An Extended Model of Behavioural Process in Consumer Decision Making

Abstract

<p>The stimulus response model of consumer behaviour is useful to understand the buying behaviour of individual consumers in the context of individuals buying consumer products. An extended stimulus-response model of behavioural processes in consumer decision making is proposed that serves to integrate the influences and interlinkages of buyer psychology, various buyer characteristics, and the impact of the buyer decision process on consumer decision making. The model proposes that the behavioural process of consumer decision making be as a result of the interaction of three aspects of individual buyer behaviour: communication sensitivity; enculturated individuality; and rational / economic decision making. The paper addresses the flip side of the consumer decision making process in terms of the five stages of decision making from need recognition to post-purchase satisfaction. An aggregate level framework of behavioural process in consumer decision making has been provided, that could lead to a richer analysis of micro level factors and relationships influencing consumer decision behaviour.</p>

Understanding Perceptions of the Bioeconomy in Austria—An Explorative Case Study

“…This model assumes that consumers' behavior is influenced by external factors, which could be of a cultural, social, personal, or psychological nature. Figure 1 depicts the stimulus-response model based on Kotler [33]. As adapted for this study, the definition of the bioeconomy serves as a stimulus for the laddering method [34], which gains insight into the participants' attributes and values associated with the bioeconomy.…”

A safety marketing stimuli-response model of passenger behaviour in the ferry context

“…In the face of growing concern about the safety issue, safety marketing has emerged as an important topic in maritime operations and management research. However, as prior studies have paid limited attention to safety marketing practices, thereby hindering safety implementation, this study is one of the first attempts to fill this research gap by empirically validating and theoretically conceptualizing measures of safety marketing stimuli based on the marketing stimulus-response model (Kotler, 1997;Kanagal, 2016) and marketing mix (Borden, 1964;McCarthy, 1975;Kotler, 1997). The study findings have valuable implications for ferry operators' implementing and execution of safety practices.…”

“…Drawing on the marketing stimuli-response model (Kotler, 1997;Kanagal, 2016), this study proposes a safety marketing stimuli-response model to examine passenger safety behaviour. This model consists of three elements, safety marketing stimuli, safety awareness perception; and safety behaviour, as illustrated in Figure 1.…”

“…A stimuli-response model of consumer behaviour has commonly been used to understand the buying behaviour of individual consumers (Kanagal, 2016;Kotler, 1997). The model contains four marketing stimuli dimensions, namely, product, price, place and promotion.…”

“…The model contains four marketing stimuli dimensions, namely, product, price, place and promotion. Consumers are also influenced by other stimuli in the environment such as political, economic, technological and cultural stimuli (Kanagal, 2016). Drawing on the stimuli-response model, this study aimed to fill the highlighted research gaps by conducting confirmatory analysis to examine how safety marketing stimuli dimensions affect passengers' safety awareness and behaviours.…”