Determinants or factors of buying behavior
Cultural Factors
1 culture 2 Subculture 3 Social class
Psycholo gical
factors
1 Motivation 2 Perception 3 Learning 4 Belief and attitude
Personal factors
1 Age & ages of life cycle
2 Occupation 3 Economics Circumstances 3 Life style
4 Personal and self concept
Social factors
1 Reference group 2 Family
Role & status
MCQ’ s
Cultural Factors are
1 Culture, Subculture and system class 2 Culture, Subculture and Service class 3 Culture, Subculture and Social class
True and false
Cultural Factors
1 culture
2 Subculture 3 Social class
True or False……
Determinants or factors of buying behavior
• Question
• What are the Cultural Factors ?
MCQ ‘ s
Social factors are
1) Reference group, Family and Role & status 2) community group, Family and Role & status
True and False
• Social factors are
• Reference group, Friends and Role & status
True and False………..
Determinants or factors of buying behavior
• Question
• What are the Social factors
MCQ’ s
Personal factors are
1 Age & ages of life cycle, Occupation , Economics Circumstances, Life style, Non Personal and Non self concept
2 Age & ages of life cycle, Occupation , Economics Circumstances, Life style, Personal and self concept
3 Age & ages of life cycle, construction , Economics Circumstances, Life style, Personal and self concept
True and false
Personal factors are
Age & ages of life cycle, Occupation , Economics Circumstances, Life style, Personal and self concept
True or False…..
Determinants or factors of buying behavior
Question
What are the Personal factors
Culture
• Culture is most basic fundamental determinant of a person wants and behavior.
• Where the young boy is brought up in society where the modern technology used. The young boy will be comfortable with using camera,
laptop, etc.
• Marketers always trying to see if there is a
cultural shift and develops products accordingly .
• Some of the important cultural shifts are: Leisure time, health conscious and informality.
Leisure time – culture
• More people seeking more ways to
increase leisure time to spend on holidays and sports
Leisure time – culture
• More people seeking more ways to
increase leisure time to spend on holidays and sports:
• True false---
Health Conscious-culture
• People are becoming more health
conscious and more involved in exercise and eating lighter food
Health Conscious-culture
• People are becoming more health un-
conscious and more involved in exercise and eating higher food
• True and false
Informality-culture
• People are adapting a more relaxed and informal life style. Such as in clothing,
furnishing and entertaining
Informality-culture
• People are adapting a more tough and formal life style. Such as in clothing,
furnishing and entertaining
• True and false………..
Subculture - Culture
• Within a culture there might be group of people practicing or following different customs and tradition either based on religion, geography, cast, sex etc.
Subculture - Culture
• Within a culture there might be group of people practicing or following different customs and tradition either based on religion, geography, cast, sex etc.
• True and false…………
Social Class- Culture
• Social class may be divided based on the status or caste. For example
• blue collar, white collar
• Lower upper middle
Buying behavior varies with each class
Reference Group - Social Factors
• A person’s reference group are those
groups that have a direct (face to face) or indirect influence on the person’s attitude or behavior.
• Group have direct influence include family, friend neighbor etc.
• Indirect such as the football player etc.
Family - Social Factors
• Members of the buyer’s family can exercise strong
influence on buyer behavior. In some cases wife is more influential on
purchase than husband
Category In the purchase of the product
Husband dominant Auto, TV., computer,
Wife dominant Washing machines, kitchens
appliances, home appliances
Equal participation Housing, recreation activity, outside entertainment
Family - Social Factors
Under family Husband is dominant in the purchase of Auto, TV, Kitchen
True and false………..
Family - Social Factors
Under family wife is dominant in the
purchase of washing machines, kitchens appliances, home appliances
True and false…………
Family - Social Factors
Under equal participation regarding wife and husband following things
are included housing, recreation activity, outside entertainment
True and false…………
Role and Status
• A person have many roles in life such as group – family, clubs, organizations, etc.
For example: Mr. Ahmed is a marketing executive in a firm and is planning to purchase a car with his parents. Ahmed plays a role of son in his family.
He plays role of husband and father for his kids.
Each of Mr. Ahmed role influence by some of her buying behavior.
Each role will reflect a status accorded to the status in the society.
As Marketing executive Ahmed will buy the kind of clothes that adds dignity to her role and status.
But in the role of son, husband and father Ahmed may refer to wear informal clothes. People often choose product to communicate their status in society
Personal factors
• Consumer purchase decision also
influenced by personal characteristics namely the buyer age and stage of life cycle, occupation etc.
Age and stage of life Cycle
• People’s choice of goods and services changes over their lifetime.
Occupation
• A person occupation has direct effect on his choice o goods and
• Such as a labor will purchase product which is economic where as a general manager will purchase expensive.
Economic Circumstances
• A person’s economic circumstances
consist of his sources of income, amount of income, Liabilities, assets, savings
Life Style
• A person’s life style refers to the person’s pattern of living expanses through his
activities, interest and opinions
• ِA marketing person spend all his money in purchasing clothes
Personality and Self Concept
• Each person got distinctive personality which will influence his buying behavior
• Self Concept
• It refers to the person’s image of himself or self image. Each person carries a self image of himself and will purchase goods or services that matches the self image.
Psychological factors
Motivation
Can be said to be inner drive that is sufficiently pressing and directs the person to seek satisfaction of the need.
Ahmed need is to get a car. He now works 6 days a week to earn more and more money.
So he is motivated to satisfy his need
Psychological factors
• Perception
Perception is the process of selection,
organizing and interpreting to event happing in the environment
Psychological factors
• Learning:
• Believe and attitude
Baby Boomer Market
Baby boomer market refers to the age
between early twenties to the early forties.
The baby boomer can be further divided as under:
Young baby boomers: are between the age 20 to 29 years of age
Older baby boomers: are between the age 30 and 40 years of age
