Management and Organizational Studies 1021A/B Chapter Notes - Chapter 3: Sidney Crosby, Selective Perception, Security Alarm

• School: Western University
• Department: Management and Organizational Studies
• Course: Management and Organizational Studies 1021A/B
• Professor: Sarah Ross

Document Summary

Consumer behaviour is defined as the actions a person takes when purchasing and using products and services. The stages that a consumer passes through when making choices about which products and services to buy is the purchase decision process. This process has the five stages: problem recognition, information search, alternative evaluation, purchase decision, post-purchase behaviour. Business-to-business (b2b) marketing requires a slightly different approach than consumer marketing. Information search: seeking value: after recognizing a problem, consumers begin to search for information about what product or service might satisfy the newly discovered need. First, scan their memory for knowledge of or previous experiences with products or brands. Or a consumer may undertake an external search for information. Needed when one does not have much past experience or knowledge, the risk of making a bad decision is high, and the level of interest in the product is high. Purchase decision: buying value: three choices remain: