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Howard Sheth Model

The Howard Sheth model proposes three levels of consumer decision making: extensive problem solving for consumers with no brand preferences, limited problem solving for consumers with some brand knowledge, and routinized responses for consumers with strong brand predispositions. The model also identifies four components that influence purchase behavior: input variables like marketing stimuli, output variables like the consumer's response, hypothetical constructs like perceptions and learning, and exogenous variables like personality. By considering both industrial and consumer purchases, the Howard Sheth model aims to provide a unified framework for understanding a variety of consumer decision processes.

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Saurabh Pote
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196 views

Howard Sheth Model

The Howard Sheth model proposes three levels of consumer decision making: extensive problem solving for consumers with no brand preferences, limited problem solving for consumers with some brand knowledge, and routinized responses for consumers with strong brand predispositions. The model also identifies four components that influence purchase behavior: input variables like marketing stimuli, output variables like the consumer's response, hypothetical constructs like perceptions and learning, and exogenous variables like personality. By considering both industrial and consumer purchases, the Howard Sheth model aims to provide a unified framework for understanding a variety of consumer decision processes.

Uploaded by

Saurabh Pote
Copyright
© © All Rights Reserved
Available Formats
Download as DOCX, PDF, TXT or read online on Scribd
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HOWARD SHETH MODEL:

This model was proposed by keeping both the


industrial & consumer products, in order to give
an

understanding

about

great

variety

of

behaviors. It shows the rational brand choice


behavior

by

buyer

under

conditions

of

incomplete information. It proposes levels of


decisions making. The Howard Sheth model,
serves as an integrating framework for a very
sophisticated

comprehensive

theory

of

consumer behavior. It should be noted that the


authors actually use the term buyer in their
model to refer to industrial purchases as well as
ultimate consumers. Thus, it can be seen that
their interest was to develop a unified theory

useful for understanding a great variety of


behaviors.

The model attempts to depict rational brand


choice behavior by buyers under conditions of
incomplete information and limited abilities. It
distinguishes three levels of decision making:
Extensive Problem Solving:
In this the customer does not have any basic
information

about

the

brand

and

any

preferences for any product. Then he will find


information about all brands from the market
before purchase.
Limited Problem Solving:

In this, customer has little knowledge about


brands and market. This is an advance stage
where the choice criterion is defined but the
exact solution of the problem is unknown to the
customer.

Routinized responses behavior


Buyers have well defined choice criteria and also
have strong predispositions towards the brand.
Little confusion exists in the consumers mind
and he is ready to purchase a particular brand
with

little

evaluation

of

alternatives

There are four components describe in the


model

which

causes

the

actual

purchase

behavior.
Input Variables
Out Put variables
Hypothetical Constructs
Exogenous Variable
The input variable consists of some stimulate
which

serves

as

the

information

to

the

consumer.
1.

Significative Stimuli: These are the elements

of the brands which the consumer comes across.

2.

Symbolic Stimuli: This consists of the stimuli

which the producer shows about the various


attributes /benefits of his product.
3.

Social

Stimuli:

This

consist

of

those

environmental factors which can act as the


source of input.
Output variable: This output is the ultimate
response of the consumer. In order to come to a
conclusion regarding the purchase consideration
he follows sequential order.
Attention Comprehension Attitude
Interruption- Purchase Behaviour
The consumer first is attentive towards the
various stimuli which help him in comprehensive

about various brands. He then develops an


attitude for the product due to which he has
same

intention

regarding

the

purchase

decisions.
Hypothetic
interviewing

Construct: These
variables

which

are

influence

the
the

customers output decision. It consists of major


variables.
1.

Perceptual Constructs

2.

Learning Constructs

Perceptual

Constructs: This helps in the

information processing for the selecting of a


brand. It consists of three steps.

Sensitively to information: Where in the


customer is open to the options available to him
Perceptual Bias: The consumer then has a
biased opinion regarding the various brands,
because he perceives each brand differently.
Search for Information: The consumer further
searches for information in order to come to a
conclusion.
Learning

Constructs: This

involves

the

formation of concepts regarding various brands.


This consist of various factors like motive, brand
potential of evoke set, decision mediators, pre
dispositions, inhibitors satisfaction.

Exogenous Variables: These are the External


factors which influence the decision making
process. This could include the importance of
purchase,

personality,

social

class.,

culture,

organisation, financial status.


Therefore, this model gives on overall views
regarding consumer purchases keeping in view
all the factors influencing the organisation as
well as the end consumer.

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