consumer buyer behavior

consumer buyer behavior

1. social factors

2. cultural factors

   • social class
     • relatively permanent and ordered divisions in a society whose members share similar values, interests and behaviors
   • subculture
     • a group of people with shared value systems based on common life experiences and situations
   • culture
     • the set of basic values, perceptions, wants and behaviors learnes by a member of society from family and other important institutions.

3. personal factors

4. psychological factors

   • perception
     • the process by wich people select, organize and interpret information to form a meaningfull picture of the world
   • learning
     • changes in an individuals behavior arising from experience
   • beliefs and attitudes
   • motivation
     • a need that is suffficiently pressing to direct the person to seek satisfactions of the need