/Type/Pages A person with the ability to perform any task effortlessly is able to be emphatic. Social factors: family, friends, education level, social media, income, they all influence consumers’ behavior. Some of these needs are basic and must be ... social, personal, and psychological. /Pages 1 0 R The thesis was divided into a theory part and empirical part. The study of consumer behaviour emphasizes the Every organization requires people who are in a position to perceive things right. The various personal factors influencing individual behavior have been classified as shown in the following chart. endobj PSYCHOLOGICAL FACTORS INFLUENCING CONSUMER BEHAVIOUR Instructor Janne Peltoniemi Pages 46 Supervisor Birgitta Niemi learning, and attitude and behaviour change. Factors Affecting Consumer Behavior. endobj How Does an Online Travel Agency Work? It is essential for marketers to understand consumers to survive and succeed in the competitive marketing environment. They quarrel frequently with their superiors and fellow-workmen. (1990: 22) and Schiffman & Kanuk (1997: 8), consumer behaviour is regarded as a relatively new … Potentials of an Individual influence Behavior, Psychological Factors influencing Individual Behavior, 1. (adsbygoogle = window.adsbygoogle || []).push({}); Personal & Psychological factors Influencing Individual Behavior in Organization, Personal factors influencing individual behavior, 1. These factors are divided into two parts. But due to domestic obligations and unavoidable circumstances, women employees may avail leave frequently which cannot be denied. We need people around to talk to and discuss various issues to reach to better solutions and ideas. Recognition and self esteem also influence the buying decision of indi… In the above example, Hunger was the motivating factor for Nancy to purchase pizza. Generally speaking as an employee grows older his level of enthusiasm for work may decline. On the other hand, if a person with lower qualification is placed in a higher level job he cannot perform well in his duties. Personal Factors 3. PSYCHOLOGICAL FACTORS INFLUENCING CONSUMER BEHAVIOUR Instructor Janne Peltoniemi Pages 46 Supervisor Birgitta Niemi learning, and attitude and behaviour change. Perception: The consumer perception towards a particular product and the brand also influences his buying decision. Eg. There are several factors which influence the buying decision of consumers, cultural factors being one of the most important factors. /Resources 251 0 R 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. It is only people with greater potentials who contribute significantly to the progress of any organization. An educated employee knows how to get things done in the workplace without incurring anyone’s displeasure. Generally speaking as an employee grows older his level of enthusiasm for work may decline. 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. Firms and organizations rely on consumer behaviour knowledge to forecast consumer needs and desires. 160.) A consumer buying behavior is influenced by social, cultural, personal and psychological factors. endobj 5. Selective Distortion. The need for a secured job and stable income is greater in case of married employees. Marketing professionals take physical factors such as a store’s design and layout into account when they are designing their facilities. Social Factors affecting Consumer Behaviour. The following chapters focus on the social, personal and psychological characteristics of consumer behavior. Model of Buyer Behavior (Fig. Consumer behaviour is the study of when, why, how and where people do Such as personal, cultural, psychological and social factors. /Type/Catalog 1 LO3: Explore situational, psychological, and social factors influencing consumer behavior. Related. Grocery stores frequently place bread and milk products on the opposite ends of the stores because people often need both types of products. Consumers also have perceptions of themselves that may affect a particular purchase. If the perception of a person is correct he/his organization stands to benefit. /Creator (Win2PDF http://www.daneprairie.com) 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. >> 3. Motivation speaks to the internal needs of the consumer. Four major areas of scientific inquiry are identified. %PDF-1.3 stream PDF | In this study, the influence of psychological factors on consumer buying behavior is investigated. In the workplace the values of an individual do influence his behavior. Consumer behavior consists of four factors: cultural, social, personal and psychological. Economic Factors 2. The information acquired from the results are analyzed and interpreted by the computer packet programs. /Author (Prakash) Such as personal, cultural, psychological and social factors. He does not lose temper but quietly achieves his goals. Psychological Factors Influencing Consumer Behavior Definition: ... these needs become a motive that directs the consumer behavior to seek satisfaction. Consumer Behaviour – Psychological factors; 4 psychological factors affect consumer behaviour very strongly. 2.2.2 The origin and importance of consumer behaviour . how much an individual spends on the purchase of goods and services that contribute to … They are generally conservatives who prefer to work in the conventional manner. 1. An individual who goes for shopping does not necessarily end up buying products. After the cultural factors in the study of consumer behaviour, the Social factors also affect the consumer behaviour. Psychological Factors Keywords: behavior, cognitive model, consumer, commercial activity, motivation, psychological factors _____ 1. Factors affecting the consumer buying behavior: I am business student from UOB, this survey will help to collect data for the project. There are several other factors which motivate individuals to purchase products and services. Consumer behaviour helps us understand why and why not an individual purchases goods and services from the market. Why did Nancy buy pizza ? What are Cultural Factors ? 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. Among the personal factors influencing behavior the most important is a person’s age. Key words: tourism services, tourism products, factors of influence, consumer behaviour. Consumers have changed their behaviour over the last two years due to the instability of the economic environment. Such a measure would encourage good attendance. Turkey has seven regions. D. Social Factors: The social factors such as reference groups family, and social status affects the … Women employees, on the other hand, may be reluctant to even join trade unions. Another point worth mentioning here is that the older members of the organization may not be prepared to adapt themselves to the changing environment. Such a person deserves a better placement. So, marital status of an employee influence behavior. Consumer behavior is influenced by cultural factors like social class, buyer’s culture, and subculture. 