Professional Documents
Culture Documents
Chapter-6
Analyzing Consumer Markets
Social
Reference Groups Family Social Roles and Status
Personal
Age and stage in the life cycle Occupation and Economic Circumstances Personality and Self Concept Life Style and Values
Stimulus
Responses
Motivation Perception
Learning Memory
Freuds Theory: The Psychological forces shaping peoples behavior are largely unconscious and that a person cannot fully understand his or her own motivations.
Maslows Theory:
4. Esteem Needs
(self-esteem, recognition, status)
3. Social Needs
(sense of belonging, love)
2. Safety Needs
(security, protection)
1. Physiological Needs
(food, water, shelter)
Perception
a motivated person is ready to act. how she acts is influenced by her view of the situation. Perceptual Process:
Selective Attention Selective Distortion Selective Retention
SUBLIMINAL PERCEPTION
Memory
Memory process:
Memory encoding Memory Retrieval
Information Search
Evaluation of Alternatives
Purchase decision
Chapter-7
Stages in the Buying Process Problem Recognition Product Specification Supplier Search Proposal Solicitation Supplier Selection Order-Routine Specification Performance Review
OPTIONAL MATERIALS
Introduction to Psychology
https://class.coursera.org/intropsych-001/class/index