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Key Consumer Behaviour Models Explained

The document outlines various consumer behavior models, including the Economic, Psychological, Sociological, Psychoanalytic, Howard-Sheth, Engel-Kollat-Blackwell, and Nicosia models. Each model provides a different perspective on how consumers make decisions, influenced by factors such as rationality, psychology, social context, and decision-making processes. Examples illustrate how these models apply to real-life purchasing scenarios.

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vaishnavibarge2002
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8 views1 page

Key Consumer Behaviour Models Explained

The document outlines various consumer behavior models, including the Economic, Psychological, Sociological, Psychoanalytic, Howard-Sheth, Engel-Kollat-Blackwell, and Nicosia models. Each model provides a different perspective on how consumers make decisions, influenced by factors such as rationality, psychology, social context, and decision-making processes. Examples illustrate how these models apply to real-life purchasing scenarios.

Uploaded by

vaishnavibarge2002
Copyright
© All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PDF, TXT or read online on Scribd

Consumer Behaviour Models

1. Economic Model of Consumer Behaviour

Assumes consumers are rational and aim to maximize utility. Focuses on price, income, and product utility.

Example: Choosing a cheaper detergent with similar quality to save money.

2. Psychological Model

Based on internal psychological factors like motivation, perception, learning, beliefs, and attitudes.

Example: Buying Nike shoes due to association with performance and confidence.

3. Sociological Model

Emphasizes the role of society, family, social class, and culture in buying behavior.

Example: A teen buying trendy clothes to fit in with friends.

4. Psychoanalytic Model (Freudian Model)

Explains behavior based on unconscious motives and desires. Involves Id (desire), Ego (reality), Superego

(morality).

Example: Buying a luxury car to fulfill a desire for status.

5. Howard-Sheth Model

A detailed model for complex decision-making. Includes stimuli, perceptual and learning constructs, and

outputs.

Useful for high-involvement products like electronics or vehicles.

6. Engel-Kollat-Blackwell (EKB) Model

Describes five stages: Problem recognition, Information search, Evaluation of alternatives, Purchase

decision, and Post-purchase behavior.

Focuses on the process of decision-making.

7. Nicosia Model

Shows interaction between a firm and a consumer in four fields: Firm's communication, Consumer attitude,

Evaluation/search, and Purchase behavior.

Emphasizes feedback and learning.

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