consumerdecisionmakingmodels

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Decision MakDecision MakiModelsModels

MithileMithile


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The consumer models refer to varying orientations and perspectives with which con

the marketplace and how/why they behave as they do. They refer to how the var

impact the buying decision process and overall buyer behavior.

Consumer Decision Making Models: -

. !timulus-response Model "f #uyer #ehavior

$. The %ive &alues 'nfluencing Consumer Choice #ehavior

(. !olomon Model "f Comparison )rocess

*. +icosia Model

,. oward-sheth Model

. ngel-kollat-blackwell Model


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!timulus-0esponse Model "f #uyer #ehav

Middleton (1994) presented an adapted model of consumer behavior tourism, which

stimulus-response model of buyer behavior. This model is based on the four interactive

the central component identified as buyer characteristics and decision process.

The model separates out motivators and determinants in consumer buyin! behavior andthe important effects that an or!ani"ation can have on the consumer buyin! proce

communication channels.


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!heth-+ewman 1ross Model of Consumption

#ccordin! to this model, there are five consumption values influencin! consumer choice behavior.

These are functional, social, conditional, emotional, and epistemic values.

#ny or all of the five consumption values may influence the decision. $arious disciplines (includin! economics, sociolo!y, several branches of psycholo!y, mar%etin! an

have contributed theories and research findin!s relevant to these values, (&heth et al. 1991).

'ach consumption value in the theory is consistent with various components of models advance

*atona (191), *at" (19+), and anna (19). ive consumption values form the core of the model


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!olomon Model "f Comparison )rocess


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+icosia Model

This model focuses on the relationship between the firm and its potential consumers

The firm communicates with consumers throu!h its mar%etin! messa!es (advertisin!), a

react to these messa!es by purchasin! response

The firm and the consumer are connected with each other, the firm tries to influence the

consumer is influencin! the firm by his decision


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oward-sheth Model

This Model !uggests Three 2evels "f Decision Making: -

1.The first level describes the e0tensive problem solvin!. #t this level the consumer doe

information or %nowled!e about the brand and he does not have any preferences for any pro

the consumer will see% information about all the different brands in the mar%et before purcha

2.The second level is limited problem solvin!. This situation e0ists for consumers who h

about the mar%et, or partial %nowled!e about what they want to purchase. n order to arrive

some comparative brand information is sou!ht.

3.The third level is a habitual response behavior. n this level the consumer %nows very we

brands and he can differentiate between the different characteristics of each product, and

purchase a particular product.


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ngel-kollat-blackwell Model

This model was created to describe the increasin!, fast-!rowin! body of %nowled!e c

behavior. This model, li%e in other models, has !one throu!h many revisions to improve its

the basic relationships between components and sub-components, this model consists also of

nformation nput

nformation 5rocessin!

6ecision 5rocess

$ariables nfluencin! The 6ecision 5rocess


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consumerdecisionmakingmodels