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3.1 Factors That Influence Consumers’ Buying Behavior

❶They depend on the world around you and how it works.

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Situational Factors


Many people are more perceptive to advertisements for products they need. Selective attention is the process of filtering out information based on how relevant it is to you. A longtime chain smoker who forgets much of the information communicated during an antismoking commercial is an example.

To be sure their advertising messages get through to you and you remember them, companies use repetition. How tired of iPhone commercials were you before they tapered off? How often do you see the same commercial aired during a single television show?

Another potential problem that advertisers or your friends may experience is selective distortion or misinterpretation of the intended message. Promotions for weight loss products show models that look slim and trim after using their products, and consumers may believe they will look like the model if they use the product. They misinterpret other factors such as how the model looked before or how long it will take to achieve the results.

Similarly, have you ever told someone a story about a friend and that person told another person who told someone else? By the time the story gets back to you, it is completely different. The same thing can happen with many types of messages. Using surprising stimuli or shock advertising is also a technique that works.

One study found that shocking content increased attention, benefited memory, and positively influenced behavior among a group of university students Dahl, et. Subliminal advertising is the opposite of shock advertising and involves exposing consumers to marketing stimuli such as photos, ads, and messages by stealthily embedding them in movies, ads, and other media.

Although there is no evidence that subliminal advertising works, years ago the words Drink Coca-Cola were flashed for a millisecond on a movie screen. Consumers were thought to perceive the information subconsciously and to be influenced to buy the products shown. Many people considered the practice to be subversive, and in , the Federal Communications Commission condemned it. Much of the original research on subliminal advertising, conducted by a researcher trying to drum up business for his market research firm, was fabricated Crossen, People are still fascinated by subliminal advertising, however.

If you blinked, you missed it. Some television stations actually called ABC to figure out what was going on. One-second ads were later rolled out to movie theaters Adalian, Different consumers perceive information differently.

A couple of frames about The Mole might make you want to see the television show. However, your friend might see the ad, find it stupid, and never tune in to watch the show.

One man sees Pledge, an outstanding furniture polish, while another sees a can of spray no different from any other furniture polish. One woman sees a luxurious Gucci purse, and the other sees an overpriced bag to hold keys and makeup Chartrand, Learning refers to the process by which consumers change their behavior after they gain information or experience. People with limited experience about a product or brand generally seek out more information than people who have used a product before.

Companies try to get consumers to learn about their products in different ways. Car dealerships offer test drives. Other companies give consumers free samples.

Have you ever eaten the food samples in a grocery store? While sampling is an expensive strategy, it gets consumers to try the product and many customers buy it, especially right after trying in the store.

Another kind of learning is operant or instrumental conditioning , which is what occurs when researchers are able to get a mouse to run through a maze for a piece of cheese or a dog to salivate just by ringing a bell. In other words, learning occurs through repetitive behavior that has positive or negative consequences. Companies engage in operant conditioning by rewarding consumers, which cause consumers to want to repeat their purchasing behaviors.

Another learning process called classical conditioning occurs by associating a conditioned stimulus CS with an unconditioned stimulus US to get a particular response.

The more frequently the CS is linked with the US, the faster learning occurs and this is what advertisers and businesses try to do. Think about a meal at a restaurant where the food was really good and you went with someone special.

You like the person and want to go out again. It could be that classical conditioning occurred. That is, the food produced a good feeling and you may associate the person with the food, thus producing a good feeling about the person.

Companies want people to have positive feelings about their offerings. A few years ago, KFC began running ads to the effect that fried chicken was healthy—until the U. Federal Trade Commission told the company to stop. Situational factors, personal factors, and psychological factors influence what you buy, but only on a temporary basis. Societal factors are a bit different. They are more outward and have broad influences on your beliefs and the way you do things.

They depend on the world around you and how it works. Culture refers to the shared beliefs, customs, behaviors, and attitudes that characterize a society. Your culture prescribes the way in which you should live and has a huge effect on the things you purchase. For example, in Beirut, Lebanon, women can often be seen wearing miniskirts. In Afghanistan women generally wear burqas , which cover them completely from head to toe. Interestingly, abayas have become big business in recent years.

