1. Model of Consumer Behavior
vs. Model of Business Buyer
Behavior

2. Behavior:
¤ It is a mental position taken towards a topic,a
person or an event.
¤ It influences the holder’s feelings,perceptions,
and learning processes.

3. Consumer behavior:
¤ It refers to the behavior of final users of a product.
¤ It refers to buying behavior of organizations
that buy goods and services
Business buyer behavior:

4. Model of Consumer Buyer Behavior:
Black Box consists of the buyer’s characteristics
and buying processes
Black Box in turn prompts buyers responses such as:
product choice, brand choice etc.
Marketing and other stimuli enter the buyer’s
Black Box

5. The
Environment
Marketing
Stimuli:
Product
Price
Place
Promotion
Other Stimuli:
Economic
Technological
Social
Cultural
Consumer’s
black box
Buyer’s
characteristics
Buyer’s
decision
process
Buyer’s responses
Buying attitudes
and performances
Purchase behavior
Brand and
company
relationship
behavior
Model of consumer behavior

6. Model of Business Buyer Behavior:
The starting point is the stimulus response of
buyer behavior.
Marketing and other stimuli enter the buying
organization.
The organization makes some responses such as:
product choice, brand choice etc.

7. The
Environment
Marketing
Stimuli:
Product
Price
Place
Promotion
Other Stimuli:
Economic
Technological
Social
Cultural
Buyer responses
Product or service
choice
Supplier choice
Order quantities
Delivery terms and
times
Service terms
Payment
The buying
organization
Organizational
influences)
The buying center
Interpersonal
and individual
influences)
Buying
decision
process
Model of business buyer behavior