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As part of consumer behavior, the buying decision process is the decision-making process used by consumers regarding the market transactions before, during, and after the purchase of a good or service. It can be seen as a particular form of a cost–benefit analysis in the presence of multiple alternatives. [1] [2]
Both brand recall and brand recognition play an important role in consumers’ purchase decision process and in marketing communications. Brand awareness is closely related to concepts such as the evoked set and consideration set which include the specific brands a consumer considers in purchasing decision. Consumers are believed to hold ...
Sometimes, consumer purchase decisions are made in unexpected circumstances, or a situation will delay or shorten people's decision-making process. Research has found that in waiting for scenarios where consumers are ubiquitous, seemingly unrelated physical cues, such as area carpets or queue guidelines, can act as virtual boundaries that alter ...
The AIDA marketing model is a model within the class known as hierarchy of effects models or hierarchical models, all of which imply that consumers move through a series of steps or stages when they make purchase decisions. These models are linear, sequential models built on an assumption that consumers move through a series of cognitive ...
Sales Funnel or Purchase Funnel: The sales or purchase funnel (sales from the seller's perspective and purchase from the buyer's perspective) guides potential customers through stages of awareness, interest, desire, and action, culminating in a purchase decision. It is a subset of full funnel marketing, centered specifically on the conversion ...
The decision-making process is still not well enough understood to clarify the distinction between the models used to represent the process and the process of decision-making itself. [3] Many researchers reject the idea of a two-step decision-making process using a consideration set, and instead insist on viewing the consideration set as simply ...
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A buying center, also called a decision-making unit (DMU), [1] brings together "all those members of an organization who become involved in the buying process for a particular product or service". [2] The concept of a DMU was developed in 1967 by Robinson, Farris and Wind (1967). [3]