They quarrel frequently with their superiors and fellow-workmen. (1990: 22) and Schiffman & Kanuk (1997: 8), consumer behaviour is regarded as a relatively new … The aim of this questionnaire is to investigate the factors that affect the consumer buying behavior. Consumer Behaviour refers to the study of buying tendencies of consumers. /Title (Microsoft Word - IJCRAR-17.doc) The age of a consumer can have a significant impact on his behaviour. 3. x��}]�9r�{��z\9D�� %�a�{78}o��Hd�� �>�e��w���������vM�5��f�����=��߮�_c]��ၯ���W˟}�/��ÿ>��6�����ï���]%,nuY��7���7iyz�oKb���J˹�M^��4\ MY\|[�m˛*�k^�7r]�ay�;���qy[�c\\\{����-ޡB����e�dF9/�aU>ݸ�AH���ތBbt��o:_���8盐�!���(�M�����P�Ǔ��D����2���C i��S��LJ��)���ا�R���\�f& ���6�uRe��m��y�,{��/�qН���u��, 1 0 obj Tweet . Factors that Influence Consumer Behaviour – Psychological Factors: Motivation, Beliefs and Attitudes, Learning and Perception . Answer - She was feeling hungry and wanted to eat something. Factors Affecting Consumer Behavior. The factors do not affect equally to all the buyers; they have varying effect on their behaviour. << Human beings are social animals. Employers, generally feel that women employees are more sincere and will show greater commitment towards the job. Peter Noel Murray, Ph.D., is principal of a consumer psychology practice in New York City. There are four psychological factors that influence consumer behaviour: Motivation, perception, learning, and attitude or belief system. For example, some people are spendthrifts while others consciously save. Four areas of scientific inquiry that have dominated research agendas are identified: (a) cognitive barriers, (b) the self, (c) social influence, and (d) product characteristics. Answer - She was feeling hungry and wanted to eat something. A number of researchers have identified and analyzed factors affecting the consumers’ buying behaviour which affect consumer behavior individually or collectively. Consumer behavior is an attempt to understand & predict human actions in the buying role. Social factors: family, friends, education level, social media, income, they all influence consumers’ behavior. Various factors, be it cultural, social, personal or psychological influence the buying decision of individuals. Generally speaking as an employee grows older his level of enthusiasm for work may decline. 2.3.4 Psychological Factors: Psychological factors affecting various purchase decisions include motivation, perception, learning, beliefs and attitudes. Figure 2 shows an outline of factors affecting consumer behaviour. endobj >> Some of these needs are basic and must be ... social, personal, and psychological. 2 0 obj Motivation speaks to the internal needs of the consumer. A person with the ability to perform any task effortlessly is able to be emphatic. Consumer behavior can be defined as the study of psychological, physical and social actions when individuals buy, use and dispose of products, services, ideas, and practices. The theoretical part discusses the basics of factors affecting … /Parent 1 0 R By: Nicole Skubal. But due to domestic obligations and unavoidable circumstances, women employees may avail leave frequently which cannot be denied. They are generally conservatives who prefer to work in the conventional manner. Learning is the process of bringing about changes in an individual’s behavior. Consumer behaviour helps us understand why and why not an individual purchases goods and services from the market. Updated September 26, 2017. suitcases image by Alexander Ivanov from Fotolia.com. There are four important psychological factors affecting the consumer buying behavior. Consumer behaviour is the study of when, why, how and where people do or do not buy products and refers to the mental and emotional process and the observable behaviour of consumers during searching, purchasing and post consumption of a product or services. 1 LO3: Explore situational, psychological, and social factors influencing consumer behavior. Consumers have changed their behaviour over the last two years due to the instability of the economic environment. Human behavior is defined as the range of actions and behaviors exhibited by humans at certain stages of development. II. 4 0 obj In this way, age becomes one of the fundamental demographic factors affecting consumer behavior and buying decisions. Factor affecting Consumer Behavior. Various psychological factors influencing individual behavior are briefly explained as follows. Key words: tourism services, tourism products, factors of influence, consumer behaviour. Consumer Behaviour is an effort to study and understand the buying tendencies of consumers for their end use. A purchase decision is the result of each and every one of these factors. 6-1) Factors Influencing Consumer Behavior (Fig. Consumer behaviour or purchases made by consumers are rarely unaffected. Why did Nancy buy pizza ? /MediaBox[0 0 612 792] These are: perception, motivation, learning, beliefs and attitudes. Not everything that you provide to the customer or not all information that you … Thank you for your valuable time and effort. Personal factors and Psychological factors influencing individual behavior. The author describes in this article the factors which influence consumer behaviour and also presents how it has changed over the past two years. This survey will take 5 minutes from your time, feel free to express your opinion. A motive is the inner drive or pressure to take action to satisfy a need. influenced by cultural factors, social factors, personal factors and psychological factors. Consumer Buying Behaviour refers to the buying behaviour of the ultimate consumer. Have you ever been in a department story and couldn’t find your way out? Potentials of an Individual influence Behavior, Psychological Factors influencing Individual Behavior, 1. Psychological Factors Influencing Consumer Behavior Definition: ... these needs become a motive that directs the consumer behavior to seek satisfaction. Four major areas of scientific inquiry are identified. First of these elements is what we call motivation. Such a person deserves a better placement. << Psychological Factors Many organization prefer women employee for this reason. Updated September 26, 2017 . Economic Factors 2. Email . The level of education of an individual does influence behavior. An educated employee knows how to get things done in the workplace without incurring anyone’s displeasure. A sales officer, for example, who always attains or exceeds his targets has to be given greater incentives failing which he may leave the organization and join some other organization that recognizes his potentials. Employees with a negative attitude, on the other hand, are insincere in their work. /Producer (PDFlib 3.03 \(Win32\)) Employee absenteeism, for example, may be a problem faced in many organizations. Factors affecting the consumer buying behavior: I am business student from UOB, this survey will help to collect data for the project. >> Another point worth mentioning here is that the older … 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, and how the consumer's emotions, attitudes and preferences affect buying behaviour. Perception of an Individual Influence Behavior, 3. Each culture contains “sub-cultures” – groups of people with share values. What are Cultural Factors ? Motivation; Motivation is activating the internal needs and requirements of the consumer. Understanding how to motivate your customer is a powerful tool. endobj When we talk about psychological factors that influence consumer decisions, we are referring to the workings of the mind or psyche: motivation, learning and socialization, attitudes and beliefs. Attitudes and beliefs represent another psychological factor that influences consumer behavior. According to Engel et al. In other words, consumer behavior is the study of how consumers will make their buying decision and what those factors which support or influence these decisions. If the perception of a person is correct he/his organization stands to benefit. Motivation speaks to the internal needs of the consumer. /Filter/FlateDecode Such as personal, cultural, psychological and social factors. INTRODUCTUON Like any human behaviour, consumer behaviour is seen as determined and conditioned by the effect of certain factors. Factors that affect human behavior include attitude, perception, genetics, culture, social norms and ethics of a society, religious inclination, coercion and influence by authority. A consumer buying behavior is influenced by social, cultural, personal and psychological factors. This happens either because the employee feels saturated or because he lacks physical fitness. 2. A highly motivated person is a very goal-oriented individual. Likewise, an employee, who wants to be sincere in his work, will not be whiling away his time. There are many factors affecting consumer behaviour. Firms and organizations rely on consumer behaviour knowledge to forecast consumer needs and desires. (Kotler&Armstrong 2010, p. Consumers also have perceptions of themselves that may affect a particular purchase. Factors Affecting Consumer Behaviour in Telecom Industry Dr. Inderjeet Sethi, ... social, personal, and psychological. Factors Affecting Consumer Behavior: Social Factors Affecting Consumer Behavior: Personal Jeep Ad shows how the lifestyle concept (a person’s pattern of living) can help the marketer understand consumer values and how they affect buying behavior. Factors Affecting Consumer Behavior – Factors According to Philip Kotler: Cultural Factors, Social Factors, Personal Factors and Psychological Factors . endobj 4. Perception is the process of knowing or understanding. If the consumer’s motivation is high, that basically means that the level of need, or the consumer’s perception of that need, is fairly strong. To secure better employee attendance certain measures may be adopted. The general belief is that education disciplines a person. 5. But this affects employee attendance. Perception: The consumer perception towards a particular product and the brand also influences his buying decision. Types of consumer behavior. A person without the capacity to make correct perceptions has to listen to those who possess such a capacity. For example, casual leave and sick leave can be made encashable. These all factors jointly shape consumer behaviour. In this study, the affect of cultural factors on consumer buying behaviour is investigated. 3 0 obj 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. A consumer’s motivation is the basic degree of the psychological drive behind a specific purchase. /CreationDate (D:20140921082734) factors and psychological factors. Consumer behaviour deals with the study of buying behaviour of consumers. 2.2.2 The origin and importance of consumer behaviour . Another point worth mentioning here is that the older members of the organization may not be prepared to adapt themselves to the changing environment. /Pages 1 0 R The information acquired from the results are analyzed and interpreted by the computer packet programs. 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. There are several factors which influence the buying decision of consumers, cultural factors being one of the most important factors. Also Read Concepts of Marketing. Buying Behaviour, This paper’s aim is to provide an in-depth elucidation of the many aspects that influence consumer behaviour. Age and family status … He does not lose temper but quietly achieves his goals. << Complex buying behavior This happens either because the employee feels saturated or because he lacks physical fitness. In this study, the influence of psychological factors on consumer buying behavior is investigated. Psychological factors: an individual’s response to a marketing message will depend on their perceptions and attitudes. Consumer behavior consists of four factors: cultural, social, personal and psychological. Factors Affecting Consumer Behaviour in Telecom Industry Dr. Inderjeet Sethi, Sr. General Manager Idea Cellular Ltd., India. A society generally expects individuals to have good behavior and shuns wicked tendencies. /Author (Prakash) Selection and/or peer review under responsibility of Prof. Dr. Hüseyin Arasli doi: 10.1016/j.sbspro.2012.09.029 WCBEM 2012 Psychological and social factors that influence online consumer behavior Iuliana a *, Maria-Cristiana Munthiu b , Violeta c a Academy of Economic Studies, … A survey was conducted on 1400 people from the different parts of Turkey. A given situation is perceived differently by different people. In the above example, … These motives are the factors that influence the consumer behavior. Turkey has seven regions. Recognition and self esteem also influence the buying decision of indi… There are four main types of consumer behavior: 1. >> Related. It is, therefore, quite natural that such people are given higher remuneration and greater decision-making authority. Attitude may be positive or negative. Dr. Murray's specialty is the psychological drivers of consumer behavior, with … Selection and/or peer review under responsibility of Prof. Dr. Hüseyin Arasli doi: 10.1016/j.sbspro.2012.09.029 WCBEM 2012 Psychological and social factors that influence online consumer behavior Iuliana a *, Maria-Cristiana Munthiu b , Violeta c a Academy of Economic Studies, … To buy both, they have to walk ar… The marketers try to understand the actions of the consumers in the marketplace and the underlying motives for such actions. There are several stages a consumer goes through before he finally picks up things available in the market. ce,�܇% Different people have different values. 20years and explores the psychological drivers of sustainable consumer behavior. Such a measure would encourage good attendance. He cannot resign his job in case he derives less or no job satisfaction or finds the work environment not conducive. Consumer behaviour deals with as to why and why not an individual purchases particular products and services. Social factors play an essential role in influencing the buying decisions of consumers . /Kids[4 0 R 252 0 R 256 0 R 260 0 R 264 0 R 268 0 R 272 0 R 276 0 R 280 0 R 285 0 R] Thus, Selection and placement of the right person for the right job is very much important. Age does not just affect buying behavior, it is also an important factor affecting market segmentation and marketing strategy. In the workplace the values of an individual do influence his behavior. Factors Influencing Consumer Behavior. Share . Age and Life Cycle: The activities of individuals and families vary over time. Say for example, a pregnant employee may avail maternity leave which cannot be neglected as per law. Procedia - Social and Behavioral Sciences 62 ( 2012 ) 184 – 188 1877-0428 2012 Published by Elsevier Ltd. It has different characteristics such as: dominance, aggressiveness, self-confidence etc which can be useful to determine the consumer behavior for particular product or service. In the context of the workplace, attitude is the feeling of an employee about his job, his superiors and fellow-employees. 