This model takes influence from psychologist Abraham Maslow’s Hierarchy of Needs (pictured below). The Learning Model of customer behavior theorizes that buyer behavior responds to the desire to satisfy basic needs required for survival, like food, and learned needs that arise from lived experiences, like fear or guilt. Traditional models include the following: Traditional behavior models were developed by economists hoping to understand what customers purchase based on their wants and needs. These models are either traditional or contemporary. Consumer Behavior ModelsĬustomer behavior models help you understand your unique customer base and more effectively attract, engage, and retain them. Consumer behavior models contextualize results from customer behavior analysis studies and help you get to the “why” of purchasing decisions. That’s where consumer behavior models come in. Even though this data can tell you your customer’s favorite brand of socks, it doesn’t mean much if it doesn’t tell you why they purchased that brand of socks. They’re a way to create a “buyer behavior story” that you can use to refine and improve your customer experience.Īs a whole, buyer behavior refers to an individual's buying habits based on influences from their background, education, personal beliefs, goals, needs, desires, and more.īusinesses aim to understand buyer behavior through customer behavior analysis, which involves the qualitative and quantitative analysis of a target market. The goal of consumer behavior models is to outline a predictable map of customer decisions up until conversion, thus helping you steer every stage of the buyer’s journey.Ĭonsumer behavior models may sound complicated, but they’re not. A consumer behavior model is a theoretical framework for explaining why and how customers make purchasing decisions.

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