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With Their Purchase Decision1.2

The document discusses consumer purchase behavior and decision making. It describes 4 types of consumer buying behavior based on the level of involvement: 1) routine response purchases made automatically with little search or decision effort, 2) limited decision making where some information is gathered for unfamiliar brands in familiar categories, 3) extensive decision making for high involvement, expensive purchases with risk where consumers thoroughly research options, and 4) types of risk that influence involvement levels like personal, social, and economic risk.

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Saroj Singh
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47 views3 pages

With Their Purchase Decision1.2

The document discusses consumer purchase behavior and decision making. It describes 4 types of consumer buying behavior based on the level of involvement: 1) routine response purchases made automatically with little search or decision effort, 2) limited decision making where some information is gathered for unfamiliar brands in familiar categories, 3) extensive decision making for high involvement, expensive purchases with risk where consumers thoroughly research options, and 4) types of risk that influence involvement levels like personal, social, and economic risk.

Uploaded by

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

You may even actually examine the product before you decide to
purchase it.

3. Evaluation of different purchase options.

So what DVD player do we purchase? Shall it be Sony, Toshiba or Bush? Consumers allocate
attribute factors to certain products, almost like a point scoring system which they work out in
their mind over which brand to purchase. This means that consumers know what features from
the rivals will benefit them and they attach different degrees of importance to each attribute. For
example sound maybe better on the Sony product and picture on the Toshiba , but picture clarity
is more important to you then sound. Consumers usually have some sort of brand preference with
companies as they may have had a good history with a particular brand or their friends may have
had a reliable history with one, but if the decision falls between the Sony DVD or Toshiba then
which one shall it be? It could be that the a review the consumer reads on the particular Toshiba
product may have tipped the balance and that they will purchase that brand.

4. Purchase decision

Through the evaluation process discussed above consumers will reach their final purchase
decision and they reach the final process of going through the purchase action e.g. The process of
going to the shop to buy the product, which for some consumers can be as just as rewarding as
actually purchasing the product. Purchase of the product can either be through the store, the web,
or over the phone.

5. Post Purchase Behaviour

Ever have doubts about the product after you purchased it? This simply is post purchase
behaviour and research shows that it is a common trait amongst purchasers of products.
Manufacturers of products clearly want recent consumers to feel proud of their purchase; it is
therefore just as important for manufacturers to advertise for the sake of their recent purchaser so
consumers feel comfortable that they own a product from a strong and reputable organisation.
This limits post purchase behaviour. i.e. you feel reassured that you own the latest advertised
product.

Types of Consumer Buying Behaviour

Types of consumer buying behavior are determined by:

 Level of Involvement in purchase decision. Importance and intensity of interest in a product in


a particular situation.
 Buyers level of involvement determines why he/she is motivated to seek information about a
certain products and brands but virtually ignores others.

High involvement purchases--Honda Motorbike, high priced goods, products visible to others,
and the higher the risk the higher the involvement. Types of risk:

 Personal risk
 Social risk
 Economic risk

The four type of consumer buying behavior are:

 Routine Response/Programmed Behavior--buying low involvement frequently purchased low


cost items; need very little search and decision effort; purchased almost automatically. Examples
include soft drinks, snack foods, milk etc.
 Limited Decision Making--buying product occasionally. When you need to obtain information
about unfamiliar brand in a familiar product category, perhaps. Requires a moderate amount of
time for information gathering. Examples include Clothes--know product class but not the brand.
 Extensive Decision Making/Complex high involvement, unfamiliar, expensive and/or
infrequently bought products. High degree of economic/performance/psychological risk.
Examples include cars, homes, computers, education. Spend alot of time seeking information and
deciding.Information from the companies MM; friends and relatives, store personnel etc. Go
through all six stages of the buying process.

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