A consumer with a lot of prior purchasing experience in a product category might approach the decision differently from someone with no experience. It focuses on the rationale behind common consumer decision making processes and analyses the ways in which marketers can better understand how consumers think and behave. As all consumers are unique they exhibit different behaviour while making a purchase decision due to various factors influencing consumer behaviour. A consumer goes through several stages before purchasing a product or a service. Of course only the influencing factors will confirm what will change the consumers buying pattern. An understanding of consumer behaviour is essential in planning and programming the marketing system. Many factors, specificities and characteristics influence the individual in what he is and the consumer in his decision. As marketers gain a better understanding of these influencing factors, they can draw more accurate conclusions about consumer behavior.
What are social factors influencing consumer behavior. A consumers beliefs and attitudes greatly influence the buying decisions that consumer makes. The influence on the decisionmaking process involved in the purchase of goods and services. Environmental factors also play an important role in consumers decision process. Factors influencing the education decision making process.
External environmental factors affecting consumer behaviour. Dewey specified in his theory that a consumers decision for choosing a particular product is. Apr 25, 20 as it has been stated above, situational factors also play an important role in the process of consumer decision making process. Following are the major dimensions of decision specific characteristics which impact strategic decisionmaking process decisions familiarity. Factors influencing consumer behavior and prospective. 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. Following are the major dimensions of decision specific. Some of these are internal factors, or personal influences that are individualistic in nature. Psychological factors that influence consumer buying behavior. To examine the characteristic of consumers and the decision process in hotel selection style. 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. Since each individual lives in a complex social and. Articles on consumer behaviour management study guide. It is clear from table 3 that in 90 % respondents, the social status influences where and how they should make shoping.
Important to note is that chapter 3 will focus on theoretical findings on the consumer decisionmaking process. Theories have been generated to explain how people make decisions, and what types of factors influence decision making in the present and future. Consumer decision making process definition stages and. These factors can be availability of desired product, the timing of the purchase, location and weather. The consumer decisionmaking process can be described as the phases that consumers go through in making a final purchase decision. The data employed to analyse the factors influencing consumers purchase decisionmaking processes were obtained through a questionnaire. Situational factors impacting consumer buyer behaviour. Consumer buying behaviour refers to the buying behaviour of the ultimate consumer. This research study analysed the factors that affect the consumer decisionmaking process in.
Thus, their involvement in the decision making process is determined by cultural factors. An empirical study of the factors influencing consumer behaviour. Consumer behavior is a wide range of study about the decision making processes that a consumer make at the time of making a purchase. A wise management adopts policies that will be most suited to the present and prospective socioeconomic and political conditions of the country. The impact of factors influencing the buying behaviour on. Personal factors affecting consumer purchase decision. This is because consumers give importance to the place or ethnicity associated with a product. The social factors are the factors that are prevalent in the society where a consumer live in. Write in detail the consumer decision making process for your productservice. Include cultural, social, psychological and individual factors that impact the purchase. Important factors that influence consumer behaviour. The various factors percolate from the external to the individual determinant, to finally influence the decision process.
The consumers generally analyze their purchasing capacity before making a decision to buy. A purchase decision is the result of each and every one of these factors. Decision making is an important function in management. The society is composed of several individuals that. Factors influencing consumer behaviour from the viewpoint of the marketing strategist, the mix of. A there are three factors, which influence the degree of activea reasoning that is undertaken by the consumer in his process ofa decisionmaking.
Factors influencing strategic decisionmaking processes. The result of the study has indications that social, personal and psychological factors have effect on a consumers decisionmaking process when selecting a. The process of decision making is one of the most complex mechanisms of human thinking, as various factors and courses of action intervene in it, with different results. Their decision process behaviour is influenced by external and internal factors. Social factors influencing consumer behavior definition. Jan 19, 2015 thus, depending on the type of decision being made, thea degree and strength of active reasoning will vary. This research study analysed the factors that affect the consumer decision making process in. Jan 04, 2017 7 important factors that influence the buying decision of a consumer. The following external factors enter into decision making process.
Purchasing power of a consumer plays an important role in influencing the consumer behavior. In this article we will discuss about consumer behaviour. Factors affecting decision making process of a consumer. Purchase decision consumer is the decision making process and physical activi.
