For future blogs you could make it more personal and maybe insert more references. However, much debate surrounds the issue of whether or when people are actually … Consumer Behavior Theory. (2006) “Consumer Behaviour Knowledge for Effective Sports and Event Marketing”, Taylor & Francis, New York, USA. The theory of cognitive dissonance has generated a good deal of research in consumer behavior, however, this research has not yet been fully reviewed and critiqued. One of the approaches which are used is known as the “Cognitive approach”, The Cognitive approach is one of the most recent approaches to Consumer Behaviour Psychology; being developed in the 1960s (PldfScotland, 2015). CONSUMER AFFECTIVE SYSTEM CAN RESPOND TO THOUGHTS PRODUCE BY THEOR COGNITIVE SYSTEM, . The most widely used prescriptive models are the Theory of Reasoned Action 27 and the Theory of Planned Behaviour. Change ), You are commenting using your Facebook account. C. ognitive-behavioral therapy (CBT) approaches are rooted in the funda -mental principle that an individual’s cognitions play a significant and primary role in the development and maintenance of emotional and behav-ioral responses to life situations. (2005) Essentials of Marketing Third Edition, Essex, Pearson Education Limited, Bray, J. It is one of a closely inter-related family of theories which adopt a cognitive approach to explaining behaviour which centres on individuals’ attitudes and beliefs. (Bray, J.P. 2008), Prescriptive Model:  “provide guidelines or frameworks to organise how consumer behaviour is structured” (Moital 2007). Published findings in support of the theory are equivocal; they fail to show that cognitive dissonance is the only possible cause of observed “dissonance-reducing” behavior. 2 The consumer behaviour model Consumer behaviour focuses on the factors that solitarily or combines to influence the decision making process of consumers. The Theory of Buyer Behaviour (Howard and Sheth 1969) and the Consumer Decision Model (Blackwell, Miniard et al. Consumer theory is not flawless, though, as it based on a number of assumptions about human behavior. Consumer psychologists study a … A consumer who has a balanced ID, Ego and Super Ego exhibits a balanced approach in all their decision pertaining to purchase of products. Change ), You are commenting using your Twitter account. Sela is not your typical business theme. To conclude Cognition is the logical process by where a consumer decides on their impulse to purchase a product dependent on influences from external factors, and this can be supported by the following “a sophisticated integration of various social. Social cognitive theory is a subset of cognitive theory. Keywords: Cognitive dissonance, consumer behaviour, marketing, consumer dissonance, post purchase dissonance I. Brehm provided the landmark study in 1956 on the effect of magnitude of dissonance arousal on attitude change. Specifically, according to cognitive approach environment and social experiences provide individuals with abundant information to be processed, and the outcome of information processing results in individuals behaving in certain ways as consumers. Example: Consumer attitudes influence purchasing behavior, where cognitive theory comes into play. 2. ION Chapter 1 provided an overview of the area of research for this study, by identifying, among others, the objectives of the study together with the importance attributed to the study. Supporters of this view also stress the role of creativity and insight during the learning process. Consumer Behavior Theory and Marketing Strategy 5:15 Cognitive Appraisals Relevant to Consumer Behaviors 4:15 Go to Introduction to Consumer Behavior Retention is where the consumers recall the behavior and process the ability to use the product. Layout looks great- images are clear and relevant. ABSTRACT - Motivation-need theories are reviewed, their implications to consumer behavior investigated, and the various findings and concepts integrated in formulating a model of generic choice prediction. As such they promise to be useful to practitioners who can ‘measure’ what stimuli should be modified or emphasised to attract a certain consumer response. • Identify the most important considerations in choosing the right theory to address a health behavior problem in a particular population and context. The relevant evidence from three phases of consumer behavior is reviewed here: pre-decisional determinants of product preference, post-decisional determinants of product preference, and information seeking behavior. Therapists use it to treat phobias and other psychological disorders. Kassaye Wandwossen, Tilburg University. The two main analytical models are the Consumer Decision Model and the Theory of Buyer Behaviour and the most common prescriptive models are the Theory of planned behaviour and the Theory of Reasoned Action. Change ), A Cognitive approach to consumer behaviour, https://people.umass.edu/aizen/pdf/tpb.intervention.pdf>, http://eprints.bournemouth.ac.uk/10107/1/Consumer_Behaviour_Theory_-_Approaches_%26_Models.pdf, Humanistic Approach to Consumer Behaviour. The relevant evidence from three phases of consumer behavior is reviewed here: pre-decisional determinants of product preference, post-decisional determinants of product preference, and information seeking behavior. May 2, 2016. and Stella M. Resko. These cognitive distortions cause people to lose touch with reality and they torture themselves psychologically with self-created falsehoods. (2008) Consumer Behaviour Theories: Approaches and Models,(online) Available from http://eprints.bournemouth.ac.uk/10107/1/Consumer_Behaviour_Theory_-_Approaches_%26_Models.pdf (Date accessed 29th April 2016), I liked how you have included advantages and disadvantages within your blog. The basic assumption in this therapy is that cognitive distortions (inaccurate thinking) cause psychological distress. 