In one case, a priceconscious consumer is grateful for a price break and will possibly stock up on the item at the low price. The impact of social factors affecting consumer behaviour. Declaration i hereby declare that the thesis titled the impact of factors influencing the buying behaviour on the development of marketing strategies for luxury fashion products a study of the urban youth in select cities of india submitted for the award of doctor of philosophy phd in business management at d. The behavior of consumer is temporary for short time not permanently. It can be different from person to person based on his age, income, sex, education and marital status. In this concern, the most substantial help for marketers can be done by going through the process of consumer behaviour and identifying specific internal. The effect of price on consumer buying behavior bizfluent. Pdf the impact of cultural factors on the consumer buying.
Consumer buying behaviour is the process involved when individuals or groups select, use, or dispose products, services, ideas or experiences exchange to satisfy needs and desires. Monirba allahabad university supported by manish kanojia mba iii sem pawan 1 factors influencing consumer behavior. Patil university, navi mumbai department of business management in partial fulfilment of the requirements for the award of the degree of. Following are the factors which affect consumer behaviour.
The economic model, the learning model, the psychoanalytic model and the sociological model the influence of the various social sciences such as economics, psychology, sociology and anthropology has promoted marketing experts to propound certain models for explaining buyers behaviour. To analyse more about the effects of advertisement and the factors of advertisement that influences the consumer buying behaviour, a conceptual framework is built. How does product packaging influence consumer behavior. Factors influencing consumer behavior and prospective. The buying decision process and types of buying decision.
Many factors, specificities and characteristics influence the individual in. Even if you sell to a company, youll be dealing with humans to do it. Jan 05, 2018 8 factors that influence consumer behavior the most. Studying consumer behavior includes the study of what, how, and why people are buying khajeh nasiri, 87. If the economy is strong, consumers have more purchasing power and money is pumped into the thriving economy. Factors influencing organistaional buying consumer. Methodology the study was conducted in bhubaneswar. Consumers usually have a number of alternative solutions to choose from and. The study of consumer behaviour emphasizes the why and how questions involved in decision making and buying behaviour.
Factors influencing buying behaviour of consumers consumer behaviour doesnt remain the same or constant in every situation it changes time to time. Factors influencing consumer behavior of smartphone users. Hence, the study was conducted to understand the consumer buying beaviour process and to explore the opinion of respondents on the factors influencing their behaviour. The sub factors under personal factor are listed below. Environmental factors constitute an important determinant of organizational purchasing. Consumer behavior can be affected by several factors. The present paper focuses on major factors influencing consumer buying behavior. You can easily notice the difference between the buying decisions and consumer behavior of two different people from different economic. Factors influencing organistaional buying consumer behaviour. Social factors affecting consumer behaviour consumer behaviour is an effort to study and understand the buying tendencies of consumers for their end use. Many factors, specificities and characteristics influence the individual in what he is and the consumer in his decision making process, shopping habits, purchasing behavior, the brands he buys or the retailers he goes. Dynamic pricing is commonly defined as the buying and selling of goods where.
Consumer buying behaviour refers to the buying behaviour of the ultimate consumer. The first section covers influences on consumer behaviour based on theoretical models and the meaning of segmentation the ways a potential market is divided into distinctive groups of consumers. The main objective of the study was to examine the influence of cultural factors influencing consumer behavior. Policy implications beyond nudging april 2014 5 yet, the common premise that. Buyers reactions to a firms marketing strategy has a great impact on the firms success. Cultural factors and buying behaviour solomon 2011 sees consumer behaviour as the study of processes involved when individuals or groups select, purchase, use or dispose of products, services, ideas or experiences to satisfy needs or desires. Its often been said that the only thing you can count on is change.
Internal external influences on consumer behaviour marketing. Consumer buying behaviour is the study of actions of consumer toward planning, purchasing and consuming goods and services. The success or failure of a nations economy can greatly affect consumer behavior based on a variety of economic factors. Age of a consumer and his life cycle are two most important sub factors under personal factors. Consumer buying decision consists of seven steps, 1 need recognition, 2 information search, 3 prepurchase. No commodities can move from a production point to a consumption point without putting the marketing machinery at work.
Although many of these factors cannot be directly controlled by marketers, understanding of their impact is essential as marketing mix. A conceptual frame work introduction consumer behaviour is a subset of human behaviour. A purchase decision is the outcome of all these factors. The information about consumer behaviour and their purchasing decision influences marketers in creating their marketing programs or strategies in accordance to the need of specific consumers. If consumers believe that the price youre charging is lower than competitors it could cause a major spike in sales.
