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BUYER BEHAVIOUR - Essay Example

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BUYER BEHAVIOUR

to as consumer behaviour is an essential component of marketing because it helps in the determination of pricing incentives, mode of advertising and brand differentiation among others. This paper therefore seeks to identify and illustrate the concepts that facilitate understanding of buyer behaviour as well as evaluate the various models or theories of buyer behaviour with close association with the concept of neuroscience. Another area that will be looked at is the area of decision making process in consumption that gives rise to the various types of consumer purchases.
To begin, buyer behaviour generally refers the process in which consumers take in order to make decisions on acquiring certain goods or services for their own use. Consumer buying behaviour is therefore a multi-staged process that involves the identification of a specific need and even goes beyond the consumption stage to an evaluation one. It is for this reason that consumers are likely or unlikely to consume one product as opposed to the other in cases where there is indifference between two products. The consumer buying process is a complex one because of the influences it relies on and the characteristics of human diversity that makes us act differently. Some research studies have also indicated that the buying behaviour can also be linked to neuroscience. It is therefore important to understand the process of consumer buying behaviour as shall be discussed in the following section.
The consumer buying decision-making process model adopts a five stage interconnected process that illustrates how individuals or consumer groups will always conduct themselves before and after purchase of a product or a service (Riley 1). The first stage is the need identification and problem awareness stage. At this stage, an individual identifies a need within him or her that needs to be satisfied. The utilitarian theory has been associated with this stage of decision making. Since an individual identifies that ...Show more

Summary

With the increasing trends in buyer choices and preferences as a result of modernism and the new technological era, buyer behaviour has been of great concern to many businesses and scholars alike (Sheth and Lunn 35). Decision-making and behaviour in all areas has remained a…
Author : lonny40
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