Consumer behaviour in a general sense can be considered to be everything, as every aspect of our lives revolves around the consumption of goods and services. Grow profitability by understanding the four factors of consumer behaviour. The impact of consumer behavior on society is also of relevance. Socialpsychological theories of behaviour and change. Consumer buying behaviour refers to the buying behaviour of the ultimate consumer.
The consumer behaviour or buyer behaviour is influenced by seve ral factors or forces. The assignment focuses on attitudes and behaviour on the concept of the consumers buying behaviour towards cocacola, different consumers have got different decision making process. Psychological and behavioral drivers of online clothing. Mar 01, 2004 consumer behaviour citation goldsmith, r. In this study the focus was limited only to social, personal and.
Each consumer is unique with different needs and wants and buying choices and habits are influenced by habit, and choice that are in turn tempered by psychological and social drivers that affect purchase decision processes. Psychological factors influencing consumer behavior. Pdf psychological and social factors that influence online. Procedia social and behavioral sciences 62 2012 184 a 188 18770428 2012 published by elsevier ltd. Factors influencing consumer buying behaviour the consumer behaviour or buyer behaviour is influenced by several factors or forces.
Early attempts to apply behavioural psychology to marketing and consumer behaviour appeared in the 1950s and 1960s. Given a high degree of motivation, the individual will actively seek to satisfy that need by. Ten consumer behaviour models short notes bbamantra. Psychological model of consumer behaviour in consumer behaviour psychological model of consumer behaviour in consumer behaviour courses with reference manuals and examples pdf. In order to persuade the consumers, the marketers have to study the consumer behaviour. Describe the psychological profiles of target consumers using the theoretical principles of human behaviour 2.
The level of motivation influences the buying behavior of the consumers. That definitely brings an element of interdisciplinarity in the study. The stronger is the initial stimulus, the greater is the additional intensity needed for the second stimulus to be perceived as different. Consumer psychology and buying decisions paul morris. Cultural social personal psychological factors affect buying. It is very well explained by maslow through his need hierarchy theory. The social factors are the factors that are prevalent in the society where a consumer live in. Usually, the basic needs and the security needs are more pressing needs than the other and. The impact of social factors affecting consumer behaviour. The sellers market has disappeared and buyers market has come up. This paper outlines the significant factors that impact consumer.
Buying behaviour, this papers aim is to provide an indepth elucidation of the many aspects that influence consumer behaviour. The psychological model divides the needs into psychological needs, safety and security needs, social needs, ego needs and self actualization needs. These varied behaviors influence the personal preferences of the other set of individuals as they. A consumers motivation is the basic degree of the psychological drive behind a specific purchase. Answer she was feeling hungry and wanted to eat something. Consumer behaviour jane priest is a teaching fellow at edinburgh business school and teaches parts of the oncampus marketing course, as well as the consumer behaviour elective by. She is a key member of a team exploring how technology can be used to enhance the student learning experience. This led to paradigm shift of the manufacturers attention from product to. Research paper impact of psychological and sociological. Psychological factors influencing consumer behavior definition. Consumer behavior theories are also assumptions or conclusions about how consumers behave or may behave. Consumer behavior involves services and ideas as well as tangible products. What are the different models of consumer behavior.
Analyse the relationship between psychological and social drivers underlying consumer behaviour and how these influence the consumer decisionmaking process and customer experience 3. Consumer behavior in marketing patterns, types, segmentation. This helps reduce cognitive dissonance when a marketer can answer any concerns of a new. Buying behaviour, consumer psychology, marketing strategy. Human behavioral contributions to climate change psychological and contextual drivers janet k. The issues discussed below are covered in more detail at consumer behavior section of this site consumer behavior involves the psychological processes that consumers go through in recognizing needs, finding ways to solve these needs, making purchase decisions e. Psychological model of consumer behaviour in consumer. Factors affecting consumers buying decision in the selection.
This study aims to investigate the differences in underlying psychological aspects regarding pro. If the consumers motivation is high, that basically means that the level of need, or. The psychology and behavior of consumers in the fashion industry. In addition, the most popular and visible ai solutions relate to cognitive engagement. Reflects totality of consumers decisions with respect to the acquisition, consumption and disposition of goods, services, time and ideas by human decisionmaking. P art i, overview of consumer beh aviour provides an ou tline of t he subject including e volut ion of consu mers, consu mer decisionm aking models, and how it is used in cons u mer analysis. Impact of social media on consumer behaviour article pdf available in international journal of information and decision sciences 1. New patterns of consumer behaviour including peertopeer sharing of food surpluses. 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.
