Consumer decision making is “the process of making purchase decisions based on cognitive and emotional influences such as impulse, family, friends, advertisers, role models, moods, and situations that influence a purchase.” (Schiffman & Kanuk, 2007, p. G-3)
External influences provide information about a product or service and can greatly influence the consumer in regards to their values, attitudes, and behavior. There are two primary external influences which are: (1) marketing input and, (2) sociocultural input.
A firm’s marketing activities attempts to “reach, inform, and persuade consumers to buy and use its products,” which can be accomplished by a marketing mix that not only consists of the product itself, but the promotion of the product, pricing, and channels of distribution from the manufacturer to the consumer. (Schiffman & Kanuk, 2007, p. 531)
Input from the consumer’s sociocultural environment has a major influence on the consumer’s buying decision. This includes a wide range of noncommercial influences such as family, friends, neighbors, and opinions from other consumers on the Internet. Other internalized influences include social class, culture and subculture, which are important factors that can also influence the consumer’s decision to evaluate and purchase a product.
Consumer decision makin...
... middle of paper ...
...tion of need. The prepurchase search begins when the consumer believes that the need can be satisfied by the purchase of a product or service. The final step is for the consumer to evaluate alternative brands and base their decision on the most important attributes of the product or service. In reviewing the final cost of my vehicle, I found that the marketing team had excellent promotional skills which influenced me in buying the entire warranty package for my vehicle.
Schiffman, L. G. & Kanuk, L.L. (2007). Consumer behavior (9th ed). Upper Saddle River, NJ:
Pearson Education, Inc.
Chen, T., Kalra, A., and Sun, B. (2009, December). What Makes People Buy Extended
Warranties for Consumer Goods. Journal of Consumer Research. (Vol. 36, No. 4).
Retrieved November 14, 2011 from
Need Writing Help?
Get feedback on grammar, clarity, concision and logic instantly.Check your paper »
- INTRODUCTION In this assignment the author has broken down in detail consumer buyer and Organization behavior in the concept of marketing analysis on the basis of existing theory The subject will analyze the concept of consumers and organization buyer behavior with the aid of some example on the securities industry. Consumer Buyer Behaviour According to Armstrong and Kotler (2013) consumers buyer behavior means the purchasing operation of consumer for their final good and service for their kin and their personal household is used for consumption, consumers combine together to build up consumer market..... [tags: Marketing Theory, Consumer, Buyer, Organizations]
1682 words (4.8 pages)
- The purchasing process is a highly complex organizational process with objectives that reach far beyond the traditional belief and primary role is to obtain goods and services in response to internal needs. In this course, we are studying the consumer behaviour, which is defined as” the process involved when individuals or groups select, purchase, ideas or experience to satisfy needs and desires. In the past four weeks, I recorded my purchase behaviour and experience to show what effect on the purchasing process and my behaviour.... [tags: Marketing, Brand, Purchasing, Operations research]
1077 words (3.1 pages)
- By applying consumer choice theory and marginal analysis to business problems all relate the income of the consumer as well the price of the product of service. When one considers the purchase for a pair of tickets to a sporting or cultural event one needs to consider family budget, timing, and availability of alternatives. Take for instance tickets to the Denver Broncos game. Substitutes do exist but not at this level of play (high school and college) and not on a Sunday. As a result, as there are alternatives available with the price elasticity of demand measures the responsiveness of quantity demanded to changes in price; it is calculated by dividing the percentage change in quantity dema... [tags: Supply and demand, Consumer theory, Elasticity]
896 words (2.6 pages)
- Consumer Choice Theory is a division of macroeconomics. It relates preferences to the expenditures incurred on consumption and to the consumer demand curves. It makes the analysis of how consumers maximize their consumption as it is measured by their preferences subject to restrictions on their expenses. The latter can be achieved through maximizing utility dependent on a user budget constraint. Consumption is different from production.The law of demand is dependent on the price of the goods (Cartwright, 2014).... [tags: Supply and demand, Consumer theory]
1083 words (3.1 pages)
- Consumer Choice Theory and Marginal Analyst Consumer choice theory and marginal analyst is the understanding of a budget, a person’s preferences; what is the want and then optimization, and finally what is selected. “Utility, the power of satisfaction or pleasure derived from the consumer of good or service. The actual measure of a utility is impossible, but economists assume it can be measured by a fictitious unit called util.” (A hypothetical unit measuring satisfaction. (informal, computing) a utility.) Now taking three products or services; a pair of tickets to a sporting event, a can of common table salt and a college class I will explain the current household budget, our preferences... [tags: Consumer theory, Preference, Indifference curve]
1160 words (3.3 pages)
- We all have to pay, but how the question remains. While online purchasing has become a very popular choice to buy specialty items, as well as our everyday items, some people still prefer to shop at local shops. Whichever way you decide to shop, you must still find a method of payment that is right for you. Two of the most popular forms of payment are cash and credit. Cash payments have been around for many years, and is still a widely accepted and preferred method of payment for many. This form of payment was around long before the others were introduced into our society, which aids in the popularity with our older generations.... [tags: Credit card, Payment, Money, Debt]
1004 words (2.9 pages)
- This report provides a congruous definition of a consumer which would essentially dictate the scope of the Consumer Protection Law for Egalia. The basic framework that underpins this definition will be briefly discussed and why it is appropriate for Egalia. Different philosophical theories of the consumer from libertarian, neo classical, and paternalism perspectives have been considered in determining the scope of the definition and by extension creating a useful ‘image’ of the Egalian consumer.... [tags: Consumer protection, Consumer, Business]
1049 words (3 pages)
- Broadly defined, "marketing" is a term that refers to the various actions a business may take with the aim of persuading consumers to purchase a product. The specific marketing strategies implemented by businesses varies between industries and individual firms, and has changed in significant ways over time in response to consumer culture. Furthermore, technological advances such as mass communication and the Internet have drastically altered the nature of marketing, especially over the past fifty years.... [tags: Marketing, Brand, Sales, Advertising]
1183 words (3.4 pages)
- This field work study and reaction paper is in relation to the Elaboration Likelihood Model concepts one exercises while making purchasing decisions. In the field work, I visited ‘Target’, my local grocery store and consciously thought about my purchase decisions as well as observed other shoppers’ purchasing behavior. Many factors and specifics influence a customer’s decision making process while making purchases. The customer’s gender, brand, price, type of product and promotions among others are some the factors influencing consumer purchasing patterns the first part of this paper examines.... [tags: Cognition, Decision making]
1139 words (3.3 pages)
- Seemingly, the world moves at a pace where every minute should go unwasted. People appear to sacrifice the opportunity to stop and compare options in order to add minutes to the day. This sacrifice seems apparent in the choices made when purchasing food. According to Poti, Mendez, Ng, & Popkin (2015), “ready-to-eat (68.1%) and ready-to-heat (15.2%) products supplied the majority of energy purchases” in the United States. Additionally, these food choices have higher saturated fat, sugar, and sodium content when compared with less-processed foods (Poti et al., 2015).... [tags: Nutrition, Health, Medicine, Healthy diet]
1352 words (3.9 pages)