Problem-Solution and Consultative Selling Exercise: Simplifying Complex Buying and Selling Behavior

Dunn, Dan T.; Murray, Keith B.

doi:10.1080/10528008.1992.11488378

Cited by 3 publications

(1 citation statement)

References 8 publications

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“…Types of Consumer Buying Behavior: Based on consumer's level of involvement over a purchase decision one can classify buying behaviors consumers into different buying behavior categories such as i) 'complex buying behavior' that refer to an infrequent high-involvement purchase decision; ii) 'dissonance-reducing behavior' that refer to an infrequent purchase with high-involvement when there is a low availability of alternatives with less significance among alternatives; iii) 'habitual buying behavior' that refer to a low-involvement purchase decision wherein consumers perceive very few significant differences among substitutes; iv) 'variety-seeking buying behavior' that indicates an exact opposite behaviour of a habitual buyer; v) 'impulsive buying behavior'; vi) 'panic-buying behavior' that refer to a collective consumer behavior viz., a) fads, fashions and trends, b) stockout situations in a store, c) stock market movements, and d) buying more than required in the beginning of an end-ofseason-sale etc that is caused by various factors such as are a) 'perception' that refer to perceived threat and perceived scarcity, b) 'fear of the unknown', c) 'coping behavior', and d) 'socialpsychological factors' that refers to social influence and social trust; vii) 'compulsive buying behavior' [54][55][56][57][58][59][60].…”

Section: Gilbert Model Of Consumer Decision-making Frameworkmentioning

confidence: 99%

Consumer Communication Deployment Tactics: An Integrated Framework for Lifestyle Brands and Retailers in India (CCF-LS)

Ganesha¹,

Aithal²

2020

SSRN Journal

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Though consumer communication and orientation is a collective responsibility of all the departments/functions across the organization, a majority of lifestyle brands and retailers in India believe that the consumer communication is the deliverable of a single department/function that is widely and erroneously tagged as Marketing Department. This belief is distracting them from understanding the long-term positive impact on consumer patronage and they continue to use high-cost advertisements as one of the major tactics for consumer communication. A single theory, model and framework of consumer behavior from the existing literature available across perspectives, paradigms, and areas of study (Economics, Behavioral Economics, Psychology, Social Psychology, Anthropology, Marketing and so on) is not entirely applicable that could be adopted to suit lifestyle brands/retailers in India and designing a framework without empirical pieces of evidence is also not appropriate. In this study, i) we have studied over 28 consumer behavior theories, models and frameworks; ii) analyzed 24 months' of actual data of a few select organized lifestyle brands and retailers in India; iii) borrowed experimental findings and insights from previous studies relevant in this context, to identify 50 factors influencing the outcomes of each stage of the consumer decision-making process and selected a few of them that have indicated the high scope of influencing capability by a lifestyle brand/retailer to design an economical and effective framework that is useful in designing consumer communication deployment tactics by a lifestyle brand or retailer in India. The framework is named as CCF-LS.

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Section: Gilbert Model Of Consumer Decision-making Frameworkmentioning

confidence: 99%

Consumer Communication Deployment Tactics: An Integrated Framework for Lifestyle Brands and Retailers in India (CCF-LS)

Ganesha¹,

Aithal²

2020

SSRN Journal

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Teaching Communication Skills in the Personal Selling Class

McBane¹,

Knowles²

1994

Marketing Education Review

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The Applied Strategic Model of Organic Profit for Brick-and-Mortar Retailing in India (SOPR-b)

Ganesha¹,

Aithal²

2022

IJAEML

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Purpose: To build an applied strategic model which is suitable for brick-and-mortar (B&M) retailing in India to achieve sustainable and organic profit. Design/Methodology/Approach: Pragmatism research philosophical paradigm; Abductive research approach; Multi-method choice and longitudinal time horizon for data collection; qualitative and quantitative data analysis techniques. Findings/Result: The SOPR-b model has established a statistically significant positive relationship between the share of organic profit; organic growth in customers’ repeat visit/purchase intention; organic customer orientation in the marketing mix and margin of safety; ownership and accountability held by the employees of sales & store operations; sales and stores operation orientation in the organizational structure; organic customer retention orientation in the performance measures and rewards. Originality/Value: The new strategic model developed draws on insights from over 9 empirical studies, 26 qualitative studies, 35 field experiments, evaluation of over 20 million customer-level transactions, and important existing theories, models, and frameworks from multiple disciplines that are pertinent to the Indian context in the accessible literature. Paper Type: Applied Research

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Problem-Solution and Consultative Selling Exercise: Simplifying Complex Buying and Selling Behavior

Cited by 3 publications

References 8 publications

Consumer Communication Deployment Tactics: An Integrated Framework for Lifestyle Brands and Retailers in India (CCF-LS)

Consumer Communication Deployment Tactics: An Integrated Framework for Lifestyle Brands and Retailers in India (CCF-LS)

Teaching Communication Skills in the Personal Selling Class

The Applied Strategic Model of Organic Profit for Brick-and-Mortar Retailing in India (SOPR-b)

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