Professional Documents
Culture Documents
Problem Routine
Psychological
Recognition Programmed
limited decision
Social Information Search
making
Post-purchase
Personal
Behavior
Factors affecting consumer buying behavior
Factors of consumer buying behavior
Personal
Motivation Family Culture Age
income
Family
Perception Reference Subculture Income
Income
Beliefs and
Liquid Assets Life Style
attitude
Government
Personality
Policy
1. Internal or Psychological factors
Motivation
Perception
selective attention
selective distortion
selective retention
Learning
Family:
References:
The person's position in each group can be defined in tern of role and status
Peoples choose products that communicate their role and status in society
3. Cultural factors
We have to know the differences of; Culture, sub-culture, social class
influence the consumer behavior when buying good and service
Culture
is fundamental determinant of person wants and behavior
affect people in Egypt of what they would like to wear and what they
would like to eat
The Economic Factors are the factors that talk about the level of sales
in the market and the financial position of the consumer,
The following are the main economic factors that greatly influence
the consumer buying behavior
4. Economic factors
1. Personal Income:
The personal income of an individual influences his buying behavior as it
determines the level to which the amount is spent on the purchase of goods and
services. The consumer has two types of personal incomes; disposable income and
discretionary income.
2. Family Income:
The family income refers to the aggregate of the sum of the income of all the
family members. The total family income also influences the buying behaviors of
its members. The income remaining after meeting all the basic necessities of life
can be used for the purchase of shopping goods, luxury items, durable goods, etc.
4. Economic factors
3. Income Expectations:
An Individual’s expectation with respect to his income level in the future influences his buying
behavior today. Such as, if a person expects his income to increase in the future, then he will
spend more money on the purchase of the luxury goods, durables and shopping goods. And on
the contrary, if he expects his income to fall in the future his expenditure on such items also
reduces.
4. Consumer Credit:
The credit facility available to the consumer also influences his buying behavior. If the credit
terms are liberal, and EMI scheme is also available, then the customers are likely to spend more
on the luxury items, durable goods, and shopping goods. This credit is offered by the seller
either directly or indirectly through the banks and other financial institutions.
4. Economic factors
5. Liquid Assets:
The liquid assets with the consumer also influences his buying behavior. The liquid assets are
the assets that are readily convertible into the cash. If the customer has more liquid assets,
then he is likely to spend more on the luxury items and the shopping goods. On the other hand,
if the liquid assets are few then the expenditure on luxury items also reduces.
6. Savings:
The amount of savings out of the personal income also influences the consumer buying
behavior. Such as, if the customer decides to save more for a particular period, then his
expenditure on the other items will be less and in case the savings are less the expenditure on
other items increasestions.
5. Personal factors
2. Occupation,
Brands also have personalities, and consumers are likely to choose brands
whose personalities match their own.
5. 6.
1. 2. 3. 4.
Post- Post-
Problem Information Evaluation of Purchase
purchase Purchase
Recognition Search Alternatives Decision
Behavior Evaluation
1. Problem Recognition
The buying process starts when the buyer recognizes a problem or
need triggered by internal stimuli (normal needs) or external stimuli
(TV ad).
Marketers need to identify the circumstances that trigger a particular
need by gathering information from a number of consumers.
There is no single process used by the consumer however most of the models
sees that consumers judgment is based on their conscious and rational basis.
3. Consumer sees the benefit as a bundle of attributes with varying ability to deliver benefits
3. Evaluation of Alternatives
Example:
Car’s: safety, comfortable, motor power or gas efficiency usage (cost wise)
The marketer’s job does not end when the product is bought.
Reinforce consumer’s choice & help him feel good about the brand.
consumer is delighted.
Post-purchase ACTIONS
Satisfied consumer will purchase the product again & saying good to others.
Dissatisfied consumers…
deciding stop buying the product or warning friends,
take public action by complaining to the company or other groups (government agencies).
Just because a purchase has been made, the process has not ended.
Routine Programmed
Impulse buying
CONCLUSION