A Study of the Decision Making Process Within the "Family" in Understanding Consumer Behavior PDF Download
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Author: Trevor P. Pinto
Publisher:
ISBN:
Category :
Languages : en
Pages : 262
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Author: Trevor P. Pinto
Publisher:
ISBN:
Category :
Languages : en
Pages : 262
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Author: Sue L. T. McGregor
Publisher:
ISBN:
Category : Consumer behavior
Languages : en
Pages : 0
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Book Description
Much of family decision making centers on consumer behavior (Melson, 1980). However, the researchers in the disciplines of marketing and family sociology, who traditionally studied consumer decision making and family decision making, respectively, have not, to date, awarded the family consumer decision making process the attention it would seem to warrant. Thus, the objective of this research was to model the process that a family as a group goes through, while making a consumer decision. Both the intricacies of the variation in interaction that occurs between family members at different stages of the consumer decision and the effect of the immediate environment on these interactions were given special attention. In summary, the domain of the model is restricted to the study of the family as a multiperson buying unit as it goes through the seven stages of a high involvement, consumer decision. The model is comprised of three major components and is pictorially represented in a nested cup scheme so as to illustrate the systems approach to conceptualizing the study of the family. The outer circle represents the external environment and is comprised of several sets of variables. Within this model, the external environment is viewed as affecting the decision process and family member involvement, with recognition that this latter influence is filtered through the internal environment (family system). The second circle depicts the family as a system and is referred to as the internal environment. It contains numerous sets of variables, several of which contain sub-concepts as well. These internal variables are viewed as individually or collectively having direct influence on the core of the model. The inner core of the model is divided, with the left side depicting the seven stages of the decision process while the right side illustrates family member involvement at each stage. The stages of the decision process are a combination of the decision process component of the EKB model (Engel and Blackwell, 1982) and the concept of the problem solving loop from the Kieren, Vaines and Badir (1982) model. The core of the model is seen to be affected by the external and internal environments as well as by other variables within the core. Definitions of the variables (approximately 120) are grouped according to the three components of the model. Propositions (approximately 250) are ordered into ten sets which in turn are organized according to external, family and process/product categories. A summary matrix supplements the extensive listing of propositions and provides a means of viewing all of the propositions simultaneously. An expert review panel was established and a response sheet was developed, both for the purpose of reviewing and evaluating the model. Panel responses were discussed and the panel's recommendations were either incorporated into the current version of the model in Chapter II or are included in the final chapter as recommendations for future revisions and refinements of the model.
Author: Charles Glenn Walters
Publisher: Thomson South-Western
ISBN:
Category : Business & Economics
Languages : en
Pages : 632
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Author: Jaya Prakash Rath
Publisher: LAP Lambert Academic Publishing
ISBN: 9783659493911
Category :
Languages : en
Pages : 80
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Book Description
The primary purpose of studying consumer behavior is to understand why and how consumers make their purchase decisions. In all marketing decision making, it is relevant and important for any business to understand the consumer and his buying behavior. It is also important for any business to understand the consumer and his buying behavior. It is also important to understand how buying decisions are taken, as marketing starts with the analysis of consumer behavior. To gain a better understanding of the complex buying behavior, the marketers need to take the cues from the various disciplines, such as economics, psychological factors. The consumer behavior models describe to decision making or choice processes of consumer knowledge and how individuals and family units make consumption decision.
Author: Donald Harry Granbois
Publisher:
ISBN:
Category :
Languages : en
Pages : 358
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Author: Nafees
Publisher:
ISBN: 9783953498940
Category :
Languages : en
Pages : 0
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INTRODUCTION This study examines the family roles and social influence on purchase decision of household utility and lifestyle products. Family and family consumer behavior are, no doubt, complex areas compared to individual decision making. It may be that the reciprocal relationships among members of the family are far too complex to unravel into meaninglxil constructs. However, this does not mean that family behavior should forever remain out of the grasp of researchers. The biggest block to understanding families is a mindset that attempts to understand it from a perspective that has been developed for understanding individual behavior. The first step to overcoming the complexity of family decision making is to give up the individual and become concerned with only the family as the unit of analysis. Family has been anything but static. It has been witness to radical changes over the years and continues to surprise scholars in the discipline. It is a fertile domain offering researchers a continuous source of research. This study examines the family role and social influence in purchase decisions of household products.
Author: Jagdish Sheth
Publisher: Marketing Classics Press
ISBN: 1613110456
Category : Business & Economics
Languages : en
Pages : 18
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Author: Laura Lake
Publisher: John Wiley & Sons
ISBN: 0470526394
Category : Business & Economics
Languages : en
Pages : 386
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Learn to: Understand how consumers make purchase decisions Develop more effective marketing campaigns Speak directly to your customers' needs Gain customer loyalty in a competitive marketplace Get into the minds of consumers and increase your revenue! Want to better understand why consumers think and act the way they do? This practical guide gives you the tools to identify the influences that affect their purchasing behavior. It also shows you how to apply that knowledge as you develop a marketing strategy that speaks directly to their needs. You'll see how to capture their attention, motivate them to purchase your products and services, earn their loyalty, and much more. Why do they buy? understand the decision-making process consumers go through when considering a purchase Apply behavior to marketing learn the 4Ps of marketing and how consumer behavior plays a role in each Gain a deeper understanding of the individual consumer gauge a consumer's motivation, emotions, perception, and attitude and use them to predict and change buying intentions Explore external influences on customers from cultures to family life cycles to household structures and social groups, see how purchasing patterns are affected Craft your marketing strategy use consumer knowledge to delve into market research, identify key segments, and launch into untapped markets Implement your plan create powerful positioning strategies and reach customers where they're at with a message that motivates them Open the book and find: Actionable, real-world insight and advice Tips to help you lead consumers from attention to action Research techniques and marketing tips How self-concepts and lifestyle change consumer behavior Methods for cultivating repeat business and loyalty Ways to protect against consumer misbehavior Advice on encouraging new product adoption Ten ways to enhance customer satisfaction
Author: George P. Moschis
Publisher: Springer
ISBN: 3030050084
Category : Business & Economics
Languages : en
Pages : 208
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Book Description
This book examines consumer behavior using the “life course” paradigm, a multidisciplinary framework for studying people's lives, structural contexts, and social change. It contributes to marketing research by providing new insights into the study of consumer behavior and illustrating how to apply the life course paradigm’s concepts and theoretical perspectives to study consumer topics in an innovative way. Although a growing number of marketing researchers, either implicitly or explicitly, subscribe to life course perspectives for studying a variety of consumer behaviors, their efforts have been limited due to a lack of theories and methods that would help them study consumers over the lifecycle. When studying consumers over their lifespan, researchers examine differences in the consumer behaviors of various age groups (e.g., children, baby boomers, elderly, etc.) or family life stages (e.g., bachelors, full nesters, empty nesters, etc.), inferring that consumer behavior changes over time or linking consumption behaviors to previous experiences and future expectations. Such efforts, however, have yet to benefit from an interdisciplinary research approach. This book fills this gap in consumer research by informing readers about the differences between some of the most commonly used models for studying consumers over their lifespan and the life course paradigm, and providing implications for research, public policy, and marketing practice. Presenting applications of the life course approach in such research topics as decision making, maladaptive behaviors (e.g., compulsive buying, binge eating), consumer well-being, and cognitive decline, this book is beneficial for students, scholars, professors, practitioners, and policy makers in consumer behavior, consumer research, consumer psychology, and marketing research.
Author: Lincoln Harold Clark
Publisher:
ISBN:
Category : Consumers
Languages : en
Pages : 376
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Book Description
