Consumers go through several steps when making purchasing decisions: they recognize a problem or need, search for information on alternatives, evaluate products based on their ability to deliver desired benefits and attributes, make a purchase decision, then exhibit post-purchase behaviors like satisfaction, recommendations, use, and disposal that impact future sales.

1. How do consumers make
purchasing decisions

2. Consumer Buying Process

3. Problem Recognition

4. Information Search

5. Evaluation of alternatives
The consumer is trying to
satisfy a need
Consumer is looking
for certain benefits
from the product
solution
Consumer sees each
product as a bundle of
attributes with varying
ability to deliver benefits

6. Purchasing Decision

8. Post Purchase Behaviour
Post purchase
satisfaction
Makes a difference in
whether consumer buys the
product again and
recommends it to other
Post purchase
action
Post purchase
use and
disposal
Key driver of sales
frequency. Product
consumption rate