They come in many styles, cuts, and fabrics and some are encrusted with jewels and cost thousands of dollars. To read about the fashions women in Muslim countries wear, check out the following article: Even cultures that share many of the same values as the United States can be quite different.

Following the meltdown of the financial markets in , countries around the world were pressed by the United States to engage in deficit spending to stimulate the worldwide economy. The plan was a hard sell both to German politicians and to the German people in general. Credit card companies such as Visa, American Express, and MasterCard must understand cultural perceptions about credit.

A subculture is a group of people within a culture who are different from the dominant culture but have something in common with one another such as common interests, vocations or jobs, religions, ethnic backgrounds, and geographic locations. The fastest-growing subculture in the United States consists of people of Hispanic origin, followed by Asian Americans, and African Americans. The purchasing power of U. Home Depot has launched a Spanish version of its Web site.

Walmart is in the process of converting some of its Neighborhood Markets into stores designed to appeal to Hispanics. Marketing products based on the ethnicity of consumers is useful but may become harder to do in the future because the boundaries between ethnic groups are blurring. Otherkins are primarily Internet users who believe they are reincarnations of mythological or legendary creatures—angels, demons, vampires—you name it.

To read more about the Otherkins and seven other bizarre subcultures, visit http: You have probably heard of the hip-hop subculture, people who in engage in extreme types of sports such as helicopter skiing or people who play the fantasy game Dungeons and Dragons. A social class is a group of people who have the same social, economic, or educational status in society 5.

While income helps define social class, the primary variable determining social class is occupation. To some degree, consumers in the same social class exhibit similar purchasing behavior. In many countries, people are expected to marry within their own social class. When asked, people tend to say they are middle class, which is not always correct. Keep in mind that the U. The rise of the middle class in India and China is creating opportunities for many companies to successfully sustain their products.

In a recession when luxury buyers are harder to come by, the makers of upscale brands may want their customer bases to be as large as possible.

However, the company later worried that its reputation was being tarnished by the line. Luxury brands therefore try to keep the supply of their products in check so their prices remain high. The whiskey brand Johnnie Walker has managed to expand its market share without cheapening the brand by producing a few lower-priced versions of the whiskey and putting them in bottles with different labels. Every blue-label bottle has a serial number and is sold in a silk-lined box, accompanied by a certificate of authenticity 7.

Reference groups are groups social groups, work groups, family, or close friends a consumer identifies with and may want to join.

If you have ever dreamed of being a professional player of basketball or another sport, you have an aspirational reference group. There may also be dissociative groups or groups where a consumer does not want to be associated. Opinion leaders are people with expertise in certain areas. Consumers respect these people and often ask their opinions before they buy goods and services.

An information technology IT specialist with a great deal of knowledge about computer brands is an example. The IT specialist is probably a person who has the latest and greatest tech products, and his opinion of them is likely to carry more weight with you than any sort of advertisement.

Network analysis using special software is one way of doing so. Like it or not, you are more like your parents than you think, at least in terms of your consumption patterns. Companies are interested in which family members have the most influence over certain purchases. Children have a great deal of influence over many household purchases.

For example, in nearly half 47 percent of nine- to seventeen-year-olds were asked by parents to go online to find out about products or services, compared to 37 percent in IKEA used this knowledge to design their showrooms. Marketing to children has come under increasing scrutiny. Some critics accuse companies of deliberately manipulating children to nag their parents for certain products. For example, even though tickets for Hannah Montana concerts ranged from hundreds to thousands of dollars, the concerts often still sold out.

Hirschman and Morris B. Association for Consumer Research, , 53— Routledge, , — Frankenberger, and Rajesh V. The Uncooling of America New York: One for You, One for Me? This is a derivative of Principles of Marketing by a publisher who has requested that they and the original author not receive attribution, which was originally released and is used under CC BY-NC-SA.

For uses beyond those covered by law or the Creative Commons license, permission to reuse should be sought directly from the copyright owner. Learning Objectives Describe the personal and psychological factors that may influence what consumers buy and when they buy it. Explain how looking at lifestyle information helps firms understand what consumers want to purchase.

