Consumer behavior

Auditing the CHOICE

PROCESS

Presented by:Mohit Malviya

Anu SinghaiAradhana Gupta

Aniket Bhushal

SOAPS

SOAPS

SOAPS

Decision making unit- Age group (0-5)- Parents till 15- Parents & Individuals & above- Individuals only Buyer-Firstly parents but later on individual take charge of purchasing them

Role Players in Decision making: Individuals Parents Friends Fashion

What motivate purchasing- Brands Discounts Quality & Pricing Surroundings

TROUSERS

Solution to the problems- Clothing Trendy

Attributes: Quality comfort fabric Design

Characterize the decision- Impulse Buying

Characterize the decision making process- Need/ Want recognition Brand selection/ Shop selection Alternatives evaluated Finalizing the best amongst all TROUSER

S

Information collected- Trend Price Discounts

Sources for search- TVCs Word of mouth Online advertising

Where is the consumer buy and why there- Specific shops/ Brand outlets ( Wide variety of options & reasonable pricing factor)

Which come first where to buy or what to buy- Where followed by What

TROUSERS

LAPTOP

Decision making unit: Decision depends solely on the individuals who are the end consumers but sometimes children also play an indirect role in the decision process.

Buyer: Mostly individuals who are the end consumers.

Role Players in Decision making: Individuals Parents Friends Experts (Computer)

What motivate purchasing: Brands Technology Specifications Quality Design and trend Price Service

Solution to the problems: Processing and calculating Time saving Easy to carry Internet savvy Style statement

Attributes: Brand Quality Style and design Technology and specifications Structure

Characterize the decision: High involvement decision, needs great attention towards the product.

Characterize the decision making process- Need/ Want recognition Brand selection/ Shop selection Performance and reliability Technology and specifications Selecting the best among all

Amount of deliberation: Unless customer gets satisfied, deal will not happen.

Information collected: Brand, quality, trend, design, technology, specifications, price, and discounts etc. Sources for search: TVCs and print ads Word of mouth is the most trusted one Online advertising Promotional offers

Where is the consumer buy and why there: Here brand plays a very crucial role in the purchase decision not the shop.

Which come first where to buy or what to buy: First comes What to buy ? and then Where to buy ?

• Decision making unit-

Child – parents & parents – themselves• Buyer-

male & female both• Role Players in Decision making:

Parents

Individual

Friends

Barber• What motivate purchasing-

Long hairs

current trend or style

Any celebrity

• Solution to the problems-

add look, creates a positive attitude

• Functions it facilitates: style, look, confidence, creates a positive

attitude, add value to there personality.• Attributes:

price, experience (ability to give look), time saving, quality of service.

• Characterize the decision- one time decision customer prefers

Very rarely switch to another

• Was it a first time decision?

Basically its first time decision of consumer

• amount of delebration appropriate? Depends on the customer.

• Characterize the decision making process-

Problem awareness Information search evaluation of alternative Purchase post purchase evaluation

• Information collected-

Price, distance, quality of work, experience.

• Where did the consumer buy and why there?

Depends upon the class of consumer

Some prefer best barber

Some prefer nearest barber

Why there??

Best Barber: Satisfaction and quality

Near by: Time saving & price

• Which come first where to buy or what to buy- Where

THANK YOU…!!!