This research paper focuses on consumer buying behaviour, specifically on factorsmoments that influence customers decisionmaking process. However, it may vary from product to services but all the customers pass through similar process. Pdf there are not many wooden products that consumers would buy on pure impulse. In this kind of a case, the power of making the decision exists both in the hands of the individual employees as well as the purchasing manager. However, it is clear that the buying process starts long before the purchase of an item. The buying decision process is the decisionmaking process used by consumers regarding the. Consumers go through 5 stages in taking the decision to purchase any goods or services.
The buyer decision process will enable to set a marketing plan that convinces them to purchase the product or service for fulfilling the buyer s or consumers problem. The purchase decision is often considered the only step in the buyer decision process. Most of the theories of consumer buying decisionmaking assume that the consumers purchase decision process consists of several steps. Reference to consumer age groups, when discussing the influence of the internet. Pdf extending the organizational buying decision process. Pdf evaluation of factors in buying decision process of furniture. Once the process is started, a potential buyer can withdraw at any stage ofmaking the actul purchase. The buying decision process of consumer intervenes between the marketing strategy and the outcomes. But as said before, it is only one element of a long chain of stages. The marketer must recognize the needs of the consumer as well as how these needs can be satisfied.
Decision neuroscience and consumer decision making pdf. Explaining the consumer decisionmaking process research leap. Repeat buyers technology and need for more space are rated as the top triggers in purchase decision of a car, and are 3x more important as a trigger than better brand image. For example if a person is hungry then food is desired or if it is a matter of thirst than water is desirable. These elements will be briefly presented after analyzing all the stages of the buying decision process. Study on consumer decision making process in the selection. A purchase decisionmaking process model of online consumers. After having ranked and evaluated alternative brands, the buyer can now make the actual decision. Each step is illustrated in the fol1owing sections of your text. On the basis that the buyer has very rational reasons to acquire a car, we will explore the process they go through in doing the same.
When purchasing an item, the buyer actually passes through five stages. Their decision regarding the purchase of a product. The strategy of an in supplier should be to reinforce the buyerseller relationship. The buyer decision process inside the buyer black box. Impact of the internet on the purchase decisionmaking process. The buying decision process and types of buying decision.