**Determining Buyer Behavior** This section focuses on understanding the various aspects that determine buyer behavior. It categorizes the motives into four main types, each important in assessing market influence. 1. **Physiological**: These are the basic needs that drive consumer decisions, such as food, water, and shelter. Understanding physiological motives is crucial for products that address essential needs. 2. **Sociological**: This category examines how social interactions and cultural norms influence buying behavior. It includes the impact of family, friends, and societal expectations. 3. **Psychological**: This area delves into the mental processes affecting decisions, such as perception, motivation, and attitudes. Psychological motives are often targeted in marketing to appeal to emotions and beliefs. 4. **Life-Cyclical**: These factors consider the different stages of life a consumer might go through, from youth to retirement. Each stage may bring new priorities and spending patterns. The analysis uses the concept of "Psychosoc Motives," which assesses whether these motives are low, moderate, or high in driving consumer behavior. Understanding these levels can help tailor marketing strategies to specific consumer needs and preferences.
**Determining Buyer Behavior** This section focuses on understanding the various aspects that determine buyer behavior. It categorizes the motives into four main types, each important in assessing market influence. 1. **Physiological**: These are the basic needs that drive consumer decisions, such as food, water, and shelter. Understanding physiological motives is crucial for products that address essential needs. 2. **Sociological**: This category examines how social interactions and cultural norms influence buying behavior. It includes the impact of family, friends, and societal expectations. 3. **Psychological**: This area delves into the mental processes affecting decisions, such as perception, motivation, and attitudes. Psychological motives are often targeted in marketing to appeal to emotions and beliefs. 4. **Life-Cyclical**: These factors consider the different stages of life a consumer might go through, from youth to retirement. Each stage may bring new priorities and spending patterns. The analysis uses the concept of "Psychosoc Motives," which assesses whether these motives are low, moderate, or high in driving consumer behavior. Understanding these levels can help tailor marketing strategies to specific consumer needs and preferences.
Principles Of Marketing
17th Edition
ISBN:9780134492513
Author:Kotler, Philip, Armstrong, Gary (gary M.)
Publisher:Kotler, Philip, Armstrong, Gary (gary M.)
Chapter1: Marketing: Creating Customer Value And Engagement
Section: Chapter Questions
Problem 1.1DQ
Related questions
Question
Pricing Determined by Buyer Behavior
1. How do you price?
2. Should it be low, moderate or high?
(please answer the attached pic below)
3. Explain briefly your choice.
Transcribed Image Text:**Determining Buyer Behavior**
This section focuses on understanding the various aspects that determine buyer behavior. It categorizes the motives into four main types, each important in assessing market influence.
1. **Physiological**: These are the basic needs that drive consumer decisions, such as food, water, and shelter. Understanding physiological motives is crucial for products that address essential needs.
2. **Sociological**: This category examines how social interactions and cultural norms influence buying behavior. It includes the impact of family, friends, and societal expectations.
3. **Psychological**: This area delves into the mental processes affecting decisions, such as perception, motivation, and attitudes. Psychological motives are often targeted in marketing to appeal to emotions and beliefs.
4. **Life-Cyclical**: These factors consider the different stages of life a consumer might go through, from youth to retirement. Each stage may bring new priorities and spending patterns.
The analysis uses the concept of "Psychosoc Motives," which assesses whether these motives are low, moderate, or high in driving consumer behavior. Understanding these levels can help tailor marketing strategies to specific consumer needs and preferences.
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