The psychoanalytical model : The psychoanalytical model draws from Freudian psychology. According to this model, the individual consumer has a complex set of deep seated motives which drive him towards certain buying decisions. The buyer has a private world with all his hidden fears, suppressed desires and totally subjective longings. His buying action can be influenced by appealing to those desires and longings.
According to Mr. Freud, human personality has three parts namely, 1. the “ID”, the source of all mental energy which drives one to an action. 2.the “Super Ego”, the internal representation of what is socially approved—one’s conscience.3. the “Ego”, the conscious director of ‘ID’ impulses for finding satisfaction in socially acceptable manner. In other words, ‘ID’ represents one’s animal or basic impulses, ‘instincts’ and cravings for immediate and total satisfaction. These instincts might be even anti-social. The Super Ego or conscience reflects one,s idealised or mended behaviour pattern a via media between the extremes, that is the, conflict between “ID” and “Super Ego” is resolved by Ego. The Ego is the intermediary which mediates and processes the dispute action as a rational con- trol centre between the conflicting extreme sides of ID and Super Ego. It is Ego that directs ones behaviour to satisfy both the “ ID” and “Super Ego”. Thus a person is interested in buying say KV-L34MFI SONY TV with characteristics of Hi-black Trinitron Screen—super drum sound system, 100system memory,1 tuner digital picture in picture, A/V Stereo, LD compatibility casting say Rs.1,05,000 with remote control. Here his ‘ID’ demands the use of consumer credit liberally to buy that costly T.V. set. The Super Ego dissuades him from heavy borrowing as credit beyond certain limits is not acceptable. Here the Ego acts like a mediator and comes with a fine compromise of instalment system without away strains and drain on his financial position. Here self image of a consumer is a great motivating force inducing him to buy certain products. This model can be presented as follows
According to Mr. Freud, human personality has three parts namely, 1. the “ID”, the source of all mental energy which drives one to an action. 2.the “Super Ego”, the internal representation of what is socially approved—one’s conscience.3. the “Ego”, the conscious director of ‘ID’ impulses for finding satisfaction in socially acceptable manner. In other words, ‘ID’ represents one’s animal or basic impulses, ‘instincts’ and cravings for immediate and total satisfaction. These instincts might be even anti-social. The Super Ego or conscience reflects one,s idealised or mended behaviour pattern a via media between the extremes, that is the, conflict between “ID” and “Super Ego” is resolved by Ego. The Ego is the intermediary which mediates and processes the dispute action as a rational con- trol centre between the conflicting extreme sides of ID and Super Ego. It is Ego that directs ones behaviour to satisfy both the “ ID” and “Super Ego”. Thus a person is interested in buying say KV-L34MFI SONY TV with characteristics of Hi-black Trinitron Screen—super drum sound system, 100system memory,1 tuner digital picture in picture, A/V Stereo, LD compatibility casting say Rs.1,05,000 with remote control. Here his ‘ID’ demands the use of consumer credit liberally to buy that costly T.V. set. The Super Ego dissuades him from heavy borrowing as credit beyond certain limits is not acceptable. Here the Ego acts like a mediator and comes with a fine compromise of instalment system without away strains and drain on his financial position. Here self image of a consumer is a great motivating force inducing him to buy certain products. This model can be presented as follows
Learning model: All theories of buyer behaviour have been basically based on a learning model namely, Stimulation- Response or more popularly known as SR model. SR learning theory is very useful to modern marketing and marketers. Learning is the centrifugal point in the entire study to human behaviour. Learning, as noted earlier, refers to a change in the behaviour which occurs as a result of practice. It is a change in the behaviour that results from previous experience and behaviour in similar situations. What is important, learning is a product of reasoning, thinking, information processing and, of course, perception. Therefore, behaviour is deeply affected by the learning experiences of the buyers.
Of all the psychologists, Pavlovian stimulus or learning of buyer behaviour is widely accepted. He says that buyer behaviour is capable of being manipulated by human drives, stimuli, and responses of the buyer. This model banks on man’s ability to leave, forget and discriminate. Learning process involves three steps namely, Drive—a strong internal stimulus which impels action. When it is directed towards a drive-reducing object, it becomes a motive. A drive- need- thus motivates a person for action to satisfy the need. Here, the objectives are the stimuli which the drives Cues are weak stimuli. Cues determine when the buyer will respond. Say, we have cues such as a product advertisement relevant to the situation and existing in our environment.
