Problem Recognition, Information Search, Evaluation of Alternatives, Purchase and Postpurchase Evaluation

There are 5 stages: Problem Recognition, Information Search, Evaluation of Alternatives, Purchase and Postpurchase Evaluation. No, people can end up not buying at any of the stages.

It depends on what the buyer’s interest and the situation they are in. For example, people who are interested in fashion will buy a lot of clothes. A person whose phone is broken will need to buy a new one.

 The types of consumer problem-solving processes include routinized response behavior, limited problem solving, and extended problem solving. Examples can be food, a new type of drink and a car. Yes, once I really like a new pair of shoes and I bought it even thought it was not necessary.

Situational factors can be classified into categories: physical surroundings, social surroundings, time perspective, purchase reason, and the buyer’s momentary mood and condition. Physical surroundings, such as location, store atmosphere, aromas, sounds, and lighting can influence purchase behavior by creating settings more or less conducive to buying.Social surroundings influence buying behavior when a customer feels pressured to behave in a particular way, depending on who is in proximity of the buyer.The amount of time required to become knowledgeable about a product, to search for it and to buy it, influence the buying decision process.The time of day, week, or year, such as seasons or holidays, also affect the buying-decision process. The purchase reason raises the questions about what the product purchase should accomplish and for whom. The buyer’s momentary moods can affect a person’s ability and desire to search for information, to receive information, and to seek and evaluate alternatives.

Selective exposure means consumers select some inputs and ignore others because they cannot be conscious of all inputs at one time. People engage because an individual selects which inputs will reach awareness.

Marketers encounter problems in attracting and holding consumers’ attention, providing consumers with important information for making purchase decisions, and convincing them to try the product.

Firms that create an emotional experience or connection establish a positive brand image and will contribute to customer affinity and loyalty. This means it is important for marketers to generate authentic, genuine messages that consumers can relate to emotionally.

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