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Consumption and Purchasing Behavior

In: Strategic Marketing

Author

Listed:
  • Torsten Tomczak

    (University of St. Gallen, Institute for Customer Insight)

  • Sven Reinecke

    (University of St. Gallen, Institute for Customer Insight)

  • Johanna Gollnhofer

    (University of St. Gallen, Institut for Customer Insight)

Abstract

Summary This chapter deals with the consumption and purchasing behavior of consumers. A better understanding at the consumer level helps to answer questions at the marketing level. The first part deals with purchasing decision processes. This chapter distinguishes between four different purchasing decision processes (extensive purchase decisions, limited purchase decisions, habitual purchase decisions, impulsive purchase decisions, and collective purchase decisions). The second part deals with different factors that affect consumer behavior (such as individual, social, and situational factors).

Suggested Citation

  • Torsten Tomczak & Sven Reinecke & Johanna Gollnhofer, 2026. "Consumption and Purchasing Behavior," Springer Books, in: Strategic Marketing, edition 0, chapter 2, pages 15-31, Springer.
    • Handle: RePEc:spr:sprchp:978-3-658-50577-6_2
    DOI: 10.1007/978-3-658-50577-6_2
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