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psychological factors affecting consumer behaviour pdf

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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. 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 . Personality of an Individual influence behavior, 2. /Pages 1 0 R 1 0 obj A consumer’s motivation is the basic degree of the psychological drive behind a specific purchase. There are several other factors which motivate individuals to purchase products and services. Social factors play an essential role in influencing the buying decisions of consumers . The aim of this questionnaire is to investigate the factors that affect the consumer buying behavior. 160.) Various factors, be it cultural, social, personal or psychological influence the buying decision of individuals. Personal Factors play an important role in affecting consumer buying behaviour. Consumer behavior is influenced by cultural factors like social class, buyer’s culture, and subculture. Such as personal, cultural, psychological and social factors. There are four important psychological factors affecting the consumer buying behavior. Four major areas of scientific inquiry are identified. Some contribute to charity while others do not. The level of education of an individual does influence behavior. It has assumed growing importance under market-oriented or customer oriented marketing planning & management. Have you ever been in a department story and couldn’t find your way out? It is for this reason that for certain jobs as those of sales representatives youngsters are always preferred. (1990: 22) and Schiffman & Kanuk (1997: 8), consumer behaviour is regarded as a relatively new … Learning is the process of bringing about changes in an individual’s behavior. Consumer behavior is a part of human behavior and by studying previous buying behavior, marketers can estimate how consumers might behave in the future when making purchasing decisions. influenced by cultural factors, social factors, personal factors and psychological factors. These factors are divided into two parts. >> Thus, Selection and placement of the right person for the right job is very much important. Figure 2 shows an outline of factors affecting consumer behaviour. Turkey has seven regions. PDF | In this study, the influence of psychological factors on consumer buying behavior is investigated. But due to domestic obligations and unavoidable circumstances, women employees may avail leave frequently which cannot be denied. Consumer behavior refers to the selection, purchase and consumption of … (adsbygoogle = window.adsbygoogle || []).push({}); Personal & Psychological factors Influencing Individual Behavior in Organization, Personal factors influencing individual behavior, 1. 3 0 obj Psychological factors that influence consumer behaviour are described below: Psychological Factor # 1. For example, some people are spendthrifts while others consciously save. Not everything that you provide to the customer or not all information that you … Values of an Individual Influence Behavior, Socialization of family members | Consumer Socialization, Patronage Buying Motives of Consumers | Emotional & Rational, Cross Cultural Marketing | Objectives | Areas of Research, Importance of personal selling in financial services, Guidelines for Effective Problem Resolution, Weaknesses of Trade Union Movement in India and Suggestion to Strengthen, Audit Planning & Developing an Active Audit Plan – Considerations, Advantages, Good and evil effects of Inflation on Economy, Vouching of Cash Receipts | General Guidelines to Auditors, Audit of Clubs, Hotels & Cinemas in India | Guidelines to Auditors, Depreciation – Meaning, Characteristics, Causes, Objectives, Factors Affecting Depreciation Calculation, Inequality of Income – Causes, Evils or Consequences, Accountlearning | Contents for Management Studies |. Psychological Factors. 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. Attitude may be positive or negative. Selective Distortion. Psychological Factors ce,�܇% A person with the ability to perform any task effortlessly is able to be emphatic. A married employee has greater domestic commitments and therefore adapts himself to the needs of the organization. The ‘values’ of a person indicate to him as to what is good and what is bad. Different people have different values. /Count 10 Print . If it turns out to be incorrect he/his organization loses. Another point worth mentioning here is that the older … Peter Noel Murray, Ph.D., is principal of a consumer psychology practice in New York City. This happens either because the employee feels saturated or because he lacks physical fitness. (2011) concluded motivation as an activated internal need state that leads to goal-directed behaviour so as to satisfy that need. 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��, Social Factors affecting Consumer Behaviour. Every organization requires people who are in a position to perceive things right. 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. Perception: The consumer perception towards a particular product and the brand also influences his buying decision. He cannot resign his job in case he derives less or no job satisfaction or finds the work environment not conducive. 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. There are several products that are marketed only to the millenials. However, some factors are more effective, while others have negligible effect on consumer behaviour. Culture – Culture is basically the way of living and thinking pattern that is followed from generation to generation in a society. A highly motivated person is a very goal-oriented individual. But this affects employee attendance. We need people around to talk to and discuss various issues to reach to better solutions and ideas. %���� The study of consumer behaviour emphasizes the Such a person deserves a better placement. Various psychological factors influencing individual behavior are briefly explained as follows. Nancy went to a nearby restaurant and ordered pizza for herself. This survey will take 5 minutes from your time, feel free to express your opinion. This happens either because the employee feels saturated or because he lacks physical fitness. Factors affecting the consumer buying behavior: I am business student from UOB, this survey will help to collect data for the project. 