The global consumer behaviour and online buying behaviour consumer buying habits and perceptions of emerging nonstore choices research and applications of consumer responses to direct marketing approaches issues of privacy and ethics. Ykg cbmr 2011 12 why the customers buy a particular product. Since earlier studies have focused in the general, the originality of this research strives on, in base of previous research, describe and analyse consumer behaviour towards brands with a focus on the fashion industry. Articles on consumer behaviour management study guide. The buying decision process and types of buying decision. Abraham maslow 1954 developed the hierarchy of needs model which can help us understand the basis of human motivation. According to solomon et al, 2006, consumer behaviour is the. Factors influencing consumer behavior of smartphone users. Introduction consumer behaviour from a marketing perspective was discussed in chapter 2. Types of buying motives buying motive is the urge or motive to satisfy a desire or need that makes people buy goods or services. Most real estate study is based on consumer behavior. Common features of consumer behaviour models consumer behaviour as a decision process behaviour is rational and can be explained behaviour is purposive involving search, evaluation and storing of data preferences develop based on more limited use of information outcomes from purchase decisions, whether satisfaction or. Maslows hierarchy is one way of defining human needs but it has strengths and flaws as a theory, click the link to see the pros and cons of maslows hierarchy. Consumer buying behaviour refers to the buying behaviour of the ultimate consumer.
The buying behaviour is based on stimuli, coming from the environment, such as the 4 ps marketing mix and other environmental factors such as the destep forces in the macro environment. As the mobile phone industry has reached the target of securing its second billion subscribers, the demand for a new generation of handsets with different features have forced manufacturer to pay much closer attention to their device portfolios. 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. 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. All these things created an arousal in the authors mind to study about the consumer behavior regarding smartphone. Models of consumer behavior as the buying process is very important in marketing, it would be ideal to have a complete idea on buyer behavior model. However, goaloriented motives are more common among online. Definition buying motives are defined as all the impulse, desires and considerations which motivate a buyer to purchase a specific product. New delhi, delhi 110096 abstract the cell phones have all qualities and features that qualify them to be called as a mini computer. Nov 09, 20 this paper examines the key factors which affect buying motives of consumers for online buying or eshopping.
A well acknowledged fact by consumer researchers and practitioners of marketing is the diversity observed in consumer behaviour. In fact, the motivating factor to direct consumer behavior is buying motives. Consumer behaviour refers to the behaviour that consumer display in searching, purchasing, using, evaluating and disposing of products and services that they expect will satisfy their. Consumer has a motive for purchasing a particular product. Moreover, the characteristics of the buyer itself also affect the buying behavior. The purpose of this book is to give in the hands of readers a. The researcher has strived to infer the factors and reason behind the change in buying behavior of consumers with respect to two wheelers in india. The study of consumer buying behaviour is gateway to success in market. The conscious buying motives are such motives, which are identified by the buyer without any help from marketing functions, like advertising, personal selling or. Prior studies examining consumer behaviors and marketing mix in the marketing area exist but to explore the consumer behavior towards the oishi green tea. Nov 01, 2014 in short, they refer to all those characteristics of a product, which induce a buyer to buy it in preference to other products. The study of consumer behavior does not only include reasons for buying but also the consumption process of the consumer at large. Motivation is the activation or energization of goaloriented behavior. Influences on consumer behaviour european commission.
What are the factors influencing consumer behavior. Meaning of buying motives of consumers businessmarketing. The main purpose of creating this material is to help the mba students in understanding the various aspects of the consumer behaviour. Consumer has a bundle of desires, needs, out of which the pressing needs move to the top. The second category of consumer the organizational consumer includes profit and notforprofit. She is a key member of a team exploring how technology can be used to enhance the student learning experience. Consumer motivation is an internal state that drives people to identify and buy products or services that fulfill conscious and unconscious needs or desires. Marketing strategies based on motivation in consumer behaviour marketing strategies based on motivation in consumer behaviour courses with reference manuals and examples pdf. Those influences or considerations which provide the impulse to buy, induce action or determine choice in purchase of goods or services. The stimuli then go through the buyer black box, where a decision. Buying process represent different stages through which the consumer goes through when he has to purchase something.
Buying motive is the urge or motive to satisfy a desire or need that makes people buy goods or services. Any person does not buy a product or service just because of excellent salesman pitch but he does also due to the desire generated within him towards the product or service. Furthermore, there is a difference between consumer behaviour and buying behaviour. The characteristics of consumers buying motives are discussed as follows. If the behaviour of the seller is very good, certain customers may like to purchase goods from that seller only.
Human needs are categorised in five major groups in. Consumer behaviour deals with the study of buying behaviour of consumers. In simple words it is the reason why a consumer purchases a good buying motives. In each of these contexts, individuals, who are referred to as end users or ultimate consumers, buy the products for fine use. Consumer motives consumer has a motive for purchasing a particular product. For this purpose different models from different research scholars have been studied. For a successful consumer oriented market service provider should work as psychologist to procure consumers. Pdf nowadays, understanding consumers buying motive is much. Consumer behavior encompasses a vast area including consumption pattern, consumer. Consumer behaviour as highlighted before talks about process and actions.
