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Consumer behavior model
 

Consumer behavior model

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    Consumer behavior model Consumer behavior model Presentation Transcript

    • 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
    • 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
    • Consumer Behavior Model Er.Sartaj Singh Bajwa
    • 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
    • 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
    • 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
    • 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 . eBay.com Online auction services offer a form of reintermediation through their Web sites to get buyers and sellers connected.
      Er.Sartaj Singh Bajwa
    • Er.Sartaj Singh Bajwa
    • 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