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Consumer behavior model
Consumer behavior model
Consumer behavior model
Consumer behavior model
Consumer behavior model
Consumer behavior model
Consumer behavior model
Consumer behavior model
Consumer behavior model
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Consumer behavior model


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  • 1. Consumer Behavior
    • Consumer Behaviour 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 Consumer Behavior
    • 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 Model Er.Sartaj Singh Bajwa
  • 4. Consumer Purchase Behavior
    • Awareness ( 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 Of Consumer Buying Behavior
    • Nicosia`s Model is divided into four attributes as follows :
    • - Message Exposure
    • - Search & Evaluation
    • - Act Of Purchase
    • - Feedback
    • F:Imp DocE-CommercePersonalNicosia Model Of Consumer Behavior.doc
    Er.Sartaj Singh Bajwa
  • 6. Seven Type Of Online 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 removal of 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 . Online auction services offer a form of reintermediation through their Web sites to get buyers and sellers connected.
    Er.Sartaj Singh Bajwa
  • 8. Er.Sartaj Singh Bajwa
  • 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