• Consumer Behavior and Motivation
  • Consumer Behavior and Motivation
  • Index
  • Introduction to Consumer and his Buying Behavior
    • Psychological influences (The internal forces)
    • Sociocultural influences (The external forces)
  • Meaning of Buying Motives
  • Using buying motives in marketing
  • Patronage motives in retailing
  • Importance of Study of Consumer Behaviour
    • Product policies
    • Price policies
    • Decision regarding channels of distribution
    • Decision regarding sales promotion
  • Buyer's Behaviour
    • Buyer's behaviour-Insight from economics
    • Consumer credit
    • Buyer's behaviour-Insights from psychology
    • Retention and Dissipation of learned information
    • Need satisfaction and buyer's behaviour
    • Buyer's behaviour-Insight from sociology and anthropology
  • The Diffusion Process
    • Classification of adopter groups
    • Importance of reference groups to marketing
  • Need Satisfaction and Buyer's Behaviour
    • Maslow's list of basic needs
  • How Buyers Perceive Themselves and the Products
    • Festinger's theory of cognitive dissonance
  • Meaning of Motivation Research
    • Types of information sought
    • Attitude research
  • Main Difficulties in the Study of Buying Motives
  • Stages of Buying Process
    • Participants in the buying process
    • Techniques of motivation research
  • Limitations of motivation Research