psychological factors affecting consumer behaviour pdf

This happens either because the employee feels saturated or because he lacks physical fitness. First of these elements is what we call motivation. Understanding how consumer behavior impacts marketing renders it vital to understand those factors which affect consumer behavior and which include: Cultural Factors. The factors are influences significant enough by their force, becoming the reasons for the activity. He does not lose temper but quietly achieves his goals. A married employee has greater domestic commitments and therefore adapts himself to the needs of the organization. /MediaBox[0 0 612 792] Psychological Factors Influencing Consumer Behavior Definition: ... these needs become a motive that directs the consumer behavior to seek satisfaction. However, some factors are more effective, while others have negligible effect on consumer behaviour. Say for example, a pregnant employee may avail maternity leave which cannot be neglected as per law. No, you aren’t necessarily directionally challenged. Factors that Influence Consumer Behaviour – Psychological Factors: Motivation, Beliefs and Attitudes, Learning and Perception . Selective Distortion. Thus, Selection and placement of the right person for the right job is very much important. Generally speaking as an employee grows older his level of enthusiasm for work may decline. In the workplace the values of an individual do influence his behavior. ABSTRACT Customers make purchases in order to satisfy needs. Not everything that you provide to the customer or not all information that you … Cultural and Social Factors 4. Consumer Buying Behaviour refers to the buying behaviour of the ultimate consumer. Turkey has seven regions. Psychological Factors affecting Consumer Behaviour. Among the personal factors influencing behavior the most important is a person’s age. 3. making a decision, the buyer considers many factors such as cultural factors, social, personal and psychological categories. Marketers segment their target market on the basis of age. In this study the focus was limited only to social, personal and psychological factors. The aim of this questionnaire is to investigate the factors that affect the consumer buying behavior. In this way, age becomes one of the fundamental demographic factors affecting consumer behavior and buying decisions. Motivation. 2. endobj There are four main types of consumer behavior: 1. 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�. << 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. 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. Consumer Behaviour is an effort to study and understand the buying tendencies of consumers for their end use. 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. Personal factors and Psychological factors influencing individual 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. A person without the capacity to make correct perceptions has to listen to those who possess such a capacity. In this study, the influence of psychological factors on consumer buying behavior is investigated. Motivation speaks to the internal needs of the consumer. The age of a consumer can have a significant impact on his behaviour. 1 LO3: Explore situational, psychological, and social factors influencing consumer behavior. Psychological factors: an individual’s response to a marketing message will depend on their perceptions and attitudes. 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��, Human behavior is defined as the range of actions and behaviors exhibited by humans at certain stages of development. The information acquired from the results are analyzed and interpreted by the computer packet programs. Firms and organizations rely on consumer behaviour knowledge to forecast consumer needs and desires. It is essential for marketers to understand consumers to survive and succeed in the competitive marketing environment. Factors Affecting Consumer Behavior – Factors According to Philip Kotler: Cultural Factors, Social Factors, Personal Factors and Psychological Factors . Among the personal factors influencing behavior the most important is a person’s age. 4 0 obj Consumers also have perceptions of themselves that may affect a particular purchase. 4. Social factors affecting consumer buying behavior: A customer’s buying behavior is also influenced by social factors, such as the groups to which the customer belongs and social status. Have you ever been in a department story and couldn’t find your way out? Perception: The consumer perception towards a particular product and the brand also influences his buying decision. 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. Four major areas of scientific inquiry are identified. A consumer’s motivation is the basic degree of the psychological drive behind a specific purchase. By: Nicole Skubal. A given situation is perceived differently by different people. determine the consumer behavior for particular product or service. Ad targets people who want to “leave the civilized world behind”. There are four psychological factors that influence consumer behaviour: Motivation, perception, learning, and attitude or belief system. 20years and explores the psychological drivers of sustainable consumer behavior. Model of Buyer Behavior (Fig. 