Let us understand the effect of psychological factors on consumer behaviour. Factors affecting consumers buying decision in the selection. The three main factors influencing the consumer behaviour are the psychological, the personal and the social. Consumer behaviour is a physiological process it is all related to the emotions of the consumer. Instead, purchasing decisions may be made automatically, habitually, or be heavily influenced by an individuals emotions or the behaviour of others. Kumar 2011 conducted a study on the impact of advertising on consumer buying behaviour with special reference to nestle limited in india.
Consumer behavior includes a series of mental and physical processes that continues through before and after purchase. Consumer behavior indicates how consumer decisions are made, how the goods or services are used. If marketing concerns itself with consumer satisfaction at a profit then obviously the. The purpose of this paper is to highlight, using documenting studies on the specialty literature, the influence that one has the integrated marketing communication on consumer buying behaviour. Psychological factors influencing consumer behavior. It is also an earning, consuming and decisionmaking unit.
A study on factors influencing consumer buying behavior in. Keywords smartphones, technology, perception, lifestyle i. Introduction the relevance of consumer behaviour to the profession of marketing is a fundamental one. The impact of factors influencing the buying behaviour on. This type of behavior is encountered when consumers are buying an expensive, infrequently bought product. Focus of this paper is to analyze the consumer buying behaviour of the selected durable goods in nagaland, to examine the factors inducing the buying behaviour of the consumers, and to suggest appropriate measures to the marketers for designing a right marketing mix to match the tastes and preferences of consumers in the state. Social environment, cultural environment, education, occupation, media and involvement of the users. Firms and organizations rely on consumer behaviour knowledge to forecast consumer needs and desires. Policy implications beyond nudging april 2014 4 1 introduction if our starting point for policy is that individuals actions at work or at leisure are the prime causes of good or harmful environmental outcomes, then policy is all about. An understanding of consumer behaviour is essential in planning and programming the marketing system. Abstract globally, the term, marketing is not a new phenomenon. The impact of factors influencing the buying behaviour on the development of marketing strategies for luxury fashion products a study of the urban youth in select cities of india thesis submitted to d. This includes economic situation, government policy, competitive development in the industry, technological development and their. What are the factors influencing consumer behavior.
Buyers reactions to a firms marketing strategy has a. Swarnabakshi all marketing decisions are based on assumptions and knowledge of consumer behaviour, hawkins and mothersbaugh, 2007. Consumer behaviour emerged in the 1940s and 50s as a distinct sub. Consumer behavior is a part of human behavior and by studying previous buying behavior, marketers can estimate how consumers might behave in the future when making purchasing decisions. He found that advertising and sales promotion together with the image of the company influence the consumer buying decision. What consumers think and how they feel about various alternatives brands, products, etc. Consumers may not know their own deeper inner motivation or they may react to affecting factors in the last moment and simply change their mind. What influences consumers to choose between various options. Factors influencing consumer buying behaviour global journals.
A consumer s buying behavior a consumer s buyer behavior is influenced by four major factors. Family buying influences in consumer behaviour tutorial. Different consumers have different characteristics in their life that also influences their buying behavior. Consumer behaviour refers to the behaviour of consumers in deciding to buy or not to. The purpose of this research was to study how different factors of consumer behavior effect on decisionmaking during coffee brand selection.
A good quality advertisement is likely to influence consumers into buying that product while a. It includes purchasing and other consumption related. This exciting field visits a dynamic blend of themes of consumer marketing strategies, psychology and behavioural discipline. The influence of cultural factors on consumer buying behaviour and an application in turkey. Buying behaviour, this papers aim is to provide an indepth elucidation of the many aspects that influence consumer behaviour. Buyer behaviour is an important tool in the hands of marketers to forecast the future buying pattern of customers and devise appropriate marketing strategies to create longterm customer relationships. However, marketers should consider their customers. The purpose of the research is how the factors of consumer behavior affect or influences the. In either case a change in price could produce unexpected results when it comes to consumer buying behavior. Factors influencing customers buying behavior by dr. The factors that motivate the female buyers to shoponline and their attitudes towards onlineshopping are studied.
As the change comes in these factors, consumer behaviour also changes. Technologys influence on consumer behavior business 2. The level of motivation influences the buying behavior of the consumers. This study focuses on factors that influence female onlineshopping behaviour. The human psychology plays a crucial role in designing the consumer s preferences and likes or dislikes for a particular product and services. Buying behaviour differs greatly depending on the purchased item, therefore, the types of decision behaviour need to be known and studied. Economic factors that affect consumer behavior bizfluent. Family is a social group and it can be considered the cornerstone of consumers so. Jan 25, 2019 lowering or initially setting a lower price than expected can have a different set of effects on a consumer. By studying consumer behaviour it can be seen how individuals make decisions regarding the spending of their resources money, time, energy when buying particular products. But if the price you set is significantly higher than expected, the response can be disappointing. Nov 26, 2019 understanding consumer buying behaviour is the key secret to reaching and engaging your clients, and convert them to purchase from you. Factors influencing consumer behaviour from the viewpoint of the marketing strategist, the mix of cultural, social.