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. ce,�܇% A married employee has greater domestic commitments and therefore adapts himself to the needs of the organization. /Count 10 The factors do not affect equally to all the buyers; they have varying effect on their behaviour. Age of an Individual influence behavior, 2. The number of people opting for voluntary retirement is also higher among elders. Updated September 26, 2017. suitcases image by Alexander Ivanov from Fotolia.com. Types of consumer behavior. >> No, you aren’t necessarily directionally challenged. Age and family status … These all factors jointly shape consumer behaviour. Also Read Concepts of Marketing. << 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, … Answer - She was feeling hungry and wanted to eat something. 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. In this study, the affect of cultural factors on consumer buying behaviour is investigated. Factor affecting 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. 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. Motivation. Lantos GP. 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 |. There are many factors affecting consumer behaviour. According to Engel et al. If it turns out to be incorrect he/his organization loses. This happens either because the employee feels saturated or because he lacks physical fitness. << The marketers try to understand the actions of the consumers in the marketplace and the underlying motives for such actions. Human behavior is defined as the range of actions and behaviors exhibited by humans at certain stages of development. The influence of level of education on a person’s behavior may also be explained from another angle. Age does not just affect buying behavior, it is also an important factor affecting market segmentation and marketing strategy. (2011) concluded motivation as an activated internal need state that leads to goal-directed behaviour so as to satisfy that need. Psychological factors: an individual’s response to a marketing message will depend on their perceptions and attitudes. Attitudes and beliefs represent another psychological factor that influences consumer behavior. To buy both, they have to walk ar… making a decision, the buyer considers many factors such as cultural factors, social, personal and psychological categories. How old a consumer is generally indicates what products he or she may be interested in purchasing. 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. Likewise, an employee, who wants to be sincere in his work, will not be whiling away his time. Understanding how to motivate your customer is a powerful tool. Various factors, be it cultural, social, personal or psychological influence the buying decision of individuals. Such a person is always able to achieve what he wants to achieve. Dr. Murray's specialty is the psychological drivers of consumer behavior, with … Not all individuals would prefer to buy similar products. Let’s look at them in detail. 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. It can also be described as goals and needs of the consumers. First of these elements is what we call motivation. This survey will take 5 minutes from your time, feel free to express your opinion. In the context of the workplace, attitude is the feeling of an employee about his job, his superiors and fellow-employees. influenced by cultural factors, social factors, personal factors and psychological factors. Men in the workplace generally show greater interest in union activities. Different people have different values. Social factors play an essential role in influencing the buying decisions of consumers . Peter Noel Murray, Ph.D., is principal of a consumer psychology practice in New York City. << >> Motivation speaks to the internal needs of the consumer. Due to impact of various factors, consumers react or respond to marketing programme differently. Personality of an Individual influence behavior, 2. /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] The aim of this questionnaire is to investigate the factors that affect the consumer buying behavior. 6-1) Factors Influencing Consumer Behavior (Fig. Print . For example, an attitude about dark chocolate might be expressed as a belief (“dark chocolate is delicious”), a feeling (“dark cho… There are several stages a consumer goes through before he finally picks up things available in the market. These are: perception, motivation, learning, beliefs and attitudes. Procedia - Social and Behavioral Sciences 62 ( 2012 ) 184 – 188 1877-0428 2012 Published by Elsevier Ltd. Employers, generally feel that women employees are more sincere and will show greater commitment towards the job. Motivation; Motivation is activating the internal needs and requirements of the consumer. /Producer (PDFlib 3.03 \(Win32\)) A number of researchers have identified and analyzed factors affecting the consumers’ buying behaviour which affect consumer behavior individually or collectively. Consumer behaviour deals with as to why and why not an individual purchases particular products and services. Attitudes of Individuals Influence Behavior, 4. 1 0 obj In this way, age becomes one of the fundamental demographic factors affecting consumer behavior and buying decisions. Social Factors affecting Consumer Behaviour Consumer Behaviour is an effort to study and understand the buying tendencies of consumers for their end use. 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. A highly qualified person when offered with lower level job, may not show enthusiasm in his job. LO3 Explore situational, psychological, and social factors influencing consumer behavior. 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. Consumer Behaviour helps us understand the buying tendencies and spending patterns of consumers. 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 behaviour is largely influenced by various factors. Education of an Individual Influence Behavior, 4. Consumer Behaviour is an effort to study and understand the buying tendencies of consumers for their end use. Another point worth mentioning here is that the older … narrowly on consumers’ motivations and other psychological factors driving environmentally consequential behaviors. 