Decision Making Process

1
Chapter 5

• Decision Making Process
• Need Recognition
• Info Search (internal, external)
• Evaluation of Alternatives
• Purchase
• Postpurchase Behavior

2
Chapter 5

• Influencing Factors
• Cultural
• Social
• Individual
• Psychological
• Terms
• Evoked Set
• Cognitive Dissonance

3
Chapter 5

• Types of Decisions
• Routine Limited Extensive
• Criteria
• Involvement
• Time
• Cost
• Info. Search
• of Alternatives

4
Chapter 5

• Factors Determining Involvement
• Previous experience
• Interest
• Perceived risk of negative consequences
  (financial, social, psycho. ltanxietygt)
• Situation
• Social visibility
• Implications
• Advertising, Models, Packaging

5
Chapter 5

• Influencing Factors
• (P. 152, ex. 5.3)
• Cultural culture, social class
• Social reference groups, family
• Individual gender, age, personality (P. 167
  traits)
• Psychological perception, motivation, beliefs

6
Chapter 5

• NEEDS
• (P. 171)
• Maslow or Psychological motivation (best,
  first, only)
• Physiological shelter, food
• Economic making , saving
• Emotional fear, hate, love