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Family members and social influences play a significant role in the purchase of high-involvement products because such purchases involve high cost, perceived risk, and long-term commitment. A car is a suitable example of a high-involvement product, as consumers spend considerable time collecting information, comparing alternatives, and evaluating benefits before making a final decision. The purchase process begins with need recognition. A family may decide to buy a car due to increased travel needs, a growing family, or improved financial status. Different family members influence this stage. Parents may identify the practical need, while children may express _______ __________ _________ ______ ___ ______ ____ _______ _______ _____ ____ __________.
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