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psychological factors affecting consumer behaviour pdf

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. In the above example, … Education of an Individual Influence Behavior, 4. 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. Social Factors affecting Consumer Behaviour Consumer Behaviour is an effort to study and understand the buying tendencies of consumers for their end use. Consumer Behaviour helps us understand the buying tendencies and spending patterns of consumers. Psychological Factors R. ationale for the . He does not lose temper but quietly achieves his goals. Related. In this study, the affect of cultural factors on consumer buying behaviour is investigated. But this affects employee attendance. For example, casual leave and sick leave can be made encashable. These are: perception, motivation, learning, beliefs and attitudes. Procedia - Social and Behavioral Sciences 62 ( 2012 ) 184 – 188 1877-0428 2012 Published by Elsevier Ltd. endobj A highly motivated person is a very goal-oriented individual. 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. Social factors play an essential role in influencing the buying decisions of consumers. The thesis was divided into a theory part and empirical part. 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. 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 consumer’s motivation is the basic degree of the psychological drive behind a specific purchase. How old a consumer is generally indicates what products he or she may be interested in purchasing. There are four important psychological factors affecting the consumer buying behavior. /Producer (PDFlib 3.03 \(Win32\)) INTRODUCTUON Like any human behaviour, consumer behaviour is seen as determined and conditioned by the effect of certain factors. 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. Age and family status … To buy both, they have to walk ar… Cultural Factors affecting Consumer Behaviour. 2.2.2 The origin and importance of consumer behaviour . 2. D. Social Factors: The social factors such as reference groups family, and social status affects the … /Type/Catalog Attitudes of Individuals Influence Behavior, 4. Not all individuals would prefer to buy similar products. /Type/Page Psychological Factors Influencing Consumer Behavior Definition: ... these needs become a motive that directs the consumer behavior to seek satisfaction. Complex buying behavior Culture – Culture is basically the way of living and thinking pattern that is followed from generation to generation in a society. It is only people with greater potentials who contribute significantly to the progress of any organization. << So, marital status of an employee influence behavior. Understanding how to motivate your customer is a powerful tool. So perception of individuals greatly influence their behavior. Potentials of an Individual influence Behavior, Psychological Factors influencing Individual Behavior, 1. Let’s look at them in detail. It is essential for marketers to understand consumers to survive and succeed in the competitive marketing environment. Understanding how to motivate your customer is a powerful tool. Why did Nancy buy pizza ? Employers, generally feel that women employees are more sincere and will show greater commitment towards the job. 2.3.4 Psychological Factors: Psychological factors affecting various purchase decisions include motivation, perception, learning, beliefs and attitudes. Such a person is always able to achieve what he wants to achieve. A highly qualified person when offered with lower level job, may not show enthusiasm in his job. (2011) concluded motivation as an activated internal need state that leads to goal-directed behaviour so as to satisfy that need. The author describes in this article the factors which influence consumer behaviour and also presents how it has changed over the past two years. 3 0 obj Learning is the process of bringing about changes in an individual’s behavior. How Do Psychological Factors Play a Role in Consumer Behaviour? << Updated September 26, 2017. suitcases image by Alexander Ivanov from Fotolia.com. endobj A society generally expects individuals to have good behavior and shuns wicked tendencies. An individual who is thirsty would definitely not mind spending on soft drinks, packaged water, juice and so on. Selective Distortion. Motivation speaks to the internal needs of the consumer. 5 0 obj 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. Among the personal factors influencing behavior the most important is a person’s age. 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. Perception of an Individual Influence Behavior, 3. Employees with a negative attitude, on the other hand, are insincere in their work. The level of education of an individual does influence behavior. /Type/Pages LO3 Explore situational, psychological, and social factors influencing consumer behavior. how much an individual spends on the purchase of goods and services that contribute to … determine the consumer behavior for particular product or service. /Title (Microsoft Word - IJCRAR-17.doc) Eg. Peter Noel Murray, Ph.D., is principal of a consumer psychology practice in New York City. 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. 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. /CreationDate (D:20140921082734) This survey will take 5 minutes from your time, feel free to express your opinion. The influence of level of education on a person’s behavior may also be explained from another angle. Psychological Factors. An individual who goes for shopping does not necessarily end up buying products. So, sexual differences here influence individual behavior. After the cultural factors in the study of consumer behaviour, the Social factors also affect the consumer behaviour. Consumer Buying Behaviour refers to the buying behaviour of the ultimate consumer. 