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BEHAVIOR
DRIVE
Internal stimulus
that impels an
action.
CUES
Stimuli coming form
marketing & social
environment.
REINFORCEMENT
Leads to repeat
purchase.
RESPONSE
What the buyer
does, whether buys
or not.
PSYCHOANALYTIC MODEL
Input variables:
Hypothetical constructs
Output variables
External variables
INPUT VARIABLES
Introduced by F.M.Nicosia.
Model of purchase decision making process by an
individual or group.
Shows the interactive relation between company &
consumer.
According to this model, there are 4 different areas
of the decision making process.
NICOSIA MODEL(CNTD…)
Field two: Search for and evaluation
of means-end relation
4 AREAS OF DECISION MAKING
PROCESS IN NICOSIA MODEL