Management and Organizational Studies 1021A/B Final: CHP 9 (Individual Decision Making)

• School: Western University
• Department: Management and Organizational Studies
• Course: Management and Organizational Studies 1021A/B
• Professor: Vicki Olds

Document Summary

Consumer purchases are responses to perceived problem. Steps consumers go through to make a purchase: problem recognition, information search, evaluation of alternatives, product choice. Final step of learning influenced by quality of decisions learning occurs influences likelihood same choice made next time for similar decision. Amount of effort put in purchase decisions differ with some more important than. Decision-making may be automatic snap judgments on little info or spend long others time like a job. Absorb add info to extent that think will add to what already know. Collect as much info as possible as long as gathering process not decision time-consuming. Traditional approach hard to explain person"s choice of art/music/romantic partner. Decision-making process not accurate portrayal of all decisions (not all decisions as elaborate/may buy on illogical no planning accounts) Purchase momentum initial impulses increase likelihood to buy more revved up spending spree.