Consumer

Behavior
Mod 2
Input process – Output - Model

This is a simple model of consumer behavior, in which the input

for the customer is the firm’s marketing effort (the product,
price, promotion and place) and the social environment. The
social environment consists of the family, reference groups,
culture, social class, etc. which influences the decision-making
process. Both these factors together constitute the input in the
mind of the consumer.
Input process – Output - Model
Nicosia Model of Consumer Behavior

Nicosia model is a structural model of the purchase decision-

making process by an individual consumer or a whole family.

This model shows the interactive relationship between the

company and the consumer. They arise between them for
mutual communication - company communicates with
consumers through promotional activities, while consumers by
making purchases.

The author of a model F.M. Nicosia identified three stages that

gradually moves the consumer in process:
preferences,
attitudes,
motivations.
Nicosia Model of Consumer Behavior
Howard Sheth Model of Consumer Behavior

The Howard Sheth theory of buyer behaviour is a sophisticated integration of

the various social, psychological and marketing influences on consumer choice
into a coherent sequence of information processing. It aims not only to
explain consumer behaviour in terms of cognitive functioning but to provide
an empirically testable depiction of such behaviour and its outcome

This are the three levels of decision making:

1.     Extensive problem solving

 
2.     Limited problem solving
 
3.     Routinized response behaviour 
Engel- Kollat-Blackwell Model
Consumer decision making

It is a process by which (1) consumers identify their needs, (2)

collect information, (3) evaluate alternatives, and (4) make the
purchase decision. These actions are determined by psychological
and economical factors, and are influenced by environmental
factors such as cultural, group, and social values.
On-line decision making process
Jabong
Myntra
Situational influences 

Situational influences are temporary conditions that affect how

buyers behave—whether they actually buy your product, buy

additional products, or buy nothing at all from you. They include

things like physical factors, social factors, time factors, the

reason for the buyer's purchase, and the buyer's mood

Nature of situational influences