A model is an attempt to diagram the elements and relationship among the. Consumer behaviour and marketing action learning objectives after studying this chapter, you will be able to understand. The field of consumer behavior studies how individuals, groups, and organizations select, buy. Mariacristiana munthiu the buying decision process and types of buying decision behaviour 27 the buying decision process and types of buying decision behaviour mariacristiana munthiu sibiu alma mater university, 57 somesului st. Dissonance habitual buying few difference reducing in brands. Complex buying variety seeking significant behavior behavior difference in brands. This study is aimed to analyze consumers buying motives to. Consumer behavior towards decision making and loyalty to. There are four main psychological factors that affect the consumer buying behaviour. It is really important for marketers to understand what prompts a consumer to purchase a particular product and what stops then from buying it. James f engel, roger d blackwell and paul w miniard, consumer behaviour dryden press, 1990 consumer behaviour refers to the mental and emotional processes and the physical activities of people who. The field of consumer behaviour tells us that how individuals, groups, services, ideas, or experiences to satisfy their needs and services. Buying motive relates to the feelings and emotions of people which generates a desire to purchase. Basic need, safety need, social need, esteem need and selfactualization needs.
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. International journal of education and research vol. The need hierarchy as given by abraham maslow classifies the needs into five types viz. Factors influencing organistaional buying in consumer behaviour factors influencing organistaional buying in consumer behaviour. Factors influencing organistaional buying consumer.
Psychological factors influencing consumer behaviour instructor janne peltoniemi pages 46 supervisor birgitta niemi learning, and attitude and behaviour change. Motivation is the driving force within individuals that impels them to action. The major categories of individual factors affecting consumer behavior are demographics, consumer knowledge, perception, learning, motivation, personality, beliefs, attitudes and life styles. Many factors, specificities and characteristics influence the individual in what he is and the consumer in his. Consumer behaviour meaning, determinants and its importance. Consumer buying behavior refers to the buying behavior of the ultimate consumer. The personal consumer buys goods and services for his or her own use, for the use of the household or as a gift for a friend. 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. The material displayed here are collected from various sources and an effort is made to display the actual source. Before we go in deep, let us know the place of motivation in buying behaviour. The causes and factors which stimulate consumer to buy certain goods or services is called buying motives.
It is very important for a company to know and understand the consumers response towards different product features, prices and advertising appeals, as well as their effect on the product getting a competitive edge over the other products. Consumer behaviour consumer behavior is defined as activities people undertake when obtaining, consuming, and disposing of products and services et al blackwell, 2001. Buying motives are can be divided by the following way. Consumer behaviour can be defined as the decision making process and physical activity involved acquiring, evaluating, using and disposing of goods and services.
The fulfillment of those needs can then motivate them to make a repeat purchase or to find different goods and services to better fulfill those needs. It refers to the thoughts, feelings, emotions and instincts, which arouse in the buyers a desire to buy an article. Let us understand the effect of psychological factors on consumer behaviour. Efforts to make change in buying motives efforts can be made by learning from the buying motives of a customer, to bring changes in his motives. The hierarchy can be divided into basic or deficiency needs e. Buying behaviour, this papers aim is to provide an indepth elucidation of the many aspects that influence consumer behaviour. A theoritical approach to the strength of motivation in. Motive is a strong feeling, urge, instinct, desire or emotion that makes the buyer. The material on this site is provided for educational and informational purposes only. Both personality and selfconcept affects consumer buying behaviour, which is different for every person. Definitions, classification, importance, types, knowledge and difficulties buying motives definitions behind every sale there is always a buying motive, but that motive is never merely to own the article on question. Need may be of different types, at different point of time.
Maslow noted only one in a hundred people become fully selfactualized because our society rewards motivation primarily based on esteem, love and other social needs. A study of factors affecting online buying behavior. Buying motive is the motive to persuade the desires of people so that they buy a particular good or service. According to solomon et al, 2006, consumer behaviour is the study of the process involved when individuals. Product buying motives refer to those influences and reasons, which prompt i. Buying motives powerpoint motivation selfimprovement. Buying motives of consumers there are different kinds of consumers.
Consumer buying behavior is influenced by two major factors. Product buying motives may be subdivided into two groups, viz. Buying behavior is the decision processes and acts of people involved in buying and using products. This study contributes to previous studies of consumer behaviour in social media and brand engagement.
Needs and wants do change as per the life cycle stage of an individual. Factors influencing organistaional buying in consumer behaviour factors influencing organistaional buying in consumer behaviour courses with reference manuals and examples pdf. Reasons or benefits that cause people to purchase products to satisfy their wants and needs 2. Consumer behaviour involves both individual and group processes. Policy implications beyond nudging april 2014 7 idea of. A theoritical approach to the strength of motivation in customer behavior dr. Factors affecting consumer buying behavior of mobile phone. The term is generally used for humans but, theoretically, it can also be used to describe the causes for animal behavior as well. Consumer motive influence consumer buying intention of pirated.
References bennet and kassarjian, consumer beha viour, prentice hall of india, new delhi. Individuals have different psychological reasons to purchase goods. Pdf consumer buying behavior in automobile industry harsh. To understand consumer behaviour, it important to first understands consumer buying process.
Consumer behaviour jane priest is a teaching fellow at edinburgh business school and teaches parts of the oncampus marketing course, as well as the consumer behaviour elective by distance learning. Sale, which brings either success or failure, is mostly deter mined by consumers buying decisions kiezel, 1999. Different models of human behaviour were briefly discussed, explaining the relevance thereof in consumer behavioural studies. Consumer behaviour is defined as all psychological social and physical behaviour of potential customers as they become aware of, evaluate, purchase, consume, and tell others about products and services. Consumer behavior as a fundamental requirement for effective. Consumer purchase behaviour for handset, influence in the decision. The impact of factors influencing the buying behaviour on.
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