1) The document discusses consumer behavior and various consumer decision-making theories. It provides examples of consumer purchase situations and matches them with applicable consumer behavior theories. 2) Each example describes a consumer purchase situation, such as needing a new phone or buying snacks. It then lists the consumer behavior theories that may explain that purchase decision, such as hedonic consumption, utilitarian needs, or low involvement. 3) In total, the document provides over 30 real-world consumer purchase situations and identifies the consumer behavior theories that best apply to understand each situation. It uses these examples to illustrate how consumer decision-making can be analyzed through the lens of different behavioral theories.

1. Presented to Mr. Shazif Iqbal

2. “Any individual who purchases
goods & services from the market
for his/her end use is called
Consumer.”
2

3. •
Consumer Interest is nothing but the willingness
of consumer to purchase product and service as
per their taste, need & of course pocket.
•
Consumer Behavior is a branch which deals with
the various stages a consumer goes through
before purchasing products or services for the end
use.
3

4. 4

5. 
Situation
 Need for a Friend

Theories Applied
 Hedonic Consumption
 Motivation
 Information Influence
5

6. 
Situation
 Replacement due to defect

Theories Applied
 Utilitarian Need
 Intrinsic Need
 Extensive Problem Solving
6

7. 
Situation
 Wanted to change with the latest technology

Theories Applied
 Hedonic Consumption
 Need for Power
 Intrinsic / Extrinsic Need
 Utilitarian Information
7

8. 
Situation:
 Oil change required after driving 4,000 kms

Theories Applied:
 Primary Need
 Formal & Technical Learning
 Routine Response Behavior
 Standard Learning Hierarchy (CAB)
 Attitudes as Learned Predisposition
8

9. 
Situation
 Addictive to coke, drink it every time we go out

Theories Applied
 Addictive Consumption
 Taste
 Low Involvement
 Invisible Hand of Culture
9

10. 
Situation
 As a student, it’s our need to have a smooth pen

Theories Applied
 Low Involvement
 Primary Need
 Instrumental Conditioning
10

11. 
Situation
 Got discount when visited the store, bought a pair
although already have one

Theories Applied
 Referent Power
 Sensory Market
 Instrumental Learning
 JND (Just Noticeable Difference)
 Tri Component
11

12. 
Situation
 Surprise party organized on 62nd birthday of
father

Theories Applied
 Taste
 Formal Learning
 Informational Influence
 Emotional View
 Tri Component
12

13. 
Situation
 Wanted to buy for comfort and fashion

Theories Applied
 Positive Reinforcement
 Informal Learning
 Low Involvement (CBA: Cognition,
Behavior, Affect)
13

14. 
Situation
 Ayashi.com after CB’s class

Theories Applied
 Taste
 Classical Conditioning
 Tri Component
14

15. 
Situation
 Previous one was not providing accurate
results, opted a new one

Theories Applied
 Extensive Problem Solving
 Multi Attribute Attitude Model
 Instrumental Conditioning
15

16. 
Situation
 Needed to check the glucose level on daily basis
to have a balance level of sugar

Theories Applied
 Routine Response Behavior
 Absolute Threshold
16

17. 
Situation
 Previous remote was not working properly so
bought a new one for television

Theories Applied
 Stimulus Generation
 Primary Need
 Limited Problem Solving
17

18. 
Situation
 Needed for car to drive and enjoy

Theories Applied
 JND (Just Noticeable Difference)
 Utilitarian Need
 Hedonic Consumption
 Need for a Uniqueness
 Value Expressive
18

19. 
Situation
 Paid PTCL Broadband monthly bill and
recommended to a friend to have PTCL
Broadband Internet connection

Theories Applied
 E-Word of Mouth
 Need for Affiliation
 Informational Power
19

20. 
Situation
 Had ice cream in a shopping mall with
friends, bought 2 cups and got 1 free

Theories Applied
 Taste
 Weber’s Law
 JND
 Intrinsic Need
20

21. 
Situation
 to get protection for my laptop and save it from
scratches

Theories Applied
 Utilitarian Influence
 Multi Attribute Attitude
 Experiential Hierarchy
21

22. 
Situation
 Love the taste, unique French Fries in town

Theories Applied
 Taste
 Compulsive
Consumption
22

23. 
Situation
 Required for final projects assigned by professors
in university

Theories Applied
 Color
 Sub Liminal
Perception
 Informational Influence
23

24. 
Situation
 Required to complete the assigned projects and
assignments

Theories Applied
 Color
 Referent Power
24

25. 
Situation
 To protect mobile’s screen

Theories Applied
 Hedonic Consumption
 Multi Attribute Attitude Object
 Utilitarian Influence
 Informational Influence
25

26. 
Situation
 Required to staple documents so that the
documents can be handled with ease

Theories Applied
 Primary Need
 Limited Problem Solving
 Routine Problem Solving
26

27. 
Situation
 To overcome hunger during university hours and
Lays come into minds whenever we buy coke

Theories Applied
 Low Involvement
 Symbolic View
 Experiential Hierarchy
27

28. 
Situation
 To boost the energy level and it helps to keep us
fresh

Theories Applied
 Taste
 Experiential Hierarchy
 Extrinsic Value
 Formal & Technical
Learning
28

29. 
Situation
 Biscuits are served with tea no matter which class
we may belong to

Theories Applied
 Taste
 Extrinsic Value
 Utilitarian Need
29

30. 
Situation
 Most famous dish in Punjab and Karachi Biryani is
one of the best in town

Theories Applied
 Sensory Marketing
 Intrinsic / Extrinsic Need
30

31. 
Situation
 Daily use of every house, considered as a primary
need

Theories Applied
 Primary Need
 Taste
 Formal / Informal & Technical Learning
31

32. 
Situation
 For winter season to save myself from cold

Theories Applied
 Multi Attribute Attitude Object
 Tri Component
 Informational Influence
 Symbolic
32

33. 
Situation
 Required to get rid of diseases and its symptoms
and treatment purposes based on precautions

Theories Applied
 Primary Need
 Standard Learning Hierarchy
 Hopson Choice
 Perceptional Blocking
33

34. 
Situation
 Premium cola introduced by Gourmet so decided
to have a taste

Theories Applied
 Taste
 Utilization Influence
 Intrinsic Need
 National
34

35. 
Situation
 Purchased for the course work according to the
instructor

Theories Applied
 Primary Need
 Technical Learning / Formal Learning
35

36. 
Situation
 Cheap source of energy for cars, get my car
refilled twice in a week

Theories Applied
 Instrumental Learning
 Cognitive Dissonance Theory
36

37. 37

38. 38