Buying Decision Process

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The buyer decision process represents a number of stages that the purchaser will go through before actually making the final purchase decision. The consumer buyer decision process and the business/organisational buyer decision process are similar to each other. Obviously core to this process is the fact that the purchase is generally of value in monetary terms and that the consumer/business will take time to actually assess alternatives. For FMCG (Fast Moving Consumer Goods) the purchase decision process tends to be shorter/quicker, and for habitual purchase behaviour or repeat purchases the decision process is short-circuited.

1. Problem Recognition (awareness of need)
2. Information Search
3. Evaluation of Alternatives
4. Purchase Decision
5. Purchase
6. Post-Purchase Evaluation

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