Video Clip Thin Mints, Anyone? Time The time of day, time of year, and how much time consumers feel like they have to shop affect what they buy. Reason for the Purchase The reason you are shopping also affects the amount of time you will spend shopping. Mood Have you ever felt like going on a shopping spree?

Gender, Age, and Stage of Life While demographic variables such as income, education, and marital status are important, we will look at gender, age, and stage of life and how they influence purchase decisions.

Psychological Factors Motivation Motivation is the inward drive we have to get what we need. Perception Perception is how you interpret the world around you and make sense of it in your brain. Learning Learning refers to the process by which consumers change their behavior after they gain information or experience.

Societal Factors Situational factors, personal factors, and psychological factors influence what you buy, but only on a temporary basis. Culture Culture refers to the shared beliefs, customs, behaviors, and attitudes that characterize a society. Subcultures A subculture is a group of people within a culture who are different from the dominant culture but have something in common with one another such as common interests, vocations or jobs, religions, ethnic backgrounds, and geographic locations.

Social Class A social class is a group of people who have the same social, economic, or educational status in society 5. Reference Groups and Opinion Leaders Reference groups are groups social groups, work groups, family, or close friends a consumer identifies with and may want to join. Key Takeaway Situational influences are temporary conditions that affect how buyers behave. Companies try to make the physical factors in which consumers shop as favorable as possible. Your personality describes your disposition as other people see it.

Market researchers believe people buy products to enhance how they feel about themselves. Your gender also affects what you buy and how you shop. Women shop differently than men. Younger men and women are beginning to shop more alike. People buy different things based on their ages and life stages. To further understand consumers and connect with them, companies have begun looking more closely at their lifestyles what they do, how they spend their time, what their priorities and values are, and how they see the world.

Psychologist Abraham Maslow theorized that people have to fulfill their basic needs—like the need for food, water, and sleep—before they can begin fulfilling higher-level needs. To be sure their advertising messages get through to you, companies often resort to repetition. Shocking advertising and product placement are two other methods. Learning is the process by which consumers change their behavior after they gain information about or experience with a product.

Attitudes tend to be enduring and are often difficult for companies to change. Culture prescribes the way in which you should live and affects the things you purchase. A subculture is a group of people within a culture who are different from the dominant culture but have something in common with one another—common interests, vocations or jobs, religions, ethnic backgrounds, sexual orientations, and so forth.

Reference groups are groups that a consumer identifies with and wants to join. Describe how buying patterns and purchase decisions may vary by age, gender, and stage of life. How does the process of perception work and how can companies use it to their advantage in their marketing? How do subcultures differ from cultures? Can you belong to more than one culture or subculture? How are companies trying to reach opinion leaders?

Share via Email Tweet. How People Make Buying Decisions 3. Business Buying Behavior 4. Market Segmenting, Targeting, and Positioning 5. Developing and Managing Offerings 7. To meet the growing demand for luxury goods, Ferrari and other luxury car makers have been forced to modify their production processes for Asian markets.

Subcultures may be based on age, geographic, religious, racial, and ethnic differences. More often, however, a subculture occurs when people with shared interests form a loose-knit group with a distinctive identity sometimes called consumer tribes. Members of subcultures are self-selected, and signal their membership status by adopting symbols, rituals or behaviours that are widely understood by other members of the tribe e.

For example, within youth culture it is possible to identify a number of sub-groups with common interests such as skaters and bladers, surfers, ravers, punks, skin-heads, Goths, homies and others.

A different type of subculture is a consumption subculture which is based on a shared commitment to a common brand or product.

In other words, consumption subcultures cut across demographic, geographic and social boundaries. The most well-known example of a consumption subculture is that of Harley-Davidson motorcycle owners. Ethnographic researchers who have studied Harley riders believe that there are only two types of motor cyclists; namely Harley owners and the rest. Subcultures are important to marketers for several reasons. Secondly, and perhaps less obviously, many new fads and fashions emerge spontaneously from within these tribal groups.

Trend-spotters are accordingly interested in studying the lifestyles and activities of tribes in an effort to spot new trends before they go mainstream. Social class refers to relatively homogenous divisions in a society, typically based on socio-economic variables such as educational attainment, income and occupation. Social class can be very difficult to define and measure, however marketers around the world tend to use a conventional classification which divides any given population into five socio-economic quintiles e.

AB socio-economic segments are of particular interest to marketers of luxury goods and services such as travel, dining-out, entertainment, luxury cars, investment or wealth management services, up-market consumer electronics and designer labels e. A reference group is defined as "a group whose presumed perspectives or values are being used by an individual as the basis for his or her judgment, opinions, and actions.

The literature identifies five broad types of reference group; primary, secondary, aspirational, dissociative and formal:. Opinion Leaders can act like reference groups in that they exert considerable social influence because of their product knowledge, expertise and credibility. In the marketing literature, opinion leaders are also known as influencers, mavens and even hubs.

Typically, opinion leaders have high levels of involvement with the product category, are heavy users of the category and tend to be early adopters of new technologies within the category.

In order to leverage the value of opinion leaders in marketing strategies, it is important to be able to identify the unique opinion leaders for each category or situation and this can be very challenging. Some techniques that can be used are through key informants, socio-metric techniques and self-questionnaires.

Marketers of cosmetics and skincare preparations regularly provide fashion editors with free samples in the hope that their products will be mentioned in fashion magazines. The family has a great impact on the individual because he learn from his young age how to act as a conscious consumer by acquiring the skills, values and trends of his family environment. As the family plays an important role in the consuming process and affects the behavior of its purchasing members, those interested in marketing should design the advertisements to suit this role.

The role of the husband and wife in the purchasing decisions can be categorized into three types: The goods are purchased by a decision of the wife only.

Children play an important role in the family's purchasing processes but their role varies according to the age of the child. Older children tend to consume higher-priced goods such as computers, bedrooms, trips, etc. Situation determinants play an important role in influencing the behavior of the consumer and are factors independent of the individual and its characteristics, and related to the place and time of purchase or consumption, and know that it "The temporal and spatial conditions surrounding the purchasing and consumer position that temporarily affect the behavior of the individual without having to do with his or her personal characteristics or the elements of the marketing mix".

These effects fall into two sets of factors: A number of theorists have argued that certain fundamental decision-making styles can be identified. Based on these factors, the authors developed a typology of eight distinct decision-making styles: The Consumer Styles Inventory CSI has been extensively tested and retested in a wide variety of countries and purchasing contexts.

In addition to understanding the purchasing decision, marketers are interested a number of different aspects of consumer behaviour that occur before, during and after making a purchase choice. Areas of particular interest include: The consumer's perceptions of risk are a major consideration in the pre-purchase stage of the purchasing decision. Perceived risk is defined as "the consumer's perceptions of the uncertainty and adverse consequences of engaging in an activity".

The marketing literature identifies many different types of risk, of which five are the most frequently cited: If a consumer perceives a purchase to be risky, he or she will engage in strategies to reduce the perceived risk until it is within their tolerance levels or, if they are unable to do so, withdraw from the purchase.

Services marketers have argued that risk perception is higher for services because they lack the search attributes of products i. Experience goods, such as restaurants and clubs, can only be evaluated with certainty after purchase or consumption. In the case of credence goods, such as many professional services, the consumer finds it difficult to fully appreciate the quality of the goods even after purchase and consumption has occurred.

Difficulties evaluating quality after consumption may arise because the cost of obtaining information is prohibitive, or because the consumer lacks the requisite skills and knowledge to undertake such evaluations. Typical risk-reduction strategies used include: Within consumer behaviour, a particular area of interest is the study of how innovative new products, services, ideas or technologies spread through groups.

Insights about how innovations are diffused i. In addition, diffusion models provide benchmarks against which new product introductions can be tracked. A sizeable body of literature has been devoted to the diffusion of innovation.

However, the exact shape and timing of curves varies in different product markets such that some innovations are diffused relatively quickly, while others can take many years to achieve broad market acceptance. The diffusion model developed by Everett Rogers is widely used in consumer marketing because it segments consumers into five groups, based on their rate of new product adoption.

