Consumer Buying Behavior

Consumer Behavior complements and consummates the application of “Marketing Concept” in every organization as a way of achieving overall corporate objectives. Consumers’ experience has been widened by their exposure to competing products, rapid changes in technology, which result in regular availability of innovative products. They set high expectations for any product or service to meet their present and future needs.

A knowledge of consumer behavior serves as a strong basis for the development of effective and efficient marketing strategy. A careful monitoring of Consumer Behavior in the competitive market enables the marketer to measure the success or failure of a specific marketing strategy. Marketer also uses knowledge of consumer behavior to segment their market.
Howard and Sheath (1980) have distinguished three types of buying decision behavior:
1. Routines response behavior
2 .Limited problem solving
3. Extensive problem solving
In buying a product or service, the buyer goes through a decision process consisting of problem recognition, information search and evaluation of alternatives, purchase decision and post purchase behavior. The marketer’s job is to understand the buyer’s behavior at each stage and what influences the prospects and consumers.
Limited problem solving exists when the need is known, every information on the alternative means of solving the problem is also known and the decision maker has to make his decision within the given spectrum.
A model is a simplified representation of a real phenomenon. Model of Consumer Behavior can be expressed verbally or algebraically, but in some cases they take the form of elaborate mathematical form or flow chart. For example, consumption C is a function of income Y, or
C =F (Y)
All Marketers, in collecting, analyzing and interpreting data, use MODELS as a basis for the systematic study of Consumer Behavior. They are interested in understanding the decision processes involved and the relationship between or among the variables that affect consumer decision-making processes.
Consumer Behavior models are concerned with the relationships between inputs into the buying decision, and resultant outcome. This outcome may be positive or negative, a decision to make purchase, or decision to reject a product or service. In dealing with consumers, marketers are confronted with a variety of response possibilities and countless environmental variables.


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