sample consumer behavior model#2

Consumer BehaviorConsumer Behaviour is defined as the act of

individuals directly involved in obtaining and using consumer goods and

services, including the decision process that precedes and

determine these acts

Er.Sartaj Singh Bajwa

Factors Affecting Consumer BehaviorCulture ( subcultures within culture )Direct reference groups(family, occupation, religion )Indirect reference group ( individual`s life cycle stages )Viral influencers ( opinion leaders )


Consumer Behavior Model


Consumer Purchase BehaviorAwareness ( Need Recognition )

Mass Media Search

Catalogs , Sales People , Mass Media , Store Visits , Search engines , site visits

Evaluation of Alternatives Reference Groups , Mass Media , Product Reviews

Purchase Promotions , online promotions , discounts

Post Purchase Behavior online updates , customer emails


Nicosia Model Of Consumer Buying BehaviorNicosia`s Model is divided into four attributes as

follows :

- Message Exposure

- Search & Evaluation

- Act Of Purchase

- Feedback

F:\Imp Doc\E-Commerce\Personal\Nicosia Model Of Consumer Behavior.doc


Seven Type Of Online SessionsQuickies ( i.e finding sports , reading emails )Just the facts ( finding and evaluating

information from related sites )Single Mission (going to unfamiliar sites in same

category )Do it again ( going to favorites sites eg banking ,

chat rooms , facebook )Loitering ( leisurely visiting favorite sites , news ,

gaming )Information Please ( researching all aspects of a

topic from many sites )Surfing ( exploring attention grabbing sites such

as news and shopping )Er.Sartaj Singh Bajwa

Disintermediation• The removal of organizations or business

process layers responsible for certain intermediary steps in a given supply chain

• Reinter mediationThe process whereby intermediaries (either new ones or those that had been disinter mediated) take on new intermediary roles

eg . eBay.com Online auction services offer a form of reintermediation through their Web sites to get buyers and sellers connected.


Benefits of Intermediation 1. Since intermediary company represent a large

number of members in that specific market segment, i.e., both the buyers and the sellers, it reduces the need for buyers and sellers to contact a large number of potential partners on their own.

2. The information available from the intermediary's database allows a buyer to screen out obvious unsuitable sellers and to compare the offerings of many different potential sellers quickly, conveniently, and inexpensively


sample consumer behavior model#2

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