Concept explainers
To think: The buying process that Person X follow and the factors that influence the decision on a major purchase that was recently made by Person X.
Introduction:
The purchasing behavior of the households and the individuals for their personal consumptions are known as the consumer buying behavior. Thus, the individuals and the households are known as the final consumers.
Explanation of Solution
The five stages of the consumer buyer decision process are as follows:
- 1. Need recognition
- 2. Searching for the information
- 3. Evaluating the alternatives
- 4. Taking decision regarding the purchase
- 5. The
behavior of the consumer after the purchase
Person X went through the five stages of the consumer buyer decision process in his recent purchase. The first stage of the process is the need recognition in this stage Person X must recognize the need or the problem.
After identifying the need or a problem, he may then gather the information from numerous sources that may include commercial sources, personal sources, experiential sources, and public sources.
Person X must identify the best alternative after gathering the information in order to select the brand choice. In general the purchase decision of the consumer is always to purchase the most branded choice.
After the product purchase, Person X may be satisfied or dissatisfied about the product and he will engage in the postpurchase behavior. Majority of the purchase may result in cognitive dissonance or a discomfort that may be due to the postpurchase conflict.
The major factors that influence Person X’s decision are the economic factor, psychological factor, and functional factor.
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Chapter 5 Solutions
Marketing: An Introduction (13th Edition)
- Being first to market can be an advantage and a disadvantage. Provide at least one reason for each.arrow_forwardhow does the factors in the market affect the buying behavior of a customer?arrow_forwardWhat is your experience as a customer or consumer regarding the three buying situations: straight rebuy, modified rebuy, and new buy? And how did the buying situation pertain to your experience as a customer or consumer?arrow_forward
- What is the buyer really buying?arrow_forwardInstructions Suppose you want to promote a line of costume jewelry to upper-middle class teenaged girls. What factors, you think, would influence the buying behavior of your target market? How each of these factors will affect their buying patterns?arrow_forwardExplain the stages of the consumer buyer decision process and describe how you or your family went through this process to make a recent purchase.arrow_forward
- What do you mean by business buying behavior?arrow_forwardBuyers experience many situational influences during the buying process. Using the same experience you chose for Question 1, analyze the types of situational influences you experienced and explain how those factors affected your buying process and ultimate purchase decision.arrow_forwardAn individual’s buying decisions are further influenced by psychological factors. What are they?arrow_forward
- Discuss how your personal culture and family norms have influenced your buying behavior. Give a couple of examples, whether the buying behavior and influence ends up in a positive or negative consumer behavior.arrow_forwardAs a marketer, describe how you would use specific marketing strategies and tactics to influence each step of the consumer decision-making process on any brand of product or service of your choice.arrow_forwardPlease explain in detail about different factors involve in the buying process: initiators, Users, Buyers, Influencers, Deciders, Approvers, and Gatekeepers.arrow_forward
