CONSUMER BEHAVIOUR

CONSUMER BEHAVIOUR:

Consumer behavior and the buyer is at the heart of the study
demand, especially when are considered products and services
consumer versus industrial products and services.
First, we could define consumer behavior as
"The process by which an individual develops a response to a need. this process
combine phases especially cognitive and action steps that are buying and
actual consumption. "
For the company, the study of the application is not limited to the observation of
behavior includes but their explanations, their understanding with the purpose of
reaching influence these behaviors in a way that is favorable. This is
the subject of numerous researches on consumer behavior.
They seek to identify the key variables that explain differences
observed between individual behaviors.
The research of the main variables that determine the behavior of
consumers has resulted in the gradual development of models
consumer behavior.
According to Lilien & Kotler (1983), a model is "the specification of a set of
variables and their interrelationships, intended to represent a system or process
real in whole or in part."

Internal states of the consumer
Motivations are "internal states that lead the individual to a
behavior, to action." They are very varied.