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a.
Conjunctive Decision Making Rule
The consumer establishes a separate minimally acceptable level as
cut off point for each attribute. If any particular
brand or model falls below that cut off point on any one of the attributes the option is eliminated from further
consideration. Conjunctive Decision rule can result in several acceptable alternatives. It becomes necessary for
consumers in such cases to apply some additional decision rule to arrive at a final conclusion. To select the first
satisfactory brand conjunctive rule is particularly useful in reducing the choices, after that consumers may apply
another refined decision rule.
b.
Disjunctive Decision Rule
Disjunctive Rule is the mirror image of the conjunctive rule. In applying the disjunctive rule the consumer
establishes a separate minimally acceptable cut off level for each attribute. This will further minimize the choices
though still the choices will be more than one. Here the consumer may accept the first satisfactory alternative as
the final choice or may apply another rule that may be more suitable.
c.
Lexicographic Decision Rule
The consumer first ranks the attributes in terms of perceived relevance or importance. The consumer then
compares the various alternatives in terms of single attributes in terms of a single attribute that is the most
important. If one option scores sufficiently higher on this top-ranked attribute it is selected and the process ends.
When two or more options ranks sufficiently higher then the process is repeated on the second highest ranking
attribute until the process ends.
those who look for the best bargain and are not brand loya
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2. Output
Output portion of consumer decision making model concerns two kinds of closely associated post decision
activities:
1. Purchase Behavior
2. Post Purchase Evaluation
1. Purchase Behavior
In studying the consumers' purchase behavior, it is important to understand what types of purchases consumers
make.
Types of Purchases
Consumers make three types of purchases:
a) Trial Purchase
b) Repeat Purchase
c) Long Term Commitment Purchase
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b) Repeat Purchase
When a new brand in an established product category (toothpaste, detergent powder, cola drinks)
is found by trial
and found to be
better than other brands, consumers are likely to repeat the purchase. Repeat Purchase is closely
associated with the concept of Brand Loyalty
Most firms try to encourage brand loyalty because it contributes to greater stability in the market. Unlike trial in
which consumer uses the product on
a small scale and without any commitment, repeat purchase usually signifies
that the product meets with the consumer's approval and that s/he is willing to use the product again and in larger
quantities
Trial of course is not always feasible especially in case of
durable goods. If consumers are purchasing refrigerators,
electrical ranges, washing machines. Along with the selling of durable goods comes the concept of Display
Centers.
Consumers can go to the cars display centers where they may sit in the car see every thing and may have a test
drive also. This is to furnish their trial of the product. With the advent of the internet display centers are now also
virtual (homes).
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