SUPIRIOR UNIVERSITY

Decision making
proccess
Sir. Imran ejaz
muneeb ali (MBPE-S19-001) , abdul hanif(Emba-S19-002) , Muhammad ahmad(Emba-S19-
001) , humza butt(Emba-S19-003)

Mba-3
Sir. Imran ejaz 1 consumer behavior

Contents
Decision making process for shopping item :.................................................................................1
identification of needs/problem :...................................................................................................1
information search:........................................................................................................................1
Alternative development :..............................................................................................................1
Evaluation of alternative:...............................................................................................................2
Purchase :.......................................................................................................................................2
Post purchase behavior :................................................................................................................2
Decision making process for regular item :.....................................................................................3
Indetification of need / problem:...................................................................................................3
Information search :.......................................................................................................................3
Alternative development :..............................................................................................................3
Evaluate the alternative :................................................................................................................3
Purchase :.......................................................................................................................................4
Post purchase behavior :................................................................................................................4

Decision making process of consumer behavior

Decision making process for shopping item :

Mr. zaid is an ordinary clerk 25 year old in a government department of Pakistan and he is the
only single male earning person in his family who is working on his job in a government
department and his department is located from his 30 km away from his home and he use the
local transport just to enter in his office on exact timing and for his routine life .

identification of needs/problem :
but sometimes due the local transport take much and he enter in his office in late timing . and
he also want some type of vehicle for his routine life for the purpose of transport and he also
want this for his family matters and for regular shopping and transport expenses is very higher
for him he feels if he have the some type of bike this would be the feasible thing for him so this
need identification is considered as the internal & external need identification both because he
Sir. Imran ejaz 1 consumer behavior

internally feels he want bike for the transport and externally he is also oppressed due to the late
arrivals in his office .

information search:
he gathered the information about the bike that HONDA CD 125cc is the best bike for the
Pakistani inter city environments and he gathered this information from both internal and
external sources which are the following :

 Internal sources:
I. He gather the information about the bike from his friends
II. He gathered the information from his office coulleges
 External sources:
I. Advertisement on tv and radio
II. Print media marketing on news paper and internet
III. Market survey

Alternative development :
By gathering the information he also develop that there are also alternative the Yamaha also
have the bike of 125 cc which is also selling in the local market of Pakistan and have the big
number of customer in the Pakistan market .

Evaluation of alternative:
At this stage he evaluate his alternative of Honda cd 125 cc for his final decision on the basis of
by comparing the some factors which are the following :

 Price: the price of the Honda 125 cc is less than from the from Yamaha 125 cc
 Quality : the quality of yamaha is much higher than the honda bike
 Features : the yamaha bike also have the some extra features than the Honda bike
 Resale : the resale value of the Honda bike is higher than the yamaha bike
 Performance : the performance of the Honda bike and yamaha bike is equal
 Design : the look of the yamaha bike is better than the Honda bike
 Image : the image of the honda brand is better than yamaha in the Pakistan local
market .

Purchase :
Finally he after comparing between the alternative he buys the honda 125 cc at the rate of
100,000 after two months from his nearly situated honda bike showroom just because this
product have the resale value and the good performance and good image in the local market of
Pakistan .
Sir. Imran ejaz 1 consumer behavior

Post purchase behavior :

After using the product he had the specific behavior towards this product which is include some
following factors :

 Price the price of the product is reasonable according to the item

 After sale services the brand provide also after sales services after running the 150 km
which is very good
 Customer service : the brand also provide the 3 free inspections services and provide
the warranty of the vehivle ans also provide the door step services.
 Brand promise : the brands also fulfill his promise and ensure the durability of the
product and the resale value is very high .
 Performance the performance of the product is very good , handling , good quality ,
fuel efficient , euro 4 technology .
Sir. Imran ejaz 1 consumer behavior

Decision making process for regular item :

Mr. zaid is an ordinary clerk 25 year old in a government department of Pakistan and he is the
only single male earning person in his family who is working on his job in a government
department and he is going to his nearly situated utility store for the purchasing of the monthly
food products .

Indetification of need / problem:

He identify that cooking oil of his kitchen has ended at the end of the month and he wants to
buy the 10 ltr. Cooking oil and this type of the indentification of the problem is known as the
internal source of the need indentification .

Information search :
He gathered the information from his internal sources and external sources that he buy the
dalda canola cooking oil which brand of the cooking is best and the gathered information are
following :

 Internal source
I. he gathered the information from his past experience about cooking oil
II. he gathered the information from his past knowledge about cooking oil
 External source
I. He gathered the information from advertisement of the cooking oil on tv and
radio
II. He gathered the information from by print media like ; newspaper , internet .
III. He gathered the information from the bill board signs of cooking oils.

Alternative development :
He Also develop the some alternative of this product when he is rounding the in the utility store
cooking oil section that the eva brand also have the canola oil .

Evaluate the alternative :

Than he evaluate his alternatives by comparing the some factors for his final decision which are
following :

 Price : the price of dalda is higher than the price of eva

 Brand value : the brand value of the dalda is better than the eva
 Image : the image of dalda is better than the eva
 Quality : the quality of product of dalda is equal to the eva
Sir. Imran ejaz 1 consumer behavior

Purchase :
After comparing the between two alternatives he decides that he will purchase the eva cooking
oil at the price of 1000 /5ltr. from his nearly situated utility store 2 packets of five liter cooking
oil because this product is cheaper than the dalda and same in the quality .

Post purchase behavior :

After buying the 10 ltr cooking oil of eve brand he develop his post purchase behavior which is
include on the following factors :

 Price : the price of the product is very reason able

 Quality : the quality of the product is much good according to there price
 Customer services : the customer services of this brand is very good also provide the
sales representative who brief the customer about their product .
 Brand promise : the brand also fulfill their promise that to provide his customer good
quality of cooking oil in a minimum price .