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Author(s)

Philip Kotler

What happens in the buyer's mind between the acts of receiving impressions about products and making his purchasing decisions? Several theories exist, but there is no generally accepted comprehensive theory. Here the author contrasts buyer behavioral models based on five major theories, and shows how each has unique marketing applications.
Date Published: 1965
Citations: Kotler, Philip. 1965. Behavior Models for Analyzing Buyers. Journal of Marketing. (4)37-45.