Académique Documents
Professionnel Documents
Culture Documents
Process
Need Recognition
Information Search
Evaluation of Alternatives
Psychological Field
Motivation
Perception
Learning
Personality
Attitude
Experience
Output (Purchase decision and post-purchase behavior)
Purchase
Trial
Repeat Purchase
Cultural factors
Psychological Factors
Personality
Types of CB
Buying Roles
Initiator
Influencer
Decider
Buyer
User
Reference Groups
Any person or group that serves as point of comparison (reference) for an
individual in forming general or specific attitude, values or behavior.
Reference group forms frame of reference for purchase decisions.
Reference groups are
Family
Friendship groups
Shopping group
Work group
Virtual groups or communities
Brand communities (Nike, Apple, Samsung mobile)
Fewer buyers
Large buyers
Close supplier-customer relationship
Geographically concentrated buyers
Derived demand
Inelastic demand
Fluctuating demand
Professional Purchasing
Direct purchasing
Reciprocity of Demand
Leasing