The document discusses several models of consumer behaviour, including Lawson's model of buying behaviour, factors that influence consumer behaviour, and the buyer decision process. It also covers behaviourist and cognitivist theories of consumer behaviour, and discusses models like the Engel-Kollat-Blackwell model, Howard & Sheth model, and Maslow's hierarchy of needs model.

3. Types of Buying Decision Behavior –Lawson’s model (Fig.2.1) Complex Buying Behavior Variety- Seeking Behavior Dissonance- Reducing Buying Behavior Habitual Buying Behavior High Involvement Significant differences between brands Few differences between brands Low Involvement

4. Model of Buyer Behavior (Fig. 2.2)- Lawson’s model Marketing and Other Stimuli Marketing Product Price Place Promotion Other Economic Technological Political Cultural Buyer’s Black Box Buyer Characteristics Buyer Decision Process Buyer Responses Product Choice Brand Choice Dealer Choice Purchase Timing Purchase Amount

5. Factors Influencing Consumer Behavior-Lawson’s model (Fig.2.3) Social Reference groups Family Roles and status Personal Age and life-cycle Occupation Economic situation Lifestyle Personality and self-concept Psycho- logical Motivation Perception Learning Beliefs and attitudes Buyer Culture Sub- culture Social class Cultural

6. SOURCES OF EXTERNAL INFLUENCES ON CONSUMER BEHAVIOUR-Wilkie (1990) SCOPE – the sweep or reach of the impact STRENGTH- the power to impact behaviour IMMEDIACY – direct or focused influence on behaviour; the impact is felt with no or little influence coming into play. Long term/short term low specific MKT STIMULI Long term/short term High/low specific FRIENDS Long-term High specific FAMILY Long-term High general SUBCULTURE Long-term High general CULTURE IMMEDIACY STRENGTH SCOPE

7. Buyer Decision Process (Fig. 2.4)-Lawson’s model Postpurchase Behavior Purchase Decision Information Search Need Recognition Evaluation of Alternatives

11. Major Types of Buying Situations-Business products New Task Buying Involved Decision Making Modified Rebuy Straight Rebuy

12. ASSUMPTION ON CONSUMER BEHAVIOUR-Behavioural versus Cognitivists view BEHAVIOURIST COGNITIVIST

21. Maslow’s Hierarchy of Needs (Fig. 2.5) Physiological Needs (hunger, thirst) Safety Needs (security, protection) Social Needs (sense of belonging, love) Esteem Needs ( self-esteem) Self Actualization (Self-development )

22. Stages in the Adoption Process Awareness: Consumer is aware of product, but lacks information. Interest: Consumer seeks Information about new product. Evaluation: Consumer considers trying new product. Trial: Consumer tries new product on a small scale. Adoption: Consumer decides to make regular use of product.

23. Adopter Categories (Fig. 5.7) Percentage of Adopters Time of Adoption Early Late Innovators Early Adopters Early Majority 2.5% 13.5% 34% 34% 16% Laggards Late Majority

24. Influence of Product Characteristics on Rate of Adoption Divisibility Can the innovation be used on a trial basis? Complexity Is the innovation difficult to understand or use? Communicability Can results be easily observed or described to others? Compatibility Does the innovation fit the values and experience of the target market? Relative Advantage Is the innovation superior to existing products?