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. 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 influence of level of education on a person’s behavior may also be explained from another angle. << Keywords: behavior, cognitive model, consumer, commercial activity, motivation, psychological factors _____ 1. making a decision, the buyer considers many factors such as cultural factors, social, personal and psychological categories. Personality of an Individual influence behavior, 2. psychological factors. Marketing professionals take physical factors such as a store’s design and layout into account when they are designing their facilities. Economic Factors Influencing Consumer Behavior Definition: The Economic Factors are the factors that talk about the level of sales in the market and the financial position of the consumer, i.e. Nancy went to a nearby restaurant and ordered pizza for herself. /Type/Page The following chapters focus on the social, personal and psychological characteristics of consumer behavior. Attitudes of Individuals Influence Behavior, 4. /Length 11963 Social factors affecting consumer buying behavior: A customer’s buying behavior is also influenced by social factors, such as the groups to which the customer belongs and social status. Such behaviour is largely influenced by various factors. endobj For the same product, price, promotion, and distribution, their responses differ significantly. As employees are eligible for certain types of leave, e.g., casual leave, sick leave, earned leave etc., they may be willing to avail the same. Such a person is always able to achieve what he wants to achieve. Consumer behaviour is the study of when, why, how and where people do So, marital status of an employee influence behavior. Men in the workplace generally show greater interest in union activities. Women employees, on the other hand, may be reluctant to even join trade unions. Generally speaking as an employee grows older his level of enthusiasm for work may decline. /Contents[5 0 R 12 0 R 16 0 R 20 0 R 24 0 R 28 0 R 32 0 R 36 0 R 40 0 R 44 0 R 48 0 R 52 0 R 56 0 R 60 0 R 64 0 R 68 0 R 72 0 R 76 0 R 80 0 R 84 0 R 88 0 R 92 0 R 96 0 R 100 0 R 104 0 R 108 0 R 112 0 R 116 0 R 120 0 R 124 0 R 128 0 R 132 0 R 136 0 R 140 0 R 144 0 R 148 0 R 152 0 R 156 0 R 160 0 R 164 0 R 168 0 R 172 0 R 176 0 R 180 0 R 184 0 R 188 0 R 192 0 R 196 0 R 200 0 R 204 0 R 208 0 R 212 0 R 217 0 R 221 0 R 225 0 R 229 0 R 233 0 R 237 0 R 241 0 R 245 0 R 249 0 R] A highly qualified person when offered with lower level job, may not show enthusiasm in his job. The aim of this questionnaire is to investigate the factors that affect the consumer buying behavior. The study of consumer behaviour emphasizes the Age of an Individual influence behavior, 2. The Various factors influencing Consumer Behaviour can be classified into 4 categories: 1. It can also be described as goals and needs of the consumers. 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. Every organization requires people who are in a position to perceive things right. (adsbygoogle = window.adsbygoogle || []).push({}); Personal & Psychological factors Influencing Individual Behavior in Organization, Personal factors influencing individual behavior, 1. Not all individuals would prefer to buy similar products. Consumer behavior is defined as “all psychological, social & physical behavior of potential customers as they become aware of, evaluate, purchase, consume, & tell others about product & … Understanding how to motivate your customer is a powerful tool. Marketers segment their target market on the basis of age. Share It. emotions affect consumers’ decision making process regarding food selection.Similarly, Speiers, Gundala and Singh (2014), noted that consumer behaviour is influenced and motivated by factors such as culture, personality, lifestyle, income, attitudes, motivators, feelings, knowledge, ethnicity, family, values, available resources, opinions, experiences, peer groups and other groups. D. Social Factors: The social factors such as reference groups family, and social status affects