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. These are: perception, motivation, learning, beliefs and attitudes. If the perception of a person is correct he/his organization stands to benefit. It is, therefore, quite natural that such people are given higher remuneration and greater decision-making 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. The effect of psychological factors on buying behavior … 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. PSYCHOLOGICAL FACTORS INFLUENCING CONSUMER BEHAVIOUR Instructor Janne Peltoniemi Pages 46 Supervisor Birgitta Niemi learning, and attitude and behaviour change. The rate of absenteeism is likely to be higher in the case of older employees. /Filter/FlateDecode Consumer behaviour or purchases made by consumers are rarely unaffected. 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. Sex of an Individual Influence Behavior, 3. Employee absenteeism, for example, may be a problem faced in many organizations. 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. What are Cultural Factors ? Why did Nancy buy pizza ? Understanding how to motivate your customer is a powerful tool. Recognition and self esteem also influence the buying decision of indi… A number of researchers have identified and analyzed factors affecting the consumers’ buying behaviour which affect consumer behavior individually or collectively. How Does an Online Travel Agency Work? An individual who is thirsty would definitely not mind spending on soft drinks, packaged water, juice and so on. Consumer behaviour is the study of when, why, how and where people do Consumer Behaviour refers to the study of buying tendencies of consumers. How old a consumer is generally indicates what products he or she may be interested in purchasing. Factors Influencing Consumer Behavior. Share . Such a person deserves a better placement. 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. >> Procedia - Social and Behavioral Sciences 62 ( 2012 ) 184 – 188 1877-0428 2012 Published by Elsevier Ltd. Consumer behaviour helps us understand why and why not an individual purchases goods and services from the market. The thesis was divided into a theory part and empirical part. Culture – Culture is basically the way of living and thinking pattern that is followed from generation to generation in a society. The Various factors influencing Consumer Behaviour can be classified into 4 categories: 1. A purchase decision is the result of each and every one of these 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. The ‘values’ of a person indicate to him as to what is good and what is bad. /CreationDate (D:20140921082734) Such as personal, cultural, psychological and social factors. << Key words: tourism services, tourism products, factors of influence, consumer behaviour. 6-1) Factors Influencing Consumer Behavior (Fig. Each culture contains “sub-cultures” – groups of people with share values. Personal Factors 3. 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. 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, … /Resources 251 0 R It can also be described as goals and needs of the consumers. /Type/Page The various personal factors influencing individual behavior have been classified as shown in the following chart. Personal Factors play an important role in affecting consumer buying behaviour. 5. Human beings are social animals. >> Age and Life Cycle: The activities of individuals and families vary over time. A highly motivated person is a very goal-oriented individual. 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. II. Some contribute to charity while others do not. 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, … They are generally conservatives who prefer to work in the conventional manner. The following chapters focus on the social, personal and psychological characteristics of consumer behavior. A person with the ability to perform any task effortlessly is able to be emphatic. By: Nicole Skubal. importance of consumer behaviour, especially from a marketing point of view. So, marital status of an employee influence behavior. 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. Factors Influencing Travel & Tourism Consumer Behaviour. Education of an Individual Influence Behavior, 4. /Parent 1 0 R The aim of this questionnaire is to investigate the factors that affect the consumer buying behavior. To secure better employee attendance certain measures may be adopted. Learning is the process of bringing about changes in an individual’s behavior. It has assumed growing importance under market-oriented or customer oriented marketing planning & management. For example, an attitude about dark chocolate might be expressed as a belief (“dark chocolate is delicious”), a feeling (“dark cho… /Author (Prakash) Nancy went to a nearby restaurant and ordered pizza for herself. Marital Status of an Individual Influence Behavior, 5. Keywords: behavior, cognitive model, consumer, commercial activity, motivation, psychological factors _____ 1. There are four psychological factors that influence consumer behaviour: Motivation, perception, learning, and attitude or belief system. Procedia - Social and Behavioral Sciences 62 ( 2012 ) 184 – 188 1877-0428 2012 Published by Elsevier Ltd. Employees with a negative attitude, on the other hand, are