There are the following determinants of consumer behavior. There are various internal and external factors that. Cultural factors play a significant role in influencing buying behaviour. The consumer behavior is the study of how an individual decides to purchase a particular product over the other and what are the underlying factors that mold such behavior.
However, there is very limited knowledge about online consumer behavior because it is a complicated sociotechnical phenomenon and involves too many factors. Consumer behavior and factors influencing consumer behavior. Customer behaviour study is based on consumer buying behaviour, with the customer playing the three distinct roles of user, payer and buyer. A group is defined as two or more individuals, interacting and independent, who have come together to achieve particular objectives. Age of a consumer and his life cycle are two most important sub factors under personal. So basically i will start answering this question with a question. Factors influencing buying behavior of a selected apparel. The book stresses on consumer decisionmaking and clearly explains the five stages of problem recognition, information search, evaluation of alternatives, purchase and postpurchase behaviour. An understanding of consumer behaviour is essential in planning and programming the marketing system.
Analyses the factors affecting the online consumers behavior and examines how e. Consumer behaviour the consumer, the king of the market is the one that dominates the market and the market trends. It is a series of choices made by a consumer prior to making a buying that begins once the customer has. Answer she was feeling hungry and wanted to eat something. Nov 29, 2012 the beverage industries now a days are in a turbulent market due to the consumption pattern of consumers. Consumer behaviour helps us understand the buying tendencies and spending patterns of consumers. Factors influencing consumer behaviour pinki rani institute of law kurukshetra, university kurukshetra, india. Sep 21, 2017 key factors influencing online consumer behaviour backed by research posted on september 21, 2017 by pawel grabowski in conversion rate, merchandising design with 3 comments you can build what you think is the best store in the world. The family is the main reference group that may influence the consumer. However, they are subject to both external and internal factors that affect them. Personal factors play an important role in affecting consumer buying behaviour. A study on factors influencing consumer buying behavior in. Sep 02, 2018 cultural factors affecting consumer buying behaviour.
A conceptual frame work introduction consumer behaviour is a subset of human behaviour. Thus it is essential to look at consumers purchasing behavior and their decision process so as to cast light on the factors that finally determine their purchasing behavior. Every consumer is an individual, but still belong to a group. Whether it is a membership group or a nonmembership group. Culture is the most basic cause of a persons wants and behavior. Following are the most commonly accepted factors influencing buying behaviour. Thus it is essential to look at consumers purchasing behavior and their decision process so as to cast light on the.
Environmental factors constitute an important determinant of organizational purchasing. Members or people within this group may attempt to make a similar choice or hold the. Factors which influence the buying behaviours of customers. Cultural factors affecting consumer buying behaviour.
What drives consumers to choose a particular product with respect to others is a question which is often analyzed and studied by marketers. Macro social influences macro social factors play a role in shaping the values, beliefs, attitudes and behaviors of individual consumers, and provide useful bases upon which to segment markets. A study to indicate factors influencing the buying behaviour of cigarette smokers 41 pages, university of applied sciences, faculty of media, bachelor thesis, 2012 abstract the main purpose of this thesis is to investigate factors influencing the buying decision of cigarette smokers. Key factors influencing online consumer behaviour backed by research posted on september 21, 2017 by pawel grabowski in conversion rate, merchandising design with 3 comments you can build what you think is the best store in the world. As all consumers are unique they exhibit different behaviour while making a purchase decision due to various factors influencing consumer behaviour. Factors influencing consumer behaviour behaviour of an individual consumer is not only influenced by his internal factors, but also by factors external to him and beyond his control. Under social factors reference groups have a great potential of influencing consumer behaviour.
Consumer behaviour refers to the behaviour of consumers in deciding to buy or not to. It is a group that serves as a reference point for an individual for hisher beliefs, attitude and behaviour. Current research shows that the most common factors affecting restaurant. No business can afford to overlook factors that could either break the customer experience or even pose a. Cultural factors have a significant impact on customer behavior. A consumers buyer behaviour is influenced by four major factors. Factors influencing consumer buying behavior buying behavior is the decision course of action and acts of people cause in buying and using products. These factors vary from person to person that results in a different set of perceptions, attitudes and behavior towards certain goods and services. Mar 22, 2014 factors influencing consumer behaviour behaviour of an individual consumer is not only influenced by his internal factors, but also by factors external to him and beyond his control. The book presents a comprehensive coverage of the subject with examples from the indian scenario. Consumer behavior can be broadly classified as the decisions and actions that influence the purchasing behavior of a consumer. When it comes to the psychological factors there are 4 important things affecting the consumer buying behaviour, i. Of course its impact varies across products and brands.
