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Consumer behavior model
- 1. Consumer Behavior ConsumerBehaviour is defined as the act of individuals directly involved in obtaining and using consumer goods and services, including the decision process that precedes and determine these acts Er.Sartaj Singh Bajwa
- 2. Factors Affecting ConsumerBehavior Culture ( subcultures within culture ) Direct reference groups (family, occupation, religion ) Indirect reference group ( individual`s life cycle stages ) Viral influencers ( opinion leaders ) Er.Sartaj Singh Bajwa
- 3. Consumer Behavior ModelEr.Sartaj Singh Bajwa
- 4. Consumer Purchase BehaviorAwareness ( Need Recognition ) Mass Media Search Catalogs , Sales People , Mass Media , Store Visits , Search engines , site visits Evaluation of Alternatives Reference Groups , Mass Media , Product Reviews Purchase Promotions , online promotions , discounts Post Purchase Behavior online updates , customer emails Er.Sartaj Singh Bajwa
- 5. Nicosia Model OfConsumer Buying Behavior Nicosia`s Model is divided into four attributes as follows : - Message Exposure - Search & Evaluation - Act Of Purchase - Feedback F:\Imp Doc\E-Commerce\Personal\Nicosia Model Of Consumer Behavior.doc Er.Sartaj Singh Bajwa
- 6. Seven Type OfOnline Sessions Quickies ( i.e finding sports , reading emails ) Just the facts ( finding and evaluating information from related sites ) Single Mission ( going to unfamiliar sites in same category ) Do it again ( going to favorites sites eg banking , chat rooms , facebook ) Loitering ( leisurely visiting favorite sites , news , gaming ) Information Please ( researching all aspects of a topic from many sites ) Surfing ( exploring attention grabbing sites such as news and shopping ) Er.Sartaj Singh Bajwa
- 7. Disintermediation The removalof organizations or business process layers responsible for certain intermediary steps in a given supply chain Reinter mediation The process whereby intermediaries (either new ones or those that had been disinter mediated) take on new intermediary roles eg . eBay.com Online auction services offer a form of reintermediation through their Web sites to get buyers and sellers connected. Er.Sartaj Singh Bajwa
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- 9. Benefits of Intermediation Since intermediary company represent a large number of members in that specific market segment, i.e., both the buyers and the sellers, it reduces the need for buyers and sellers to contact a large number of potential partners on their own. The information available from the intermediary's database allows a buyer to screen out obvious unsuitable sellers and to compare the offerings of many different potential sellers quickly, conveniently, and inexpensively Er.Sartaj Singh Bajwa