An Early Model of Consumer Behavior

re u
Motives

ul C

So c ia l
Attitudes

Needs

Business

Consumer Purchase Decision Learning

Family

Perception Personality

Economic

EKB Model of Consumer Behavior

Inputs Info Processing Exposure Attention Yielding/ Acceptance Retention
Comprehension

Dec. Process
Problem Recognition

D. P. Variables
Beliefs Attitudes

External Factors
Cultural Norms Group Imfluence Family Influence Unexpected Circumstances

Stimuli of Marketers and Others

MEMORY

Search Intentions Alt. Eval. Choice. Outcomes Satisf/Diss Evaluative Criteria Lifestyle Normative Compliance

Engle-Kollatt-Blackwell CB Model

Highlights:
Focus is on the Decision Making Process The Decision Process is Impacted by: Inputs How Information is Processed Specific Decision Process Variables External Influences

Howard-Sheth Model of Consumer Behavior

Inputs Perceptual Constructs Overt Search Stimulus Ambiguity Learning Constructs
Motives Confidence Brand Comprehension Choice Criteria

Outputs
Attention Brand Comprehension Attitude Attention

Social, Symbolic and Direct Stimuli

Attention

Attitude Intention

Perceptual Bias

Satisfaction

Purchase

Marketing Strategy CB Model Howard-Sheth andConsumer Behavior

Highlights:
Deals with three types of buying categories RRB, LPS, EPS Four General Factors Inputs Perceptual Constructs Learning Constructs Outputs (External or Internal)

Bettmans Model of Information Processing

Motivation Goal Hierarchy Memory Search Attention Information Acquisition and Evaluation Decision Processes Consumption and Learning External Search Scanner & Interrupt Mechanism Interrupt Interpretation & Response

Processing Capacity

Perceptual Encoding

Bettmans CB Model

Highlights:
Emphasis on Information Processing Two Unique Constructs Based on the premise that consumers are active environmental monitors. Scanner/Interrupt mechanisms

HCB Model of Consumer Behavior

EXTERNAL INFLUENCES Culture Subculture Demographics Social Status Reference Groups Family Marketing Activities Experiences and Acquisitions SITUATIONS Problem Recognition Information Search SELF-CONCEPT and LIFESTYLE Desires Needs Alternative Evaluation and Selection Outlet Selection and Purchases Post-purchase Processes Experiences and Acquisitions SITUATIONS

INTERNAL INFLUENCES Perception Learning Memory Motives Personality Emotions Attitudes