Psychological factors refer to thoughts, feelings and other cognitive characteristics that affect the attitude, behavior and functions of the human mind. These all factors jointly shape consumer behaviour. A study on factors influencing on consumers buying behaviour. These factors can influence how a person thinks and later affect his decisions and relations in his daily life. Electronic commerce has determined great changes in consumer behavior, changes caused mainly by the modification of factors that influence online consumer behavior. Consumer behaviour and factors influencing buyer behavior. Some internal psychological factors influencing consumer choice. However, the behaviour of consumer depends on some factors. The family has the very important role and influence in the buying behavior of the consumers that includes parents, husband, wife and children. Motivation, perception, learning, and attitude or belief system. Understanding how to motivate your customer is a powerful tool.
Consumers buyer behaviour is influenced by four major factors. Psychological factors influencing individual behavior. Social factors that influence the consumer buying behavior includes reference groups, immediate. Consumer buying behavior refers to the buying behavior of the ultimate consumer. It includes knowledge, belief, traditions, morals, values, customs and other such habits that are acquired by people as members of a society. 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. Factors influencing consumer behaviour top 9 factors with suitable examples. Meanwhile, there are several factors that influence consumer purchases, such as social, cultural, personal and psychological. There are many factors affecting consumer behaviour.
Like any human behaviour, consumer behaviour is seen as determined and conditioned by the effect of certain factors. Pdf the impact of psychological factors on consumer. The personality of a person, as misunderstood by many, is not just determined by his physical appearance alone. Consumer such as social, cultural, personal and psychological. Buying behaviour, this papers aim is to provide an indepth elucidation of the many aspects that influence consumer behaviour. Because of the influence they exert upon patterns of buying, it is. Psychological factors influencing consumer behavior. Influence of cultural, social and marketing factors on the. Factors affecting consumers buying decision in the.
Factors influencing purchase intention of starbucks. When we talk about psychological factors that influence consumer decisions, we are referring to the workings of the mind or psyche. The specifics of that group of factors is that they represent consumers unique qualities and ways of. Scholars have discussed these factors in different pairs and groups. The sellers market has disappeared and buyers market has come up.
Consumer behavior is deeply influenced by cultural factors, such. Consumer behaviour is the study of individuals, groups, or organizations and the processes they use to select, secure, and dispose of products, services, experiences, or ideas to satisfy needs and the impacts that these processes have on the consumer and society. Psychological factors that influence consumer buying. There are four psychological factors that influence consumer behaviour. This led to paradigm shift of the manufacturers attention from product to. For the same product, price, promotion, and distribution, their responses differ significantly. Personal factors affecting consumer purchase decision towards.
Jul 27, 2010 there are four important psychological factors affecting the consumer buying behavior. 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. Human beings learn cognition through their day to day interaction. Pdf the effects of psychological factors on online. Motivesa motive is an internal energizing force that orients a persons activities toward satisfying a need or achieving a goal. Consumer buying behavior is influenced by two major factors. Nancy went to a nearby restaurant and ordered pizza for herself. In this study the focus was limited only to social, personal and psychological factors. Usually the factors affecting consumer buying behaviour include psychological, social, cultural and buying the new home cleaning service involves consumers research for the best option available.
Consumer behaviour, ecommerce, female buying behaviour, onlineshopping, online retailing, retail sector jel classification. In the above example, hunger was the motivating factor for nancy to. This in turn leads to psychodynamic processes that affect or influence their personality traits. These factors cause consumers to develop product and brand preferences. The impact of social factors affecting consumer behaviour on. T political, economic, sociocultural and technological these all influence the consumer black box to produce responses for making. Every person has different needs such as physiological needs, biological needs, social needs etc. 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. Consumer behavior and factors influencing consumer behavior. Pdf the impact of psychological factors on consumer buying. The impact of psychological factors on consumer buying behavior. Factors affecting consumers buying decision in the selection.
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. Consumer buying behaviour refers to the buying behaviour of the ultimate consumer. Moreover social networking provides online consumers with enhanced trust factors and helps retain online customers, which is fundamental for online retailers. The major categories of individual factors affecting consumer behavior are demographics, consumer knowledge, perception, learning, motivation, personality, beliefs, attitudes and life. Consumer behaviour deals with the study of buying behaviour of consumers. Psychological factors influencing consumer behaviour instructor janne peltoniemi pages 46 supervisor birgitta niemi learning, and attitude and behaviour change. Cultural factors affecting consumer behaviour culture culture is basically the way of living and thinking pattern that is followed from generation to generation in a society. The three known psychological factors are personality traits, psychodynamic processes and learned cognition. Personal factors affecting consumer purchase decision. There are number of factors in the study of consumer behaviour which plays important role in buying of any new product or services from the selling firm such as customer income, culture, technology, various types of personal factors. Let us understand the effect of psychological factors on consumer behaviour.
