think of a recent family purchase in which an individual is involved. It should help with the basis for completing the information below for a marketer attempting to influence that decision.

1) which segment is the individual in

2) For each of the stages in the Decision Process listed below: state the family members involved, the family members' motivation and interests, and the marketing strategies and tactics that could be used.

consumer marketing

a) Problem recognition -

b) Information search -

c) Alternative evaluation -

d) Purchase -

e) User/consumption -

f) Disposition -

g) Evaluation -

TABLE 6-3 Marketing Strategy Based on the Family Decision-Making Process Segment Stage In the Decision Family Members Family Members' Marketing Strategy Process Involved Motivation and Interests and Tacticn Problem recognition Information search Alternative evaluation Purchase User/consumption Disposition Evaluation