The
Customer Centric Enterprise: Advances in Mass Customization and Personalization
Mitchell M. Tseng and Frank T. Piller |
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14 Modeling Consumer Behavior in the Customization Process Sri
Hartati Kurniawan, Mitchell M. Tseng and Richard H. Y. So The essence of being customer
centric is to provide only and exactly what each customer wants at the
right time. The process to reach this objective is the configuration process.
During configuration a consumer can choose different components and assemble
them together to a specific product. With this new way of acquiring products,
it is predicted that consumer behavior will change as well. This chapter
presents a new approach to understanding consumer behavior using the living
system theory. The paper follows the living system theory to explain consumer
behavior by specifying its components, relations, and organization. The
(traditional) marketing models rooted in psychological research have made
many assumptions about human behavior, for example, the human brain is
assumed to be similar to the computer brain and the processing of information
is assumed to be symbolic processing. Living system theory is seen as
an alternative solution. It has the capability of explaining customer
behavior as a collection of components and their organization. Thus, it
may become possible to emulate the consumer buying process by explaining
this process as a collection of components and their organization. We
will discuss this approach for the configuration process of a mass customization
system. A case study is presented in order to illustrate the concept.
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Springer
2003 ca. 535 p. 168 illus. ISBN 3-540-02492-1 |
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