An

An Early
Early Model
Model of
of Consumer
Consumer Behavior
Behavior

r e So
l t u c ia
Cu l
Motives
Attitudes

Needs Consumer
Purchase
Business

Decision Learning

Family
Perception

Personality

Economic
 EKB
EKB Model
Model of
of Consumer
Consumer Behavior
Behavior

External
Inputs Info Processing Dec. Process D. P. Variables
Factors
Problem Beliefs Cultural
Stimuli of Marketers and Others

Exposure Recognition Norms

Attitudes
Search
Attention MEMORY Intentions
Group
Imfluence
Alt. Eval.
Yielding/
Acceptance Evaluative Family
Choice.
Criteria Influence
Retention Lifestyle
Outcomes
Unexpected
Comprehension Normative Circum-
Satisf/Diss Compliance stances
 Engle-Kollatt-Blackwell
Engle-Kollatt-Blackwell CB
CB Model
Model

Highlights:
Focus is on the Decision Making Process

The Decision Process is Impacted by:

Inputs
How Information is Processed
Specific Decision Process Variables
External Influences
 Howard-Sheth
Howard-Sheth Model
Model of
of Consumer
Consumer Behavior
Behavior

Inputs Perceptual Constructs Learning Constructs Outputs

Social, Symbolic and Direct Stimuli

Motives Attention
Overt Search
Confidence
Stimulus Brand
Brand Comprehension
Ambiguity Comprehension

Choice Criteria Attitude

Attention
Attitude
Attention
Intention
Perceptual Bias
Satisfaction Purchase
 Howard-Sheth
Marketing
Marketing Strategy CB Model
Strategy andConsumer
andConsumer Behavior
Behavior

Highlights:
Deals with three types of buying categories
RRB, LPS, EPS
Four General Factors
Inputs
Perceptual Constructs
Learning Constructs
Outputs (External or Internal)
 Bettman’s
Bettman’s Model
Model of
of Information
Information Processing
Processing

Motivation Perceptual
Processing Capacity

Encoding
Goal Hierarchy
Memory Search
Attention

External Search
Information
Acquisition and
Evaluation Scanner & Interrupt
Mechanism
Decision Processes
Interrupt
Consumption and Interpretation &
Learning Response
 Bettman’s CB Model

Highlights:
Emphasis on Information Processing

Two Unique Constructs Based on the premise

that consumers are active environmental
monitors. Scanner/Interrupt mechanisms
 HCB
HCB Model
Model of
of Consumer
Consumer Behavior
Behavior

EXTERNAL INFLUENCES Experiences and Acquisitions SITUATIONS

Culture
Problem
Subculture
Recognition
Demographics
Social Status
Information
Reference Groups
Search
Family
Marketing Activities
SELF-CONCEPT Alternative Evaluation
Desires
and and Selection
LIFESTYLE Needs
INTERNAL INFLUENCES Outlet Selection
Perception and Purchases
Learning
Memory Post-purchase
Motives Processes
Personality
SITUATIONS
Emotions Experiences and Acquisitions
Attitudes