Model Of Buying Behavior Research Articles

An Empirical Test of the Howard-Sheth Model of Buyer Behavior

The Howard-Sheth buyer behavior model was cast in the form of a multiple-equation regression model for testing data on a grocery product in a specific market. Estimated structural parameters were generally consistent with the model's predictions, but some goodness-of-fit measures were weak. The model was useful for organizing this analysis of consumer behavior, but the test put extreme pressure on the data. Considerably improved data collection techniques and procedures will be needed before the full empirical potential of such models will be realized.

Using Buyer Behavior Models to Improve Marketing Decisions

A powerful class of descriptive buyer behavior models has been developed during the past decade. This article explores productive managerial uses for these models. It focuses upon exploiting the predictive abilities of the models and gaining information from structural analyses. The intent is to help bridge the communications gap between model builders and those who use and influence the design of computer-based information systems.

Using Buyer Behavior Models to Improve Marketing Decisions

A powerful class of descriptive buyer behavior models has been developed during the past decade. This article explores productive managerial uses for these models. It focuses upon exploiting the predictive abilities of the models and gaining information from structural analyses. The intent is to help bridge the communications gap between model builders and those who use and influence the design of computer-based information systems.

The “Industrial” Revolution and Models of Buyer Behavior

The “Industrial” Revolution and Models of Buyer Behavior

Mathematical models of individual buyer behavior.

Several grand models of buyer choice behavior exist, differing in their relative emphasis on economic, social, and psychological factors. Some of the partial or incompatible theorizing can be cleared up through efforts to develop and compare mathematical formulations of the different assertions about buyer behavior. This paper deals with the problem of explaining how the purchasers of consumer staples make brand choices through time. The author contrasts seven models of increasing complexity, the last one involving all the previous considerations of brand loyalty, stochastic factors, the influence of the last brand purchased, learning, competitive brand features, competitive brand promotion, and word-of-mouth influence. He concludes that model complexity is necessary both to provide a norm for exposing the omissions of simpler models and as a requirement for the eventual development of useful and realistic market simulators.