Consumer Behaviour PDF - Search
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    Learn how consumers make purchasing decisions based on internal and external influences. This book covers the consumer decision-making process, the factors that affect it, and how to apply consumer behavior to marketing.

    wiley.com

    The consumer decision-making process consists of five steps. I focus on this process in detail in Chapter 2, but I want to give you a brief overview here. This overview will help you understand how consumer behavior impacts the decision a consumer makes on purchasing a product or service. Here are the steps in a nutshell: A consumer becomes aware o...

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    Consumer behavior is subjective. Even though you won’t find many absolutes, one thing always remains true: When it comes to the consumer decision-making process, many factors play a part. There are two categories of personal influence regarding the purchase decision. They include the following: Internal influences: These influences include percepti...

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    Internal influences come from inside the consumer. They’re the personal thoughts and feelings, including perception, self-concepts, lifestyle, motiva-tion, emotion, attitudes, and intentions. You could call these the psychologi-cal influences. These influences describe the ways consumers interact with the world around them, recognize their feelings...

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    Motivation and emotions serve as the emerging forces within consumers that activate certain behaviors. Motivation is the persistent need that stirs up and stimulates long-term goals within a consumer. Emotions are temporary states that reflect current changes in motivation. They also often trigger changes in behavior. Motivation and emotion often w...

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