{"id":2243,"date":"2022-08-08T07:49:50","date_gmt":"2022-08-08T07:49:50","guid":{"rendered":"http:\/\/www.fortunetechnologyllc.com\/?p=2243"},"modified":"2022-08-08T07:52:52","modified_gmt":"2022-08-08T07:52:52","slug":"buyer-decision-process","status":"publish","type":"post","link":"https:\/\/www.fortunetechnologyllc.com\/buyer-decision-process\/","title":{"rendered":"Buyer Decision Process"},"content":{"rendered":"\r\n

As a buyer or consumer, you are constantly making decisions such as what product to buy, which brand to buy from, where to buy, and so on. Hence Buyer Decision Process is defined as selection of one product from the many alternatives available. In the field of consumer behavior, we are only interested in situations where the consumer must make a purchase decision and has a choice. Only when there are two or more options available you have to make a decision. Understanding how consumers make decisions is the most basic and important requirement for a marketer. Making a decision is a rational and conscious process in which the consumer evaluates all available alternatives in order to choose the best one.<\/p>\r\n\r\n\r\n\r\n

THE BUYER DECISION PROCESS<\/h2>\r\n\r\n\r\n\r\n

The consumer goes through five stages during a buyer decision process. These stages are<\/p>\r\n\r\n\r\n\r\n

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  1. problem recognition,<\/li>\r\n
  2. pre-purchase information search,<\/li>\r\n
  3. evaluation of alternatives,<\/li>\r\n
  4. purchase decision, and<\/li>\r\n
  5. post purchase behavior<\/li>\r\n<\/ol>\r\n\r\n\r\n\r\n

    The important thing to remember is that the buyer decision process begins long before the actual purchase and has consequences even after the purchase is made. In the case of routine purchases, the consumer may skip the second and third stages and proceed directly to the purchase decision stage. However, if the purchase decision requires extensive problem solving, the consumer is likely to go through all five stages in the specified order.<\/p>\r\n\r\n\r\n\r\n

    1. Problem Recognition:<\/h3>\r\n\r\n\r\n\r\n

    The buyer decision process begins with the buyer identifying a need or a problem. A discrepancy between a desired state and an actual state is sufficient to arouse and activate the decision process, resulting in problem recognition. An individual’s actual state is how he or she perceives his or her current feelings and situation. A desired state is the way a person wants to feel or be right now. There is no need for a decision if the problem is not recognized.<\/p>\r\n\r\n\r\n\r\n

    Major situations leading to problem recognition are;<\/h4>\r\n\r\n\r\n\r\n\r\n\r\n