8 - Buyer Behavior - Consumer
X
Consumer and Industrial Buyer Behavior
Classifying Products
Consumer Buying Decision Process and Possible Influences on the Process
Cognitive Dissonance
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Houghton
Mifflin
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rights
reserved.
1–34
Consumer
&
Industrial
Buyer
Behavior
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©
Houghton
Mifflin
Company.
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rights
reserved.
11
|
35
Classifying
Products
j0387624
Consumer
Products
Products
purchased
to
satisfy
personal
and
family
needs
CG4
Business
Products
Products
bought
to
use
in
an
organization’s
operations,
to
resell,
or
to
make
other
products
(raw
materials
and
components)
Copyright
©
Houghton
Mifflin
Company.
All
rights
reserved.
1–36
Consumer
Buying
Decision
Process
and
Possible
Influences
on
the
Process
FIGURE
8.1
345270_la_08_01
Copyright
©
Houghton
Mifflin
Company.
All
rights
reserved.
1–37
Cognitive
Dissonance
Fancy
term
for
Buyer’s
regret/remorse
Often
occurs
despite
lengthy
involvement
in
the
decision
process
Copyright
©
Houghton
Mifflin
Company.
All
rights
reserved.
1–36
Consumer
Buying
Decision
Process
and
Possible
Influences
on
the
Process
FIGURE
8.1
345270_la_08_01
Copyright
©
Houghton
Mifflin
Company.
All
rights
reserved.
1–37
Cognitive
Dissonance
Fancy
term
for
Buyer’s
regret/remorse
Often
occurs
despite
lengthy
involvement
in
the
decision
process