Consumer behaviour theory approaches and models pdf

A comparison of three models of attitude behaviour relationships in stuyding behaviour domain. Theories of consumer behavior and models are a natural extension of. Cognitive approach to consumer behaviour focuses on information processing capabilities of consumers schmitt, 2003. The approach was discovered in the 1960s by abraham maslow and carl rogers. Despite the theoretical and applied value of these. An understanding of what models mean will enhance our ability to explain the various types and ingredients of models in consumer behaviour.

Specifically, according to cognitive approach environment and social experiences provide individuals. Economic model in consumer behaviour courses with reference manuals and examples pdf. Human behaviour is motivated, and an unsatisfied need is a motivator. In this view, consumer behavior is a legitimate focus of inquiry in and of itself without necessarily being applied to marketing. Cognitive behaviour models consumer behavior 476 bmt. Ten consumer behaviour models short notes bbamantra. However, objections against use of grand models have been. This cited by count includes citations to the following articles in scholar. A cognitive approach to consumer behaviour consumer. Economic model in consumer behaviour tutorial 08 may. Different approaches or models have been used in studying consumer behaviour. She is a key member of a team exploring how technology can be.

Emelia opoku aboagye 1, 2, mary opokua ansong 2, joshua dagadu 1, henry asante antwi 3, eric agbezuge 2. The economic model, the learning model, the psychoanalytic model and the sociological model the influence of the various social sciences such as economics, psychology, sociology and anthropology has promoted marketing experts to propound certain models for explaining buyers behaviour. Lecture 2 theories and models of consumer behavior 1. The role of theory in science marketers now a days use contemporary consumer behavior theories in explaining consumer behavior and undertaking marketing activities based on those theories.

Copyright to original material in this document is with the original. To determine consumer behavior, marketers use numerous consumer behavior models. A comparison of leading theories for the prediction of goaldirected behaviours. Consumer behaviour emerged in the 1940s and 50s as a distinct subdiscipline in the marketing area. Ebanking preferences and middle class values in ghana.

Components of consumer behaviour the consumer individual and group environment business firm source. Pdf a study of theories on consumer behavior researchgate. The theory of buyer behaviour represents an approach to analyse and predict the method that consumers use in making their purchase decisions pickton and broderick, 2005. It basically depends on the psychology of the consumer. Pdf consumer behaviour analysis and the behavioural. Google books consumer behavior is one of the most prominent fields of research, development, and application of. Approaches to consumer behaviour researchmethodology. Although it may appear that the first view has the most credence for marketers, in reality, a holistic approach also provides a useful perspective to strategy in many cases. Involvement theory developed from a stream of research called hemispheral lateralization, or splitbrain theory. The approach focuses more on exploring the introspective concepts of the individuals as opposed to the generic processes stewart, 1994. Consumer behaviour consumer behavior is the study of when, why, how and where people do or do not buy a product. In many cases, a consumer will use a generic decision making model pickton and broderick, 2005. The main catalyst which triggers the buying decision of an individual is need for a particular productservice.

The first approach is the marginal utility or cardinalist approach. The humanistic approach is arguably one of the most different behavioural approaches to consumer behaviour. The main objectives underpinning this work are the following. The cognitive consumer behaviour models can be broken down into two sections, analytical and prescriptive. Consumer behaviour jane priest is a teaching fellow at edinburgh business school and teaches parts of the oncampus marketing course, as well as the consumer behaviour elective by distance learning. Although a behaviorist would seek stimulus and response relationships in the purchasing situation, the cogno scientist will attribute the buying behavior to the use of past experience and a set of specific attitudes. In a laymans language consumer behaviour deals with the buying behaviour of individuals. The theory of buyer behaviour howard and sheth 1969 and the consumer decision model blackwell, miniard et al. Chapter iv theories on consumer behaviour consumer behaviour can be examined as it is a decision making process of an individual when consumer engaged in evaluating, acquiring, using or disposing. Ivan pavlov, a famous psychologist, devised this consumer behaviour model and the model is named after him. Therefore, the concept of consumer buying behaviour has been defined in different ways by different researchers.