For the same product, price, promotion, and distribution, their responses differ significantly. The shopping intention as a substitute for purchasing behavior also needs to be explored. Apr 24, 2017 so basically i will start answering this question with a question. List of books and articles about consumer behavior online. These include culture, subculture and social class. Factors influencing consumer buying behaviour the consumer behaviour or buyer behaviour is influenced by several factors or forces. Factors which play role in reference group influences.
The important personal factors, which influence buyer behaviour, are a age, b occupation, c income and d life style. There are various internal and external factors that have influences on consumer behaviour. The factors do not affect equally to all the buyers. Evaluation of factors influencing switching behaviour by 35 issn 20550219print, issn 20550227online ghana commercial bank customers israel kofi nyarko department of marketing, ho polytechnic, ho ghana abstract. Consumer behavior consists of factors that have effect on consumers buying. What factors affect online shopper while making the decision to buy goods and services from internet, to buy more items and give information about the product from website. An individual draws cues regarding consumption and disposal of products from various social groups he belongs to. Consumer behaviour andor markeing research suja ravindran.
Since these two factors can influence consumersa purchase intention, thus influencing their behavior towards online shopping and eventually lead to actual action orapin, 2009. The main purpose of the study was to find out if the basic idea of issuing customer cards still holds in a situation where a customer owns two or more of such cards, and which factors possibly influence the buying behaviour of such customers. The sub factors under personal factor are listed below. There are four main factors that influence the consumers behavior.
Pdf factors affecting consumer buying behavior researchgate. Consumers buyer behaviour is influenced by four major factors. Consumer behaviour internal factors linkedin slideshare. The more you know about the behaviour of your target customer, the more you can adjust your marketing to attract them. Find the top 100 most popular items in amazon books best sellers. A study on factors influencing consumer buying behavior in cosmetic products a,h. An empirical study of factors influencing consumer behavior. Consumer behaviour deals with the study of buying behaviour of consumers. Factors affecting consumer buying behavior factors of.
Group behaviors are affected or influenced by some significant variables or factors. A group consists of two or more individuals who share a set of norms, values or beliefs and have a defined relationship such that their behaviour is interdependent. What are the factors that determine consumer behaviour. Consumer behaviour is the study of when, why, how, and where people do or do not buy a product. Personal factors influencing consumer behavior definition. This includes economic situation, government policy, competitive. Key factors influencing online consumer behaviour backed by. The main purpose of this research is to analyse online consumer behaviour in a systematic way. Abstract customer buying behavior is a process by which consumers identify their needs, collect information, evaluate alternatives, and make the purchase decision. Now is an era where customers take the center stags influencing business strategies across industries.
Age of a person is one of the important personal factors influencing buyer behaviour. It is a complex task to know the consumer psychology and its effect in making decision for buying a product. The consumer plays a very important role in the demand and supply chain of every economic system of. These factors determine what the consumer will buy, why they buy an item, and if they will be a return customer. Combining these two techniques together can deliver both a far more intimate understanding of your. Cultural, social, personal, and psychological factors.
Abstract globally, the term, marketing is not a new phenomenon. A reference group refers to a group of people you refer to, while making buying decisions. Wise geek, 2008 consumer s beliefs about brands are fickle. Pdf an empirical study of factors influencing consumer. Therefore it is important to understand the various. In fact this is one major factor that influences consumer behaviour. Individual and group influences which affect consumer behavior. A consumers buying behavior is influenced by four major factors. Yet, despite hyper competition in many markets, some retailers are performing well. A consumer is someone who pays a sum to consume the goods and services sold by an organization.
There are many factors affecting consumer behaviour. Highly educated persons may spend on books, personal care. No business can afford to overlook factors that could either break the customer experience or even pose a risk of any disruptions. Dumaz 2014 claims that the main factors influencing the consumer buying behaviour are psychological factors connected with motivation, learning experiential or. Factors affecting consumers buying decision in the selection. Most of the selection process involved in purchasing is based on emotions and. Even if you sell to a company, youll be dealing with humans to do it. Pdf factors influencing consumer behaviour towards store.
Consumer behaviour is the study of individuals, groups, or organizations and the processes they use to select, secure, and dispose of products, services, experiences, or ideas to satisfy needs and the impacts that these processes have on the consumer and society. Culture is a very complex factor that plays a vital role in a customers behavior. These all factors jointly shape consumer behaviour. What are the personal factors influencing consumer behavior. In a market, different consumers have different needs. Grow profitability by understanding the four factors of consumer behaviour. Senith 3 1research scholar,karunya university,coimbatore 2principal, nehru college of management,coimbatore,india 3assistant professor,phd parttime,nehru college of management,coimbatore,india. Nancy went to a nearby restaurant and ordered pizza for herself. Consumer behavior, purchasing decision, marketing, customer behavior. The consumer behaviour or buyer behaviour is influenced by seve ral factors or forces.
They have direct implications for designing effective relationship marketing strategies, especially where management of the marketing mix spans. Factors influencing organisational buying behaviour. Social factors influencing consumer behaviour social group a group is any collection of individuals with similar interests, opinions and activities. This study seeks to determine the factors which influence the switching. Consumer behaviour deals with as to why and why not an individual purchases particular products and services. Environmentisthebroaderconstructandrepresentsageneralmilieuofbehavior, whereassituationisamoremomentaryconcept. This is where behavioural economics, which explores the factors which affect human decision making, can help.
People buy different products at their different stages of cycle. Due to impact of various factors, consumers react or respond to marketing programme differently. Growing up, children learn basic values, perception and wants from the family and other important groups. What are the factors influencing consumer behavior. Outwardoriented companies, are companies that seeking to ensure customer satisfaction. Although many of these factors cannot be directly controlled by marketers, understanding of their impact is essential as marketing mix. The factors influencing buyers purchase decisions can be conveniently divided into following categories. Buying behaviour, this papers aim is to provide an indepth elucidation of the many aspects that influence consumer behaviour.
In the above example, hunger was the motivating factor for nancy to. Abstractcustomer buying behavior is a process by which consumers identify their needs, collect information, evaluate alternatives, and make the purchase decision. Dumaz 2014 claims that the main factors influencing the consumer buying behaviour are psychological factors connected with motivation, learning experiential or conceptual, beliefs, and attitudes. Not all individuals would prefer to buy similar products. Consumer psychology inquires to describe and make clear consumer behavior, although some consumer psychologist will try to do to foretell or influence a customer s decision. No commodities can move from a production point to a consumption point without putting the marketing machinery at work.
A number of personal factors also influence the consumer behaviour. Social factors are also subdivided into the following. Factors influencing organistaional buying consumer. Jul, 2014 a group is defined as two or more individuals, interacting and independent, who have come together to achieve particular objectives. The beverage industries now a days are in a turbulent market due to the consumption pattern of consumers. Factors influencing consumer behaviour towards store brands. Psychological factors influencing consumer behaviour instructor janne peltoniemi pages 46 supervisor birgitta niemi learning, and attitude and behaviour change.
Jan 04, 2017 when it comes to the psychological factors there are 4 important things affecting the consumer buying behaviour, i. Factors influencing customers buying behavior by dr. Key factors influencing online consumer behaviour backed. Consumer behavior during purchase can be classified by four factors. What they have in common is compelling value for customers created through a bundle of benefits that outweighs shopping burdens. The marketers try to understand the actions of the consumers in the marketplace and the underlying motives for such actions. Consumer behavior study also tries to assess influences on the consumer from groups such as family, friends and society in general. These factors cause consumers to develop product and brand preferences. Let us understand the effect of psychological factors on consumer behaviour. You know that everyone has their interests, their tastes, their own way of being and a personal history that conditions them. The common titles of those leaders are superior, foreman. The personal factors are the individual factors to the consumers that strongly influences their buying behaviors. Ghana commercial bank customers israel kofi nyarko.
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