Chapter 3
Consumer Behaviour
Needs are the basic, often essential, requirements for survival and well-being. These are fundamental necessities an individual must have to live a…
The Consumer Decision Process represents the steps individuals undergo when purchasing or choosing a consumption. It encompasses several stages, each…
Consumer decision-making is a complex process shaped by a myriad of influences. These influences can be broadly categorized into cultural, social,…
The impact of culture on consumer behavior and decision-making processes is a critical aspect of marketing and business strategies. Culture,…
Culture molds consumer behavior by shaping perceptions, influencing preferences, guiding interpretations of marketing messages, and impacting the…
Individuals are inherently social beings influenced by their interactions with others and the broader societal context. Several social factors…
Personal factors are individual characteristics and traits that influence consumer behavior. These factors are unique to each person and can…
Psychological factors delve into individuals' mental and emotional processes when making purchasing decisions. Understanding these psychological…
Assael's Consumer Buying Behavior model, by Henry Assael, categorizes consumer buying behavior into four types based on involvement and…
The buying behavior of a new product differs from that of an existing one primarily due to novelty, risk, and familiarity factors. They may rely more…
The Learning Model of Consumer Behavior suggests that consumer choices and preferences evolve through experience and learning. Individuals acquire…
The Psychoanalytic Model of Consumer Behavior, rooted in Sigmund Freud's theories, delves into the subconscious motivations driving consumer…
The Sociological Model of Consumer Behavior emphasizes the impact of social influences on individuals' purchasing decisions. It posits that…
The Economic Model of Consumer Behavior centers on rational decision-making driven by utility maximization within budget constraints. It assumes that…
The Engel-Kollat-Blackwell (EKB) Model of Consumer Behavior, developed in the 1960s, offers a comprehensive framework to understand the complex…
The Black Box Model of Consumer Behavior conceptualizes the decision-making process as a "black box" where inputs (stimuli) lead to outputs…
The Hawkins Stern Impulse Buying Model focuses on unplanned or impulse purchases, outlining the process through four key stages. First, there is an…
The Howard Sheth Model of Consumer Behavior is grounded in several fundamental principles and assumptions. It recognizes that consumer…
The Howard Sheth Model of Consumer Behavior, developed by John Howard and Jagdish Sheth, presents a comprehensive framework that explores the…
Customer loyalty refers to the consistent and sustained preference, trust, and repeat business that a customer demonstrates towards a particular…
Customer Lifetime Value (CLV) is a metric that quantifies the total revenue a business expects to earn from a customer throughout their entire…
Gathering customer insights is a multifaceted process aimed at comprehending the intricacies of customer behavior and preferences. It employs various…
Customers exhibit diverse behaviors and characteristics, allowing businesses to classify them into distinct types. One crucial categorization is…
The customer relationship pyramid outlines various levels of engagement and connection between a business and its customers, ranging from basic…
