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1. Understand the role of
personal and interpersonal determinants in the consumer
purchase process. 2. Outline the steps in the
consumer purchase process.
I. Consumer Behavior
A. Consumer Buyer Behavior
B. What causes people to make purchase decisions?
II. Interpersonal Influences
A. Social Influences- Reference Groups
B. Family Influences
II. Personal Determinants of consumer behavior- A. Maslow
III. The consumer buying decision:
A. Problem or opportunity recognition:
B. Search:
C. Evaluate alternatives:
D. Purchase decision and purchase act:
E. Post-purchase evaluation: