Socio cultural factors in consumer decision processes. These factors cause consumers to develop product and brand preferences. What are the factors influencing consumer behavior. Factors influencing purchase intention of starbucks page 2 of 142 cultivated around the world in more than 60 countries and is the worlds second most valuable traded commodity behind crude oil international coffee organization, n. Marketing implications of consumer behaviour study of consumer behaviour modelling an overview consumer behaviour is comparatively a new field of study which evolved just after the second world war. 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.
Pdf in this study, the influence of psychological factors on consumer buying behavior is investigated. Pdf the effects of psychological factors on online. The impact of social factors affecting consumer behaviour on. A consumers beliefs and attitudes greatly influence the buying decisions that consumer makes. The three known psychological factors are personality traits, psychodynamic processes and learned cognition.
How psychological factors affects consumer behaviour. Human beings learn cognition through their day to day interaction. Motivesa motive is an internal energizing force that orients a persons activities toward satisfying a need or achieving a goal. A study on factors influencing on consumers buying. In this study the focus was limited only to social, personal and psychological factors. These all factors jointly shape consumer behaviour. However, the behaviour of consumer depends on some factors. The psychological factors are the factors that talk about the psychology of an individual that drive his actions to seek satisfaction. Factors influencing purchase intention of starbucks. T political, economic, sociocultural and technological these all influence the consumer black box to produce responses for making. Motivation, perception, learning, and attitude or belief system. Therefore, knowing the elements that impact the purchasing behavior could rise the sales volume.
In the above example, hunger was the motivating factor for nancy to. Scholars have discussed these factors in different pairs and groups. Buying behaviour, this papers aim is to provide an indepth elucidation of the many aspects that influence consumer behaviour. The impact of psychological factors on consumer buying behavior and an empirical application in turkey article pdf available in asian social science 106. The factors are influences significant enough by their force, becoming the reasons for the activity. Influences, motivation, emotions and personality and influencing attitudes and. There are number of factors in the study of consumer behaviour which plays important role in buying of any new product or services from the selling firm such as customer income, culture, technology, various types of personal factors. Factors affecting consumer buying behavior of mobile phone.
Selective attention selective distortion selective retention characteristics affecting consumer behavior psychological. This in turn leads to psychodynamic processes that affect or influence their personality traits. There are four important psychological factors affecting the consumer buying behavior. The level of motivation also affects the buying behavior of customers. The thesis was divided into a theory part and empirical part. The level of motivation influences the buying behavior of the consumers. Studies the reasons of consumers behaviour in their buying decisions why, when, where, what how depends on different types of marketing stimuli ps and other factors p. Factors affecting buying behaviour researcher major factors enis 1974 personal and social factors. Factors affecting green purchase behaviour and future. For the same product, price, promotion, and distribution, their responses differ significantly.
When we talk about psychological factors that influence consumer decisions, we are referring to the workings of the mind or psyche. Consumer buying behavior refers to the buying behavior of the ultimate consumer. The environmental factors affecting consumer buying behaviour are explained below cultural influences it is defined as a complex sum total of knowledge, belief, traditions, customs, art, moral law or any other habit acquired by people as members of society. Like any human behaviour, consumer behaviour is seen as determined and conditioned by the effect of certain factors. All these factors were found to either encourage or discourage purchase of green products.
Psychological factors influencing individual behavior. These factors can influence how a person thinks and later affect his decisions and relations in his daily life. This paper is an attempt to analyze the consumer buying behaviour of durables, to examine the factors inducing the consumer buying behaviour and to suggest suitable measures to the marketers for designing a right marketing mix for the consumers in nagaland. Psychological factors refer to thoughts, feelings and other cognitive characteristics that affect the attitude, behavior and functions of the human mind. We shall discuss these factors one by one and see how they influence the individuals behaviour as a consumer. Usually, the basic needs and the security needs are more pressing needs than the other and.
So, the marketer has to examine all these factors also along with other variables for studying the consumer behaviour to its full extent. A study on factors influencing on consumers buying behaviour. Jul 27, 2010 there are four important psychological factors affecting the consumer buying behavior. Among the many factors that play a key role in virtual consumer behavior the paper presents the significance, the characteristics and the specificity of psychological and social. Pdf the impact of psychological factors on consumer buying. Consumer behaviour deals with the study of buying behaviour of consumers. Consumer buying behaviour refers to the buying behaviour of the ultimate consumer. Psychological factors lead to the dynamism of the human mind and their. Personal factors affecting consumer purchase decision. Because of the influence they exert upon patterns of buying, it is. Pdf the impact of psychological factors on consumer. The theoretical part discusses the basics of factors affecting purchase decision, decisionmaking.
Psychological factors affecting consumer behaviour. Psychological factors that influence consumer buying. Consumer behavior is deeply influenced by cultural factors, such. Based on these factors, probable explanations can be suggested for the reported attitudebehaviour gap in green purchase behaviour. Answer she was feeling hungry and wanted to eat something. The sellers market has disappeared and buyers market has come up. The effects of psychological factors on online consumer behavior.
Various psychological factors influencing individual behavior are briefly explained as follows. Let us understand the effect of psychological factors on consumer behaviour. L81, m31, n30 introduction factors affecting female consumers online buying behaviour internet is redefining the shopping behaviour of people across the globe. Psychological model of consumer behaviour in consumer. Influence of cultural, social and marketing factors on the. A comprehensive list of all variables affecting green purchase intention and actual green purchase behaviour is given in table 2 and table 3. The impact of social factors affecting consumer behaviour.
This led to paradigm shift of the manufacturers attention from product to. Buyers reactions to a firms marketing strategy has a great impact on the firms success. Factors influencing consumer behaviour from the viewpoint of the marketing strategist, the mix of cultural, social, personal and psychological factors which influence behaviour are largely noncontrollable. The factors do not affect equally to all the buyers. The factors are causal phenomena possessing an impact force capable of changing consumer behaviour, 1992. Consumer behaviour, ecommerce, female buying behaviour, onlineshopping, online retailing, retail sector jel classification. Beliefs are the way people think about a particular product or brand, while an attitude is the individuals consistently favorable or unfavorable evaluation, tendency or feeling about a product or brand.
It includes knowledge, belief, traditions, morals, values, customs and other such habits that are acquired by people as members of a society. Psychological factors influencing consumer behavior. Usually the factors affecting consumer buying behaviour include psychological, social, cultural and buying the new home cleaning service involves consumers research for the best option available. The family has the very important role and influence in the buying behavior of the consumers that includes parents, husband, wife and children. Meanwhile, there are several factors that influence consumer purchases, such as social, cultural, personal and psychological. In making a final decision, and indeed throughout the whole decisionmaking process, consumers are influenced by a wide range of factors, not just those relating to the obvious features of the product. Psychological model of consumer behaviour in consumer behaviour psychological model of consumer behaviour in consumer behaviour courses with reference manuals and examples pdf. Amongst the social influences affecting behaviour, we can classify the influences of family, friends, leaders and the social class to which the consumer belongs. Consumer behaviour is a physiological process it is all related to the emotions of the consumer. Consumer behaviour and factors influencing buyer behavior. 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. There are four psychological factors that influence consumer behaviour. Consumer behavior and factors influencing consumer behavior. It includes knowledge, belief, traditions, morals, values, customs and other such habits that are acquired by.
Consumers buyer behaviour is influenced by four major factors. Nancy went to a nearby restaurant and ordered pizza for herself. There are many factors affecting consumer behaviour. The marketers try to understand the actions of the consumers in the marketplace and the underlying motives for such actions. Factors, personal factors and psychological factors. There are number of factors in the study of consumer behaviour which plays important role in buying of any new product or services from the selling firm such as customer income, culture, technology, various. Electronic commerce has determined great changes in consumer behavior, changes caused mainly by the modification of factors that influence online consumer behavior. In this process the consumer starts with recognizing the need of the product, and then finds a way or a medium of solving these needs, makes purchase decisions like planning whether he should buy or not buy a certain product, and then he confirms the information, jots down a plan and then. Moreover social networking provides online consumers with enhanced trust factors and helps retain online customers, which is fundamental for online retailers.
The consumer behaviour or buyer behaviour is influenced by several factors or forces. Every person has different needs such as physiological needs, biological needs, social needs etc. How do psychological factors play a role in consumer behaviour. The major categories of individual factors affecting consumer behavior are demographics, consumer knowledge, perception, learning, motivation, personality, beliefs, attitudes and life.
Internal or psychological factors the buying behaviour of consumers is influenced by a number of internal or psychological factors. Cultural factors affecting consumer behaviour culture culture is basically the way of living and thinking pattern that is followed from generation to generation in a society. Factors affecting consumers buying decision in the selection. The personality of a person, as misunderstood by many, is not just determined by his physical appearance alone. The family has the very important role and influence in the buying behavior. Factors affecting consumers buying decision in the. 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. Consumer buying behavior is influenced by two major factors. Understanding how to motivate your customer is a powerful tool. Psychological factors influencing consumer behaviour instructor janne peltoniemi pages 46 supervisor birgitta niemi learning, and attitude and behaviour change. A large number of factors affecting consumer green purchase intention and behaviour appeared as independent variables in various studies.
Factors influencing consumer behavior of smartphone users. Introductuon like any human behaviour, consumer behaviour is seen as determined and conditioned by the effect of certain factors. Social factors that influence the consumer buying behavior includes reference groups, immediate. The impact of psychological factors on consumer buying behavior. Characteristics affecting consumer behavior psychological factors perception is the process by which people select, organize, and interpret information to form a meaningful picture of the world from three perceptual processes. Consumer such as social, cultural, personal and psychological. In this research, the researcher is also interested to find out how social and personal fac tors especially affect the buyer behavior during the purchase of smartphone. The impact of social factors affecting consumer behaviour on selecting characteristics of purchased cars hossein mirzaei,mehdi ruzdar the present study examined the impact of social factors on consumer behavior in selecting traits of the purchased car in tabriz iran. Some internal psychological factors influencing consumer choice. The three known psychological factors are personality traits, psychodynamic. Factors influencing consumer behaviour essay example.
The specifics of that group of factors is that they represent consumers unique qualities and ways of. Psychological factors that influence consumer buying behavior. However, in my study, it just research about personal factors affecting purchase decision consumer on men skin care products. Factors influencing consumer behaviour top 9 factors with suitable examples. Consumer behaviour is the study of individuals, groups, or organizations and the processes they use to select, secure, and dispose of. Personal factors affecting consumer purchase decision towards. 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. Psychological and social factors that influence online.