This paper outlines the significant factors that impact consumer behaviour throughout the theoretical framework with the topics of. The impact of factors influencing the buying behaviour on the development of marketing strategies for luxury fashion products. Factors affecting consumers buying decision in the selection. Factors influencing the consumer decision making process. Data were collected by a selfadministered questionnaire. Personal factors affecting consumer purchase decision towards. However, the result was not totally reliable due to the fact that credible correlation was missing. Explain the consumer buying process, in detail, for your particular product or service. Orasanu and connolly 1993 define it as a series of cognitive operations performed consciously, which include the elements from the environment in a specific time and place. These factors have been ignored by many researchers and academics claiming that these factors have less or no.
It further aims to examine how mcdonalds is responding to changing environment and consumer behaviour. In addition, heuristics have been researched to understand the decision making process. All these factors play an important role in consumers decision process. Journal of international business research and marketing. These factors are beyond the control and influence of the management. Before addressing models of consumer behaviour in section 2. The literature classifies and structures these factors in various ways. Factors influencing local tourists decisionmaking on. 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. Many factors, specificities and characteristics influence the individual in what he is and the consumer in his decision making process, shopping.
These varied behaviors influence the personal preferences of the other set of individuals as they. Consumer behaviour refers to the behaviour of consumers in deciding to buy or not to. The consumer decision process helps you understand the steps people go through when they are deciding whether and what to buy. According to decision making model, consumers process the environmental cues. Moreover, a framework of the factors that influence each step of the decisionmaking process will be presented. Beliefs are the way people think about a particular product or brand, while an attitude is the individuals. Social factors influencing consumer buying decisions are influenced by society talloo, 2007. The empirical part of the thesis includes a survey that was carried out through the internet. A study on factors influencing cosmetic buying behavior of. The theory of the consumer decisionmaking process was given and established by john dewey in 1910. There are several important factors that influence decision making. The importance of understanding consumer behavior 2. Factors influencing consumer decisions principles of marketing. Factors influencing the decisionmaking process of the new wine consumers.
Consumer decision making process involves the consumers to identify their needs, gather information, evaluate alternatives and then make their buying decision. The aim of this dissertation is to investigate the factors that are influencing consumer decision making process in relation to fast food restaurant industry in the uk. Conference paper pdf available september 20 with 853 reads. Pdf factors influencing the education decision making. Influences on consumer decisions principles of marketing. The main attributes, elements and types of tourism. Factors affecting decision making process of consumer. A link to the questionnaire was published on facebook and shared among people. Factors influencing consumer behaviour agricultural journals. Pdf factors influencing the decisionmaking process of the new. The influence of the internet on the consumer decisionmaking process, with specific reference to the influence on different stages of the process, will be discussed in chapter 4. There are a lot of factors influencing consumer by decisionmaking process. After completing this chapter, student should be able to understand.
Cultural factors are one of the most important factors that influence the buying decision of consumers. The authors conclude that services companies follow a relatively logical and analyzable decision process. When purchasing a product, researchers identified several processes through which consumers go. Explaining the consumer decisionmaking process research leap. Types of consumer buying decision and consumers involvement 3. Factors influencing consumer decisions principles of.
During the process of decision making, their buying behaviours are highly influenced by cultural factors, social factors, personal factors and psychological factors. Factors affecting consumers buying decision in the. Consumers must feel in charge of the process and will typically go through a journey that consists of. Eynowthatindiashopsonlinehowdoyouturngrowthintoprofit. What are the factors influencing consumer behavior. These factors are not visible, though they influence the consumer to a great extent. External and internal influences on consumer buying decisions.
Significant factors include past experiences, a variety of cognitive biases, an escalation of commitment and sunk outcomes, individual differences, including age and socioeconomic status, and a belief in personal relevance. These things all impact the decision making process. You for sure might be wondering as to what is it that influences these consumers, how do we analyzes when is their purchase pattern going to change. Significant factors include past experiences, a variety of cognitive biases, an escalation of commitment and sunk outcomes, individual. Identify factors that are influencing consumers when making decision for a hotel stay. Various factors influence the decision making process of a consumer.
466 178 1161 1447 1538 1106 845 781 1552 1630 937 1082 823 1017 472 4 1363 1301 97 1524 291 986 239 765 858 1255 558 865 636 870 153 28 839 72 1144 1432 1340 1375 884 945 50 224 1428 1225 1069 874