4. Model of Consumer Behavior1
Model of
Consumer
Behavior
PPs – MM
FE - Manajemen
Universitas
Muhammadiyah Malang
Bamisha
1
Model of Consumer
Behavior
by Philip Kotler
Marketing
Stimuli
Other
Stimuli
Buyer’s
Characteristic
Product
Economic
Cultural
Price
Technological
Social
Place
Political
Personal
Promotion
Cultural
Psychological
Buyer’s
Decision Process
Problem recognition
Information search
Evaluation of alternatives
Purchase decision
Postpurchase behavior
Bamisha
Buyer’s
Decision
Product choice
Brand choice
Dealer choice
Purchase timing
Purchase amount
2
Major Factors Influencing
Buyer Behavior
1.
2.
3.
4.
Cultural Factors
Social Factors
Personal Factors
Psychological Factors
Bamisha
3
Cultural Factors
1.
2.
3.
Culture
Sub Culture
Social Class
Bamisha
4
Social Factors
1.
2.
3.
Reference Groups
Family
Roles and Status
Bamisha
5
Personal Factors
1.
2.
3.
4.
Age and stage in the Life Cycle
Occupation and Economic
Circumstance
Lifestyle
Personality and Self Concept
Bamisha
6
Psychological Factors
1.
2.
3.
4.
Motivation
Perception
Learning
Beliefs and Attitudes
Bamisha
7
Model of Consumer
Behavior
by Henry Assael
Feedback
To Consumer
The Individual
Consumer
Consumer
Decision Making
Consumer
Response
Environmental
Influences
Feedback to Environment
Development of Marketing Strategies
Bamisha
8
The Individual Consumer
Feedback
Stimuli
Information
Processing
The Consumer
Decision
Making
Response
Consumer Thought
Perceptions
Attitudes
Benefits
Consumer Characteristic
Demographics
Personality
Life Cycle
Bamisha
9
The Individual Consumer
1.
Consumer Thought Variables
a.
b.
c.
2.
Perceptions
Attitudes
Benefits
Consumer Characteristic
a.
b.
c.
Demographics
Personality
Lifestyle
Bamisha
10
Environmental Influences
Stimuli
The Consumer
Response
Culture
Face to Face
Groups
Situational
Determinant
Cultural Values
Subcultural Influences
Cross Cultural Influences
Reference Groups
Family
Bamisha
11
Environmental Influences
1.
Culture
a.
b.
c.
2.
Face to Face Groups
a.
b.
3.
Cultural Values
Sub Cultural
Cross Cultural
References Groups
Family
Situational Determinants
Bamisha
12
Major Factors Influencing
Buyer Behavior by
Schiffman & Kanuk
1.
2.
The Consumer as an Individual
Consumer in their Social and
Cultural Settings
Bamisha
13
The Consumer as an
Individual
1.
2.
3.
4.
5.
Consumer Need and Motivation
Personality Consumer Perception
Learning and Consumer
Involvement
The Consumer Attitudes
Communication and Persuasion
Bamisha
14
Consumer in their Social
and Cultural Settings
1.
2.
3.
4.
5.
6.
Group Dynamics and cultural
Settings
Family
Social Class
Culture
Sub Cultural
Cross Cultural
Bamisha
15
Major Factors Influencing
Buyer Behavior Howard &
Seth
1.
2.
Exogenous Variables
Hypothetical Construct
Bamisha
16
Exogenous Variables
1.
2.
3.
4.
5.
6.
Culture
Social Class
Ciri-ciri Kepribadian
Pengaturan Organisasi masyarakat
Time
Status Keuangan
Bamisha
17
Hypothetical Construct
1.
2.
3.
Perceptions
Learning
Attitudes
Bamisha
18
Major Factors Influencing Buyer
Behavior by Engel, Kollat &
Blackwell
1.
2.
3.
Lingkungan
Perbedaan individu
Proses Psikologis
Bamisha
19
Lingkungan
1.
2.
3.
4.
5.
Budaya
Kelas Sosial
Pengaruh Pribadi
Keluarga
Situasi
Bamisha
20
Perbedaan individu
1.
2.
3.
4.
5.
Sumber Daya Konsumen
Motivasi dan Keterlibatan
Pengetahuan
Sikap
Kepribadian, Gaya Hidup dan
Demografi
Bamisha
21
Proses Psikologis
1.
2.
3.
Pengolahan Informasi
Pembelajaran
Perubahan Sikap/ Perilaku
Bamisha
22
Major Factors Influencing
Buyer Behavior by Kerby
1.
2.
Person Factors
Social Factors
Bamisha
23
Person Factors
1.
2.
3.
4.
5.
6.
7.
Persepsi
Sikap
Belajar
Kepribadian
Perhatian
Daya Ingat
Keterbatasan Ekonomi
Bamisha
24
Social Factors
1.
2.
3.
4.
Persaingan
Tingkat Sosial
Kelompok Anutan
Liingkungan Budaya
Bamisha
25
Major Factors Influencing
Buyer Behavior by
Fransesco Nicosia
1.
Stimulus akan menghasilkan
a.
b.
c.
2.
Perception
Learning
Output
Exogenous Variables
a.
b.
c.