4. << The level of education of an individual does influence behavior. ABSTRACT Customers make purchases in order to satisfy needs. Buying Behaviour, This paper’s aim is to provide an in-depth elucidation of the many aspects that influence consumer behaviour. /Filter/FlateDecode Psychological Factors affecting Consumer Behaviour. An individual who is thirsty would definitely not mind spending on soft drinks, packaged water, juice and so on. /Length 11963 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. Many organization prefer women employee for this reason. 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. Marital Status of an Individual Influence Behavior, 5. There are four main types of consumer behavior: 1. Figure 2 shows an outline of factors affecting consumer behaviour. 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 & … /Type/Page A given situation is perceived differently by different people. Factors that affect human behavior include attitude, perception, genetics, culture, social norms and ethics of a society, religious inclination, coercion and influence by authority. 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. 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. Thus, Selection and placement of the right person for the right job is very much important. Factors that Influence Consumer Behaviour – Psychological Factors: Motivation, Beliefs and Attitudes, Learning and Perception . 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 . There are four important psychological factors affecting the consumer buying behavior. Cultural and Social Factors 4. Consumer behavior is an attempt to understand & predict human actions in the buying role. For the same product, price, promotion, and distribution, their responses differ significantly. Procedia - Social and Behavioral Sciences 62 ( 2012 ) 184 – 188 1877-0428 2012 Published by Elsevier Ltd. 2 0 obj Share It. Age and Life Cycle: The activities of individuals and families vary over time. It is for this reason that for certain jobs as those of sales representatives youngsters are always preferred. >> He cannot resign his job in case he derives less or no job satisfaction or finds the work environment not conducive. importance of consumer behaviour, especially from a marketing point of view. /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] 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. R. ationale for the . He is in a position to demand better status in the organization. (Kotler&Armstrong 2010, p. From each region two provinces are selected by random sampling method. The ‘values’ of a person indicate to him as to what is good and what is bad. This survey will take 5 minutes from your time, feel free to express your opinion. The Various factors influencing Consumer Behaviour can be classified into 4 categories: 1. Complex buying behavior INTRODUCTUON Like any human behaviour, consumer behaviour is seen as determined and conditioned by the effect of certain factors. 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. How Do Psychological Factors Play a Role in Consumer Behaviour? Nancy went to a nearby restaurant and ordered pizza for herself. factors and psychological factors. Factors Affecting Consumer Behavior – Factors According to Philip Kotler: Cultural Factors, Social Factors, Personal Factors and Psychological Factors . 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. The aim of this questionnaire is to investigate the factors that affect the consumer buying behavior. 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. Not everything that you provide to the customer or not all information that you … 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. Email . Various psychological factors influencing individual behavior are briefly explained as follows. Some contribute to charity while others do not. Factors Affecting Consumer Behaviour in Telecom Industry Dr. Inderjeet Sethi, ... social, personal, and psychological. determine the consumer behavior for particular product or service. For example, casual leave and sick leave can be made encashable. 2.3.4 Psychological Factors: Psychological factors affecting various purchase decisions include motivation, perception, learning, beliefs and attitudes. Tweet . These motives are the factors that influence the consumer behavior. The rate of absenteeism is likely to be higher in the case of older employees. Thank you for your valuable time and effort. Understanding how to motivate your customer is a powerful tool. The factors are influences significant enough by their force, becoming the reasons for the activity. 2. The theoretical part discusses the basics of factors affecting … Learning is the process of bringing about changes in an individual’s behavior. A survey was conducted on 1400 people from the different parts of Turkey. Understanding how consumer behavior impacts marketing renders it vital to understand those factors which affect consumer behavior and which include: Cultural Factors. 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. Perception of an Individual Influence Behavior, 3. For example, some people are spendthrifts while others consciously save. Human beings are social animals. Attitude may be positive or negative. 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. In this study the focus was limited only to social, personal and psychological factors. A person without the capacity to make correct perceptions has to listen to those who possess such a capacity. Factors Affecting Consumer Behaviour in Telecom Industry Dr. Inderjeet Sethi, Sr. General Manager Idea Cellular Ltd., India. It is, therefore, quite natural that such people are given higher remuneration and greater decision-making authority. endobj Each culture contains “sub-cultures” – groups of people with share values. Culture – Culture is basically the way of living and thinking pattern that is followed from generation to generation in a society. A motive is the inner drive or pressure to take action to satisfy a need. Nancy went to a nearby restaurant and ordered pizza for herself. 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, … This happens either because the employee feels saturated or because he lacks physical fitness. pes his psychological factors, etc.. ABSTRACT Consumer Buying Behaviour refers to the buying behaviour of the ultimate consumer. 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.
psychological factors affecting consumer behaviour pdf