the process of buying decision - how do consumer make purchasing decision
TRANSCRIPT
The Process of
Buying Decision
The Five Stage Model
Problem RecognitionStep 1
Internal Stimuli
Hunger
TV commercial
External Stimuli
Information SearchStep 2
Information Sources
Commercial
Media
Experiment
Personal
Evaluating Alternatives
How to evaluate a good mobile phone
Step 3
Alternatives
Purchase DecisionStep 4
Non compensatory Model of Consumer Choices
Post PurchaseStep 5
Post Purchase Behaviour
DelightedSatisfied
Disappointed
The Five Stage Model influencing customer buying behaviour are :
Problem Recognition ( Internal & External Stimuli) Information Search ( Information Sources ) Evaluating Alternatives Purchase Decision ( Non compensatory Model of
Customer Choices ) Post Purchase ( Post purchasing Behaviour )
SUMMARY
Nihar Shambharkar
Created by --
National Institute of Technology , Trichy
During an Internship by --
Prof. Sameer Mathur
Indian Institute of Management ,Lucknow
(www.IIMintenship.com)