insincere in their work. Consumer behavior refers to the selection, purchase and consumption of … endobj Economic Factors 2. << 5 0 obj Social Factors affecting Consumer Behaviour. He is in a position to demand better status in the organization. Types of consumer behavior. Not all individuals would prefer to buy similar products. For example, casual leave and sick leave can be made encashable. Another point worth mentioning here is that the older … D. Social Factors: The social factors such as reference groups family, and social status affects the … 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. A highly qualified person when offered with lower level job, may not show enthusiasm in his job. There are many factors affecting consumer behaviour. This happens either because the employee feels saturated or because he lacks physical fitness. 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 & … << Share It. Social Factors affecting Consumer Behaviour Consumer Behaviour is an effort to study and understand the buying tendencies of consumers for their end use. The level of education of an individual does influence behavior. Lantos GP. 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. In the context of the workplace, attitude is the feeling of an employee about his job, his superiors and fellow-employees. Attitudes and beliefs represent another psychological factor that influences consumer behavior. But this affects employee attendance. 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. The number of people opting for voluntary retirement is also higher among elders. LO3 Explore situational, psychological, and social factors influencing consumer behavior. Cultural Factors affecting Consumer Behaviour. Personality of an Individual influence behavior, 2. Peter Noel Murray, Ph.D., is principal of a consumer psychology practice in New York City. Various factors, be it cultural, social, personal or psychological influence the buying decision of individuals. There are four important psychological factors affecting the consumer buying behavior. Buying Behaviour, This paper’s aim is to provide an in-depth elucidation of the many aspects that influence consumer behaviour. Social factors: family, friends, education level, social media, income, they all influence consumers’ behavior. The need for a secured job and stable income is greater in case of married employees. /Title (Microsoft Word - IJCRAR-17.doc) These all factors jointly shape consumer behaviour. Dr. Murray's specialty is the psychological drivers of consumer behavior, with … These motives are the factors that influence the consumer behavior. factors and psychological factors. Some of these needs are basic and must be ... social, personal, and psychological. Various psychological factors influencing individual behavior are briefly explained as follows. Grocery stores frequently place bread and milk products on the opposite ends of the stores because people often need both types of products. So perception of individuals greatly influence their behavior. Buying Behaviour, This paper’s aim is to provide an in-depth elucidation of the many aspects that influence consumer behaviour. Consumers have changed their behaviour over the last two years due to the instability of the economic environment. Attitudes of Individuals Influence Behavior, 4. 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. Tweet . Let’s look at them in detail. A society generally expects individuals to have good behavior and shuns wicked tendencies. There are several other factors which motivate individuals to purchase products and services. The general belief is that education disciplines a person. In the above example, … Psychological factors that influence consumer behaviour are described below: Psychological Factor # 1. PSYCHOLOGICAL FACTORS INFLUENCING CONSUMER BEHAVIOUR Instructor Janne Peltoniemi Pages 46 Supervisor Birgitta Niemi learning, and attitude and behaviour change. This survey will take 5 minutes from your time, feel free to express your opinion. 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. how much an individual spends on the purchase of goods and services that contribute to … 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. We need people around to talk to and discuss various issues to reach to better solutions and ideas. He cannot resign his job in case he derives less or no job satisfaction or finds the work environment not conducive. Consumer behaviour deals with the study of buying behaviour of consumers. 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. Potentials of an Individual influence Behavior, Psychological Factors influencing Individual Behavior, 1. Every organization requires people who are in a position to perceive things right. >> Figure 2 shows an outline of factors affecting consumer behaviour. Likewise, an employee, who wants to be sincere in his work, will not be whiling away his time. 