the … how much an individual spends on the purchase of goods and services that contribute to … 1. /Creator (Win2PDF http://www.daneprairie.com) Among the personal factors influencing behavior the most important is a person’s age. Needless to say, the potentials of an individual influence his behavior. >> It has assumed growing importance under market-oriented or customer oriented marketing planning & management. Due to impact of various factors, consumers react or respond to marketing programme differently. %���� From each region two provinces are selected by random sampling method. pes his psychological factors, etc.. ABSTRACT Consumer Buying Behaviour refers to the buying behaviour of the ultimate consumer. Such as personal, cultural, psychological and social factors. Ad targets people who want to “leave the civilized world behind”. importance of consumer behaviour, especially from a marketing point of view. Nancy went to a nearby restaurant and ordered pizza for herself. 6-2) Factors Affecting Consumer Behavior: Culture Factors Affecting Consumer Behavior: Culture Social Class Society’s relatively permanent & ordered divisions whose members share similar values, interests, and behaviors. Cultural Factors affecting 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. The factors are influences significant enough by their force, becoming the reasons for the activity. In this study the focus was limited only to social, personal and psychological factors. Procedia - Social and Behavioral Sciences 62 ( 2012 ) 184 – 188 1877-0428 2012 Published by Elsevier Ltd. So perception of individuals greatly influence their behavior. ION Chapter 1 provided an overview of the area of research for this study, by identifying, among others, the objectives of the study together with the importance attributed to the study. It is essential for marketers to understand consumers to survive and succeed in the competitive marketing environment. 2_d=�X���.�`�E>jX��$�Ӓ*Ɓ�#:9�C�⤏"l^;QZ��d!������w�F�{�>=����7����69����%5ɤE������|�G� |�y��*b*��t\�`���W�DacgU��~��{ڜ���$U��s�y�����?\9�Η�=�eC��88�C��~v&�e��a��ʝ{�'Z��s�4Fn�$�-#�VfK�/k/�.%����R�JQ�pH�5IC�ټz:�H�d�. How Does an Online Travel Agency Work? Buying Behaviour, This paper’s aim is to provide an in-depth elucidation of the many aspects that influence consumer behaviour. Among the personal factors influencing behavior the most important is a person’s age. PSYCHOLOGICAL FACTORS INFLUENCING CONSUMER BEHAVIOUR Instructor Janne Peltoniemi Pages 46 Supervisor Birgitta Niemi learning, and attitude and behaviour change. Consumer Behaviour – Psychological factors; 4 psychological factors affect consumer behaviour very strongly. If it turns out to be incorrect he/his organization loses. It is for this reason that for certain jobs as those of sales representatives youngsters are always preferred. Post . From the early year, Peterson (1987) found that socialization which is determined the way of patterns of behaviour or the process by which the person can adopt social roles. On the other hand, an unmarried employee without much domestic commitments may find a better job if the present job does not give him satisfaction. Cultural and Social Factors 4. Consumer behavior refers to the selection, purchase and consumption of … On the other hand, if a person with lower qualification is placed in a higher level job he cannot perform well in his duties. Factors Influencing Travel & Tourism Consumer Behaviour. He is in a position to demand better status in the organization. PDF | In this study, the influence of psychological factors on consumer buying behavior is investigated. A belief is a conviction a person holds about something, such as “dark chocolate is bitter,” or “dark chocolate is delicious,” or “dark chocolate is good for baking.” An attitude is a consistent view of something that encompasses the belief as well as an emotional feeling and a related behavior. %PDF-1.3 Personal Factors play an important role in affecting consumer buying behaviour. It is for this reason that for certain jobs as those of sales representatives youngsters are always preferred. Motivation. Psychological factors that influence consumer behaviour are described below: Psychological Factor # 1. The need for a secured job and stable income is greater in case of married employees. LO3 Explore situational, psychological, and social factors influencing consumer behavior. So, sexual differences here influence individual behavior. An individual who goes for shopping does not necessarily end up buying products. There are several products that are marketed only to the millenials. By: Nicole Skubal. After the cultural factors in the study of consumer behaviour, the Social factors also affect the consumer behaviour. Presumably, the longer you wander around a facility, the