   • Make connections between customers characteristics and their buying behavior.
     • Choose an approach to adopt with a customer
       • Characteristics: demographic,socio-cultural,psychological and economic.
       • Attitudes and behaviors and their influences
   • Active listening
     • Professional ethics
       • Demonstration of tact

2. Decision-making process...

   • Frame of reference
     • Purchase decision process

3. Determine reasons why they buy?

   • Process of needs identification
     • Maslow's Hierarchy of needs
       • Types of questions-open, closed, leading