Buyer Behaviour

The issues to be addressed in Chapter 7 include: 1A review of alternative explanations of choice behaviour to be found in the social sciences — economic, psychological and sociological.2The nature of selective perception and its influence on choice decisions.3The concepts of a hierarchy of needs and a hierarchy of effects.4The role of post-purchase dissonance.5The sequence of events in a buying decision and the effects of novelty/ familiarity upon them.6The proposition of a composite model of buyer decision behaviour and its application in practice.