When consumers make a purchase, they progress through a series of behaviors. The

Question

When consumers make a purchase, they progress through a series of behaviors. The consumer decision making process describes those behaviors and the activities that take place at each stage. In order to increase sales, marketers are looking at the five stages and trying to find ways to influence the consumers as they progress through the CDM process. The internet is the most recent tool that marketers are using to influence consumers. Discuss the impact of the internet on the five stages of the CDM process. What happens differently, or how does the internet use these processes to sell more efficiently? Select a company or product and include a specific example of how the CDM applies. In addition to the discussion post be sure to respond to two other student posts.

Explanation / Answer

These stages were first introduced by Engel, Blackwell and Kollat in (1968). The stages are:

These five stages are a framework to evaluate customers' buying decision process. However, it is not necessary that customers get through every stage, nor is it necessary that they proceed in any particular order. For example, if a customer feels the urge to buy chocolate, he or she might go straight to the purchase decision stage, skipping information search and evaluation.

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