Buyer Behaviour

Buyer Behaviour

1. Involvement

   • Degree of importance or consumer interest
     • Perceived risk
       • High or Low

2. Perception

   • When a person acquires and assign meanings to stimuli

3. Memory

   • Recollection of Past Experiences

4. Learning Theories

   • Collectionist
     • Classical
       • Making Associations
     • Opperant
       • Reinforcement
   • Cognitive
     • Learnt by observation or sensation

5. Self Concept

   • Multi dimensional
     • I self
     • Me self
     • Extended Self

6. Personality

   • Distinctive and Enduring patterns or thoughts
     • Adapt to situations in life

7. Attitudes

   • Tendency to respond consistently in a manner with respect to given alternative

8. Ethics

   • Moral Principles that govern actions of individual or group

9. Demographic

   • measurement and description of a population's characteristics

10. Social Class

    • Division of society into relatively permanent hierachy groups

11. Problem Recognition

    • Difference between desired and actual state

12. Groups & Reference Groups

    • People who share norms values or beliefs
    • Actual/imaginary individual or group that has effect on individuals evaluations

13. Word of Mouth

    • Informally transmitted information independent of company

14. Households

    • Basic consumption unit of consumer goods

15. Orginisational

    • B2B B2C

16. Culture

    • Values, ethics, material objects valued by members of society

17. Rituals

    • Behaviours that occur in a fixed sequence

18. Sustainable Consumption

    • impact of consumption decisions on the environment and society

19. Meaning

    • Purchased because of attached symbolism