MADE BY:-

RAJAT RAWAL
P.G.D.M. 3RD SEM
M08090
MODEL
External Influence
Firm’s Marketing Efforts Socio-Cultural Environment
1. Product 1. Family
2. Place 2. Informal Sources
INPUT 3. Price 3. Social class
4. Promotion 4. Subculture & Culture

Consumer Decision Making

Need Recognition Psychological Field

Motivation, Learning
PROCESS Prepurchase Search Perception, Personality, Attitude

Evaluation of Alternatives Experiences

Post Decision Behavior
Purchase
Trial
OUTPUT
Repeat Purchase

Post Purchase Evaluation

COMPONENTS

 Input

 Process

 Output
INPUT

The input component of consumer

decision making draws an external
influence that serves as source of
information about a particular product
and influence a consumer product
related values, attitudes and
behaviour.
INPUT FACTORS

 Marketing Mix
It includes:-
1. Product
2. Place
3. Price
4. Promotion
 Socio-Cultural Environment
It includes:-
1. Family
2. Informal Sources
3. Social Class
4. Sub Culture and Culture
PROCESS

The process component of the model is

concerned with how consumers make
decisions which starts with the
psychological field.
The psychological field
represents the internal influences that
affect consumer decision making
process.
PSYCHOLOGICAL FIELD

 Motivation
 Perception
 Learning
 Personality
 Attitudes
 CONSUMER DECISION
MAKING PROCESS
It includes three stages:-

 Need Recognition
 Pre-purchase Search
 Evaluation of Alternatives
OUTPUT

 Purchase
It includes Trial and Repeat Purchase

 Post Purchase Evaluation

ADVANTAGE

 This model attempts to reduce post

purchase cognitive dissonance.

 Experience forms the main basis of

decision-making.

 Basic model for Extensive decision

making.
Thank You