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The Black Box Model. A model used in the study of the buying behavior of consumers and the buyer's decision process, the model assumes that what takes place in the consumer's "black box" (consumer's mind) can be concluded from a study of observed stimuli and responses. Thus the black box model can be discussed in two parts i.e. first the Characteristics affecting consumer behavior and secondly the Buyer's decision process. Characteristics Affecting Consumer Behavior. The purchase of any product by a consumer is influenced by many factors including Cultural, Social, Personal and Psychological factors. The marketers need to take into account these factors to sell any product in the market and they should design products such that all the factors favor the product. Now we shall discuss each of the factors: - 1. Cultural factors. Cultural factors have a significant impact on customer behavior. Marketer needs to understand the role played by the buyer's culture,...

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