This document provides an overview of consumer behavior and the consumer buying process. It defines consumer behavior as the study of how consumers make purchasing decisions and outlines several key factors that influence those decisions, including cultural, social, personal, and psychological forces. It then describes the common roles that individuals play in the buying process, such as the initiator, influencer, decider, buyer, and user. Finally, it outlines the five main stages of the consumer buying decision process: problem recognition, information search, evaluation of alternatives, purchase, and post-purchase evaluation.

1. CHAPTER
1
MKT2015 Consumer Behavior
By,
Mr. Ravi, N.

2. Learning Outcome
◦ At the end of this chapter, you will be able to:
◦ Understand the concept of consumer behaviour
◦ Understand the model of consumer behaviour
◦ Explain the cultural, social, personal and psychological forces
◦ Understand the consumer buying roles
◦ Explain the types of buying decision behaviour stages in the buyer decision processes

3. Consumer behavior
Consumer behavior is the study of
consumers and the processes they use to
choose, use (consume), and dispose of
products and services, including
consumers’ emotional, mental, and
behavioral responses.

4. Why is consumer behavior important?
◦ It helps marketers understand what influences consumers’ buying decisions.
◦ By understanding how consumers decide on a product, they can fill in the gap in the market and identify
the products that are needed and the products that are obsolete.
◦ Helps marketers decide how to present their products in a way that generates a maximum impact on
consumers.
◦ Understanding consumer buying behavior is the key secret to reaching and engaging your clients, and
converting them to purchase from you.

14. CONSUMER
BUYING
ROLES

15. Initiator
• Person who first suggests or thinks of the idea of buying a particular product.
Influencer
• A person whose views or advice will influence the product or service.
Decider
• Buying decision maker of the product.
Buyer
• Ultimate purchaser.
User
• Ultimate user.
Gatekeeper
• A person who control the information to be reviewed by members pf the buying group.

16. Buyer
Decision
Processes

17. 1 – Problem
Recognition
• The first stage of the process is working out what exactly you or the customer needs. The customer feels like something is
missing and needs to address it to get back to feeling normal. If you can determine when your target demographic develops
these needs or wants, it would be an ideal time to advertise to them.
2 – Information
search
• This is the search stage of the process. One that is continually changing from old fashioned shopping around to the new
shop front which is Google (other search engines are available - apparently). Information is not only gathered about stuff and
on things but from people via recommendations and through previous experiences we may have had with various products.
• In this stage a customer is beginning to think about risk management. A customer might make a pro’s vs. con’s list to help
make their decision. People often don’t want to regret making a decision so extra time being put into managing risk may be
worth it.
3 - Evaluation
of Alternatives
• This is the time when questions start being asked. Is this really the right product for me do? Do I need a different product? If
the answers are either “No it’s not right” or “yes I need a different product” then stage 2 may recommence. The stage 3 to 2
transition may happen several times before stage 4 has been reached.
• Once the customer has determined what will satisfy their want or need they will begin to seek out the best deal. This may be
based on price, quality, or other factors that are important to them. Customers read many reviews and compare prices,
ultimately choosing the one that satisfies most of their parameters.
4 – Purchase
• The customer has now decided based on the knowledge gathered what to purchase and where to purchase what they desire.
• At this stage a customer has either assessed all the facts and come to a logical conclusion, made a decision based on
emotional connections/experiences or succumbed to advertising/marketing campaigns, or most likely a combination of all
of these has occurred.
5 – Post
Purchase
satisfaction or
dissatisfaction
• The review stage is a key stage for the company and for the customer likewise. Did the product deliver on the promises of
the marketing/advertising campaigns? Did the product match or exceed expectations?
• If a customer finds that the product has matched or exceeded the promises made and their own expectations they will
potentially become a brand ambassador influencing other potential customers in their stage 2 of their next customer journey,
boosting the chances of your product being purchased again. The same can be said for negative feedback which, if inserted
at stage 2, can halt a potential customer’s journey towards your product.

18. Comprehensive models of consumer behaviour (Blackwell 2005)