29 This model was developed further in 1969 by Howard and Sheth to become the 'Theory of Buyer Behaviour' (or Howard and Sheth Model) . The key to positioning is to find a niche – an unsatisfied need – that is not occupied by a competing product or brand. Due to their wide ranging scope such models are often labelled the “grand models” (Kassarjian 1982). Consumer Behavior – Cognitive theory. 2006, p6). In many cases, a consumer will use a generic decision making model (Pickton and Broderick, 2005). The theory of cognitive dissonance has generated a good deal of research in consumer behavior, however, this research has not yet been fully reviewed and critiqued. Social Cognitive Theory (SCT), originally known as the Social Learning Theory (SLT), began in the 1960s through research done by Albert Bandura. Firstly we must decipher what is Consumer Behaviour? THOUGTS AND MEANING`S PRODUCE BY THE COGNITIVE SYSTEM. CONTINUE…. ( Log Out /  3.1. processes in consumer behavior. This perspective views people as problem solvers who actively use information from the world around them to master their environments. Social Cognitive Theory . The Theory of Planned Behaviour & Theory of Reasoned Action The theory of planned behaviour (TPB) is one of the most widely cited and applied behaviour theories. Consumer Behavior Theory and Marketing Strategy 5:15 Cognitive Appraisals Relevant to Consumer Behaviors 4:15 Go to Introduction to Consumer Behavior To define that congnitive learning theory is a theory of learning consumer behaviour which based on their mental information processing that often in responsed to problem solving (Schiffman, Leon G. et al, 2014, p213). Consumers can include people buying for themselves, their family or for a business. While no single theory is unifying, each one provides a unique piece of the puzzle in understanding the psychological processes of people and their patterns of consumption. Psychological theories 3. (1995,(43)(44) observe -"Consumer behavior theories believe in consistency and orderliness of consumer behaviour…Thus, the general assumption has been that if and when informed about such characteristics of the consumer [cognitive responses, conditioned responses, personality traits etc. Really informative, well done. Specifically, according to cognitive approach environment and social experiences provide individuals with abundant information to be processed, and the outcome of information processing results in individuals behaving in certain ways as consumers. Kendra Cherry. 12. Finally, we outline important issues for further re-search and applications for stimulating healthy, prosocial, and sustainable consumer choices. However, the dominant models of cognitive psychology do not seem to be appropriate for explaining low involvement consumer behaviors. PDF | The different theories on consumer behavior and the relevant research conducted on the understanding of the consumer behavior. This paper has explored the factors that create cognitive dissonance in consumer buying decision making particularly among the consumer goods purchaser in the city area. Theories of consumer behavior are a natural extension of human behavior theories. Good description of models and use of images. "2 This field is often considered a subspecialty of industrial-organizational psychologyand is also known as the psychology of consumer behavior or the psychology of marketing. According to Trait Theory, traits are considered as the basic factors which decide the response of people. Cognitive behavior modification (CBM) is proposed for inducing consumer behaviors and cognitions. The cognitive approach to consumer behaviour perceives individuals as ‘information processors’ (Ribeaux and Poppleton, 1978) acknowledging the impact of environment and social experience in the processing of information. The theory proposes that learning occurs in a social context. This tension is typically reduced by changing one of the dissonant elements, or adding new … Create a free website or blog at WordPress.com. MOTIVATION-NEED THEORIES AND CONSUMER BEHAVIOR. Cognitive learning theory on the other hand discusses that learning takes place as a result of consumer thinking. In contrast to behavioural theories of learning, cognitive learning theory approaches stress the importance of internal mental processes. The theory of planned behaviour, developed by Martin Fishbein ... holding two or more inconsistent attitudes, behaviours, or cognitions (thoughts, beliefs, or opinions). ( Log Out /  Good used of resources and imagery.