Factors Influencing Consumer Behavior
Indonesia’s Social Economic Class Pyramid
The unique psychological characteristics that distinguish a person
A need that is sufficiently pressing to direct the person to seek
satisfaction of the need.
Maslow’s Hierarchy of Needs
Types of Buying Decision Behavior
Consumers may be highly involved when the product is expensive,
risky, purchased infrequently, and highly self-expressive
Consumers appear to have low involvement with most low-cost,
frequently purchased products.
The Buyer Decision Process
Consumers feel uneasy about acquiring the drawbacks of the chosen
brand and about losing the benefits of the brands not purchased.
Stages in the Adoption Process