Introduction

These web pages are designed to inform new staff and members of the distribution network on the role of Consumer Behaviour in The Purchase Decision Process using the Engel Blackwell Miniard’s Model 1995 (pictured below). The pages show how communication models (AIDA) can be used to understand the process and illustrate how Reference Groups and Opinion Leaders can influence buyer decision making.

Engel Blackwell Miniard’s Model (www.globalspec.com)

Engel Blackwell Miniard’s Model (1995) outlines The Purchase Decision Process.