Consumer And Business Behaviour: Understanding Buyer Behaviour

Contents  [hide]  1 Required Reading 2 Model Of Consumer Behaviour 3 Characteristics Affecting Consumer Behaviour 3.1 Cultural Factors – Culture, Subculture (Cultural Groups), Social Class, Family 3.2 Social Factors – Groups, Family, Social Roles And Social Status 3.3 Personal Factors – Age & Life Cycle, Occupation, Education, Economic Situation, Lifestyle, Personality, Self Concept 3.4 Psychological Factors – Motivation, Perception, Learning, Beliefs And Attitudes 4 Consumer Buying Roles 5 Types Of Consumer Buying Decisions 6 Buyer Decision Process 7 Adoption Process - Buyer Decision Process For New Products 7.1 Stages In The Adoption Process 7.2 Influence Of Product Characteristics On The Rate of Adoption 7.3 Individual Differences in Buyer Readiness 8 Business Markets 8.1 Market Structure And Demand 8.2 The Nature Of The Buying Unit 8.3 Types of Decisions And Decision Processes 9 Business Buyer Behaviour 9.1 Main Types of Buying Situations 9.2 Participants in the Business Buying Process 9.3 Main Influences On Business Buying 10 Business Buying Process 11 End