Response is the final stage which is needed to fulfill the drive or as a need which was acting as a strong stimulus. Thus, the thirst, can be quenched by an ad. These sequential components of learning link stimulus cue and response finally resulting in a habit. In marketing, it is better known as a learning brand loyalty brand images and store patronage. Repeated reinforcement leads to a habit formation and the decision process for an individual becomes a matter of routine. It is worth emphasizing here that we learn through trial and error and changes in our behaviour are brought about by practice as experience. The SR model of Pavlovian learning is made clear by given figure:
Of all the psychologists, Pavlovian stimulus or learning of buyer behaviour is widely accepted. He says that buyer behaviour is capable of being manipulated by human drives, stimuli, and responses of the buyer. This model banks on man’s ability to leave, forget and discriminate. Learning process involves three steps namely, Drive—a strong internal stimulus which impels action. When it is directed towards a drive-reducing object, it becomes a motive. A drive- need- thus motivates a person for action to satisfy the need. Here, the objectives are the stimuli which the drives Cues are weak stimuli. Cues determine when the buyer will respond. Say, we have cues such as a product advertisement relevant to the situation and existing in our environment.
Response is the final stage which is needed to fulfill the drive or as a need which was acting as a strong stimulus. Thus, the thirst, can be quenched by an ad. These sequential components of learning link stimulus cue and response finally resulting in a habit. In marketing, it is better known as a learning brand loyalty brand images and store patronage. Repeated reinforcement leads to a habit formation and the decision process for an individual becomes a matter of routine. It is worth emphasizing here that we learn through trial and error and changes in our behaviour are brought about by practice as experience. The SR model of Pavlovian learning is made clear by given figure:
Sociological model: According to sociological model, the individual buyer behaviour is influenced by society—by intimate groups as well as social classes. That is, his buying decisions are not totally determined by the concept of utility. That is his buying decisions are governed by social compulsions. As a part of sociological model—two important variations can be considered namely, one that of Nicosia and another Howard & Sheth.
The marketing scholars have tried to build buyers-behaviour models purely from stand point view of marketing man. Here F. Nicosia model of 1966 and H. Sheth model of 1969are of this category. These models are systems models where human being analysed as a system with stimuli as INPUT and behaviour as an output
Nicosia model:
As well known consumer motivation and bevaviour expert Mr. Nicosia presented his buyer model in 1966 which attempts to establish linkages between the marketing firm and its consumer. The essence is how the activities of the firm influence the consumer and result in his direction to buy. According to his model the messages from the firm first influence the predisposition of the consumer towards the product, he develops a certain attitude towards the product depending on the situation. It leads to a search for the product or on evaluation of the product. In case, these steps have a positive impact on him it may result in decision to by. This is the sum and substances of the explanation. His model lumps these activities into four basic fields.
Field One has two sub-fields namely, the firms attributes and the consumer attributes.An ad message from the firm reaches consumer’s attributes. Depending on the way the messages received by the consumer, a certain attribute may develop and this becomes the input for the field Two. Field Two is the area of search and evaluation of the advertised product and other alternatives. If this process results in a motivation to buy, it becomes the input for field three. Field Three consist of the act of purchase. The field Four consists of use of the purchased item. There is an output from field Four --- feed back of sales results to the firm
As well known consumer motivation and bevaviour expert Mr. Nicosia presented his buyer model in 1966 which attempts to establish linkages between the marketing firm and its consumer. The essence is how the activities of the firm influence the consumer and result in his direction to buy. According to his model the messages from the firm first influence the predisposition of the consumer towards the product, he develops a certain attitude towards the product depending on the situation. It leads to a search for the product or on evaluation of the product. In case, these steps have a positive impact on him it may result in decision to by. This is the sum and substances of the explanation. His model lumps these activities into four basic fields.
Field One has two sub-fields namely, the firms attributes and the consumer attributes.An ad message from the firm reaches consumer’s attributes. Depending on the way the messages received by the consumer, a certain attribute may develop and this becomes the input for the field Two. Field Two is the area of search and evaluation of the advertised product and other alternatives. If this process results in a motivation to buy, it becomes the input for field three. Field Three consist of the act of purchase. The field Four consists of use of the purchased item. There is an output from field Four --- feed back of sales results to the firm
HOWARD SHETH MODELJohn Howard and Jagdish Sheth presented their buyer model in 1969. its an integrated model. It assumes problem solving approach in buying and adopts input-output or system approach in buying. Howard introduced learning process in buying. Satisfaction leads brand loyalty. Discontentments creates brand switching by the buyers. It other words , the logic of this model that there are inputs in the form of stimuli. There are output beginning with attention to a given stimulus and ending the purchase. In between these inputs and outputs , there are variable affecting perception and learning. These variables are “hypothetical” as they can not be directly measured at the time of occurrence.
This model can be presented in the both simple and more sophisticated form. The simple structure is as follows:
