Types of buying behavior

Routine Response Behavior(RRB)

. Have an idea of using and buying the product
Have the idea of brands available in the market
Involvement is low here
Will give little thought at the time of purchasing
Products are of low cost products
For example: coffee powder, toothpaste,soft
drinks.
Limited problem solving(LPS)

Consumer is familiar with the product but no

established brand to arrive at his brand
decision.
For final decision consumer would like to
check with her friends ,relatives and
shopkeeper about the product.
Extensive Problem Solving(EPS)

It occurs when the consumer is encountering a

new products.
He needs information on both the product
category as well as the various brand available.
The kind of decision is by far the most complex.
Will give much time to take decision.
Involvement is high.
For example: Car, laptop, jewellery, foreign trip.
 Consumer Decision Making Buying
Roles

 Initiators
 Influencers
 Decision makers
 Purchasers
 Users
 Participants in Business
Buying

Roles Played in a Buying Center

Initiators

Influencers

Deciders

Buyers

Users
 Buying roles

 Buying roles change so the marketers must be

careful in making their targeting decisions.
 We can distinguish five roles people play in buying
decisions:

 Initiator : the person who first suggests the idea of

buying the product or service.
 Influencer : the person whose view or advice
influences the decisions.
 Decider : the person who decides on any
component of a buying decisions : whether to buy,
what to buy, how to buy, where to buy.
 Buyer : the person who makes the actual purchase
 User : the persons who consumes or uses the
product or service.
Stages in the Adoption Process
Awareness
Awareness

Interest
Interest

Evaluation
Evaluation

Trial
Trial

Adoption
Adoption