buying decision of consumers

1. PRESENTATION ON
BUYING DECISION
PROCESS.
P.VICTORIA
ANUSHA.M

2. contents
 Definition of buying decision process
 Stages of buying decision process
 Models of BDA
 Importance of BDA
 Types of BDA
 Advantages of BDA
 Dis-advantages of BDA
 Conclusion

3. DEFINITION
The buying decision process is the decision
making process used by consumers regarding
market transactions before, during, and after the
purchase of goods or services. It can be seen as a
particular form of a cost-benefit analysis in the
presence of multiple alternatives.

4. STAGES
 Problem or need recognition
 Information search
 Evaluation of alternatives
 Purchase decision
 Post purchase behavior

5. MODELSOFBUYINGDECiSIONPROCESS
Economic Models
Psychological Models
Consumer behavior Models

6. IMPORTANCEOFBUYINGDECiSIONPROCESS
 To obtain the challenging task marketers study
consumer behaviour which can be defined as a
thoughts feelings and action of consumers.
 The buying process begins with the recognized
need this reconigination may come from an
internal feeling such as hunger thirst or fatigue or
it may come from external feeling such as
advertising window shopping interacting with
sales people or talking with friends and family.
 When consumers have identified a need they may
look for information about how to satisfy it .

7.  Customer needs to decides how much
information is required
 The challenge for the marketer is to identify
which information are most influential in
their target markets.
 The most important is effective
communication between seller and buyer
for eg sales person might slip, thank you
letter inside the package that re states many
of the products selected.

8. TYPES OF BUYING DECISION
PROCESS
 Extensive decision process: This type of
decision process is used when the product is a
very high involvement product, possible a
high investment product as well Eg. Buying a
house for a consumer or buying a new
manufacturing plant in case of industries.
 Limited decision process: Buying a television
or buying a car will be a limited decision
process. When your buying such wide goods
the investment is nominal and not very high.

9.  Routine decision process: It
happens in day-to-day life, like
buying a soap or shampoo.
There are a lot of things which
influence this process like
regular advertising by FMCG
companies, this is because the
routine things are brought over
and over again

10. AdvantagesofBuyingProcess
 Saving Money: This decision has the potential to
save your business money if you conclude that
your company can lower its material cost by
making items in house.
 Staying Flexible: This decision gives you the
flexibility to evaluate a range of considerations
from employee to productions
 Quality Control: It benefits your company by
giving you control over the materials that go into
the products you provide for your customer.
 Scaling for Volume: A business that needs very
limited quantities of a component from an outside
window is unlikely to make this item in house

11. DIS-ADVANTAGES
 The marketers study the behavior of buyer to mould it
in favour of their product in sometimes may claims
and use techniques.
 They also take the help to produce and market such
products which have no utility.
 They take full advantage of weakness of consumers
whether it is scheme of exchange, gifts lotteries etc.
 All over the world buyer have been exploited by sales
promotion schemes and campaigns
 High priced products are introduced to take advantage
of buyer weakness just by changing shape packing
etc.

12. CONCLUSION.
The buying decision process is to
mould buyer behavior and
decisions by market man and to
avoid failure of their product,
promote new products and for
sales promotion.