various types of market/ consumer types and purchase attitude which decides the sales flow of organisation .

1. CONSUMER
BEHAVIOUR
ABHINAV CHANDRA.
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2. THE PPT COVERS VARIOUS TOPICS OF CONSUMER
BEHAVIOUR
• Consumer Behaviour
• Importance of Consumer behavior
• SEGMENT BOUDING
• MODEL OF CONSUMER BEHAVIOUR Viewpoints on
Studying Consumer Behavior
• Characteristics Affecting Consumer Behavior
• Consumer Decision-Making Process
• VARIOUS MODELS OF CONSUMER BEHAVIOUR
Family Decision-making

3. Consumer Behaviour
ALL SUCH ACTIVITIES DONE BY A CONSUMER, WHILE OBTAINING , CONSUMING AND
DISPOSING OF PRODUCTS AND SERVICES. THIS INCLUDES THE DECISION MAKING
PROCESSES THAT PRECEDE AND FOLLOW SUCH ACTIONS.
CONSUMER BEHAVIOUR IS THE STUDY OF HOW INDIVIDUAL CUSTOMERS, GROUPS OR
ORGANIZATIONS SELECT, BUY, USE, AND DISPOSE IDEAS, GOODS, AND SERVICES TO
SATISFY THEIR NEEDS AND WANTS. IT REFERS TO THE ACTIONS OF
THE CONSUMERS IN THE MARKETPLACE AND THE UNDERLYING MOTIVES FOR THOSE
ACTIONS.
FACTORS-
 PSYCHOLOGY
 SOCIOLOGY
 ANTHROPOLOGY
 ECONOMICS
 MARKETING

4. Importance of Consumer behavior
• Consumers ‘evolve’ with time, learning, exposure and
experience. They cannot be taken for granted.
e.g. People booked their railway tickets from the station
counters, now they prefer online purchase thru website.

5. The study of Consumer Behaviour covers:
• 1. Consumers in the Market Place.
• 2. Consumers as individuals.
• 3. Consumers as decision makers.
• 4. Consumers and subcultures.
• 5. Consumers and cultures.

6. SEGMENT BOUDING
• Segment bounding refers to “methods used to
differentiate consumers and market segments. “.
This imposes conditions to distinguish consumers
from one another and this aims at finding the most
appropriate segment and the customers belongs to it.

7. • Segment Bounding
Means by which marketers differentiate among consumers and market segments.

8. MODEL OF CONSUMER BEHAVIOUR

9. Viewpoints on Studying Consumer
Behavior
Logical Positivism
 Understanding consumer behavior & and
predicting
 Cause and effect relationships that govern
persuasion and/or education
Modern
 Understand consumption behavior without any
attempt to influence it.

10. Characteristics Affecting Consumer Behavior

11. Consumer Decision-Making Process

12. Complete model of consumer
behavior

13. VARIOUS MODELS OF CONSUMER
BEHAVIOUR
Economic model
Model of family decision making
Input output decision model
Psycological model
Howarth Sheth Model

14. Model of Family Decision-
making
• In a family decision-making model, it is important to understand
how the family members
• interact with each other in the context of their consumer decision-
making. There are different
• consumption roles played by various members of the family.
(i) Influencers
(ii) (ii) Gate keepers
(iii)Deciders
(iv)Buyers
(v) Preparers
(vi)User
• model over view are as followes :