Chapter 5 PowerPoint
Chapter 5 PowerPoint
Chapter 5
Family life-cycle
Buying is also shaped by the stage of the family life-cycle—stages through
which families might pass as they mature over time (young singles…empty
nesters, retired)
Characteristics Affecting Consumer Behavior I Personal
Factors
Personal Interest
Spending Savings
income rates
Characteristics Affecting Consumer Behavior I Personal
Factors
Lifestyle is a person’s pattern of living as expressed in
one’s psychographics (AIO’s)
• Activities (work, shopping, hobbies etc.)
• Interests (food, fashion, recreation, sports, etc.)
• Opinions (about themselves, social issues,
business, etc.)
Characteristics Affecting Consumer Behavior I Personal
Factors
Sophistication Ruggedness
Perceptual Processes
Selective Selective Selective
attention distortion retention
Characteristics Affecting Consumer Behavior I
Psychological Factors
Responses Reinforcement
Characteristics Affecting Consumer Behavior I
Psychological Factors
Sources of information:
• Personal sources
• Commercial sources
• Public sources
• Experiential sources
The Buyer Decision Process I Evaluation of Alternatives
The purchase intention may not be the purchase decision due to:
• Attitudes of others
• Unexpected situational factors
The Buyer Decision Process I Postpurchase Behavior