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, … pes his psychological factors, etc.. ABSTRACT Consumer Buying Behaviour refers to the buying behaviour of the ultimate consumer. Procedia - Social and Behavioral Sciences 62 ( 2012 ) 184 – 188 1877-0428 2012 Published by Elsevier Ltd. In this study, the affect of cultural factors on consumer buying behaviour is investigated. Dr. Murray's specialty is the psychological drivers of consumer behavior, with … /Pages 1 0 R Consumers also have perceptions of themselves that may affect a particular purchase. Factors Affecting Consumer Behaviour in Telecom Industry Dr. Inderjeet Sethi, Sr. General Manager Idea Cellular Ltd., India. 2 0 obj Likewise, an employee, who wants to be sincere in his work, will not be whiling away his time. These are: perception, motivation, learning, beliefs and attitudes. 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. The factors are influences significant enough by their force, becoming the reasons for the activity. /Type/Page Such a person deserves a better placement. Understanding how consumer behavior impacts marketing renders it vital to understand those factors which affect consumer behavior and which include: Cultural Factors. An educated employee knows how to get things done in the workplace without incurring anyone’s displeasure. Psychological Factors Influencing Consumer Behavior Definition: ... these needs become a motive that directs the consumer behavior to seek satisfaction. It is, therefore, quite natural that such people are given higher remuneration and greater decision-making authority. Personal Factors play an important role in affecting consumer buying behaviour. These all factors jointly shape consumer behaviour. Age and family status … The need for a secured job and stable income is greater in case of married employees. The rate of absenteeism is likely to be higher in the case of older employees. Needless to say, the potentials of an individual influence his behavior. /Length 11963 A highly qualified person when offered with lower level job, may not show enthusiasm in his job. Grocery stores frequently place bread and milk products on the opposite ends of the stores because people often need both types of products. Factors Influencing Travel & Tourism Consumer Behaviour. Attitudes of Individuals Influence Behavior, 4. Some contribute to charity while others do not. %���� Psychological factors: an individual’s response to a marketing message will depend on their perceptions and attitudes. Men in the workplace generally show greater interest in union activities. 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. R. ationale for the . Due to impact of various factors, consumers react or respond to marketing programme differently. Have you ever been in a department story and couldn’t find your way out? 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. 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. influenced by cultural factors, social factors, personal factors and psychological factors. 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. /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] The ‘values’ of a person indicate to him as to what is good and what is bad. Employees with a negative attitude, on the other hand, are insincere in their work. 3. He cannot resign his job in case he derives less or no job satisfaction or finds the work environment not conducive. A consumer’s motivation is the basic degree of the psychological drive behind a specific purchase. 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. The personality of a person, as misunderstood by many, is not just determined by his physical appearance alone. Psychological Factors. >> So, sexual differences here influence individual behavior. 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. The theoretical part discusses the basics of factors affecting … /Creator (Win2PDF http://www.daneprairie.com) Different people have different values. Consumer behaviour is the study of when, why, how and where people do But this affects employee attendance. Consumer behavior is an attempt to understand & predict human actions in the buying role. 1 0 obj 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. On the other hand, if a person with lower qualification is placed in a higher level job he cannot perform well in his duties. Updated September 26, 2017. suitcases image by Alexander Ivanov from Fotolia.com. 2. Factor affecting Consumer Behavior. Culture – Culture is basically the way of living and thinking pattern that is followed from generation to generation in a society. There are four main types of consumer behavior: 1. 20years and explores the psychological drivers of sustainable consumer behavior. Personal factors and Psychological factors influencing individual behavior. Values of an Individual Influence Behavior, Socialization of family members | Consumer Socialization, Patronage Buying Motives of Consumers | Emotional & Rational, Cross Cultural Marketing | Objectives | Areas of Research, Importance of personal selling in financial services, Guidelines for Effective Problem Resolution, Weaknesses of Trade Union Movement in India and Suggestion to Strengthen, Audit Planning & Developing an Active Audit Plan – Considerations, Advantages, Good and evil effects of Inflation on Economy, Vouching of Cash Receipts | General Guidelines to Auditors, Audit of Clubs, Hotels & Cinemas in India | Guidelines to Auditors, Depreciation – Meaning, Characteristics, Causes, Objectives, Factors Affecting Depreciation Calculation, Inequality of Income – Causes, Evils or Consequences, Accountlearning | Contents for Management Studies |. Factors that affect human behavior include attitude, perception, genetics, culture, social norms and ethics of a society, religious inclination, coercion and influence by authority. Consumer behavior refers to the selection, purchase and consumption of … The level of education of an individual does influence behavior. The aim of this questionnaire is to investigate the factors that affect the consumer buying behavior. Social factors play an essential role in influencing the buying decisions of consumers . 