An innovation is any new idea, object or process that is perceived as new by members of the social system. Communication channels are the means by which information about the innovation is transmitted to members of the social system and may include mass media, digital media and personal communications between members of the social system.

Time refers to the rate at which the innovation is picked up by the members of the social system. A number of factors contribute to the rate at which innovations are diffused through a social community. Innovations with some or all of these factors are more likely to be adopted quickly. Accordingly, marketing communications may stress the innovation's relative benefits over other solutions to the consumer's problem.

Marketing messages may also focus on compatibility and observability. Marketers can also facilitate adoption by offering limited scale trial e. Studies have shown that the diffusion rate for many new technologies is speeding up. For example, it took decades for the telephone to achieve 50 percent penetration rates beginning in around , but it took less than five years for cellphones to achieve the same penetration rates. In order to explain the increasing pace of adoption, some have pointed to supply-side issues such as reduced barriers to entry and lower costs of innovation, [] [] while others have argued that consumers drive adoption rates because they place a high value on the convenience of new innovations.

Brand-switching occurs when a consumer chooses to purchase a brand that is different to the regular or customary brand purchased. Consumers switch brands for a variety of reasons including that the store did not have the regular brand or the consumer's desire for variety or novelty in brand choice. In the fast moving consumer goods market FMCG , the incidence of switching is relatively high. A great deal of marketing activity is targeted at brand-switchers.

Marketers are particularly interested in understanding the factors that lead to brand-switching. The concept of switching costs also known as switching barriers is pertinent to the understanding of brand switching. Switching costs refer to the costs incurred by a consumer when he or she switches from one supplier to another or from one brand to another.

Although switching costs are often monetary, the concept can also refer to psychological costs such as time, effort and inconvenience incurred as a result of switching. When switching costs are relatively low, as in the case of many fast moving consumer goods FMCG , the incidence of brand switching tends to be higher.

An example of switching that includes both monetary and psychological costs is when Android or Apple users wish to switch to a different platform, they would need to sacrifice their data, including purchased music tracks, apps or media and may also need to learn new routines to become an efficient user. Channel-switching not to be confused with zapping or channel surfing on TV is the action of consumers switching to a different purchasing environment or distribution channel to purchase goods, such as switching from brick-and-mortar stores to online catalogues, or the internet.

For instance, in Australia and New Zealand, following a relaxation of laws prohibiting supermarkets from selling therapeutic goods, consumers are gradually switching away from pharmacies and towards supermarkets for the purchase of minor analgesics, cough and cold preparations and complementary medicines such as vitamins and herbal remedies.

For the consumer, channel switching offers a more diverse shopping experience. However, marketers need to be alert to channel switching because of its potential to erode market share. Evidence of channel switching can suggest that disruptive forces are at play, and that consumer behaviour is undergoing fundamental changes. A consumer may be prompted to switch channels when the product or service can be found cheaper, when superior models become available, when a wider range is offered, or simply because it is more convenient to shop through a different channel e.

Impulse purchases are unplanned purchases. Recent research carried out by Nielsen International suggests that about 72 percent of FMCG purchases are planned, but that 28 percent of supermarket purchases are unplanned or impulse purchases. Retailers use insights from this type of research to design stores in ways that maximise opportunities for impulse-buying. Research suggests that affect plays an important role in underlying attitudes, as well as shaping evaluation and decision-making.

Consumer researchers have noted the difficulties separating the concepts of affect, emotions, feelings and mood. The line between emotions and mood is difficult to draw and consumer researchers often use the concepts interchangeably.

Studies have found that people in a positive mood are more efficient at information search activities. That, is they are more efficient at processing information, are able to integrate information by identifying useful relationships and arrive at creative solutions to problems.

Due to their efficiency processing information, those who are in a positive mood are generally quicker to make decisions and easier to please. Research consistently shows that people in a positive mood are more likely to evaluate information positively. Affect may play an important role in impulse-buying decisions. Research suggests that consumers place higher weightings on immediate affective rewards and punishments, while delayed rewards receive less weighting. This occurs because the immediate emotional gain is a strong driver, and one that consumers can readily visualise whereas the more distant goal lacks sufficient strength to drive choice.

