by hiaja | Aug 22, 2022 | Buyer Behaviour
08. Who are Foote, Cone and Belding? What is their grid all about? Foote, Cone & Belding (FCB), is one of the largest global advertising agency networks. Quadrant 1 – Informative: The products of high value, mostly purchased once in a lifetime, requires a lot of...
by hiaja | Aug 22, 2022 | Buyer Behaviour
07. What impact did Kotler have on the modelling of buyer behaviour? According to authors Philip Kotler and Gary Armstrong, the basic model of consumer decision making involves a 5 step process: need recognition; information search; evaluation of alternatives;...
by hiaja | Aug 22, 2022 | Buyer Behaviour
06. Which model was co-created by Fishbein and Ajzen? The Theory of Reasoned Action (TRA) suggests that a person’s behavior is determined by their intention to perform the behavior and that this intention is, in turn, a function of their attitude toward the...
by hiaja | Aug 22, 2022 | Buyer Behaviour
05. Can you remember the five stages of Maslow’s Hierarchy of Needs? 1. Physiological needs – these are biological requirements for human survival, e.g. air, food, drink, shelter, clothing, warmth, sex, sleep. If these needs are not satisfied the human...
by hiaja | Aug 22, 2022 | Buyer Behaviour
04. What is the Evoked Set model and how does it work? This model demonstrates that a consumer makes an initial decision to form an evoked set and a subsequent decision to choose from within the evoked set. The extended process model also adopts a longitudinal...
by hiaja | Aug 22, 2022 | Buyer Behaviour
03. What is a “big ticket” item? A big-ticket item also referred to as a BTI, is a high-priced item, such as a house or car. In the context of retail stores, they may also refer to products with selling prices and profit margins that are significantly...
