Académique Documents
Professionnel Documents
Culture Documents
Influences on consumer
behavior
Psychological
Decision making
Attitudes and attitude
change
Sociocultural
Reference groups
Family decision making
Culture and subculture
Problem
Recognition
Information
Search
Evaluation of
Alternatives
Purchase
Postpurchase
Evaluation/ Theory
Behaviors Complications
INTERNAL
Memory
Thinking
EXTERNAL
Word of mouth, media, CATALOG
store visits, trial
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Cost vs. Benefits of Search
Market
Characteristics
Product
Characteristics
Consumer
Characteristics
Situation
Characteristics
FULL NEST
I/II/III
SINGLE OLDER
PARENT SINGLE
BLENDED
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Economic/Marketing Implications of
Household Cycles
Income tends to Product demand
increase with time due to
But children/ singles with low
obligations add cost expenses
new couples
Divorce
divorced families
increases costs
children
may change income
distribution marriage
empty nesters -->
more income
Roles/influence
Information
gatherers/holders
Influencers
Decision makers
Purchasers
Users
Aim promotion/
positioning at higher Self-esteem
levels of chain!
Consequences
Performance
Attributes
Fast acceleration
Large engine
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