3.18: Howard Sheth Model
The Howard Sheth Model of Consumer Behavior is grounded in several fundamental principles and assumptions. It recognizes that consumer decision-making is a complex and dynamic process influenced by various factors. The model assumes that consumers are rational beings who strive to maximize utility and make decisions based on systematically evaluating information. It emphasizes the importance of individual and environmental factors in shaping consumer behavior, encompassing psychological, social, and marketing stimuli.
Furthermore, the model acknowledges that consumer decision-making involves multiple stages and is not linear. It assumes that consumers continuously learn and adapt their decision-making strategies based on experience and changing circumstances.
It delineates three successive levels of decision-making:
- • Extensive Problem-Solving: for high-involvement purchases involving a thorough information search.
- • Limited Problem-Solving: for moderate involvement, focusing on a narrower set of alternatives.
- • Habitual Response Behavior: for routine, low-involvement purchases guided by established habits and brand loyalty.
Overall, the Howard Sheth Model provides a holistic perspective on consumer behavior, considering the intricate interplay of psychological processes and external influences throughout the decision-making journey. Marketers utilize these principles to develop comprehensive strategies that align with the dynamic nature of consumer decision-making.