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. Selective attention selective distortion selective retention characteristics affecting consumer behavior psychological. Factors influencing consumer behaviour essay example. Consumer behaviour is a physiological process it is all related to the emotions of the consumer. Psychological model of consumer behaviour in consumer behaviour psychological model of consumer behaviour in consumer behaviour courses with reference manuals and examples pdf. 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. It is very well explained by maslow through his need hierarchy. The thesis was divided into a theory part and empirical part. Therefore, knowing the elements that impact the purchasing behavior could rise the sales volume. All these factors were found to either encourage or discourage purchase of green products.
The impact of psychological factors on consumer buying behavior and an empirical application in turkey article pdf available in asian social science 106. So, the marketer has to examine all these factors also along with other variables for studying the consumer behaviour to its full extent. It includes knowledge, belief, traditions, morals, values, customs and other such habits that are acquired by. The marketers try to understand the actions of the consumers in the marketplace and the underlying motives for such actions. What are the factors influencing consumer behavior. Amongst the social influences affecting behaviour, we can classify the influences of family, friends, leaders and the social class to which the consumer belongs.
The environmental factors affecting consumer buying behaviour are explained below cultural influences it is defined as a complex sum total of knowledge, belief, traditions, customs, art, moral law or any other habit acquired by people as members of society. How psychological factors affects consumer behaviour. How do psychological factors play a role in consumer behaviour. Factors influencing consumer behavior of smartphone users.
The level of motivation also affects the buying behavior of customers. The effects of psychological factors on online consumer behavior. The consumer behavior is the study of how an individual decides to purchase a particular product over the other and what are the underlying factors that mold such behavior. The theoretical part discusses the basics of factors affecting purchase decision, decisionmaking. Various psychological factors influencing individual behavior are briefly explained as follows.
A comprehensive list of all variables affecting green purchase intention and actual green purchase behaviour is given in table 2 and table 3. Pdf in this study, the influence of psychological factors on consumer buying behavior is investigated. Buyers reactions to a firms marketing strategy has a great impact on the firms success. In this research, the researcher is also interested to find out how social and personal fac tors especially affect the buyer behavior during the purchase of smartphone. Usually, the basic needs and the security needs are more pressing needs than the other and. Psychological factors lead to the dynamism of the human mind and their.
A study on factors influencing on consumers buying. Studies the reasons of consumers behaviour in their buying decisions why, when, where, what how depends on different types of marketing stimuli ps and other factors p. However, in my study, it just research about personal factors affecting purchase decision consumer on men skin care products. The factors do not affect equally to all the buyers. Beliefs are the way people think about a particular product or brand, while an attitude is the individuals consistently favorable or unfavorable evaluation, tendency or feeling about a product or brand. Factors affecting buying behaviour researcher major factors enis 1974 personal and social factors.
Internal or psychological factors the buying behaviour of consumers is influenced by a number of internal or psychological factors. The factors are influences significant enough by their force, becoming the reasons for the activity. A large number of factors affecting consumer green purchase intention and behaviour appeared as independent variables in various studies. Psychological model of consumer behaviour in consumer. Psychological factors affecting consumer behaviour. The three known psychological factors are personality traits, psychodynamic. Psychological factors that influence consumer buying behavior. Factors, personal factors and psychological factors. L81, m31, n30 introduction factors affecting female consumers online buying behaviour internet is redefining the shopping behaviour of people across the globe. The factors are causal phenomena possessing an impact force capable of changing consumer behaviour, 1992. Introductuon like any human behaviour, consumer behaviour is seen as determined and conditioned by the effect of certain factors. Based on these factors, probable explanations can be suggested for the reported attitudebehaviour gap in green purchase behaviour. Answer she was feeling hungry and wanted to eat something.
There are four important psychological factors affecting the consumer buying behavior. Socio cultural factors in consumer decision processes. Motivation speaks to the internal needs of the consumer. Factors influencing consumer behaviour from the viewpoint of the marketing strategist, the mix of cultural, social, personal and psychological factors which influence behaviour are largely noncontrollable. The level of motivation influences the buying behavior of the consumers. Factors affecting consumer buying behavior of mobile phone. Due to impact of various factors, consumers react or respond to marketing programme differently. Characteristics affecting consumer behavior psychological factors perception is the process by which people select, organize, and interpret information to form a meaningful picture of the world from three perceptual processes. In making a final decision, and indeed throughout the whole decisionmaking process, consumers are influenced by a wide range of factors, not just those relating to the obvious features of the product. The family has the very important role and influence in the buying behavior.
A consumers beliefs and attitudes greatly influence the buying decisions that consumer makes. Influences, motivation, emotions and personality and influencing attitudes and. There are number of factors in the study of consumer behaviour which plays important role in buying of any new product or services from the selling firm such as customer income, culture, technology, various. The consumer behaviour or buyer behaviour is influenced by several factors or forces. The impact of social factors affecting consumer behaviour. The psychological factors are the factors that talk about the psychology of an individual that drive his actions to seek satisfaction. Among the many factors that play a key role in virtual consumer behavior the paper presents the significance, the characteristics and the specificity of psychological and social. Consumer behaviour is the study of individuals, groups, or organizations and the processes they use to select, secure, and dispose of. Factors affecting green purchase behaviour and future. We shall discuss these factors one by one and see how they influence the individuals behaviour as a consumer. Psychological and social factors that influence online.
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