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, … Buying Behaviour, This paper’s aim is to provide an in-depth elucidation of the many aspects that influence consumer behaviour. A purchase decision is the result of each and every one of these factors. Various psychological factors influencing individual behavior are briefly explained as follows. The need for a secured job and stable income is greater in case of married employees. 1 0 obj Some contribute to charity while others do not. Social factors: family, friends, education level, social media, income, they all influence consumers’ behavior. 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. They quarrel frequently with their superiors and fellow-workmen. Psychological Factors affecting Consumer Behaviour. This happens either because the employee feels saturated or because he lacks physical fitness. A consumer buying behavior is influenced by social, cultural, personal and psychological factors. Marketing professionals take physical factors such as a store’s design and layout into account when they are designing their facilities. If the perception of a person is correct he/his organization stands to benefit. Social Factors affecting Consumer Behaviour. 3. It has assumed growing importance under market-oriented or customer oriented marketing planning & management. From each region two provinces are selected by random sampling method. The age of a consumer can have a significant impact on his behaviour. Factor affecting Consumer Behavior. A given situation is perceived differently by different people. These all factors jointly shape consumer behaviour. 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��, There are several factors which influence the buying decision of consumers, cultural factors being one of the most important factors. Factors Affecting Consumer Behaviour in Telecom Industry Dr. Inderjeet Sethi, Sr. General Manager Idea Cellular Ltd., India. Consumers also have perceptions of themselves that may affect a particular purchase. /Parent 1 0 R 4 0 obj 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. Psychological factors: an individual’s response to a marketing message will depend on their perceptions and attitudes. Post . Consumer behaviour or purchases made by consumers are rarely unaffected. Understanding how consumer behavior impacts marketing renders it vital to understand those factors which affect consumer behavior and which include: Cultural Factors. Ad targets people who want to “leave the civilized world behind”. There are four main types of consumer behavior: 1. Thus, Selection and placement of the right person for the right job is very much important. 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. To secure better employee attendance certain measures may be adopted. He cannot resign his job in case he derives less or no job satisfaction or finds the work environment not conducive. Consumer Behaviour is an effort to study and understand the buying tendencies of consumers for their end use. >> PSYCHOLOGICAL FACTORS INFLUENCING CONSUMER BEHAVIOUR Instructor Janne Peltoniemi Pages 46 Supervisor Birgitta Niemi learning, and attitude and behaviour change. Age and Life Cycle: The activities of individuals and families vary over time. Perception is the process of knowing or understanding. How Does an Online Travel Agency Work? stream making a decision, the buyer considers many factors such as cultural factors, social, personal and psychological categories. For example, some people are spendthrifts while others consciously save. Buying Behaviour, This paper’s aim is to provide an in-depth elucidation of the many aspects that influence consumer behaviour. Procedia - Social and Behavioral Sciences 62 ( 2012 ) 184 – 188 1877-0428 2012 Published by Elsevier Ltd. Age does not just affect buying behavior, it is also an important factor affecting market segmentation and marketing strategy. Consumer Behaviour refers to the study of buying tendencies of consumers. Presumably, the longer you wander around a facility, the more you will spend. Consumer behavior is an attempt to understand & predict human actions in the buying role. 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. Not everything that you provide to the customer or not all information that you … Such a person deserves a better placement. Say for example, a pregnant employee may avail maternity leave which cannot be neglected as per law. Have you ever been in a department story and couldn’t find your way out? Each culture contains “sub-cultures” – groups of people with share values. A motive is the inner drive or pressure to take action to satisfy a need. /MediaBox[0 0 612 792] Motivation; Motivation is activating the internal needs and requirements of the consumer. Sex of an Individual Influence Behavior, 3. Psychological factors that influence consumer behaviour are described below: Psychological Factor # 1. Consumer behaviour is the study of when, why, how and where people do Consumer behaviour deals with the study of buying behaviour of consumers. These motives are the factors that influence the consumer behavior. PDF | In this study, the influence of psychological factors on consumer buying behavior is investigated. Generally speaking as an employee grows older his level of enthusiasm for work may decline. For the same product, price, promotion, and distribution, their responses differ significantly. Age of an Individual influence behavior, 2. /Count 10 An educated employee knows how to get things done in the workplace without incurring anyone’s displeasure. There are several other factors which motivate individuals to purchase products and services.

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