• Name – GAURAV KOLI

• Roll no – 142

• Topic – CONSUMER BUYING BEHAVIOUR

 INTRODUCTION
OBJECTIVES
• Understand the major factors influencing consumer
behavior.

• Know and recognize the types of buying decision

behavior.

• Understand the stages in the buying decision process.

• DEFINITION:
“ Buying Behaviour is the decision processes
and acts of people involved in buying and
using products”.

• NEED
1. Buyers reactions .
2. Marketing Mix.
3. Better prediction.
 STAGES IN CONSUMER BUYING BEHAVIOUR

1. PROBLEM RECOGNITION.
2. INFORMATION SEARCH.
3. EVALUATION OF ALTERNATIVES.
4. PURCHASE DECISION.
5. PURCHASE.
6. POST-PURCHASE EVALUATION.
 TYPES OF CONSUMER BUYING
BEHAVIOUR
•ROUTINE RESPONSE.

•LIMITED DECISION MAKING.

•EXTENSIVE DECISION MAKING.

•IMPULSIVE BUYING.
 FACTORS OF CONSUMER BUYING
BEHAVIOUR
• PERSONAL
• PSYCHOLOGICAL
• SOCIAL
• CULTURAL
 PERSONAL FACTOR
• Age
• Life Cycle Stage
• Occupation
• Economic Circumstances
• Life Style
 PSYCHOLOGICAL
• Wants
• Motivation
• Perception
• Learning
• Belief
• Attitude
 Consumer Buying Behavior Competency
Functional Motive Psychological
Motive
Running shoe with
built-in arch.
It’s all the rage—
colored action wear
and style.
Wheaties—the
breakfast of
champions!
Steel-belted radial
tires warranted for
40,000 miles
A watch—a gift she
 Consumer Buying Behavior Competency
Functional Motive Psychological
Motive
The price is 40
cents off the
regular price.
It never needs
ironing.
Diamonds are
forever.
Serving you since
1971.
Ninety-day
warranty.
THANK YOU