Customers who are in a bad mood are more difficult to please. They are slower to process information and consequently take longer to make decisions.

They tend to be more argumentative and are more likely to complain. The relationship between affect and customer satisfaction is an area that has received considerable academic attention, especially in the services marketing literature.

In a meta-analysis of the empirical evidence, carried out in , Szymanski et al. Emotions elicited during consumption are proposed to leave affective traces in memory, traces that are available for consumers to access and integrate into their satisfaction assessments.

Another [] meta-analysis finds: In addition, these variables are all significant predictors of brand loyalty. A third [] meta-analysis, from elaborates on the concept of brand personality bp: Second, the study finds that the effects of BP are stronger for mature brands than for brands in the early life cycle stages. Third, sincerity and competence have the strongest influence on brand success variables e.

Emotion can play an important role in advertising. In advertising, it is common to identify advertising with two different approaches to persuasion: Neuro-imaging studies suggest that when evaluating brands, consumers primarily use emotions personal feelings and experiences rather than information brand attributes, features, and facts.

It is relatively widely accepted that emotional responses require fewer processing resources i. Thus, by definition, loyalty has both an attitudinal component and a behavioural component.

Dick and Basu proposed four types of loyalty based on relative attitude and patronage behaviour: Loyalty marketing programs are built on the insight that it costs times more to acquire a new customer than to retain an existing customer. Broadly there are two types of program: In a Reward Program , the customer accumulates points for each purchase, and the points can subsequently be exchanged for goods or services.

Whereas reward programs are motivated by the consumer's desire for material possessions, recognition programs are motivated by the consumer's need for esteem, recognition and status. Many commercial loyalty programs are hybrid schemes, combining elements of both reward and recognition. In addition, not all reward programs are designed to encourage loyalty. Certain reward programs are designed to encourage other types of positive customer behaviour such as the provision of referrals or providing positive word-of-mouth WOM recommendations.

Loyalty marketing can involve the use of databases and sophisticated software to analyse and profile customer loyalty segments with a view to identifying the most desirable segments, setting goals for each segment and ultimately attempting to increase the size of the loyal customer base. Customer citizenship behaviour refers to actions that are not part of the customer's normal behaviour, that are of a voluntary or discretionary in nature and which are thoughtful, considerate and helpful.

Citizenship behaviour often requires some type of sacrifice on the part of customers. It also has the potential to improve service quality. The service marketing literature identifies a number of distinct types of citizenship behaviour: Traditional models of consumer behaviour were developed by scholars such as Fishbein and Ajzen [] and Howard and Sheth [] in the s and 70s.

More recently, Shun and Yunjie have argued that online consumer behaviour is different to offline behaviour and as a consequence requires new theories or models. Research has identified two types of consumer value in purchasing, namely product value and shopping value. Product value is likely to be similar for both online and offline shoppers.

However, the shopping experience will be substantially different for online shoppers. In an offline shopping environment, consumers derive satisfaction from being within the physical store environment or retail landscape hedonic motivations. In the case of online purchasing, shoppers derive satisfaction from their ability to navigate a website and the convenience of online searching which allows them to compare prices and 'shop around' with minimal time commitment.

Thus the online consumer is motivated by more utilitarian factors. Consumers may use online platforms for various stages of the purchase decision. Some consumers use online sources simply to acquire information about planned purchases. Others use online for making the actual purchase.

In yet other situations, consumers may use online platforms to engage in post purchase behaviours such as staying connected with a brand by joining a brand community or by becoming a brand advocate by posting a product review or providing brand referrals vis social media. A particular problem that some e-commerce providers have encountered is that consumers who seek information online, turn to bricks and mortar retailers for the actual purchase.

Marketers have segmented consumer markets into different kinds of online behaviour in accordance with their behavioural characteristics online. Lewis and Lewis identified five segments based on the way that consumers use the Internet in the purchase decision process: Wendy Moe [] argues that in the offline environment, consumers who are shopping in stores can be easily classified by experienced sales employees only by watching their shopping behaviours.

