Different models of consumer behavior. 10 Consumer Behavior Models (& Which One Applies to Your Business) 2023-01-01

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Consumer behavior refers to the actions and decisions made by individuals and households when purchasing and consuming goods and services. Understanding consumer behavior is important for businesses, as it helps them to effectively market and sell their products to their target audience.

There are several different models of consumer behavior that have been developed over the years to help explain and predict consumer decision-making processes. These models often rely on different assumptions and perspectives, and can be used to analyze consumer behavior in a variety of contexts.

One of the most well-known models of consumer behavior is the consumer decision-making process model. This model suggests that consumers go through a series of steps when making a purchase decision. These steps include: need recognition, information search, evaluation of alternatives, purchase decision, and post-purchase evaluation.

Another model of consumer behavior is the Maslow's hierarchy of needs. This model suggests that people's behavior is motivated by their basic needs and desires, and that these needs are organized in a hierarchy. According to Maslow, people's behavior is driven by physiological needs (such as food, water, and shelter), safety needs (such as security and stability), social needs (such as love, belonging, and companionship), esteem needs (such as self-esteem and respect from others), and self-actualization needs (such as personal growth and self-fulfillment).

Another model of consumer behavior is the decision rules model, which suggests that consumers use specific strategies or rules when making purchase decisions. These rules may include minimizing costs, maximizing benefits, or minimizing risks. Consumers may also use heuristics, or mental shortcuts, to make decisions more quickly and efficiently.

A fourth model of consumer behavior is the cognitive dissonance model, which suggests that consumers experience discomfort or conflict when their beliefs or actions do not align. For example, a consumer may feel dissonance if they value environmental sustainability but also enjoy consuming products that have a negative impact on the environment. To resolve this dissonance, the consumer may either change their beliefs or behaviors, or find a way to justify their current behavior (such as by believing that the environmental impact of their consumption is minimal).

In conclusion, there are several different models of consumer behavior that can help to explain and predict the actions and decisions made by consumers. Understanding these models can be useful for businesses looking to effectively market and sell their products, as well as for researchers studying consumer behavior.

Understanding the Different Types of Consumer Buying Behavior

different models of consumer behavior

Subfield two specifies the consumer characteristics e. They see little difference among brands. If the consumer still does not arrive to a specific decision, the search for external information will be activated in order to arrive to a choice or in some cases if the consumer experience dissonance because the selected alternative is less satisfactory than expected. The theory of self-concept advances the notion that every self-image has a value association, which determines the degree of positive, or negative effect felt when that self-image is activated. Recognizing that behavior cannot be accurately predicted based on attitude or intention alone, a number of researchers during the 1970s investigated the predictive ability of situational factors e. The learning model, 3.


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Consumer Behaviour Models: Top 10 Models of Consumer Behaviour

different models of consumer behavior

The concept of inhibitors was more formally developed by Sheth 1974 in his model of attitude-behavior relationship as anticipated situations and unexpected events. Nicosia model is a structural model of the purchase decision-making process by an individual consumer or a whole family. Howard-Sheth Model: In this model four sets of variables are deemed to determine consumer behaviour. The Psychoanalytical Model The psychoanalytical model takes into consideration the fact that consumer behavior is influenced by both the conscious and the subconscious mind. Organizations can also be involved in the buying process.

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Different Models of Consumer Behavior

different models of consumer behavior

When the message instantly grabs the attention of the consumer attention , the next logical step for him is to comprehend about the same in the rational manner comprehension. Based on the situation, the consumer will have a certain attitude towards the product. Marshallian Model: This model is based on the assumption that consumers have complete knowledge of their wants and of all available means to satisfy them. They were of the view that human needs and motives operated at the conscious as well as at the subconscious levels. Iran conducted an experiment in which he rang the bell and then immediately give a meat piece to dog thereby causing them to salivate.

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What Are the Different Models of Consumer Behavior?

different models of consumer behavior

Works Cited Heshmat,, S. There are certain cognitive theorists, who have advocated that human beings not only learn to link stimulus with response S-R but also about the formation of other cognitive processes such as, attitudes, values, beliefs, motivation etc. For instance, a manager and an employee may have different buying behaviors given their respective roles in the company they work for, but if they live in the same community or attend the same church, they may buy products from the same company or brand. Consumer Behavior Trends and Patterns Consumer behavior doesn't just involve what people buy, but how they do so. If they report strong ties to their social groups, refer to the Sociological Model. An influencer is the one who brings all information regarding new product and services arrivals in the market to all other members of family.

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Ten Consumer Behaviour Models

different models of consumer behavior

These determinants influence both the individual and group decision making processes and consequently the final buying decisions. Economic model is based on certain predictions of buying behaviour. In the same way, social factors such as family, social status and reference group may dictate the kinds of goods and services that an individual purchases Heshmat. Katz 1960 developed the functional theory of attitudes. Exploratory, novelty seeking, and variety seeking motives have been suggested to active product search, trial, and switching behavior, Howard and Sheth 1969.

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Economic Models of Consumer Behavior

different models of consumer behavior

It is assumed that he will allocate his spending over a different variety of product with an intention of deriving maximum benefits. Whereas, inborn psychological needs resulting from pain, hunger, thirst and physical pleasure creating stimuli leading to triggering and non-triggering cues are known as Drives. Tourism is, by its very nature, a service rather than a product, which may have a considerable effect on consumer behavior. The Economic Model 8. It claims that the marketing messages used by the company determine whether or not people would buy. Fourth stage: variables influencing the decision process This stage consists of individual and environmental influences that affect all five stages of the decision process. They just reach for the familiar in this case.

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Different Models Of Consumer Behavior

different models of consumer behavior

One of the most significant contributors to the study of the optimal stimulation and arousal has been Berlyne 1970 , who contends that individuals are driven to maintain an optimal or intermediate level of stimulation. The proposed interaction In between the different variables in the perceptual and learning constructs and other sets give the model its distinctive advantage. The product specific factors are the kind of purchase done by consumers, probable risks involved in choosing a particular alternative and the pressure pertaining to the timely delivery of product. Surveys, focus groups and tracking sales history can help businesses predict and adapt to consumer trends. A drive internal stimulus which when directed towards a drive reducing object becomes a motive.

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Consumer Behaviour Models and Consumer Behaviour in Tourism Essay Example

different models of consumer behavior

A consumer acts according to the strongest need at a particular time, he strives to satisfy the basic needs first and then moves on to a higher level of needs and tries to satisfy them. Customer Experience AnalysisAfter making a purchase, a customer will use it and evaluate whether their experience was favorable or poor. Stimulus — Input variables which are provided by three types of stimuli namely a significative stimuli e. For instance, if the purchase decision pertains to a car or television, it may be used by all family members. Sigmund Freud's three levels of consciousness id, ego, and superego all operate to influence one's purchasing decisions and behaviors. Are they predisposed to be receptive to your message? Wind, as an attempt to explain the multifaceted nature of organisational buying behaviour.

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