STAGES IN THE CONSUMER BUYING DECISION-MAKING PROCESS

Milan Mihajlovic, Aleksandar Savic, Vladan Sarcevic

Abstract


Deciding to purchase a product or service is a process in which reasons for and against the purchase of specific products or services are created and confronted in a customer mind. The result of this process can be a decision to buy a product or service. According to the psychological processes that play a key role, there are at least two types of purchase decision-making. One of the forms of making a purchase decision is the routine making of a purchase decision. Routine purchase decisions are the most common in people lives. For example, deciding to buy bread and other foodstuffs occurs routinely, almost always in the same store (market), at a similar time during the day, week, or month. Long-term memory (long-term memory) plays a key role in routine purchasing decisions. This paper investigates the buying habits of consumers. It analyzes the entire decision-making process of consumers when purchasing through five stages: awareness of the need, search for information, evaluation of alternatives, purchase, and evaluation after purchase.


Keywords


Consumer, Purchase, Need, Decision, Buying behavior, Decision-making

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References


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DOI: http://dx.doi.org/10.12709/mest.13.13.02.14

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