The document discusses the distributive approach to studying consumer behavior. The distributive approach views consumer behavior as an act rather than a process, focusing only on the purchase act without considering pre-purchase or post-purchase activities. Some advantages are that research is relatively simple and less expensive, and it can be useful for estimating marketing potential and media selection when independent variables are highly correlated with purchases. However, limitations are that it does not provide insight into why relationships exist or the sequence of events leading to a purchase, so it has limited value for developing marketing strategies.

1. Consumer Behavior- 2015 - Rajesh Satpathy

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DISTIRIBUTIVE APPROACH

3. DISTIRIBUTIVE APPROACH AND THE IMPLICATION ON MARKETERS
DISTRIBUTIVE APPROACH:
Experimental research on consumer behaviour historically has
utilized the distributive approach. Consequently, consumer
behaviour has been conceptualized and studied as an act rather
than a process or series of interrelated acts.
Researchers utilizing this approach attempt to determine the
relationship between the outcome of consumer decision-making
and a variety of independent variables such as income, social class,
race, and marital status.

4. DISTIRIBUTIVE APPROACH AND THE IMPLICATION ON MARKETERS
ADVANTAGES OF THE DISTRIBUTIVE APPROACH:
The major advantage is that research utilizing this strategy is
relatively simple and typically less expensive than other
alternatives. The Distributive approach has proven to be somewhat
useful in estimating marketing potential and in making media
selection decisions.
Furthermore, it has been very useful in those instances where the
independent variables under the study are highly correlated with
the purchase of the product.
Example: Recently aired commercial by Small Car Renault Kwid in
India

5. DISTIRIBUTIVE APPROACH AND THE IMPLICATION ON MARKETERS
ADVANTAGES OF THE DISTRIBUTIVE APPROACH:
This approach sees consumer behaviour as an act rather than a
process. It focuses on just the act of purchase and does not
concern itself with pre-purchase and post-purchase activities.
Example: people buying /consuming products/services in various
tourist locations worldwide.

6. DISTIRIBUTIVE APPROACH AND THE IMPLICATION ON MARKETERS
LIMITATIONS OF THE DISTRIBUTIVE APPROACH:
The Distributive approach does not provide the marketing manager
with any insight into why the relationship between an independent
variable and purchase decisions exists. Because this approach fails
to provide information on the sequence of events culminating on a
purchase act,
It is of limited value in developing effective marketing strategies or
in evaluating existing business practices in terms of their
relationship to consumer needs.

7. Thank You!