CB 1

Click to edit Master title style CONSUMER BEHAVIOUR
Click to edit Master text styles Second level Third level Fourth level Fifth level
STUDY OF CONSUMER MIND
marketingteacher@gmail.com marketingteacher@gmail.com
Click to edit Master title style Let Us Learn

for
A
2
Click to edit Master title style AGENDA

Click to edit Master text styles INTRODUCTION Second level INSIGHTS Third level Fourth level BUYING SITUATIONS Fifth level BUYING BEHAVIOUR
BUYING DECISION PROCESS
A LEADING INDIAN TV COMPANY IN THE COUNTRY IS
Click to edit Master title style
Click to edit Master text styles MARKET SHARE. Second level ITS SALES ARE GOING DOWN . Third level THEY HAVE HIRED YOU TO SOLVE THE PROBLEM. Fourth level MAKE TWO PRESENTATIONS IN NEXT 10 MINUTES Fifth level
WITH TWO DIFFERENT PERSPECTIVES TO SOLVE THE PROBLEM.
FINDING IT VERY DIFFICULT TO MAINTAIN THEIR
INTRODUCTION
A LEADING TOY COMPANY IN THE COUNTRY IS
Click to edit Master text styles MARKET SHARE. Second level ITS SALES ARE GOING DOWN . Third level THEY HAVE HIRED YOU TO SOLVE THE PROBLEM. Fourth level MAKE TWO PRESENTATIONS IN NEXT 10 MINUTES Fifth level
WITH TWO DIFFERENT PERSPECTIVES TO SOLVE THE PROBLEM.
FINDING IT VERY DIFFICULT TO MAINTAIN THEIR
Click to edit Master title style What is your wish-list ?

A. On to edit Master text styles Click Attendance B. On lecture delivery and Taking Control C. On speed and clarifications Second level D. Level of Interaction Third level E. Pedagogy F. Evaluation Fourth level G. Onlevel formation Fifth Group
H. On Group presentations I. Any other Issue .??? E.g Mobile phone
INTRODUCTION

NEEDS, WANTS Click DEMANDS AND to edit Master
PRODUCTS AND SERVICES
text styles
VALUE, UTILITY SATISFACTION QUALITY EXCHANGE
Second level Third level MARKETS Fourth level Fifth level RELATIONSHIPS
TRANSACTIONS CORE MARKETING CONCEPTS

marketingteacher@gmail.com marketingteacher@gmail.com 7
INTRODUCTION

Click to edit Master text styles THE BEHAVIOUR THAT CONSUMERS DISPLAY Second level FOR, PURCHASING, USING, IN SEARCHING EVALUATING, AND DISPOSING OF PRODUCTS Third level AND SERVICES THAT THEY EXPECT WILL SATISFY THEIR NEEDS. Fourth level Fifth level
STUDY OF HOW INDIVIDUALS MAKE DECISIONS TO SPEND THEIR AVAILABLE RESOURCES <TIME MONEYEFFORT> ON CONSUMPTION RELATED ITEMS.
INTRODUCTION
STUDY OF : * WHAT THEY BUY Click to edit Master text styles * WHY THEY BUY IT Second level * WHEN THEY BUY IT * Third level WHERE THEY BUY IT * HOW OFTEN THEY BUY IT, AND, Fourth level * HOW OFTEN THEY USE IT STUDY OF Fifth level THE PROCESSES BY WHICH CONUMERS MAKE DECISIONS. MORE SPECIFICALLY, IT IS CONCERNED WITH HOW CONSUMERS ACQUIRE ORGANIZE AND USE INFORMATION TO MAKE CONSUMPTION CHOICE. marketingteacher@gmail.com
marketingteacher@gmail.com
INTRODUCTION
CB : A SYNTHETIC FIELD OF STUDY

PSYCHOLOGY text styles
SOCIAL Click to edit Master PSYCHOLOGY
Second level Third level Fourth level Fifth level

ANTHROPOLOGY
CONSUMER BEHAVIOUR
SOCIOLOGY
marketingteacher@gmail.com ECONOMICS marketingteacher@gmail.com 10
INTRODUCTION
Click STUDY OF CB style to edit Master title

PROVIDES INSIGHTS Click to edit Master text styles WHY CONSUMERS BUY GOODS Second level AND SERVICES Third level HOW THEIR PURCHASE Fourth level DECISIONS ARE MADE, AND, Fifth level FACTORS THAT INFLUENCE THEIR DECISION-MAKING PROCESSES
INSIGHTS
Clickto edit Master title style? to look for insights Where

