Consumer Behaviour

Consumer Behaviour

1. Types of customers

   • Manufacturers
     • Buy products and services to manufacture and sell their products and services to customers.
   • Resellers
     • Buy finished products or services with the intention to resell them to businesses and consumers.
   • Government Institutions
     • Government buyers typically develop detailed specifications for a product and then invite qualified suppliers to submit bids. A contract is awarded to the lowest bidder.
   • Institutions
     • Another important customer group consists of public and private institutions such as churches, hospitals, and colleges. Often these institutions have purchasing rules and procedures that are as complex and rigid as those used by government agencies.
   • Consumers
     • Consumers purchase products and services for use by themselves or by their families.

2. Steps in the buying process

   • 1-Recognition of a need
   • 2-Definition of the product type
   • 3-Development of detailed specifications,
   • 4- Search for qualified suppliers
   • 5-Acquisition and analysis of proposals
   • , 6-Evaluation of proposals and selection of a supplier
   • 7-Order placement and receipt
   • 8-Evaluation of product performance
   • As a company
   • U1 Purchase Process
     • 1-Need recognition
     • 2-Information research
     • 3-Evaluation Alternatives
     • 4-Purchase
     • 5-Post-purchase evaluation

3. Who makes the buying decision?

   • Users
     • Typically do not make the ultimate purchase decision. However, they often have considerable influence in the early and late steps of the buying process
   • Initiators
     • The person who starts the buying process. Sometimes it may be an executive making a decision.
   • Influencers
     • People inside or outside the organization who directly or indirectly provide information during the buying process
   • Gatekeepers
     • Control the flow of information and may limit the alternatives considered.
   • Deciders
     • It makes the final decision. For straight rebuys the purchasing agent usually selects the vendor and places the order. CEO's and CFO's are usually the high end positions that make the most important decisions.

4. Legal Considerations

   • Free Trade Agreements
   • INCOTERMS
   • Tariff and non-tariff regulations
   • Intellectual Property
   • Ley de Comercio Exterior
   • Ley Aduanera
   • LIGIE: Ley de los Impuestos Generales de Importación y Exportación
     • It is beneficial because it enhances international trade and opportunities, promotes local and foreign investment, and protects buyers and sellers when doing business.

5. Cultural Aspects

   • When doing business across the world we need to take many things of related to cure in account
     • Culture
     • Language
     • Traditions/Religion
     • Economic Environment
     • Political situation and way of thinking
     • Being respectful with these aspects, may be extra important and determining when closing a deal or trade. Culture is one of the most important aspects when doing international business.

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