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PREPARED BY :

PHIJO JAMES GEORGE

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Definition

Thestudyofindividuals ,groupsororganizationand

processess theyuse toselect secureuseanddisposeofproducts,services,experience orideas tosatisfyneedsand theimpacts that these processeshaveon theconsumerandsociety

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Buyer Behavior

Consumer

4PsMarketing

EnvironmentBuyer

CharacteristicsBuyer

Decision ProcessBuyer

Decision

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Marketing Stimuli

4 Ps

Product Price Place Promotion

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Other Stimuli

Marketing

Environment

Economic Technological Political Cultural

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BuyersDecision Process

y Need Recognition

y Information Search

y EvaluationofAlternativesy Purchase Decision

y Consumption

y Postpurchase behaviour

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BuyersDecisiony Product Choice

y BrandChoice

y DealerChoicey PurchaseTiming

y PurchaseAmount

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Factors Affecting Consumer

Behavior

y Environment ofconsumersy Geographicinfluences

y Influencesofoccupation

y Placeofpurchase

y Creativeuseofproduct

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Buying Process

yProblem Recognition

y Information Search

yEvaluation Alternatives

yPurchase Decision

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Post - Purchase Behavior

y

SatisfactionyActions

y Useand Disposal

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Todays Indian consumers

y Valuesensitiveandnot much pricesensitive

y Strictlyfollow culture traditionandvaluesy Give preference tofeaturesofthe product rather thanits brandname

y Usecredit cardshopping

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Charact ristics fIndian Consu r

HSSE DEL

y HEALTH

y SAFETY

y SOPHISTICATION

y ENVIRONMENT

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Charact risticsofthe Indian

Consu er ehavior

y Highdegreeofvalueorientation.y Highdegreeoffamilyorientation.

y Valueofnurturing careandaffection.

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IncreasingawarenessofIndian

consu ersy Consumersareselectiveon the qualityofthe product

y Consumerspurchasefroma placewherehis/her

accountabilityismore pronouncedy Consumerspurchasedfroma placewherehis/herfeedbackismorevalued

y Consumersseekmoreandmorereliablesourcesfor

purchasesy Indianconsumersare pricesensitiveand prefer to buyvalueformoneyproducts

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Marketing Strategies

y Onlinemarketing

y Celebrity influencey Qualityorientedoutlets

y Freebies

y Ecofriendlyproducts

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ChangingT

rendsin IndianConsumer Behavior

y Bulk purchasingy Trendylifestyles

y Buyersmarket in themaking

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Change At A Glance

y Tasteand preferenceofconsumersarechanging

y Now want betterhospitality

y Numberofmobile ,internet usersincreases

y PreferMultiplexes

y EntranceofForeign brands

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