Consumer and bussines buyer behavior

Consumer and bussines buyer behavior

1. Cultural

   • Culture: The set of basic values, perceptions, wants, and behaviors learned by member of society from family and other important institutions.
     • Subculture: A group of people with shared value systems based on common life experiencies and situatios.
       • Social classes: Relatively permanent and ordered divisions in a society whose members share similar values, interests, and behaviors.
   • Social
     • Reference groups: Two or more people who interact to accomplish individual or mutual goals.
       • Family: The family is the most important consumer buying organization in sociey.
         • Roles and status: A person belongs to many groups- family, clubs, organizatios. The person´s position in each group can be defined in terms of both role and status.
     • Personal
       • Age and life cycle stage: People change the goods and services they buy over their lifetimes.
         • Occupation: A person´s occcupation affects the goods and services bought.
           • Economic situation: A person´s economic situation will affect product choiche.
             • Lifestyle: A person´s pattern of living as expressed in his or her activities, interests, and opinions.
               • Personality and self- concept: Each person´s distinct personality influences his or her buying behavior.
       • Psychological
         • Motivation: A need that sufficiently pressing to direct the person to seek satisfaction of need.
           • Perception: The process by which people select, organize, and interpret information to form a meaningful picture of the world.
             • Learning: Changes in an indivual´s behavior arising from experience.
               • Beliefs and attitudes: Through doing and learnig, people acquire beliefs and attitudes.