Neo Behaviorism

Topics: Consumer behaviour, Marketing, Psychology Pages: 8 (1942 words) Published: March 21, 2013
Consumer behaviourFrom Wikipedia, the free encyclopediaJump to: navigation, search This article needs additional citations for verification. Please help improve this article by adding citations to reliable sources. Unsourced material may be challenged and removed. (April 2011) Psychology

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Consumer behaviour is the study of individuals, groups, or organizations and the processes they use to select, secure, and dispose of products, services, experiences, or ideas to satisfy needs and the impacts that these processes have on the consumer and society.[1] It blends elements from psychology, sociology, social anthropology and economics. It attempts to understand the decision-making processes of buyers, both individually and in groups. It studies characteristics of individual consumers such as demographics and behavioural variables in an attempt to understand people's wants. It also tries to assess influences on the consumer from groups such as family, friends, reference groups, and society in general.

Customer behaviour study is based on consumer buying behaviour, with the customer playing the three distinct roles of user, payer and buyer. Research has shown that consumer behaviour is difficult to predict, even for experts in the field.[2] Relationship marketing is an influential asset for customer behaviour analysis as it has a keen interest in the re-discovery of the true meaning of marketing through the re-affirmation of the importance of the customer or buyer. A greater importance is also placed on consumer retention, customer relationship management, personalisation, customisation and one-to-one marketing. Social functions can be categorized into social choice and welfare functions.

Each method for vote counting is assumed as social function but if Arrow’s possibility theorem is used for a social function, social welfare function is achieved. Some specifications of the social functions are decisiveness, neutrality, anonymity, monotonicity, unanimity, homogeneity and weak and strong Pareto optimality. No social choice function meets these requirements in an ordinal scale simultaneously. The most important characteristic of a social function is identification of the interactive effect of alternatives and creating a logical relation with the ranks. Marketing provides services in order to satisfy customers. With that in mind, the productive system is considered from its beginning at the production level, to the end of the cycle, the consumer (Kioumarsi et al., 2009).

Contents [hide]
1 Black box model
2 Information search
3 Evaluation of alternatives
4 Purchase decision
5 Postpurchase evaluation
6 Other influences
7 See also
8 References
9 Further reading
10 External links

[edit] Black box modelENVIRONMENTAL FACTORS BUYER'S BLACK BOX BUYER'S RESPONSE Marketing Stimuli Environmental Stimuli Buyer Characteristics Decision Process Product
Promotion Economic
Natural Attitudes
Knowledge Problem recognition
Information search
Alternative evaluation
Purchase decision
Post-purchase behaviour Product choice
Brand choice
Dealer choice
Purchase timing
Purchase amount

The black box model shows the interaction of stimuli, consumer characteristics, decision process and consumer...
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