THE BUYER DECISION PROCESS

THE BUYER DECISION PROCESS

1. NEED RECOGNITION: THE BUYING PROCESS STARTS WHITH NEED RECONITION THE BUYER RECOGNIZES A PROBLEM OR A NEED

   • internal stimuli: hunger thirst sex
   • external stimuli: optional activities like hobbys
   • the need can be triggered by

2. postpurchase behavior after the purchasing the product the consumer will be satisfied or dessatisfied and will engage in post purchase behavior of interest of the market

   • the buyer can be satisfied or dessatisfied but what determines this is the product percevied performance and the consumers perspective

3. information search an interested consumer may or not search for more information

   • if the consumer have teh product at hand the consumer is likely to buy it

4. purchase decision in the evaluation stage the consumer ranks the brand and forms purchase desitions

   • the attitues for others
   • unexpected situational factors
   • the consumer purchase desition can be affected by two attitudes

5. evaluation alternatives the consumer uses information to arrive at a set of final brans choices

   • the marketer needs to know about alternative evaluation
   • the consumer can obtain information from any several sourses
     • personal sourses:family friends neigborghts
     • public sourses : tv social media radio
     • experiental sourses : hnadling examining using the product

6. new product a good service or idea that is perceived by some potential customer as new

7. adaptation process the mental process thoug which an individual passes

8. the buyer decision process for new products buyers may pass quickly or slowly though the stages of adaptation

   • awareness
     • interest
       • evaluation
         • trial