According to authors Philip Kotler and Gary Armstrong, the basic model of consumer decision making involves a 5 step process: need recognition; information search; evaluation of alternatives; purchase decision; post purchase behavior.
What are the 7 factors that influence a decision?
- Programmed versus non-programmed decisions:
- Information inputs:
- Prejudice:
- Cognitive constraints:
- Attitudes about risk and uncertainty:
- Personal habits:
- Social and cultural influences:
What are primary secondary tertiary and quaternary sectors
Primary jobs involve getting raw materials from the natural environment e.g. Mining, farming and fishing.
Secondary jobs involve making things (manufacturing) e.g. making cars and steel. Tertiary jobs involve providing a service e.g. teaching and nursing.
Quaternary jobs involve research and development e.g. IT.
What is Engel Blackwell miniard model
The Engel-Blackwell-Miniard Model The model is “structured around a seven-point decision process: need recognition followed by a search of information both internally and externally, the evaluation of alternatives, purchase, post-purchase reflection, and finally, divestment” (Solomon, Russell-Bennett, & Previte, 2012).
What is an example of a modified rebuy
Examples of a Modified Rebuy If your company is dissatisfied with a supplier’s product and the procurement team makes changes to the order, you completed a modified rebuy.
There are several reasons companies do thisnew requirements, high prices, suppliers, product changes, etc.
What are examples of psychological influences
A few examples of psychological factors are the nature of significant childhood and adult relationships, the experience of ease or stress in social environments (e.g., school, work), and the experience of trauma.
What is Motivation consumer behaviour
Motivation is the reason, conscious or nonconscious, for behaving a particular way in a certain situation.
Brands are constantly in search of new ways to motivate consumers to engage with, promote, and ultimately buy their products and services.
What is problem recognition example
An example can be insurance policy in which a customer has to be made aware that there is a need which is fulfilled by buying an insurance policy and will eventually solve a future problem if it arises.
In B2B sales especially in technology, we see this problem recognition state.
What are the four psychological factors
The key psychological factors to understand when considering consumer behavior are motivation, perception, attitudes and beliefs, along with lifestyle.
What type of factor motivation is
Hence, motivation is considered a psychological factor.
What is straight rebuy and modified rebuy
Straight rebuy- reordering the same product in the same quantity that one purchased the last time.
Modified rebuy- reordering from the same company but with slight modifications. New buy- when a company places an order with a certain supplier for the first time.
What is rational and emotional motives
Rational and Emotional motives are customers’ consciousness based on human senses and personal experiences which control each other and strongly impact buying motives.
References
https://www.waeconline.org.ng/e-learning/Salesmanship/Sales226mq6.html
http://studylecturenotes.com/types-of-buying-decision-behavior-complex-dissonance-habitual/
https://www.ncertbooks.guru/difference-between-primary-secondary-and-tertiary-sectors/