Pdf the purpose of the research work is to study the traditional. Consumer attitudes influence purchasing behavior, where cognitive theory comes into play. A comparison of three models of attitudebehaviour relationships in stuyding behaviour domain. Once the human behavioural models have been addressed, the chapter will focus on models of consumer behaviour. Whereas one approaches the people to work in the best possible manner providing better monetary and nonmonetary incentives, the other tries to induce the man by cutting their wages and other facilities and amenities on the belief that man works out of fear.

While no single theory is unifying, each one provides a unique piece of the puzzle in understanding the psychological processes of people and their patterns of consumption. The most popular approaches to consumer behaviour can be divided into cognitive, behaviourist and psychodynamic categories. The different theories on consumer behavior and the relevant research conducted on the understanding of the consumer behavior. Buyer behaviour is an important tool in the hands of marketers to forecast the future buying pattern of customers and devise appropriate marketing strategies to create longterm customer relationships. There are millions of people online any time and they all are a potential consumer in the online market. It is recognised that existing theories of consumer decision making cdm are not well suited for. Since there are so many providers, the most important thing for organisations is to understand what are consumer wants and needs in this. The two main analytical models are the consumer decision model and the theory of buyer behaviour and the most common prescriptive models are the theory of planned behaviour and the theory of reasoned action. Those chosen for presentation here are well known and represent traditional approaches to. Both leader traits and behaviors have been investigated in scores of research studies. All books are in clear copy here, and all files are secure so dont worry about it.

Theories of consumer behavior are a natural extension of human behavior theories. These models had a very narrow approach in terms of their explanations of human behaviour and the impact thereof on consumer behaviour. Consumer buying behavioran overview of theory and models. Consumers purchase products and services as and when need arises. Consumer behaviour is the study of individuals, groups, or organizations and all the activities associated with the purchase, use and disposal of goods and services, including the consumers emotional, mental and behavioural responses that precede or follow these activities. Cardinal and ordinal utility 11 cardinal utility means that an individual can measure his utility and can attach specific values of utility from consuming each quantity of a good or basket of goods. Engel, 1986 defines consumer behaviour as those acts of individuals directly involved in obtaining, using, and disposing of economic goods and services, including the decision processes that precede and determine these acts. The psychodynamic approach to the study of consumer behaviour is largely based around the ideas and theories of sigmund freud backhaus et al. Theory of consumer behavior definition and approaches. Approaches and models 5 downloads 6 pages 1,401 words add in library click this icon and make it bookmark in your library to refer it later. Approaches and models while behavioural research still contributes to our understanding of human behaviour, it is now widely recognised as being only part of any possible full explanation. This theoretical research attempts to turn back the pages in literature, to understand the concepts and existing theories in the consumer buying behavior. There are two main approaches to the of consumer behavior of demand.

Theory of reasoned action created by martin fishbein and icek ajzen in the late 1960s, the theory of reasoned action centers its analysis on the importance of preexisting attitudes in the decisionmaking process. The image below shows the cognitive consumer behaviour model. Analytical models are used to identify a huge range of factors and assess how these affect the decision made by the consumer, because of. Consumer buying behavioran overview of theory and models this paper discusses about the consumer buying behavior and their decision making process, during consumption. Ordinal utility ranks utility received from consuming different amounts of goods or baskets of goods. Lazer has identified two different approaches that may be used to develop or construct consumer behavior models. These consumers can be identified by the type of markets to which they belong. The cognitive approach model focuses on how certain organisms or influences can affect the response, which in this case would be the outcome of the purchasing decision. Both positive and negative motivation aim at inspiring the will of the people to work but they differ in their approaches. Defining a model of consumer behavior it is an attempt to structure the internal and external factors that affect the decision making process predicting consumers behavior sales of new products choosing the optimal location selection of the media mix.