Table of Contents
Introduction 1
Main Body 2
Traditional 5 step Decision Making Model Defined and Discussed 2
Other Consumer Decision Making Models 2
Internal & External Influences 2
Internal Influence 2
External Influence 2
Conclusion 2
References 2
Introduction
Consumer decision making model is among one of the most researched topic among the researchers. Purchaser choice making has long been of extraordinary enthusiasm to scientists. Early choice making studies focused on the buy activity (Loudon and Bitta, 1993). It was strictly when the 1950 's that advanced ideas of advertising were consolidated into investigations of purchaser choice making, including a more extensive scope of exercises (Engel, Blackwell and Miniard, 1995). Studying consumer decision making behavior helps market researchers to communicate effectively with appropriate medium to make intense and effective impact in the era of cut throat competition. As Kotler & Keller, 2012 has stated, understanding consumer behavior has become a factor that has a direct impact on the overall performance of the business. Consumer behavior study helps to form new strategies to cope up with change which ultimately benefits the business only. Apart from that, studying buyer’s behavior also focus upon internal and external influences that affects buyer’s decision. This literature review focus upon previously done research work about shopper’s behavior. To conduct this literature review, various journal articles and books has been reviewed. To access this books and journal article, help of Google scholar and Proquest as well as Athens: off campus were needed. All the reviewed scholarly articles falls in the time span of past decade (i.e. 2004-2014). Firstly, the traditional five step decision making model has been defined and argued along with internal and external influences that affects the buyer’s decision. Relative arguments and appropriate reasoning to support the argument as well as counter view about the argument has been presented in this …show more content…
They can outwardly demonstrate the way variables and circumstances are connected by interfacing the circumstances and end results. A model looks at shoppers ' methodology in picking between option items. It demonstrates the stages that shoppers take after to settle on a buy choice and their conduct after that decision. Traditional five step decision making model was developed by Engel, Blackwell and Kollat in 1968, where consumer buying decision making process was defined in five steps. This model show the phases of the choice making process, an extensive variety of persuasive elements and their associations with the procedure. According to Engle et al (1968), five steps of decision making are as …show more content…
Therefore, when the purchase decision is made, relatively little search is required. Information search can be of two types.
1. Internal search –
2. External search
However Moore et al (1980) claimed that, earlier learning adversely impacts the measure of data pursuit. According to Fodness & Murray (1998) shopper data seek methodologies can be gathered into three sets where, when, and how the search takes place.
Evaluation of alternatives
The individual assesses and eliminates these alternatives to reach a final decision (Mansfeld, 1992).
Kardes (1999), in his book, clarified buyers can utilize two sorts of decision models to assess the data or learning they have. Shoppers can either utilize attitude based decision where they make an examination taking into account their framed state of mind about the item/brand or quality based decision where they utilize properties of items for examination.
Other Consumer Decision Making Models
Internal & External Influences
Internal
Introduction 1
Main Body 2
Traditional 5 step Decision Making Model Defined and Discussed 2
Other Consumer Decision Making Models 2
Internal & External Influences 2
Internal Influence 2
External Influence 2
Conclusion 2
References 2
Introduction
Consumer decision making model is among one of the most researched topic among the researchers. Purchaser choice making has long been of extraordinary enthusiasm to scientists. Early choice making studies focused on the buy activity (Loudon and Bitta, 1993). It was strictly when the 1950 's that advanced ideas of advertising were consolidated into investigations of purchaser choice making, including a more extensive scope of exercises (Engel, Blackwell and Miniard, 1995). Studying consumer decision making behavior helps market researchers to communicate effectively with appropriate medium to make intense and effective impact in the era of cut throat competition. As Kotler & Keller, 2012 has stated, understanding consumer behavior has become a factor that has a direct impact on the overall performance of the business. Consumer behavior study helps to form new strategies to cope up with change which ultimately benefits the business only. Apart from that, studying buyer’s behavior also focus upon internal and external influences that affects buyer’s decision. This literature review focus upon previously done research work about shopper’s behavior. To conduct this literature review, various journal articles and books has been reviewed. To access this books and journal article, help of Google scholar and Proquest as well as Athens: off campus were needed. All the reviewed scholarly articles falls in the time span of past decade (i.e. 2004-2014). Firstly, the traditional five step decision making model has been defined and argued along with internal and external influences that affects the buyer’s decision. Relative arguments and appropriate reasoning to support the argument as well as counter view about the argument has been presented in this …show more content…
They can outwardly demonstrate the way variables and circumstances are connected by interfacing the circumstances and end results. A model looks at shoppers ' methodology in picking between option items. It demonstrates the stages that shoppers take after to settle on a buy choice and their conduct after that decision. Traditional five step decision making model was developed by Engel, Blackwell and Kollat in 1968, where consumer buying decision making process was defined in five steps. This model show the phases of the choice making process, an extensive variety of persuasive elements and their associations with the procedure. According to Engle et al (1968), five steps of decision making are as …show more content…
Therefore, when the purchase decision is made, relatively little search is required. Information search can be of two types.
1. Internal search –
2. External search
However Moore et al (1980) claimed that, earlier learning adversely impacts the measure of data pursuit. According to Fodness & Murray (1998) shopper data seek methodologies can be gathered into three sets where, when, and how the search takes place.
Evaluation of alternatives
The individual assesses and eliminates these alternatives to reach a final decision (Mansfeld, 1992).
Kardes (1999), in his book, clarified buyers can utilize two sorts of decision models to assess the data or learning they have. Shoppers can either utilize attitude based decision where they make an examination taking into account their framed state of mind about the item/brand or quality based decision where they utilize properties of items for examination.
Other Consumer Decision Making Models
Internal & External Influences
Internal