Consumer Buying Behavior Social Influences Situational Influences Lets
Consumer Buying Behavior Social Influences Situational Influences
Let’s review: A _________ is a lack within a person. When a ________ is not fulfilled, it leads to a _________. A _________ is an external force that leads to _________. The _________ usually involves fulfilling the need. ________ is another word for _________.
How’d you do? A need is a lack within a person. When a need is not fulfilled, it leads to a drive. A drive is an external force that leads to action. The action usually involves fulfilling the need. Motive is another word for drive.
Social Influences � Influences › › › that come from your society Family Classmates Friends Professional groups Even tv and movies
Categories of Social Influences 1. Culture 2. Family 3. Friends and Co-workers
Categories of Social Influences � Culture › Ethnic group › Social class › Affects attitudes towards products, buying, credit, shopping, etc.
Categories of Social Influence � Family › Parents and grandparents pass on values, religious beliefs, and behaviors all of which affect consumer behavior › Often buy same brands › Ask for recommendations and ask for opinion
Categories of Social Influence � Friends and Co-workers › Interact with › Human need for acceptance and feeling of belonging › Great opportunities for word of mouth. . . good or bad › Reference Groups: a group of people who influence
Situational Influences � Influences › › › that come from the environment Weather Physical location Visibility of advertising and promotions Your mood Financial condition
Explore yourself and your Consumer Buying Behavior � Complete the worksheet › “The truth about consumer buying behavior” › Due next class period
- Slides: 10