These sales will approach them initiatively because they knew they look like the kind of consumers who are really seeking something to purchase, while other "hanging around" shoppers will generally be ignored by the experienced sales. Such classification may not appear online, but Moe and Fader [] argued that by it is feasible to predict practical buying, surfing and searching action online by investigating click patterns and repetition of visit within online behaviour.

In addition, a report of E-consultancy about "benchmarking of user experience" outlined three kinds of online consuming behaviour as a valuable classification for the research of design of web pages to better serve different kinds of consuming behaviour.

The three categories are: As the preceding table shows, the first row indicates the process of a consumer buying a new product, while the second and third row illustrates the positive influences the Internet could have on buying process by creating effective communications with online consumers.

For example, suppose a consumer carelessly see an advertisement about laptops on Wechat , a popular Chinese social media developed by Tecent. He begins to feel that his laptop is a bit out of date and want to buy a new one, which the outcome of good advertisement placed on the daily Internet tool.

He doesn't know anything about how to buy a new one as business change so fast today, so he search on Google to find out the answer. On the result page, what he finds out is the promotional ads which mainly come from JD. Com two main Chinese competitors of online retailer at this field.

As always, he used to prefer JD. After careful selection, he makes his order through payment of Wechat , which was placed inside of JD. To gain insights into consumer behaviour, researchers uses the standard battery of market research methods such as surveys, depth interviews and focus groups.

Increasingly, researchers are turning to newer methodologies and technologies in an effort to seek deeper understandings of why consumers behave in certain ways.

These newer methods include ethnographic research also known as participant observation and neuroscience as well as experimental lab designs. In addition, researchers often turn to separate disciplines for insights with potential to inform the study of consumer behaviour. For instance, behavioural economics is adding fresh, new insights into certain aspects of consumer behaviour.

Ethnographic research or ethnography has its origins in anthropology. However, marketers use ethnographic research to study the consumer in terms of cultural trends, lifestyle factors, attitudes and the way that social context influences product selection, consumption and usage. Ethnographic research, also called participant observation , attempts to study consumer behaviour in natural settings rather than in artificial environment such as labs.

Different types of ethnographic research are used in marketing including; []. Trendspotters such as Faith Popcorn 's BrainReserve make extensive use of ethnographic research to spot emergent trends. Consumer neuroscience also known as neuromarketing refers to the commercial use of neuroscience when applied to the investigation of marketing problems and consumer research.

Some researchers have argued that the term consumer neuroscience is preferred over neuromarketing or other alternatives. Consumer neuroscience employs sophisticated bio-metric sensors, such as electroencephalography EEG , functional magnetic resonance imaging fMRI and eye tracking , [] to study the ways that consumers respond to specific stimuli such as product displays, brands, packaging information or other marketing signals.

Consumer neuroscience has become a mainstream component of consumer research methods. International market research company, Nielsen Research, has recently added neuromarketing to its services by acquiring Innerscope, a company specialising in neuromarketing research thus enabling Nielsen to add neuromarketing research to the suite of services available to clients.

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Conceptualisation and measurement of optimal consumer decision making.


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Consumer buying behavior is the mix of a consumer's attitudes, preferences, and decision-making process when the consumer is acting in the marketplace to buy a good or service. The standard behavioral model of consumer purchase decision making is problem identification, information search, evaluation, purchase, and post-purchase .

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Consumer Buying Behavior refers to the buying behavior of the ultimate consumer. A firm needs to analyze buying behavior for: Buyers reactions to a firms marketing strategy has a great impact on the firms success.

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Definition of consumer buying behavior: The process by which individuals search for, select, purchase, use, and dispose of goods and services, in satisfaction of their needs and wants. See also consumer decision making. Factors That Influence Consumers’ Buying Behavior. Previous. Next. By studying customer’s loyalty cards, the French hypermarket Carrefour hoped to find ways to get its customers to purchase nonfood items that have higher profit margins. Factors That Influence Consumers’ Buying Behavior by University of Minnesota is.

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Consumer behavior is the study of how people make decisions about what they buy, want, need, or act in regards to a product, service, or company. It is critical to understand consumer behavior to.