Click to edit Master text not brands Consumers buy benefitsstyles
You need to examine the target Second level consumers reasons not to buy the brand vs. its level Third competition
Current purchase barriers Fourth level The functional reasons not to buy the brands vs. Fifthcompetition - today level
The rational reasons not to buy the brand vs. competition today The emotional reasons not to buy the brand vs. competition - today
4 benefits barriers which are Click to edit and form the basis usually quoted Master title style of consumer insights Click to edit Master text styles Second level I dont know Third level Fourth level I dont want I dont Fifth level believe I have already got benefits
INSIGHTS
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INTRODUCTION
STUDY OF title Click to edit Master CB style

Third level Fourth level Fifth level IN MAKING BETTER HELP THEM
TO MARKETERS : KNOWLEDGE OF ClickAND HOW INDIVIDUALS MAKE to edit Master text styles WHY Second level THEIR CONUMPTION DECISIONS
STRATEGIC MARKETING DECISIONS AND IN PREDICTING HOW CONSUMERS ARE LIKEY TO REACT TO VARIOUS INFORMATIONAL AND ENVIRONMENTAL CUES.
Click to edit Master title style Impact of Emerging Digital

technologies
Click to edit have more power than ever Consumers Master text styles before. Second level Consumers have access to more information than ever Third level before. Marketers can and must offer more services and products Fourth level than ever before. The exchange between marketers and Fifth level is increasingly interactive and customers
instantaneous. Marketers can gather more information about consumers more quickly and easily. Narrowcasting Impact reaches beyond the pc based connection to the web. marketingteacher@gmail.com
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Click to edit Master title style Challenges marketers face

Click to edit Master text styles Technology and Innovation may throw any Second level product out of market Third level Mobile v/s Camera Fourth level Ipod v/s Blu ray disc Fifth level Flash drive v/s hard disk LCD V/s plasma v/s CRT
Click to edit Master text styles Production concept : Ford Product level window, Second concept : Mirror versustime and PDA (saving on efforts) Third level : Insurance, Encyclopedia Selling concept Marketing : Sustainable , Societal, Ethical Fourth level TESCO, TATA, Microsoft Delivering desired satisfaction Fifth level than the competition. better
Click to between Marketing Linkage edit Master title style concepts and CB
To fulfill the needs of the target audience in ways that improve society as a whole, while fulfilling the objectives of the organizations.
INPUT

PROCESS NEED RECOGNITION PSYCHOLOGICAL FIELD MOTIVATION PERCEPTION LEARNING PERSONALITY ATTITUDES EXPERIENCE
CONSUMER DECISION-MAKING MODEL
Click to edit Master text styles PRODUCT PRICE Second level PRE-PURCHASE PROMOTION SEARCH DISTRIBUTION Third level SOCIO-CULTURAL EVALUATION OF ENVIRONMENTlevel Fourth ALTERNATIVES FAMILY Fifth level INFORMAL SOURCES
OTHER NON-COMMERCIAL SOURCES SOCIAL CLASS SUB-CULTURE AND CULTURE PURCHASE
FIRMS MARKETING EFFORTS
TRIAL REPEAT PURCHASE
POST-PURCHASE marketingteacher@gmail.com EVALUATION marketingteacher@gmail.com
OUTPUT
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INTRODUCTION

Culture satisfies needs
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INTRODUCTION
FRAMEWORK FOR ANALYZING Click to edit BEHAVIOUR style Master title CONSUMER
Click to edit Master text styles ENVIRONMENTAL AND Second levelINDIVIDUAL INFLUENCES Third level Fourth level TYPE BUYER OF Fifth level
BUYING SITUATION DECISION PROCESS
O U T C O M E
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AMK Click to edit Master text styles Second level List the Brands for 1. Personal Care Third level Products Soaps Shampoos Fourth level Toothpaste Shaving accessories Fifth level DO Perfumes 2.Clothing and shoes 3.Food and Beverages 4.Favorite Past times and Hobbies 5.Education and career 6.Shopping habits
Lets begin our Journey
INTRODUCTION
SAK
AKK
BUYING SITUATIONS
[A] TYPE OF BUYING SITUATION -I Click to edit Master title style SIMPLE COMPLEX Click to edit MasterRESPONSE BEHAVIOUR * ROUTINISED text styles FOR LOW COST FREQUENTLY PURCHASED ITEMS Second level BUYERS AWARE OF PRODUCT CLASS HAVElevel DEFINED PREFERENCE ORDER Third WELL Fourth MKTING :level +VE REINFORCEMENT TO CURRENT JOB CUSTOMERS Fifth level CQ - STOCK LEVEL - VALUE .. TO BE
MAINTAINED TO SEND STRONG CUES TO NEW CUSTOMERS <NEW FEATURESPRICE -SPECIALS DISPLAY>
BUYING SITUATIONS
[A] TYPEto edit Master title style Click OF BUYING SITUATION-II