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. An individual who goes for shopping does not necessarily end up buying products. Psychological drivers, sociological driver, consumer buying behaviour 1. Consumer behaviour refers to the study of buying tendencies of consumers. The psychology and behavior of consumers in the fashion. The psychological factors are the factors that talk about the psychology of an individual that drive his actions to seek satisfaction. Psychographic segmentation 5 factors for marketing. Psychological mechanisms enabling the acceptance, adoption, andengagement with artificial intelligence technology in marketing. Russell bernard b a warrington college of business, university of florida. Many factors, specificities and characteristics influence. Psychological theories of consumer choice flemming hansen this article presents an overview of psychologists approaches to consumer choice and generates several hypotheses. What are social factors influencing consumer behavior.
The economic model of consumer behavior focuses on the idea that a consumers buying pattern is based on the idea of getting the most benefits while minimizing costs. Psychological and social factors that influence online. What are the psychological factors influencing consumer behavior. Chapter iv theories on consumer behaviour consumer behaviour can be examined as it is a decision making process of an individual when consumer engaged in evaluating, acquiring. Pdf electronic commerce has determined great changes in consumer behavior, changes caused mainly by the modification of factors that influence online.
Let us understand the effect of psychological factors on consumer behaviour. A conceptual frame work introduction consumer behaviour is a subset of human behaviour. Psychographics, the study of consumer attitudes, opinions, and values, is becoming the standard for marketing research and marketing for high end companies. Sustainable consumer behavior wiley online library. Psychological factors in determining consumer behaviour georgi t.
A consumer buying behavior is influenced by social, cultural, personal and psychological factors. Howard university of notre dame we are facing rapid changes in the global climate, and these changes are attributable to human behavior. Academics who study consumer psychology and consumer behavior have found the need to discuss business ethics through the pinhole of moral reasoning as this relates heavily with consumer psychology. For example, if there is a one and half inch reduction in the size of a five inch candy bar. Consumer behaviour deals with the study of buying behaviour of consumers. Research dialogue evolutionary psychology and consumer behavior. Such initiatives encompass virtual assistants and other forms of intelligent. There are several stages a consumer goes through before he finally picks up things available in the market. Psychological factors that influence consumer buying. Webers law gives a theory concerning the perceived differences between similar stimuli of varying intensities. The influence of behavioural psychology on consumer. Instead, they are strongly influenced by emotional factors, the behaviour of other people, by habits, and by the. The society is composed of several individuals that have different preferences and behaviors. There are many cultural, social, and psychological drivers which lead to food being wasted.
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. Return to contents list types of consumer buying behavior types of consumer buying behavior are determined by. Psychological factors that influence consumer buying behavior. The field of consumer behaviour covers a wide stretch of bases as it focuses on the entire consumption process, involving issues that influence a consumer before, after and during a purchase. In order to for us to understand why consumers behave as they do, we believe that it is helpful to consider behaviour in the context of a series of core motivating drivers. The stronger is the initial stimulus, the greater is the additional intensity. If the consumers motivation is high, that basically means that the level of need, or the consumers perception of that need, is fairly strong.
Four areas of scientific inquiry that have dominated research agendas are identified. Most decisions seem to be rather the result of cognitiveaffective and emotional decisions than reasonbased. Designing policy to influence consumers european commission. This research will use green behaviour as a term to indicate consumer behaviour that is driven by consumers. This helps reduce cognitive dissonance when a marketer can answer any concerns of a new consumer. Psychological influences on consumer behavior husson. Understanding behaviour change how to apply theories of. Consumer behaviour models have been developed to substantiate the various factors that. Social factors influencing consumer behavior definition. The impact of social factors affecting consumer behaviour on. Reflects totality of consumers decisions with respect to the acquisition, consumption and disposition of goods, services, time and ideas by human decisionmaking units over time. Thus, one can predict consumer behavior based on economic indicators such as the consumers purchasing power and the price of competitive products. Swim pennsylvania state university susan clayton college of wooster george s. Consumer behaviour models psychological model the psychological model is based on the famous psychologist a.
The attitudebehaviour relationship of green consumer. Consumer behavior refers to the selection, purchase and consumption of goods and services for the. Apr 20, 2012 purpose this study aims to investigate the differences in underlying psychological aspects regarding pro. We welcome submissions on topics including, but not limited to. Marketers at every stage make such assumptions or conclusions as to how.
For example, aggressive marketing of high fat foods, or aggressive marketing of easy credit, may have serious repercussions for the national health and economy. Psychological factors influencing consumer behaviour instructor janne peltoniemi pages 46 supervisor birgitta niemi learning, and attitude and behaviour change. 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. Nancy went to a nearby restaurant and ordered pizza for herself. Jun 30, 2016 10 psychological triggers to make people buy from you. People are motivated to satisfy their individual self concept, their desire to belong to a specific social group, and their esteem needs. Various factors, be it cultural, social, personal or psychological influence the. In the above example, hunger was the motivating factor for nancy to. 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. Psychological factors and the issue of motivation of consumer behavior. Consumer behaviour jane priest is a teaching fellow at edinburgh business school and teaches parts of the oncampus marketing course, as well as the consumer behaviour elective by distance learning. Cultural, social, personal, and psychological factors.
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