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The Models of Buyer Behaviour For The Product

The document discusses three models of buyer behavior: 1) Kotler and Keller's well-developed model of buyer behavior for products, which is depicted in a diagram. 2) Kushwaha's model for organizational buyers from an article. 3) ACB Marketing's model for individual consumers, showing the decision making process and factors that influence their preferences and brand loyalty. Understanding buyer behavior helps companies develop marketing strategies and new products tailored to customer needs.

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279 views2 pages

The Models of Buyer Behaviour For The Product

The document discusses three models of buyer behavior: 1) Kotler and Keller's well-developed model of buyer behavior for products, which is depicted in a diagram. 2) Kushwaha's model for organizational buyers from an article. 3) ACB Marketing's model for individual consumers, showing the decision making process and factors that influence their preferences and brand loyalty. Understanding buyer behavior helps companies develop marketing strategies and new products tailored to customer needs.

Uploaded by

Hoàng Hảo Lê
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
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The models of buyer behaviour for the product/service

1. Model of buyer behavior for the product

According to the Kotler and Keller (2012) in page 161, a well-developed and tested model of
buyer behaviour is known as the a model of buyer behaviour for the product, which is
summarised in the diagram below:

2. Model for an organizational buyer.

Base on the basic model of buyer behaviour, Kushwaha has ever shown a model for an
individual consumer in the article in 2011 as below
3. Model for an individual consumer

In order to successfully sell your goods or services, you need an idea of why consumers
behave the way they do when they make purchases. For example, knowing how much your
customers have to spend and what their most important needs are can help you create product
selection and pricing strategies that lead to more sales for your business. Additionally,
learning about the psychological and sociological aspects of your customer's buying choices
can give you insight on how they see your brand and how loyal they are to it.

ACB Marketing’s website displayed a Model for an individual consumer as below:

In conclusion, An insight into buyer behaviour of the consumer helps us understand the
processes that go behind their preference of certain goods and services over other. Consumer
behavior not only helps companies plan market strategies, but also facilitates the process of
new product development to cater to the needs of customers.

Reference

Kushwaha, B. (2011, January 05). Nature of industrial buying. Retrieved from


https://www.slideshare.net/bhupeshkush/nature-of-industrial-buying

A Model Of Consumer Decision making Process. (n.d.). Retrieved from


https://www.abcofmarketing.com/consumer-preferences-towards-western-origin-fast-foods-
in-urban-india/a-model-of-consumer-decision-making-process/

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