* LIMITEDMaster text styles Click to edit PROBLEM SOLVING NEW UNFAMILIAR BRAND IN FAMILIAR Second level PRODUCT CLASS Third level WHEN EXISTING BRANDS DO NOT PROVIDE ADEQUATE SITUATION Fourth level HIGH INFORMATION SEARCH Fifth level
MARKETERS : TO ENSURE VERSATILE COMMUNICATION PROGRAM TO ENHANCE BUYER BRAND COMPARISON AND CONFIDENCE
BUYING SITUATIONS
[A] TYPE OF BUYING SITUATION-III Click to edit Master title style
* EXTENSIVE PROBLEM SOLVING

Click to edit Master text styles UNFAMILIAR BRAND IN UNFAMILIAR PRODUCT CLASS BUYERS HAVE WEAK OR NON-EXISTENT CRITERIA FOR Second level EVALUATION Third level Fourth level EXTENSIVE INFORMATION Fifth level SEARCH FROM
COMMERCIAL SOURCES NON-COMMERCIAL SOURCES
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BUYING SITUATIONS
CONTINUED... Click to edit Master title style

TO GENERATE PRIMARY NEED Click to edit Master text styles FOR PRODUCT CLASS PRODUCT CLASS Second level BRAND CATEGORY MKTR :
Third level Fourth level BOTH NEEDS CAN SIMULTANEOU Fifth level SLY GENERATED WHEN
COMPETITION IS INTENSE
RADIO PAGER CELLULAR TELEPHONES
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Click HIGHedit Master title INVOLVEMENT to INVOLVEMENT style LOW

SIGNIFICANT COMPLEX IMPULSE Click DIFFERENCES to edit Master text styles DECISION MAKING PURCHASING BETWEEN Second level BRANDS MEDICAL SERVICES CEREALS AUTO,FINANCIAL Third level SNACKS PLANNING SERVICES
BUYING BEHAVIOUR HENRY ASSEL 2X2 MATRIX
BUYING BEHAVIOUR
Fourth level FEW Fifth level BRAND DIFFERENCES LOYALTY

BETWEEN BRANDS
INERTIA
PERFUMES CIGARETTE BEVERAGES

LIGHT BULBES SOAPS
TYPES OF PURCHASE DECISION
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BUYING BEHAVIOUR
FOUR TYPES OF BUYER title style Click to edit Master BEHAVIOUR COMPLEX DECISION MAKING Click to edit Master text styles MEDICAL SERVICES * DECISION COMPLEX Second level FINANCIAL PLANNING * HIGH UNCERTAINITY LEVEL ARCHITECTURAL SERVICES * HIGH INFO SEARCH Third level * FOCUSSED COMMUNICATION Fourth level NEEDED * COMPREHENSIVE POSITIONING Fifth level * STRATEGIES STRESSING
* MULTIPLE ATTRIBUTES OF BRANDS
27
BUYING BEHAVIOUR
FOUR TYPES OF BUYER BEHAVIOUR Click to edit Master text styles BRAND LOYALTY Second level POSITIONING IMPORTANT * Third level DECISION-MAKING COMPLEX Fourth level USP OR Fifth level BRAND IMAGE CREATION BUT LOYALTY DEVELOPS AFTER +VE USE EXPERIENCE
BUYING BEHAVIOUR
IMPULSE PURCHASING
INFO, SEARCH LIMITED

