THE NELSON BOX MODEL

This model Consist on two assumptions:

1. The decision at different levels of the organization neither always involve the same individual.
2. The decisions taken at one level will form the basis for all subsequent decisions.

Application of This model in Management Decision Making

In this model Decision making is systematic and not automatic. Under normal condition decision making
requires a thoughtful process to ensure attainment of decision making objectives. Consumers buying
behavior are influenced by many factors, including, among others; availability of funds, price, quality of
product, advertising promotional appeals, personality traits, and other environmental influences.

Comparison:

NELSON BOX MODEL ROBISON, FARIS AND WIND MODEL

1. They are basis for Marketing planning and
setting of goals.
2. Consumer models are tools that enable the
marketing executive to commence marketing
research to enhance sustenance of the firm’s
objective and attainment of desired customer
satisfaction.
3. Models serve the purpose of aiding the
marketing executive to determine the needs of
complex consumers in complex environments
1. The model suggests that the industrial buying
process consist of a series identified as buying
phase.
2. It is vary and depending on which type of
buying situation, the particular buying firm is
confronted.
3. Webster and Wind outlines four classes of
factors which determine industrial buying
Behavior which are individual, social,
organizational and environmental factors.