Professional Documents
Culture Documents
Product
Price
Place
Promotion
Buyer Behavior
General Behavior of Buyers:
A decision to buy is usually the outcome of a
sequential process.
Buyers behavior differs from region to region.
Buyers behavior are dynamic and it changes
accordingly.
Buyers required a great deal of information
regarding the product.
Buyers are more focused on new innovations and
competitive product.
Buyer Behavior
As buyers behavior differs from continent to
Southeast Asia
America
Europe
Africa
Oceania
Evaluation
and Research
Purchase
Process
Awareness
Knowledge
Conviction
Preference
Liking
Purchase
Interest
Evaluation
Trial
Adoption
Buyers Behavior
Loyalty: Loyalty means a strong feeling of support or
allegiance.
The degree of loyalty must be assessed from the
prospective buyers point of view and not judged in
terms of the actual age of innovation.
Risk: It is not risk which bothers decision makers, it
is uncertainty. One can assess risk objectively and
express it in terms of the likelihood.