Here in this presentation discussed about Introducton, Meaning, Definations and Mainly focused on Models of Consumer behaviour. it helps to understand eassly with effectively. I Declare there is not any kind of wrong information regarding the perticular topic. By refereing text books and compitative books i prepared this because for learning purpose. If need looking any different topics i can help you to prepare PPT or Presentions. and also if is there any suggestion you can contact me true email. (hgdarshankumar@gmail.com) Thank you. Consumer behavior is the study of how people make decisions about what they buy, want, need, or act in regards to a product, service, or company. It is critical to understand consumer behavior to know how potential customers will respond to a new product or service. It also helps companies identify opportunities that are not currently met.

2. Topic: Models of Consumer Behaviour
A Special Presentation
By: Darshan
M.A in Economics
Graduate Student From
University Of Mysore.
Email: hgdarshankumar@gmail.com

3. CONTENT
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Introduction
Models of Consumer Behaviour
Consumer Behaviour
Conclusion

4. $ Introduction
Wikipedia: Consumer behaviour is the study
of individuals, groups, or organizations and
all the activities associated with the purchase,
use and disposal of goods and services,
including the consumer's emotional, mental
and behavioural responses that precede or
follow these activities. Consumer behaviour
emerged in the 1940s and 50s as a distinct
sub-discipline in the marketing area.

5. $ Consumer Behaviour
Consumer Behaviour refers to the mental
and emotional process and the physical
activities of the people who purchase and
use goods and services to satisfy particular
needs and wants.

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Definitions Of Consumer Behaviour
According to Engel, Blackwell, and Mansard,
‘consumer behaviour is the actions and
decision processes of people who purchase
goods and services for personal consumption’.
Engel Blackwell

7. $ Models of Consumer Behaviour
There are various consumer models which
help in understanding consumer behaviour.
these are listed below,
Economic Model
Psychological Model
Pavlovian Model
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Sociological Model
Howarth- Sheth Model

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Nicosia Model
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10.
Engel – Blackwell – Kollat Model
Model of Family Decision Making
The Psychoanalytical Model
Learning Model

9. Economic Model
The economic model of consumer
behaviour is based on the premise that,
being a rationale person the consumers’
ultimate objective is to maximize his utility
with the available resources with him.
Economic model is based on :
Price Effect
Substitution Effect
Income Effect

10. Psychological Model2.
The psychological model is based on the
famous psychologist A.H. Maslow's
theory of Hierarchy of Needs. The
behaviour of an individual at a particular
time is determined by his strongest need at that
time. This also shows that needs have a priority .
First they satisfy the basic needs and then go on
for secondary needs.

11. 3. Pavlovian Model
The Model, Names after the Russian
Physiologist Ivan Pavlov, discusses the
consumer behaviour in terms of learning
which is defined the changes in behavior
The learning process consists of the following
factors
which occur by practice and, based on previous
experience.
Drive
Triggering Cues
Reinforcement

12. 4. Sociological Model
A consumer is a part of the society and is a
member of many groups-formal or informal in a
society. The buying behaviour of consumer is
influenced by these groups such as family, friends,
andsocialinstitutionsetc.

13. 5. Howarth- Sheth Model
Howarth Sheth Model substantiates the
complexity involved in consumer behaviour
and takes into consideration various factiors
like attitudes of consumer, their perception
levels and learning capacity that influence
consumer behaviour, This model is based on
four variable that are :
Input Perceptual and Learning constructs
Outputs Exogenous or external variables

14. Engel – Blackwell – Kollat Model four components
Information Processing
Central control units
Decision process
Environmental influences.
6. Engel – Blackwell – Kollat Model

15. 6. Engel – Blackwell – Kollat Model
The information processing consists of exposure,
attention, comprehension and retention of
marketing and non-marketing stimuli. The stimuli
processes and interprets the information received
by an individual. The basic drawback of the model
is that the roles of some variables are very vague.
The model is somewhat mechanistic in its
treatment of the decision process. Despite these
limitations, this model is very use for as it is
updated and various variables are incorporated
here from time to time.

16. 7. Model of Family Decision Makin
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.

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Influencers
These roles are as fallows
Gate Keepers
Deciders
Buyers

18. Nicosia Model8.
Was developed in 1966, by professor
francesco M. Nicosia, an expert in consumer
motivation and behavior.
Nicosia Model is a comprehensive model of
dealing with all aspects of building attitudes,
purchase and use of product including the
post purchase behaviour of the consumer.

19. The Nicosia model of Consumer Behavior is
divided into four major fields:
Nicosia
model
Field 1:
The firm’s attributes
and the consumer’s
attributes.
Field 2:
Search and evaluation.
Field 3:
The act of the purchase.
Field 4:
Feed back of sales
results.
Continue…

20. 9.
The psychoanalytical model draws from
Freudian psychology. According to this model,
the individual consumer has a complex set of
deep seated motives which drive him towards
certain buying decisions. The buyer has a
private world with all his hidden fears,
suppressed desires and totally subjective
lonings. His buying action can be influenced by
appealing to those desires and longings.
The Psychoanalytical
Model

21. 10. Learning Model
All theories of buyer behaviour have been
basically based on a learning model namely,
Stimulation-Response or more popularly
known as SR model. SR Learning theory is
very useful to modern marketing and
marketers.
Learning is the centrifugal point
in the entire study of human
behaviour. Learning refers to a
change in the behaviour which
occurs as a result of practice.

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Learning is a product of Reasoning, Thinking,
Information Processing and, of Course,
Perception. Therefore, behaviour is deeply
affected by the learning experiences of the
buyers.

23. $ Conclusion
Understanding consumer behaviour is
vital not only to the marketers whose
primary objective is to make profit but
also to the government and its
regulatory agencies and society as a
whole.