This helps reduce cognitive dissonance when a marketer can answer any concerns of a new consumer. Many factors, specificities and characteristics influence the individual in what he is and the consumer in his. A good quality advertisement is likely to influence consumers into buying that product while a poor quality advertisement will do the opposite. Consumer behaviour encompasses the interraction between emotions and thinking, behaviour and events in the surroundings.
These motives are the factors that influence the consumer behavior. Internal factors external or environmental factors. It is very well explained by maslow through his need hierarchy theory comprising of basic needs, security needs, social needs, esteem needs and selfactualization needs. The impact of cultural factors influencing consumer buying.
External and internal influences on consumer buying decisions. The influence of cultural factors on consumer buying. Return to contents list types of consumer buying behavior types of consumer buying behavior are determined by. The body of scientific work on influences on behaviours refutes the simplistic economic, rational view of decision making which is often relied upon.
Many factors, specificities and characteristics influence. A consumers buying behaviour essay 750 words bartleby. The consumer buying decision process is influenced by many internal and external factors. Consumer buying behavior refers to the buying behavior of the ultimate consumer. It is really important for marketers to understand what prompts a consumer to purchase a particular product and what stops then from buying it. A study on factors influencing on consumers buying behaviour. Abstract nowadays, consumer behaviouris influenced not only by consumer personalities and motivations, but also by the relationships within families.
Pdf factors that influence consumer buying behavior in. Social factors play an essential role in influencing the buying decisions of consumers. Consumer behavior in marketing patterns, types, segmentation. Which factors influence consumers buying decisions of lowprice plbs. Factors that influence consumer buying behavior in financial services. There are various factors which affects consumer behaviour. For example, if the organizational buyer feels that the government is going to increase tax. The consumer leaves home to get back with a product serving a definite purpose but no strict decision has yet been made about the brand to go for. It is a series of choices made by a consumer prior to making a buying that begins once the customer has. Abstractcustomer buying behavior is a process by which consumers identify their needs, collect information, evaluate alternatives, and make the purchase decision. A study on the influences of advertisement on consumer buying.
Usually, the basic needs and the security needs are more pressing needs than the other and. Influences on consumer behaviour european commission. Effect of demographic factors on consumer behavior. Consumer buying behavior is the behavior of final consumer. Pdf factors affecting consumer buying behavior researchgate. The influence of the integrated marketing communication on. This section comprises a brief description of consumer behaviour. He also found that the quality and price of product also influence consumer. This includes economic situation, government policy, competitive development in the industry, technological development and their introduction. In fact this is one major factor that influences consumer behaviour. Policy implications beyond nudging april 2014 4 1 introduction if our starting point for policy is that individuals actions at work or at leisure are the prime causes of good or harmful environmental outcomes, then policy is all about behavioural change. Social factors such as family, groups, roles and status and personal factors such as age, occupation, lifestyle, personality and self concept are those. You know that everyone has their interests, their tastes, their own way of being and a personal history that conditions them. The current study aims to examine the cultural factors which influence consumer buying behavior in sunyanighana.
Factors affecting consumers buying decision in the. The external factors do not have any effect on the decision process of. The impact of factors influencing the buying behaviour on the. Consumer behaviour articles management study guide. The factors influencing buyers purchase decisions can be conveniently divided into following categories. Marketing individual mix interpersonal influences influences perception reference group consumer purchaselearning decision process social classhigh involvement culturemotivationlow involvementvalues. Consumer behaviour is the study of individuals, groups, or organizations and all the activities associated with the purchase, use and disposal of goods and services, including the consumer s emotional, mental and behavioural responses that precede or follow these activities. A consumer s buying behavior is influenced by cultural, social, personal and psychological factors. Factors influencing organisational buying behaviour. Consumer behaviour is the scientific learning of how people buy, what they prefer to buy, when they need to buy and why they buy i. Consumer behaviour deals with the study of buying behaviour of consumers. A number of personal factors also influence the consumer behaviour. Eynow thatindiashopsonlinehowdoyouturngrowthintoprofit. Marketing personnel are constantly analyzing the patterns of buying behavior and purchase decisions to predict the future trends.
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