Dr.MVS.

Srinivasa Fao
Associaic Profcssor
Dcarimcni of Managcmcni Siudics
MaIarajaI#s Posi Craduaic Collcgc,
VIZIANACAFAM 535 002
Buying Decision Process Buying Decision Process
nvolves 3 Stages nvolves 3 Stages
Buying roles Buying roles
Buying behavior Buying behavior
Buying decision process Buying decision process
Buying roles Buying roles
nitiator nitiator
nfluencer nfluencer
Decider Decider
Buyer Buyer
User User
Buying behavior Buying behavior
omplex buying behavior omplex buying behavior
Dissonance Dissonance- -reducing buying reducing buying
behavior behavior
Habitual buying behavior Habitual buying behavior
Variety Variety- -seeking buying behavior seeking buying behavior
$9ages in Buying decision process $9ages in Buying decision process
Problem Problem
recognition recognition
nformation search nformation search
Evaluation of Evaluation of
alternatives alternatives
Purchase decision Purchase decision
Post Post- -purchase purchase
behavior behavior
Steps involved in DMP Steps involved in DMP