9990 · 2.3.1
Consumer decision-making — FAQ
Frequently asked questions for 9990 Consumer decision-making. Direct answers first, then deeper explanation — then practise with marking.
Do all consumers go through all five stages for every purchase?
No, this is a common misconception. The five-stage model is a theoretical framework, not a rigid rule. For low-involvement, routine purchases like buying a snack, a consumer might skip directly from need recognition to purchase, bypassing the information search and evaluation stages. The full five stages are most relevant for high-involvement, complex decisions.
Is the 'purchase decision' the final step before getting the product?
Not necessarily. The model shows the 'Purchase Decision' as the fourth stage, but this is an intention to buy. The actual purchase can be disrupted by two key factors: the attitudes of others (e.g., a trusted friend advising against it) and unexpected situational factors (e.g., the product is out of stock, a sudden price increase, or the consumer loses their wallet).
Is a high-involvement product the same for every person?
No, involvement is subjective and depends on the individual, not just the product category. While a car is typically a high-involvement product for most, a wealthy car enthusiast who buys cars frequently might find the decision less involving than a first-time buyer with a limited budget. Involvement is a combination of the person, the product, and the situation.