THM 1006 CHAPTER 2

PARIPAN

Main concept in consumer

behavior and model of

consumer behavior

MAIN CONCEPT IN CONSUMER BEHAVIOR

Andreason Model • The model recognizes the importance of

information in the consumer decision-making

process.

• It also emphasizes the importance of

consumer attitudes although it fails to

consider attitudes in relation to repeat

purchase behaviour.

NICOSIA (1966)

The model concentrates on the four different fields.

• Field One (Two Features)

organization’s attempts to communicate with the

consumer, and the consumers’ predisposition to act in a

certain way.

• Field Two

Involves the consumer in a search evaluation process

which is influenced by attitudes.

• Field Three

The actual purchase process.

• Field Four

The feedback

MIDDLETON AND CLARK (2001)

Stimulus-response model

• based on four interactive components, with the

central component identified as ‘buyer

characteristics and decision process’.

• separates out motivators and determinants in

the consumer buying behaviour.

• emphasises the important effects that an

organization can have on the consumer buying

process by the use of communication channels

GILBERT (1991)

consumer decision-making model

• Suggests two levels of factors which have an

effect on the consumer.

• The first level of influences is close to the person and

include psychological influences such as perception

and learning.

• The second level of influences includes those which

have been developed during the socialization

process and include reference groups and family

influences.

MATHIESON AND WALL

QUESTION ? PLEASE