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. They quarrel frequently with their superiors and fellow-workmen. Psychological Factors Affecting Consumer Behavior with Examples There are five extremely critical psychological factors that the customer goes through in arriving at a product purchase decision . The information acquired from the results are analyzed and interpreted by the computer packet programs. /Count 10 It is for this reason that for certain jobs as those of sales representatives youngsters are always preferred. Nancy went to a nearby restaurant and ordered pizza for herself. Social factors play an essential role in influencing the buying decisions of consumers. A person with the ability to perform any task effortlessly is able to be emphatic. There are four psychological factors that influence consumer behaviour: Motivation, perception, learning, and attitude or belief system. Buying Behaviour, This paper’s aim is to provide an in-depth elucidation of the many aspects that influence consumer behaviour. (1990: 22) and Schiffman & Kanuk (1997: 8), consumer behaviour is regarded as a relatively new … Consumer Behaviour deals with the study of buying behaviour of consumers. Why did Nancy buy pizza ? An individual who goes for shopping does not necessarily end up buying products. Understanding how to motivate your customer is a powerful tool. Such a person is always able to achieve what he wants to achieve. After the cultural factors in the study of consumer behaviour, the Social factors also affect the consumer behaviour. Factors affecting the consumer buying behavior: I am business student from UOB, this survey will help to collect data for the project. Recognition and self esteem also influence the buying decision of indi… 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. 5. The study of consumer behaviour emphasizes the 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��, 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. There are several products that are marketed only to the millenials. No, you aren’t necessarily directionally challenged. making a decision, the buyer considers many factors such as cultural factors, social, personal and psychological categories. By: Nicole Skubal. factors and psychological factors. Potentials of an Individual influence Behavior, Psychological Factors influencing Individual Behavior, 1. Social Factors affecting Consumer Behaviour. The author describes in this article the factors which influence consumer behaviour and also presents how it has changed over the past two years. There are four psychological factors that influence consumer behaviour: Motivation, perception, learning, and attitude or belief system. Factors Influencing Consumer Behavior. How Do Psychological Factors Play a Role in Consumer Behaviour? Let’s look at them in detail. 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. It can also be described as goals and needs of the consumers. Answer - She was feeling hungry and wanted to eat something. Psychological Factors affecting Consumer Behaviour. Learning is the process of bringing about changes in an individual’s behavior. The following chapters focus on the social, personal and psychological characteristics of consumer behavior. A number of researchers have identified and analyzed factors affecting the consumers’ buying behaviour which affect consumer behavior individually or collectively. << In the context of the workplace, attitude is the feeling of an employee about his job, his superiors and fellow-employees. Motivation. 6-1) Factors Influencing Consumer Behavior (Fig. The age of a consumer can have a significant impact on his behaviour. If it turns out to be incorrect he/his organization loses. These motives are the factors that influence the consumer behavior. Marketing professionals take physical factors such as a store’s design and layout into account when they are designing their facilities. Types of consumer behavior. Lantos GP. However, some factors are more effective, while others have negligible effect on consumer behaviour. The aim of this questionnaire is to investigate the factors that affect the consumer buying behavior. The factors do not affect equally to all the buyers; they have varying effect on their behaviour. /Resources 251 0 R Consumer Behaviour helps us understand the buying tendencies and spending patterns of consumers. Personality of an Individual influence behavior, 2. Attitude may be positive or negative. Many organization prefer women employee for this reason. PDF | In this study, the influence of psychological factors on consumer buying behavior is investigated. Selective Distortion. Human beings are social animals. Perception is the process of knowing or understanding. Consumer behaviour deals with as to why and why not an individual purchases particular products and services. Factors Affecting Consumer Behavior – Factors According to Philip Kotler: Cultural Factors, Social Factors, Personal Factors and Psychological Factors . %PDF-1.3 Motivation speaks to the internal needs of the consumer. The thesis was divided into a theory part and empirical part. stream Consumer behaviour helps us understand why and why not an individual purchases goods and services from the market. 4 0 obj Complex buying behavior /Author (Prakash) Turkey has seven regions. 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. Factors that Influence Consumer Behaviour – Psychological Factors: Motivation, Beliefs and Attitudes, Learning and Perception . Every organization requires people who are in a position to perceive things right. Consumer behavior consists of four factors: cultural, social, personal and psychological. how much an individual spends on the purchase of goods and services that contribute to … PSYCHOLOGICAL FACTORS INFLUENCING CONSUMER BEHAVIOUR Instructor Janne Peltoniemi Pages 46 Supervisor Birgitta Niemi learning, and attitude and behaviour change. (adsbygoogle = window.adsbygoogle || []).push({}); Personal & Psychological factors Influencing Individual Behavior in Organization, Personal factors influencing individual behavior, 1. Social factors: family, friends, education level, social media, income, they all influence consumers’ behavior. /Title (Microsoft Word - IJCRAR-17.doc) (2011) concluded motivation as an activated internal need state that leads to goal-directed behaviour so as to satisfy that need. He does not lose temper but quietly achieves his goals. LO3 Explore situational, psychological, and social factors influencing consumer behavior. We need people around to talk to and discuss various issues to reach to better solutions and ideas. Perception: The consumer perception towards a particular product and the brand also influences his buying decision. 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. There are several other factors which motivate individuals to purchase products and services. 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. These factors are divided into two parts. 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. 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