FOUR TYPES OF BUYER BEHAVIOUR
* LOW-INVLOVEMENT OF Click to edit Master text styles CONSUMERS FAVOURABLE EXPERIENCE * DECISION-MAKING PROCESS.. Second level SIMPLE REPURCHASE * MODERATE BRAND Third level EVALUATION * VARIETY SEEKING Fourth level BEHAVIOUR
Fifth level INERTIA
* BRAND-CHOICE HABITUAL * INFO-SEARCH NON-EXISTENT * BUYERS PREFER TO STAY WITH FAMILIAR BRANDS
+VE EXPERIENCE REPURCHASE
BUYING DECISION PROCESS
CONSUMER BUYING DECISION PROCESS Click to edit Master title style
Click to edit Master text styles Second level PROBLEM INFO. Third level RECOGNITION SEARCH Fourth level Fifth level
POST-PURCHASE BEHAVIOUR
EVALUATION BEHAVIOUR
PURCHASE DECISION
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NEED DRIVE MOTIVE
31

NEED DRIVE MOTIVE CONTD/--
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PROBLEM RECOGNITION Click to edit Master title style

NEED edit Master text -Click toRECOGNITION styles - FELT NEED Second level Third level -FourthBE ACTIVATED BY level CAN Fifth level
DRIVES NEEDS
EXTERNAL STIMULUS - TRIGGERING CUES ADVERTISING PUBLICITY INTERNAL STIMULUS HUNGER THIRST
The Process and Factors of Problem Recognition

Desired Consumer Position
Click to edit Master text styles Second level Perceived Gap/Discrepancy Tension (threshold level) Third level Problem Recognition Fourth level * Fifth level *
Stock out Dissatisfaction with present stock
Existing Consumer Position
* *
Recognition of new need situation Generation of new wants Availability of New Products Offerings Effect of Synergy Products New Marketing Efforts
Decrease in Funds
* *
* *
Enhancement in Funds
Marketing Efforts
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Types of Information Click to edit Master title style Sought

Utility Function
Product attributes
Click to edit Master text styles Second level Third level Search Process Fourth level Internal External Fifth level
Brand beliefs
Importance weights marketingteacher@gmail.com marketingteacher@gmail.com
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MARKETERS : Click to edit Master title style

TO UNDERSTAND THE DRIVES / Click to edit Master textTO ULTIMATE MOTIVES RELATED styles PURCHASE Second level DECISION TO UNCOVER THE LATENT NEED Third level STRUCTURE SORROUNDING A Fourth level PARTICULAR PRODUCT TO ARRAGNE CUES TO MATCH WITH Fifth level TIMINGS OF NEED AROUSAL TO PROVIDE INFORMATION IN ORDER TO PUSH NEEDS ABOVE THE THRESHOLD LEVEL

NEED PRODUCES TWO STATES :
INFORMATION SEARCH
B.
A.
Click to edit Master text styles HEIGHTENED ATTENTION Second level <PASSIVE-ALERT> Third level ACTIVE INFO. SEARCH Fourth level FifthFROM level PSYCHOLOGICAL
FIELD
GREATER IS RELEVANT PAST EXPERIENCE LESS EXT. INFO. NEEDED
CONSUMER GETS ALERT TO INFO.
REGARDING KEY POT. ATTRIBUTE MOTIVATION PERCEPTION LEARNING PERSONALITY ATTITUDES
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An overview of the communication process

Problem/ Need Recognition
Click to Mix Master text styles Marketing edit External elements and search other Communication Second level elements Third level Exposure Fourth level Attention Fifth level
Interpretation
Information Search
Internal Search
Memory
Acceptance
Retention
38
ClickFROMedit Master title style to EXTERNAL SOURCES SEARCH

IN HIGH RISK SITUATION COMPLEX INFO. SEARCH AND EVALUATION SIMPLE SEARCH AND INFO. TACTICS
INFORMATION SEARCH
Click to edit Master text styles IN LOW RISK SITUATION Second level UNIT OF INFO. Third level SEARCH DEPENDS ON EXPERIENCE : FIRST TIME EXPERIENCE UNSATISFACTORY PAST EXP. Fourth level WITHIN PRODUCT CATEGORY Fifth level SOCIAL ACCEPTABILITY : FOR GIFT !
PRODUCT FACTORS : LONGER INTER-PURCHASE TIME MANY ALTERNATIVE BRANDS DEMOGRAPHIC CHC. PERSONALITY
PERSONAL FACTORS
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EVALUATION BEHAVIOUR Click to edit Master title style

EVALUATION OF POTENTIAL ALTERNATIVES A. LIST OF BRANDS TO BE USED EVOKED SET B. CRITERIA TO BE USED FOR BRAND EVALUATION PRODUCT ATTRIBUTES PUF 100% FAT FREE SELECTION OF RELEVANT ATTRIBUTES DIFFERENT WEIGHTS TO DIFFERENT ATTRIBUTES DEVELOPMENT OF BRAND BELIEFS UTILITY FUNCTIONS FOR EACH ATTRIBUTES CONSUMER ARRIVES AT AN ATTITUDE
JUDGEMENT OR PREFERENCE
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I Total set

II Awareness Set III Inept Set
How many brands to consider ?

