Table 16. 1 Types of Purchase or Consumption Decisions DECISION CATEGORY Basic purchase or consumption decision Brand purchase or consumption decision ALTERNATIVE A ALERNATIVE B
Table 16. 1 continued DECISION CATEGORY Brand purchase or consumption decision ALTERNATIVE A ALERNATIVE B
Table 16. 1 continued DECISION CATEGORY Channel purchase decisions Payment purchase decisions ALTERNATIVE A ALERNATIVE B
Levels of Consumer Decision Making
Models of Consumers: Four Views of Consumer Decision Making
Rational Customers Have To …
A Model of Consumer Decision Making
Table 16. 2 Factors that are Likely to Increase Prepurchase Search
Table 16. 2 continued
Table 16. 2 continued
Table 16. 3 Alternative Prepurchse Information Sources for a Home Security System
Issues in Alternative Evaluation
Figure 16. 3 The Evoked Set as a Subset of All Brands in a Product Class All Brands Known Brands Unknown Brands Evoked Set Acceptable Brands Inept Set Unacceptable Brands (2) Purchased Brands Not Purchased Brands (5) (1) Inert Set Indifferent Brands (3) Overlooked Brands (4)
FEATURE System Price Monthly monitoring fee Number of entry doors protected Number of keypads included ST. LOUIS ALARM SYSTEM CLAYTON SECURITY MISSOURI SERVICES BUGLARY
FEATURE Price for each additional keypad Number of included smoke detectors wired to system How home is protected ST. LOUIS ALARM SYSTEM CLAYTON SECURITY MISSOURI SERVICES BUGLARY
Consumer Decision Rules
Table 16. 7 Hypothetical Use of Popular Decision Rules in Making a Decision to Purchase a Home Security System DECISION RULE MENTAL STATEMENT
Types of Purchases
Outcomes of Postpurchase Evaluation
Table 16. 8 Five Giver-Receiver Gifting Subdivisions GIVERS INDIVIDUAL GROUP INDIVIDUAL RECEIVES “OTHER” GROUP SELF*
Table 16. 9 Major Differences Between Gift-Giving Behavior or Anglo-Celtic, Sino-Vietnamese, and Israeli Mothers GIFT-GIVING ELEMENTS: 1. MOTIVATION ANGLOCELTIC SINOVIETNAMESE ISRAELI
Table 16. 9 continued GIFT-GIVING ELEMENTS: 2. SELECTION ANGLOCELTIC SINOVIETNAMESE ISRAELI
Table 16. 9 continued GIFT-GIVING ELEMENTS: ANGLOCELTIC 3. PRESENTATION 4. REACTION SINOVIETNAMESE ISRAELI
Table 16. 10 Reported Circumstances and Motivations for Self-Gift Behavior
Table 16. 11 Gifting Relationship Categories: Definitions and Examples GIFTING RELATIONSHIP DEFINITION EXAMPLE
Choice or Purchase Decision Consuming and Possessing Things and Experiences Feelings, Moods, Attitudes, Behavior
Table 16. 12 Examples of Relationship Marketing Techniques COMPANY PROGRAM TYPE AND MEMBERSHIP CRITERIA BENEFITS
Table 16. 12 continued COMPANY PROGRAM TYPE AND MEMBERSHIP CRITERIA BENEFITS
Table 16. 12 continued COMPANY PROGRAM TYPE AND MEMBERSHIP CRITERIA BENEFITS
Figure 16. 7 A Portrayal of the Characteristics of Relationship Marketing
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