UNDERSTANDING CONSUMER

BUYING BEHAVIOUR

Consumer behavior is a study of how

individuals make decisions to spend their
available resources(Time, Money and Effort)

FACTORS INFLUSING CONSUMER

BUYING BEHAVIOUR

Consumer Buying behavior Include

1.

Cultural Factor

2.

Socail Factor

3.

Personal Factor

4.

Psychological Factor

Buyers Decision Process

Problem Recognition
Information Search
Evaluation of Alternatives
Purchase Decision
Consumption
Postpurchase behaviour

Buyers Decision
Product Choice
Brand Choice
Dealer Choice
Purchase Timing
Purchase Amount

Cultural factors
1.

Culture

2.

Sub - culture

3.

Social Class

Social factors
1.

Reference Groups

2.

Family

3.

Roles and Status

Personal Factors
1.

Family Life Cycle

2.

Occupation and Economic circumstances

3.

4.

Lifestyle
Personality and self - concept

Psychological Factors
1.

Motivation

2.

Perception

3.

Learning

4.

Beliefs and Attitudes

Buying Process
1.

Problem Recognition

2.

Information Search

3.

Evaluation Alternatives

4.

Purchase Decision

Post - Purchase Behaviour

1.

Satisfaction

2.

Action

3.

Use and Disposal