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. Another point worth mentioning here is that the older members of the organization may not be prepared to adapt themselves to the changing environment. Print . %���� /Count 10 For the same product, price, promotion, and distribution, their responses differ significantly. How Do Psychological Factors Play a Role in Consumer Behaviour? Marketing professionals take physical factors such as a store’s design and layout into account when they are designing their facilities. These factors are divided into two parts. The personality of a person, as misunderstood by many, is not just determined by his physical appearance alone. Perception is the process of knowing or understanding. Consumer Behaviour – Psychological factors; 4 psychological factors affect consumer behaviour very strongly. 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. The theoretical part discusses the basics of factors affecting … Employers, generally feel that women employees are more sincere and will show greater commitment towards the job. The factors do not affect equally to all the buyers; they have varying effect on their behaviour. 1. Presumably, the longer you wander around a facility, the more you will spend. After the cultural factors in the study of consumer behaviour, the Social factors also affect the consumer behaviour. Consumer behavior is influenced by cultural factors like social class, buyer’s culture, and subculture. pes his psychological factors, etc.. ABSTRACT Consumer Buying Behaviour refers to the buying behaviour of the ultimate consumer. 2.3.4 Psychological Factors: Psychological factors affecting various purchase decisions include motivation, perception, learning, beliefs and attitudes. Factors Affecting Consumer Behaviour in Telecom Industry Dr. Inderjeet Sethi, ... social, personal, and psychological. There are several products that are marketed only to the millenials. << From each region two provinces are selected by random sampling method. The marketers try to understand the actions of the consumers in the marketplace and the underlying motives for such actions. /Pages 1 0 R If it turns out to be incorrect he/his organization loses. %PDF-1.3 There are several stages a consumer goes through before he finally picks up things available in the market. 2 0 obj Social factors play an essential role in influencing the buying decisions of consumers. Eg. Attitude may be positive or negative. For example, some people are spendthrifts while others consciously save. Let us understand the effect of psychological factors on consumer behaviour: Motivation. Such a measure would encourage good attendance. Men in the workplace generally show greater interest in union activities. PDF | In this study, the influence of psychological factors on consumer buying behavior is investigated. 3 0 obj Women employees, on the other hand, may be reluctant to even join trade unions. Answer - She was feeling hungry and wanted to eat something. (1990: 22) and Schiffman & Kanuk (1997: 8), consumer behaviour is regarded as a relatively new … Updated September 26, 2017. suitcases image by Alexander Ivanov from Fotolia.com. It is for this reason that for certain jobs as those of sales representatives youngsters are always preferred. Many organization prefer women employee for this reason. Post . Different people have different values. This survey will take 5 minutes from your time, feel free to express your opinion. Also Read Concepts of Marketing. (2011) concluded motivation as an activated internal need state that leads to goal-directed behaviour so as to satisfy that need. To buy both, they have to walk ar… influenced by cultural factors, social factors, personal factors and psychological factors. Consumer Behaviour helps us understand the buying tendencies and spending patterns of consumers. Motivation; Motivation is activating the internal needs and requirements of the consumer. R. ationale for the . Thank you for your valuable time and effort. The study of consumer behaviour emphasizes the (adsbygoogle = window.adsbygoogle || []).push({}); Personal & Psychological factors Influencing Individual Behavior in Organization, Personal factors influencing individual behavior, 1. Needless to say, the potentials of an individual influence his behavior. endobj Consumer behaviour deals with as to why and why not an individual purchases particular products and services. Related. ce,�܇% A motive is the inner drive or pressure to take action to satisfy a need. There are several factors which influence the buying decision of consumers, cultural factors being one of the most important factors. /Producer (PDFlib 3.03 \(Win32\)) An educated employee knows how to get things done in the workplace without incurring anyone’s displeasure. They quarrel frequently with their superiors and fellow-workmen. Factor affecting Consumer Behavior. Age of an Individual influence behavior, 2. It is only people with greater potentials who contribute significantly to the progress of any organization. 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. /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] stream It includes knowledge, belief, traditions, morals, values, customs and other such habits that are acquired by people as members of a society. narrowly on consumers’ motivations and other psychological factors driving environmentally consequential behaviors. Psychological Factors 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. >> /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] A consumer buying behavior is influenced by social, cultural, personal and psychological factors.

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