Purchase Process

Purchase Process

1. Consumer behavior

   • how a customer select, buy, and uses ideas towards a product/service for their needs.
   • Purchase
     • Process of purchasing
       • It can vary from company to company

2. STEPS

   • Need recognition (vs want)
     • Information Research
       • Evaluation of alternatives
         • Purchase
           • Post-purchase evaluation (satisfaction level)

3. Involvement

   • degree of relevance an personal importance
     • High involvement decisions
       • Extensive evaluation
       • High expenditure and personal risk
       • More time and effort
       • Strict evaluation of choices
       • Evaluation of consequences
       • For costly products
     • Low involvement decision
       • Poor evaluation
       • Less expenditure & personal risks
       • Less time and effort
       • Lesser criteria
       • Positive reinforcement
       • Daily usage products

4. Online Buying Purchase Decisions

   • Relying in digital experience
   • Deliberative reasoning
     • rules and patterns of logic
   • Associative reasoning
     • diffuse and nondeliberative, based on intuiton

5. Culture aspects of Int. Trade

   • communication, behavior and way of thinking as well as business making
   • Interaction between firms and personal values and habits

6. Legal aspects of Int. Trade

   • is used to increase trade, investment, prosperity and protection
   • Int. Trade Agreements
   • Tariff & non-tariff regulations
   • INCOTERMS
   • Intellectual property
   • Contracts
   • ADR

7. Illegal Business Practices

   • Business defamation
   • Reciprocity
   • Tying agreement
   • Conspiracy
   • Collusion
   • Resale price maintenance
   • Price discrimination

8. Traditional Communication process

   • Communication
     • message trasnmitted between 2 or more persons.
     • Sender transmits message -> receiver gives feedback.
   • Sender tranmits message
   • Encoding
   • Message - written, oral, symbolic
   • Channel Medium - coveys message
   • Receiver
   • Decoding
   • Feedback

9. Effective verbal messages

   • Choice of words
   • Stories
   • Rate of speech
   • Body language

10. Effective non-verbal messages

    • Space and physical contact
    • Appearance
    • Trust
    • Limit touching

11. Communication channels

    • Telephone
    • Voice Mail communication
    • Text messages & e-mail: social media

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