ACN Facit Network Gestener Wipro Aurelec ACN Aurelec
Iv Consideration set
ACN Godrej Network Aurelec Gestener PCL Facit Wipro 0 0 0
Vi Choice
Facit Network Gestetner Wipro
V Choice Set
Network Gestener Wipro
?
Basic Choice Heuristics Click to edit Master title style

Click to edit Master text styles Choice Rules Second level Third level Fourth level Fifth level
Conjunctive Lexicographic Disjunctive Linear Compensatory
Affect Referral
Non Compensatory

Nikon Canon Pentax
Mega Pixels
Weight
Dimensions
Lens focal length View finder
LCD Screen size LCD resolution
Media
9 9 7 6 6 8 9 9 4 8 9 8 8 9 9 9 5 5 9 9 8 8
8 8 9 9 6 5
9 9 5
Manual Control Battery/Charger
Price
Total
79
92
84
43
Click to edit Master title style Decision Rules

Click to edit Master text styles Compensatory decision rule Canon Second level Conjunctive decision rule minimally Third level cutoff for each attribute. acceptable Canon and Fourth level Pentax for 5 or under 5. Disjunctive decision rule : canon for 6 Fifth level
or more than 6. Lexicographic : Pentax for highest on viewfinder.
44
Click to edit Master title style PURCHASE DECISION

A. RANKED SET AFTER EVALUATION Click to edit Master text styles OF PREFERENCE CREATED Second level B. PURCHASE INTENTION IS DEVELOPED Third level ADDITIONAL FACTORS Fourth level ATTITUDE OF A.Fifth level OTHERS B. UNANTICIPATED SITUATIONAL FACTORS C. PERCIEVED RISKS
45
PURCHASE EVALUATION

46
POST PURCHASE BEHAVIOUR

SClick )to edit Master textDISSONANCE IS UNCOMFORTABLE styles = f (E , P STRATEGIES BY CONSUMERS E TO RATIONALISE DECISION IF IF =\= P.> DISCONFIRMATION Second ElevelV E P +T I A. CHANGE EVALUATION OF AN IF P E ALTERNATIVE Third <levelTIVE POST PURCHASE ANXIETYDUE B. SEEKING NEW + VE INFORMATION TO BUYERS VARIOUS - SEARCHING FOR SUUPORTING ADS/INFO Fourth level ATTITUDE COGNITIONS, BELIEFS, RMATION ABOUT THE -MAY DEMAND SYMPATHY FROM Fifth level SATISFIED OWNERS FOR ASSURANCE PRODUCT PURCHASED
FOREGONE ALTERNATIVES MAGNITUDE OF DISSONANCE DEPENDS UPON A. IMPORTANCE OF DECISION B.ATTRACTIVENESS OF UNCHOSEN ALTERNATIVE C. CHANGING ATTITUDE MAY PERSUADE FRIENDS/ NEIGHBOURS TO TRY SAME BRAND MARKETING IMPLICATION A. CONFIRMING EXPECTATIONS B. INDUCING ATTITUDE CHANGE C. REINFORCING BUYERS marketingteacher@gmail.com 47

The Influencer
48
Responses of a Dissatisfied Click to edit Master title style Customer

Dissatisfaction Click to edit Master text styles may lead to Second level Third level Fourth level Fifth level
negative word of mouth
discontinuing purchase and patronage
formal complaint to intervention agencies
seeking redress from the dependent
legal action
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E X P E C T A T I O N HIGH LOW Click to edit Master title style

P
Click toSTABLEMaster text styles edit UNSTABLE R LUCK, UNUSUALLY FSecond level EXCELLENT GOOD PERFORMANCE PRODUCT OThird level MFourth level UNSTABLE STABLE A Fifth level
N C E
GOOD
UNLUCKY, GRAPE
BAD
POOR PRODUCT
ZALTMAN AND WALLENDARF 2 X 2 MATRIX


