Consumer Behavior

JOJIN G JOSEPH
ROLL NO:37
 The Consumer Decision
Making Process and Business
Decision Making Process
 CONSUMER
BEHAVIOR
Process a consumer uses to make purchase
decisions as well as to use and dispose of
purchased goods or services, also includes
the factors that influence the purchase
decisions and product use
CONSUMER DECISION MAKING
Consumers decisions are the results of their life-style, which in turn is influenced by the marketing activities,
culture, sub-culture, values, social status, demographics, family type, emotions, personality traits, motives,
perception, and learning. Information search and then processing it, links these influences to consumers.
Consumer decisions result from perceived problems (as for example, being thirsty) and opportunities (like,
being in a market place). Consumer problems arise in specific situations and may trigger one or more levels of
the consumer decision-making process.
Consumer Decision Making refers to the process under which consumers go through in deciding what to
purchase, including problem recognition, information searching, evaluation of alternatives, making the
decision and post-purchase evaluation.
FIVE STAGES OF CONSUMER DECISION
MAKING
Post Purchase
Evaluation of Behavior
Need Alternatives
-Chance of
Recognition -Quality Cognitive
- Stimuli -Price Dissonance
(Internal/ -Any Other -Marketer tries
External) Factors to reduce this

1 2 3 4 5

Information Purchase
Search Makes the
-Online Sources actual Purchase
-Family
-Friends
-Sales People
BUSINESS DECISION
MAKING PROCESS

The business decision-making process is a step-by-step process

allowing professionals to solve problems by weighing evidence,
examining alternatives, and choosing a path from there. This
defined process also provides an opportunity, at the end, to review
whether the decision was the right one.
BUSINESS DECISION
MAKING PROCESS
1. Identifying and Defining the Problem
2. Gathering Information
3. Identification of Alternatives
4. Evaluation of Various Alternatives
5. Choose the Best Alternative
6. Implementation of the Selected Alternative
7. Taking the Corrective Actions
Thank You!