Consumer Behavior Theory
Jeff Bray
Consumer Behaviour Theory: Approaches and Models
Consumer Behaviour Theory: Approaches and Models...............................................2 1.1 Consumer behaviour & consumer decision making ............................................2 1.2 Theoretical approaches to the study of consumer behaviour..............................3 1.3 Economic Man .....................................................................................................4 1.4 Psychodynamic Approach ...................................................................................4 1.5 Behaviourist Approach ........................................................................................5 1.6 Cognitive Approach .............................................................................................6 1.6.1 Cognitive Models of Consumer Behaviour ..................................................9 1.6.1.1 Analytic Cognitive Models ..................................................................10 1.6.1.2. Prescriptive Cognitive Models............................................................20 1.7 Humanistic Approach ........................................................................................25 1.7.1 Humanistic Models of Consumer Behaviour..............................................25 1.9 Summary ............................................................................................................28 References................................................................................................................29
Figure 1.1: Stimulus-Organism-Response Model of Decision Making........................7 Figure 1.2: Cognitive Consumer Behaviour Models ..................................................10 Figure 1.3: Major components of the Theory of Buyer Behavior ..............................11 Figure 1.4: The Theory of Buyer Behavior ................................................................12 Figure 1.5:
Consumer Behaviour Theory: Approaches and Models
Consumer Behaviour Theory: Approaches and Models...............................................2 1.1 Consumer behaviour & consumer decision making ............................................2 1.2 Theoretical approaches to the study of consumer behaviour..............................3 1.3 Economic Man .....................................................................................................4 1.4 Psychodynamic Approach ...................................................................................4 1.5 Behaviourist Approach ........................................................................................5 1.6 Cognitive Approach .............................................................................................6 1.6.1 Cognitive Models of Consumer Behaviour ..................................................9 1.6.1.1 Analytic Cognitive Models ..................................................................10 1.6.1.2. Prescriptive Cognitive Models............................................................20 1.7 Humanistic Approach ........................................................................................25 1.7.1 Humanistic Models of Consumer Behaviour..............................................25 1.9 Summary ............................................................................................................28 References................................................................................................................29
Figure 1.1: Stimulus-Organism-Response Model of Decision Making........................7 Figure 1.2: Cognitive Consumer Behaviour Models ..................................................10 Figure 1.3: Major components of the Theory of Buyer Behavior ..............................11 Figure 1.4: The Theory of Buyer Behavior ................................................................12 Figure 1.5:
References: Consumer Behaviour Theory: Approaches and Models CONNER, M., et al., 1998 Consumer Behaviour Theory: Approaches and Models MILLER, K., 2005 Consumer Behaviour Theory: Approaches and Models SIMON, H., 1997