EVALUATION OF ALTERNATIVES
ATTITUDE OF OTHERS
Click to edit Master text styles UNANTICIPATED Second level SITUATIONAL PRODUCT FACTORS Third level EXPECTATION Fourth level Fifth level CONFIRMATION
OR DISCONFIRMATION
PURCHASE INTENTION
PURCHASE DECISION
PRODUCT PERFORMANCE
SATISFACTION
DISSATISFACTION
51
CONSUMER DECISION-MAKING MODEL Click to edit Master title style

INPUT PROCESS FIRMS MARKETING EFFORTS
Click to edit Master text styles PRODUCT PRICE Second level PRE-PURCHASE PROMOTION SEARCH DISTRIBUTION Third level SOCIO-CULTURAL Fourth level EVALUATION OF ENVIRONMENT ALTERNATIVES Fifth level FAMILY
INFORMAL SOURCES OTHER NON-COMMERCIAL SOURCES SOCIAL CLASS SUB-CULTURE AND CULTURE PURCHASE
NEED RECOGNITION
PSYCHOLOGICAL FIELD MOTIVATION PERCEPTION LEARNING PERSONALITY ATTITUDES EXPERIENCE
TRIAL REPEAT PURCHASE POST-PURCHASE marketingteacher@gmail.com marketingteacher@gmail.com EVALUATION OUTPUT

52

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Click to edit Master title style CONSUMER BEHAVIOUR

Click to edit Master title style Let Us Learn

Click to edit Master title style AGENDA

A LEADING INDIAN TV COMPANY IN THE COUNTRY IS

Click to edit Master title style

FINDING IT VERY DIFFICULT TO MAINTAIN THEIR

A LEADING TOY COMPANY IN THE COUNTRY IS

Click to edit Master title style

FINDING IT VERY DIFFICULT TO MAINTAIN THEIR

Click to edit Master title style What is your wish-list ?

Click to edit Master title style

PRODUCTS AND SERVICES

VALUE, UTILITY SATISFACTION QUALITY EXCHANGE

TRANSACTIONS CORE MARKETING CONCEPTS

Click to edit Master title style CONSUMER BEHAVIOUR

Click to edit Master title style CONSUMER BEHAVIOUR

CB : A SYNTHETIC FIELD OF STUDY

Click to edit Master title style

SOCIAL Click to edit Master PSYCHOLOGY

Second level Third level Fourth level Fifth level

Click STUDY OF CB style to edit Master title

Clickto edit Master title style? to look for insights Where

STUDY OF title Click to edit Master CB style

Click to edit Master title style Impact of Emerging Digital

Click to edit Master title style Challenges marketers face

Click to edit Master title style

CONSUMER DECISION-MAKING MODEL

FIRMS MARKETING EFFORTS

TRIAL REPEAT PURCHASE

POST-PURCHASE marketingteacher@gmail.com EVALUATION marketingteacher@gmail.com

Click to edit Master title style

Culture satisfies needs

Click to edit Master title style

Lets begin our Journey

[A] TYPEto edit Master title style Click OF BUYING SITUATION-II

[A] TYPE OF BUYING SITUATION-III Click to edit Master title style

* EXTENSIVE PROBLEM SOLVING

CONTINUED... Click to edit Master title style

Click HIGHedit Master title INVOLVEMENT to INVOLVEMENT style LOW

BUYING BEHAVIOUR HENRY ASSEL 2X2 MATRIX

Fourth level FEW Fifth level BRAND DIFFERENCES LOYALTY

PERFUMES CIGARETTE BEVERAGES

LIGHT BULBES SOAPS

TYPES OF PURCHASE DECISION

Click to edit Master title style

Click to edit Master title style

Fifth level INERTIA

+VE EXPERIENCE REPURCHASE

BUYING DECISION PROCESS

CONSUMER BUYING DECISION PROCESS Click to edit Master title style

Click to edit Master title style

NEED DRIVE MOTIVE

Click to edit Master title style

NEED DRIVE MOTIVE CONTD/--

PROBLEM RECOGNITION Click to edit Master title style

The Process and Factors of Problem Recognition

Click to edit Master title style

Existing Consumer Position

Types of Information Click to edit Master title style Sought

Importance weights marketingteacher@gmail.com marketingteacher@gmail.com

MARKETERS : Click to edit Master title style

Click to edit Master title style

CONSUMER GETS ALERT TO INFO.