Consumer buying behavior in Marketing Management

The following discussion agenda examines the topic of consumer buying behavior in Marketing Management:

1. Influences on buyer behavior
• cultural factors
• social factors
• personal factors
• psychological factors
2. The buying decision process
• buying roles
• buying behavior
• Stages of the buying decision process
• problem recognition>information search>evaluation of alternatives>purchase decision>postpurchase behavior
• Other models of the buying decision process:
• Health model, customer activity cycle model

Reference
Kotler, P. (2003) "Chapter 7: analyzing consumer markets and buyer behavior", Prentice Hall.