more you will spend. For example, an attitude about dark chocolate might be expressed as a belief (“dark chocolate is delicious”), a feeling (“dark cho… The thesis was divided into a theory part and empirical part. The ‘values’ of a person indicate to him as to what is good and what is bad. Psychological Factors affecting Consumer Behaviour. /Type/Pages How old a consumer is generally indicates what products he or she may be interested in purchasing. (2011) concluded motivation as an activated internal need state that leads to goal-directed behaviour so as to satisfy that need. An employee with a positive attitude likes his job, carries out the tasks assigned by his superior and maintains friendly relationships with the fellow-employees. Psychological Factors Affecting Consumer Behavior with Examples There are five extremely critical psychological factors that the customer goes through in arriving at a product purchase decision . Eg. >> Lantos GP. 160.) stream Sex of an Individual Influence Behavior, 3. determine the consumer behavior for particular product or service. Some contribute to charity while others do not. In the above example, Hunger was the motivating factor for Nancy to purchase pizza. However, some factors are more effective, while others have negligible effect on consumer behaviour. ABSTRACT Customers make purchases in order to satisfy needs. Understanding how consumer behavior impacts marketing renders it vital to understand those factors which affect consumer behavior and which include: Cultural Factors. Culture – Culture is basically the way of living and thinking pattern that is followed from generation to generation in a society. , their responses differ significantly effect of psychological factors there are four important psychological factors affecting consumer behaviour... Stands to benefit families vary over time workplace the values of an individual ’ s motivation is the degree. Factors such as a store ’ s behavior may also be explained from another.! An activated internal need state that leads to goal-directed behaviour so as what. Tourism products, factors of influence, consumer behaviour is investigated anyone ’ s response to a point... 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By his physical appearance alone they all influence consumers ’ behavior over the past two years due to impact various! Motive that directs the consumer, as misunderstood by many, is not just determined by his physical alone! Adapts himself to the millenials say, the potentials of an employee influence behavior, cognitive model, consumer commercial! Study the focus was limited only to social, personal factors play an essential role in influencing the buying of... A need try to understand & predict human actions in the workplace generally show greater interest in union.. He wants to achieve what he wants to achieve what he wants to achieve the above example casual. Level, social, personal, cultural, psychological, and social factors play an role. Human behavior is investigated people are given higher remuneration and greater decision-making authority up products... This survey will help to collect data for the activity consumer goes through before finally. To say, the potentials of an individual ’ s behavior may also be explained from angle! Motivation as an employee grows older his level of enthusiasm for work may.. Or no job satisfaction or finds the work environment not conducive purchase products and services who significantly... Bringing about changes in an psychological factors affecting consumer behaviour pdf Do influence his behavior family, friends, education level, factors. Sick leave can be classified into 4 categories: 1 others consciously save call motivation and. To get things done in the marketplace and the underlying motives for actions! Factors, personal or psychological influence the buying decision of consumers stages a buying... Just determined by his physical appearance alone pdf | in this study, the of., income, they all influence consumers ’ buying behaviour, especially from a marketing point of view mentioning is! The consumer perception towards a particular purchase also influence the buying tendencies and spending patterns consumers... By random sampling method the following chart behavior 2.3.4 psychological factors influencing individual behavior have been classified as in. Are rarely unaffected Like social class, buyer ’ s aim is to investigate the factors that influence the tendencies! Need state that leads to goal-directed behaviour so as to what is bad the... On soft drinks, packaged water, juice and so on motivation is the result each... Interpreted by the effect of psychological factors: family, friends, education level, social factors the values.
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