Bettman Model

Prepared By:

Kapil Agarwal(03) Alok A Agarwal(02)

Bettmans Model
This model describes the consumer as possessing a

limited capacity for processing information. Consumers rarely analyze the complex alternatives in decision making and apply very simple strategy.

Major Stages involved in Bettman model

Seven major stages:

Stage No. 1: Processing capacity Stage No. 2: Motivation Stage No. 3: Attention and perceptual encoding Stage No. 4: Information acquisition and evaluation
Stage No. 5: Memory Stage No. 6: Decision Process Stage No. 7: Consumption and Learning Process

Stage No. 1: Processing capacity

assumes that consumer has limited capacity for

processing information consumers are not interested in complex computations and extensive information processing. consumers are likely to select choice strategies

Stage No. 2: Motivation

Influence direction and intensity of consumer choice.
Motivation is provided with hierarchy of goals

mechanism. No concern was given on religious motives. Theories of motivation such as Maslows hierarchy of needs.

Stage No. 3: Attention and perceptual encoding

Two types of attention-

voluntary attention involuntary attention Perceptual encoding accounts for different steps that consumer needs to perceive stimuli and whether he needs more information.

Stage No. 4: Information acquisition and evaluation

Information from internal and external sources.
Information is evaluated and its suitability or

usefulness is assessed. Consumer continues to acquire additional information until all relevant information has been secured.

Stage No. 5: Memory

Keeps all the information consumer collects.
First place to search when he need to make a choice. If information is not sufficient, starts looking again

for external sources.

Stage No. 6: Decision Process

Indicates different types of choices are normally made

associated with other factors. Application of heuristics or rules of thumb. Individual factors (e.g., personality differences) and situational factors (e.g., urgency of the decision) play a important role.

Stage No. 7: Consumption and Learning Process

Future results after the purchase is done.
Gain experience after evaluating the alternative. Provides the consumer with information to be applied

to future choice situation.

e.g. Sony Viao Laptops

No technical complexity specification of product.
Different personalities are depicted in single advtmt. Various outlets which gives further details of the

laptop. After sales services are available which also includes feedback of consumer in using prodct.

Use of Bettman Model

Advtmnt should be simple to understand.
Various internal and external sources used in

collecting information should be studied properly. After sales service should be provided to satisfy consumer.

Thank You