Introduction to Models of the Buying Process

What you’ll learn to do: Identify the various models of buying processes

In the sections titled Consumer Decision-Making Process and The Steps of the Buying Process, we introduced processes or steps consumers engage in as they prepare to make a purchase. In particular, we described three models: AIDA, path-to-purchase, and the consumer buying process.

We also identified the specific steps:

  1. Recognition of an Issue or Need
  2. Information Gathering
  3. Evaluation of Options or Alternatives
  4. Selection
  5. Purchase
  6. After-Purchase Evaluation

In the coming sections, we’ll go a bit deeper to describe three ways to evaluate consumers’ buying decisions. That is, is their motivation explained by: largely quantitative economic models, largely qualitative psychological models or a blend of the two, consumer behavior models?