Buyer behaviour: stimulus-response model
- Levels: AS, A Level
- Exam boards: AQA, Edexcel, OCR, IB, Other, Pre-U
A well-developed and tested model of buyer behaviour is known as the stimulus-response model, which is summarised in the diagram below:
In the above model, marketing and other stimuli enter the customers “black box” and produce certain responses.
Marketing management must try to work out what goes on the in the mind of the customer – the “black box”.
The Buyer’s characteristics influence how he or she perceives the stimuli; the decision-making process determines what buying behaviour is undertaken.
Characteristics that affect customer behaviour
The first stage of understanding buyer behaviour is to focus on the factors that determine he “buyer characteristics” in the “black box”. These can be summarised as follows:
Each of these factors is discussed in more detail in our other revision notes on buyer behaviour.
You Might Also Like
2nd December 2016
1st November 2016
9th September 2016
4th September 2016
21st April 2016
6th February 2016
27th January 2016
More From the Digital Store
Two full practice exam papers for both Paper 1 and Paper 2 (including mark schemes) for linear Edexcel A Level Business.
Superb series of worksheets specifically designed to help students practice the quantitative skills element of the Year 2 teaching content for AQA A Level Business.
Much cheaper & more effective than TES or the Guardian. Reach the audience you really want to apply for your teaching vacancy by posting directly to our website and related social media audiences.