Buyer Behaviour

• What is the Stimulus Response Model also known as?

  Buyer's Black Box
• What are the main marketing stimuli in the environment?

  Product, Price, Place, Promotion
• What other factors influence buyer behavior according to the model?

  Economic and controllable factors
• What does the Buyer’s Black Box aim to explain?

  The why behind consumer behavior
• Who proposed the Decision Making Process from the consumer perspective?

  Puchinelli in 2008
• What is the first step in the Decision Making Process?

  Need recognition
• How is need recognition linked to Maslow's theory?

  It relates to physiological needs
• What can shape the need recognition process?

  Advertising and marketing
• What is involved in the information search step?

  Finding how to meet the need
• What factors influence the information search process?

  Family, friends, influencers, online reviews
• What is evaluated during the evaluation of alternatives?

  Information searches and attitudes
• What is the final step in the Decision Making Process?

  Post purchase evaluation
• What is a key aspect of post purchase evaluation?

  Word of mouth
• What are the buyer characteristics that influence behavior?

  • Cultural
  • Social
  • Personal
  • Psychological
• What are the four types of buyer characteristics?

  Cultural, social, personal, psychological