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 … A number of researchers have identified and analyzed factors affecting the consumers’ buying behaviour which affect consumer behavior individually or collectively. 6-1) Factors Influencing Consumer Behavior (Fig. The Various factors influencing Consumer Behaviour can be classified into 4 categories: 1. Consumer behaviour or purchases made by consumers are rarely unaffected. There are several stages a consumer goes through before he finally picks up things available in the market. Motivation speaks to the internal needs of the consumer. Presumably, the longer you wander around a facility, the more you will spend. What are Cultural Factors ? The marketers try to understand the actions of the consumers in the marketplace and the underlying motives for such actions. The following chapters focus on the social, personal and psychological characteristics of consumer behavior. A motive is the inner drive or pressure to take action to satisfy a need. 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 purchase decision is the result of each and every one of these factors. Economic Factors 2. Motivation; Motivation is activating the internal needs and requirements of the consumer. >> There are four main types of consumer behavior: 1. /Producer (PDFlib 3.03 \(Win32\)) Types of consumer behavior. Factors that affect human behavior include attitude, perception, genetics, culture, social norms and ethics of a society, religious inclination, coercion and influence by authority. 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. Firms and organizations rely on consumer behaviour knowledge to forecast consumer needs and desires. For the same product, price, promotion, and distribution, their responses differ significantly. Each culture contains “sub-cultures” – groups of people with share values. Let’s look at them in detail. endobj Consumer behaviour helps us understand why and why not an individual purchases goods and services from the market. Factors Affecting Consumer Behavior – Factors According to Philip Kotler: Cultural Factors, Social Factors, Personal Factors and Psychological Factors . Factor affecting Consumer Behavior. Eg. For example, an attitude about dark chocolate might be expressed as a belief (“dark chocolate is delicious”), a feeling (“dark cho… 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�. Some of these needs are basic and must be ... social, personal, and psychological. 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 & … An individual who goes for shopping does not necessarily end up buying products. Sex of an Individual Influence Behavior, 3. 20years and explores the psychological drivers of sustainable consumer behavior. The effect of psychological factors on buying behavior … In the workplace the values of an individual do influence his behavior. It is essential for marketers to understand consumers to survive and succeed in the competitive marketing environment. 5. Consumers have changed their behaviour over the last two years due to the instability of the economic environment. Age and family status … Related. /Parent 1 0 R After the cultural factors in the study of consumer behaviour, the Social factors also affect the consumer behaviour. Marketing professionals take physical factors such as a store’s design and layout into account when they are designing their facilities. So, marital status of an employee influence behavior. These motives are the factors that influence the consumer behavior. Consumers also have perceptions of themselves that may affect a particular purchase. The physical characteristics of a person, no doubt, are important but these get noticed only if accompanied by certain intellectual qualities as stated below: An individual, who possesses the attributes mentioned above, can certainly command respect wherever he is. Share It. Buying Behaviour, This paper’s aim is to provide an in-depth elucidation of the many aspects that influence consumer behaviour. /Type/Pages Recognition and self esteem also influence the buying decision of indi… Employees with a negative attitude, on the other hand, are insincere in their work. In the context of the workplace, attitude is the feeling of an employee about his job, his superiors and fellow-employees. It is, therefore, quite natural that such people are given higher remuneration and greater decision-making authority. Such behaviour is largely influenced by various factors. It is only people with greater potentials who contribute significantly to the progress of any organization. /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] Consumer Behaviour deals with the study of buying behaviour of consumers. The aim of this questionnaire is to investigate the factors that affect the consumer buying behavior. They are generally conservatives who prefer to work in the conventional manner. Updated September 26, 2017 . For example, if an employee’s value system tells him that he should not strike work to express his grievances to the employer, he will not take part in strikes. Factors Affecting Consumer Behaviour in Telecom Industry Dr. Inderjeet Sethi, ... social, personal, and psychological. 2.2.2 The origin and importance of consumer behaviour . Human beings are social animals. Factors Influencing Consumer Behavior. 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. /Length 11963 /Author (Prakash) Updated September 26, 2017. suitcases image by Alexander Ivanov from Fotolia.com. Such a person is always able to achieve what he wants to achieve. Education of an Individual Influence Behavior, 4. Consumer Behaviour refers to the study of buying tendencies of consumers. Keywords: behavior, cognitive model, consumer, commercial activity, motivation, psychological factors _____ 1. Understanding how consumer behavior impacts marketing renders it vital to understand those factors which affect consumer behavior and which include: Cultural Factors. Share . A given situation is perceived differently by different people. INTRODUCTUON Like any human behaviour, consumer behaviour is seen as determined and conditioned by the effect of certain factors. There are four psychological factors that influence consumer behaviour: Motivation, perception, learning, and attitude or belief system. Such a measure would encourage good attendance. Consumer behaviour is the study of when, why, how and where people do Also Read Concepts of Marketing. >> Email . 