Kepribadian
Posisi Ekonomis
keluarga
Bamisha
26
Consumer
Behavior
PPs – MM
FE - Manajemen
Universitas
Muhammadiyah Malang
Bamisha
1
Model of Consumer
Behavior
by Philip Kotler
Marketing
Stimuli
Other
Stimuli
Buyer’s
Characteristic
Product
Economic
Cultural
Price
Technological
Social
Place
Political
Personal
Promotion
Cultural
Psychological
Buyer’s
Decision Process
Problem recognition
Information search
Evaluation of alternatives
Purchase decision
Postpurchase behavior
Bamisha
Buyer’s
Decision
Product choice
Brand choice
Dealer choice
Purchase timing
Purchase amount
2
Major Factors Influencing
Buyer Behavior
1.
2.
3.
4.
Cultural Factors
Social Factors
Personal Factors
Psychological Factors
Bamisha
3
Cultural Factors
1.
2.
3.
Culture
Sub Culture
Social Class
Bamisha
4
Social Factors
1.
2.
3.
Reference Groups
Family
Roles and Status
Bamisha
5
Personal Factors
1.
2.
3.
4.
Age and stage in the Life Cycle
Occupation and Economic
Circumstance
Lifestyle
Personality and Self Concept
Bamisha
6
Psychological Factors
1.
2.
3.
4.
Motivation
Perception
Learning
Beliefs and Attitudes
Bamisha
7
Model of Consumer
Behavior
by Henry Assael
Feedback
To Consumer
The Individual
Consumer
Consumer
Decision Making
Consumer
Response
Environmental
Influences
Feedback to Environment
Development of Marketing Strategies
Bamisha
8
The Individual Consumer
Feedback
Stimuli
Information
Processing
The Consumer
Decision
Making
Response
Consumer Thought
Perceptions
Attitudes
Benefits
Consumer Characteristic
Demographics
Personality
Life Cycle
Bamisha
9
The Individual Consumer
1.
Consumer Thought Variables
a.
b.
c.
2.
Perceptions
Attitudes
Benefits
Consumer Characteristic
a.
b.
c.
Demographics
Personality
Lifestyle
Bamisha
10
Environmental Influences
Stimuli
The Consumer
Response
Culture
Face to Face
Groups
Situational
Determinant
Cultural Values
Subcultural Influences
Cross Cultural Influences
Reference Groups
Family
Bamisha
11
Environmental Influences
1.
Culture
a.
b.
c.
2.
Face to Face Groups
a.
b.
3.
Cultural Values
Sub Cultural
Cross Cultural
References Groups
Family
Situational Determinants
Bamisha
12
Major Factors Influencing
Buyer Behavior by
Schiffman & Kanuk
1.
2.
The Consumer as an Individual
Consumer in their Social and
Cultural Settings
Bamisha
13
The Consumer as an
Individual
1.
2.
3.
4.
5.
Consumer Need and Motivation
Personality Consumer Perception
Learning and Consumer
Involvement
The Consumer Attitudes
Communication and Persuasion
Bamisha
14
Consumer in their Social
and Cultural Settings
1.
2.
3.
4.
5.
6.
Group Dynamics and cultural
Settings
Family
Social Class
Culture
Sub Cultural
Cross Cultural
Bamisha
15
Major Factors Influencing
Buyer Behavior Howard &
Seth
1.
2.
Exogenous Variables
Hypothetical Construct
Bamisha
16
Exogenous Variables
1.
2.
3.
4.
5.
6.
Culture
Social Class
Ciri-ciri Kepribadian
Pengaturan Organisasi masyarakat
Time
Status Keuangan
Bamisha
17
Hypothetical Construct
1.
2.
3.
Perceptions
Learning
Attitudes
Bamisha
18
Major Factors Influencing Buyer
Behavior by Engel, Kollat &
Blackwell
1.
2.
3.
Lingkungan
Perbedaan individu
Proses Psikologis
Bamisha
19
Lingkungan
1.
2.
3.
4.
5.
Budaya
Kelas Sosial
Pengaruh Pribadi
Keluarga
Situasi
Bamisha
20
Perbedaan individu
1.
2.
3.
4.
5.
Sumber Daya Konsumen
Motivasi dan Keterlibatan
Pengetahuan
Sikap
Kepribadian, Gaya Hidup dan
Demografi
Bamisha
21
Proses Psikologis
1.
2.
3.
Pengolahan Informasi
Pembelajaran
Perubahan Sikap/ Perilaku
Bamisha
22
Major Factors Influencing
Buyer Behavior by Kerby
1.
2.
Person Factors
Social Factors
Bamisha
23
Person Factors
1.
2.
3.
4.
5.
6.
7.
Persepsi
Sikap
Belajar
Kepribadian
Perhatian
Daya Ingat
Keterbatasan Ekonomi
Bamisha
24
Social Factors
1.
2.
3.
4.
Persaingan
Tingkat Sosial
Kelompok Anutan
Liingkungan Budaya
Bamisha
25
Major Factors Influencing
Buyer Behavior by
Fransesco Nicosia
1.
Stimulus akan menghasilkan
a.
b.
c.
2.
Perception
Learning
Output
Exogenous Variables
a.
b.
c.
Kepribadian
Posisi Ekonomis
keluarga
Bamisha
26