CONSUMER PSYCHOLOGY

BY: S. A. SHALINI
BATCH: BBA 3 YEAR
 EMERGING CONSUMPTION PATTERNS
OF CONSUMER

 Increased Demand For Transparency:

There is an increasing customer demand around
transparency. Big corporations have abused the trust of the customer for a long time.
That's the reason why the customers of today require transparency on the supply
chain, ingredients, processes and so on.
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 Accelerated Online Buying:

Customers will accelerate buying online and using home delivery. All
businesses will need to have an online strategy or they’re going to get beaten by their
competitors that embrace and execute an online sale and marketing strategy.
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 A Shift In Omnipresent Communication:

There will be a definite shift in omnipresent communication. As organizations move
online and remotely, creating a cohesive brand experience is not only desired but
also expected. Customers are looking for an experience that meets them where they
are, when it's convenient. AI and robust customer service will lead the charge across
all platforms.
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 Growing Importance Of Content Marketing:

Content marketing is going to play a larger role in this transition and I'm not talking
about ads. Businesses will turn to the media to try to introduce their products to
consumers and enterprise. The successful ones will find ways to sell online.
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 Increased Focus On Green Products:

As consumers demand more green products, suppliers will produce more, pushing
the demand further. Demand for electric vehicles, solar panels and vegan meat will
be higher than ever, and more and more companies will pivot toward this.
 ORGANISATIONAL BUYING
BEHAVIOUR

 MEANING:
Organizational Buying Behaviour is a complex decision-making and communication
process involving the selection and procurement of products and services by
organizational buyers. Individuals, organizations, or government agencies that make
a purchase decision regarding raw materials, products and services, components, or
finished goods are known as organization buyers.
 ORGANISATIONAL BUYING
BEHAVIOUR
 Types of Organizational Buying:
There are mainly three types of organizational buying behaviour or decision, they are:
 Straight Repurchase Decision:
The buying organization will carefully evaluate the past purchasing by following criteria:
• Quality of products
• Terms and conditions of the supplier
• Regularity in the supply of goods
• Relation of the organization
• The personnel with the supplier
• Buying convenience, etc.
If the organization or the purchasing department is satisfied with these criteria, it makes a direct repurchase decision with the
same supplier without going through the preceding steps. This type of buying decision is called a straight repurchase decision.
 ORGANISATIONAL BUYING
BEHAVIOUR

Modified Purchase Decision:

Sometimes the buying organization or the purchasing department may be satisfied with the supplier
however wanting to alter certain products specifications or purchase terms is called a modified purchase
decision. In this situation, the organization may not need to change the organizational buying process
again. The purchasing department may change certain buying or product specifications if needed for further
repurchase with the same supplier or other.
 ORGANISATIONAL BUYING
BEHAVIOUR

 New Purchase Decision:

If the organization wants to make a purchase of new products due to the changed situation of the
organization, it can opt for a new buying process. In this situation, the purchasing department needs to
identify the needs of the organization and follow the succeeding procedure of the organizational
buying.
THANK YOU