Identify the major steps in the consumer buying decision process and the sets of factors that may influence this process.
Buying behavior consists of the decisions and actions of people involved in buying and using products.
Consumer buying behavior refers to the purchase of products for personal or household use.
Organizational buying behavior is the purchase of products by producers, re sellers, governments, and institutions.
Understanding buying behavior helps marketers predict how buyers will respond to marketing strategies.
The consumer buying decision process consists of five steps: recognizing the problem, searching for information, evaluating alternatives, purchasing, and post-purchase evaluation.
Factors affecting the consumer buying decision process fall into three categories: situation influences, psychological influences, and social influences.
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- Describe how market measurement and sales forecasting are used.
- Explain how the marketing environment affects strategic market planning.
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Human Resources
- Distinguish between a marketing information system and marketing research.
- Describe how market measurement and sales forecasting are used.
- Explain how the marketing environment affects strategic market planning.
- Contemporary Views on Motivation: Goal-Setting Theory
- Contemporary Views on Motivation:Expectancy Theory (Victor Vroom)
- Contemporary Views on Motivation: Equity Theory
- Historical Perspectives on Motivation:Reinforcement Theory
- The Features of Theory Z
- Historical Perspectives on Motivation: Theory X, Y and Z.
- Maslow's Hierarchy of Needs
- What Is Motivation?
- Understand the types, development, and uses of teams.
- Explain several techniques for increasing employee motivation ?
- Describe three contemporary views of motivation: equity theory, expectancy theory, and goal-setting theory.
- Understand some major historical perspectives on motivation.
- Explain what motivation is.
- Describe cultural diversity and understand some of the challenges and opportunities associated with it.
- Identify the steps in human resources planning.
- Describe the major components of human resources management.
- Outline the major legislation affecting human resources management.
- Discuss performance appraisal techniques and performance feedback.
- Explain the purposes and techniques of employee training and development ?
- Discuss the primary elements of employee compensation and benefits ?
- Describe the processes of recruiting, employee selection, and orientation ?
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