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, … There are four psychological factors that influence consumer behaviour: Motivation, perception, learning, and attitude or belief system. In this study the focus was limited only to social, personal and psychological factors. He does not lose temper but quietly achieves his goals. A consumer buying behavior is influenced by social, cultural, personal and psychological factors. 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. Let us understand the effect of psychological factors on consumer behaviour: Motivation. How Do Psychological Factors Play a Role in Consumer Behaviour? Ad targets people who want to “leave the civilized world behind”. For example, casual leave and sick leave can be made encashable. Nancy went to a nearby restaurant and ordered pizza for herself. /Creator (Win2PDF http://www.daneprairie.com) Among the personal factors influencing behavior the most important is a person’s age. 4. %PDF-1.3 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. 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. No, you aren’t necessarily directionally challenged. Marketers segment their target market on the basis of age. Attitudes and beliefs represent another psychological factor that influences consumer behavior. narrowly on consumers’ motivations and other psychological factors driving environmentally consequential behaviors. He is in a position to demand better status in the organization. Consumer behavior is an attempt to understand & predict human actions in the buying role. It is for this reason that for certain jobs as those of sales representatives youngsters are always preferred. Factors Influencing Travel & Tourism Consumer Behaviour. 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. In this way, age becomes one of the fundamental demographic factors affecting consumer behavior and buying decisions. 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. How old a consumer is generally indicates what products he or she may be interested in purchasing. << Likewise, an employee, who wants to be sincere in his work, will not be whiling away his time. 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. Generally speaking as an employee grows older his level of enthusiasm for work may decline. ABSTRACT Customers make purchases in order to satisfy needs. /MediaBox[0 0 612 792] /Filter/FlateDecode Factors Affecting Consumer Behaviour in Telecom Industry Dr. Inderjeet Sethi, Sr. General Manager Idea Cellular Ltd., India. Lantos GP. Understanding how to motivate your customer is a powerful tool. Say for example, a pregnant employee may avail maternity leave which cannot be neglected as per law. It can also be described as goals and needs of the consumers. Personal Factors 3. endobj Social factors play an essential role in influencing the buying decisions of consumers. Consumer Behaviour is an effort to study and understand the buying tendencies of consumers for their end use. pes his psychological factors, etc.. ABSTRACT Consumer Buying Behaviour refers to the buying behaviour of the ultimate consumer. The personality of a person, as misunderstood by many, is not just determined by his physical appearance alone. /Resources 251 0 R 2 0 obj Procedia - Social and Behavioral Sciences 62 ( 2012 ) 184 – 188 1877-0428 2012 Published by Elsevier Ltd. Answer - She was feeling hungry and wanted to eat something. 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. Marital Status of an Individual Influence Behavior, 5. R. ationale for the . 1 LO3: Explore situational, psychological, and social factors influencing consumer behavior. 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. The thesis was divided into a theory part and empirical part. 1. Motivation speaks to the internal needs of the consumer. factors and psychological factors. Employers, generally feel that women employees are more sincere and will show greater commitment towards the job. endobj 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. Psychological Factors Influencing Consumer Behavior Definition: ... these needs become a motive that directs the consumer behavior to seek satisfaction. 5 0 obj Consumer behaviour deals with as to why and why not an individual purchases particular products and services. 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. 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. A survey was conducted on 1400 people from the different parts of Turkey. These all factors jointly shape consumer behaviour. << Consumer behavior consists of four factors: cultural, social, personal and psychological. Cultural and Social Factors 4. Such as personal, cultural, psychological and social factors. Psychological Factors There are four important psychological factors affecting the consumer buying behavior. 4 0 obj Many organization prefer women employee for this reason. Among the personal factors influencing behavior the most important is a person’s age. Not all individuals would prefer to buy similar products. Age and Life Cycle: The activities of individuals and families vary over time. Answer - She was feeling hungry and wanted to eat something. The factors are influences significant enough by their force, becoming the reasons for the activity. Tweet . importance of consumer behaviour, especially from a marketing point of view. Due to impact of various factors, consumers react or respond to marketing programme differently. In the above example, … 3. By: Nicole Skubal. /Type/Catalog On the other hand, if a person with lower qualification is placed in a higher level job he cannot perform well in his duties. psychological factors. Factors that Influence Consumer Behaviour – Psychological Factors: Motivation, Beliefs and Attitudes, Learning and Perception . In this study, the influence of psychological factors on consumer buying behavior is investigated.

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