Scribd
Upload
15 views29 pages

Castor ABM

Uploaded by

Daryll glenn Tumalon
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPTX, PDF, TXT or read online on Scribd
15 views29 pages

Castor ABM

Uploaded by

Daryll glenn Tumalon
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPTX, PDF, TXT or read online on Scribd
You are on page 1/ 29

WELCOME

TO MY
REPORT
CONSUMER
AND
BUSINESS
MARKETS
market is composed of all
customers who buy the
product, as well as those who
could potentially buy the
product.

The two general types of


markets are the consumer
market and the business
CONSUMER MARKET

The consumer market consist of


the individuals who purchase
and avail of the products and
services for personal or
household use from the student
who buy bottled juices from the
cafeteria to mother who buy
laundry soap for the family
Consumer Buying Behavior
marketers face the
challenge of understanding
the reason why customers
behave the way they do
when they make their
purchases.
Consumer decision-making
For purchases that are
seen as important,
interesting, or are
considered as high risk,
customers exhibit high
involvement behavior.
Low Involvement Behavior
Is seen when customers
express little interest for
the product and the
purchase decision
process.
Deciding Evaluate
Identify Search for on the
the need information
purchase purchase

Consumer Buying Process

Figure 3.2
Identifying Consumer
Buying Needs.

Every purchase starts


off with a perception
of a problem or a
need.
External consumer buying
influences.
External factor are
influences outside the
person that facilitate the
recognition of a need or
problem and set off the
behavior to purchase.
5 external consumer buying
influences.
1.Marketing Mix.
The product itself, its price, placement, or
promotions may start the process of buying.
2. Economic environment.
The growth of the local, national, and even
global economy has seen an increase in the
disposable income of customers.
3. Political environment.
Government affairs, policies, and laws
impact and affect customers purchase
behavior.
4. Cultural Environment.
The society where individuals find
themselves in has shared values and
beliefs that shape the community’s
behavior.
5. Social Environment.
The community and its members, like
family, the barkada, and other social
groups, have influence on an
individual’s identification of consumer
need and corresponding behavior.
Internal consumer buying
influence

Internal factors are


influences within the
person that facilitate the
recognition of a need or a
problem and set off the
behavior to purchase.
1.Personal characteristics.
consumer attributes of
individuals, like age, gender,
occupation, and lifestyle affect
how customers buy.

2. Psychological factors.
The behavior of customers is
influenced by their inner mental
activities.
Motivation
The inner force that
compels an
individual to act or
behave in fulfilling
that need is
motivation.
Personality
Is defined as the “inner
psychological
characteristics that both
determine and reflect
how a person responds to
his or her environment”.
Perception
Is how the customers
make sense of the
different stimuli, and
how they create
meaning of the world
around them.
Learning
Which is defined as how customers
gain information and experience from
current purchase behavior that they
can use later on.
Attitude
Is the inclination to judge something
as favorable or unfavorable.
Searching for information.
Once the need is established,
customers look to fulfill it.
Deciding on the Purchase.
After evaluating the products and
looking for the different options,
the consumer will make the
decision to continue with the
purchase or not.
Evaluating The Process.
After the purchase is done, the
buying process is not yet
ended.
Business Market

Is composed of
companies or individual
who purchase and avail
of product and services to
resell to end-buyers or to
help produce their own
products and services.
Business Buying
Proponents.
participants in the business
buying process have
different roles from those
who make the actual
purchase to those who yield
some power throughout the
course of the purchase .
Proponents of business buying process
Influence

Decision-
maker
buyer End-User

controller
Figure 3.3
End-user
Are those who initiate the process of
purchase because they identify the need
of the organization and the products that
will address these needs.
Buyer
The actual purchase of the goods and
services is role that a buyer takes on.
Decision-maker
Who ahs the final say on the
product to be purchased and the
supplier of the goods and services.
Influencer
Who may provide information for the
decision-maker, buyer, and end-user
to make better evaluation of the
purchase.

Controllers
Who mediate and exert control over
the relationships among participants
and the transfer of information from
one proponent to another .
Business buying process

Identifying Describe
business the Search Deciding Evaluate
informatio on the the
buying requirem n purchase purchase
needs ent

Figure 3.4
Identifying business buying
needs.
Organizations have different
needs in purchasing good and
services.
1. Straight rebuy
2. Modified rebuy
3. First-time rebuy
External environment
That surrounds the organization, including,
economic, political, sociocultural, natural,
competitive situation, affects their buying
behavior.
Internal factors
Include the organization itself and the
participants in the process.
Organizational
Its plans, structures, and processes
influence the organizational need and their
buying behavior.
Describing the requirement
Unlike consumer buying behavior where it
is only the individual making the decision,
the buying process in organizations
involves many individuals.
Searching for information
Now that the needs have been specified,
the organization looks for solutions.
Deciding on the purchase
The proposals of qualified suppliers will be
evaluated based on conditions announced
among participating suppliers.
Evaluating the Process
Once the requirements are delivered,
and store operations proceed, the
organization will evaluate the
business buying process to see if the
steps are sufficient, if criteria for
making buying choices are met, if
agreements based on discussion and
the contract have been fulfilled, and
if the decision resulted in the most
favorable outcome.

You might also like