Presentation on theme: "Determinants or factors of buying behavior"— Presentation transcript:
1Determinants or factors of buying behavior CulturalFactors1 culture2 Subculture3 Social classSocial factors1 Reference group2 FamilyRole & statusPersonal factors1 Age & ages of lifecycle2 Occupation3 EconomicsCircumstances3 Life style4 Personal and selfconceptPsychological factors1 Motivation2 Perception3 Learning4 Belief andattitude
2MCQ’ s Cultural Factors are 1 Culture, Subculture and system class 2 Culture, Subculture and Service class3 Culture, Subculture and Social class
3True and false Cultural Factors 1 culture 2 Subculture 3 Social class True or False……
4Determinants or factors of buying behavior QuestionWhat are the Cultural Factors ?
5MCQ ‘ s Social factors are 1) Reference group, Family and Role & status2) community group, Family and Role & status
6True and False Social factors are Reference group, Friends and Role & statusTrue and False………..
7Determinants or factors of buying behavior QuestionWhat are the Social factors
8MCQ’ s Personal factors are Age & ages of life cycle, Occupation , Economics Circumstances, Life style, Non Personal and Non self conceptAge & ages of life cycle, Occupation , Economics Circumstances, Life style, Personal and self conceptAge & ages of life cycle, construction , Economics Circumstances, Life style, Personal and self concept
9True and false Personal factors are Age & ages of life cycle, Occupation , Economics Circumstances, Lifestyle, Personal and self conceptTrue or False…..
10Determinants or factors of buying behavior QuestionWhat are the Personal factors
11CultureCulture 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.
12Leisure time – cultureMore people seeking more ways to increase leisure time to spend on holidays and sports
13Leisure time – cultureMore people seeking more ways to increase leisure time to spend on holidays and sports:True false
14Health Conscious-culture People are becoming more health conscious and more involved in exercise and eating lighter food
15Health Conscious-culture People are becoming more health un-conscious and more involved in exercise and eating higher foodTrue and false
16Informality-culturePeople are adapting a more relaxed and informal life style. Such as in clothing, furnishing and entertaining
17Informality-culturePeople are adapting a more tough and formal life style. Such as in clothing, furnishing and entertainingTrue and false………..
18Subculture - CultureWithin a culture there might be group of people practicing or following different customs and tradition either based on religion, geography, cast, sex etc.
19Subculture - CultureWithin 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…………
20Social Class- CultureSocial class may be divided based on the status or caste. For exampleblue collar, white collarLower upper middleBuying behavior varies with each class
21Reference 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.
22Family - Social Factors CategoryIn the purchase of the productHusband dominantAuto, TV., computer,Wife dominantWashing machines, kitchens appliances, home appliancesEqual participationHousing, recreation activity, outside entertainmentMembers of the buyer’s family can exercise strong influence on buyer behavior. In some cases wife is more influential on purchase than husband
23Family - Social Factors Under family Husband is dominant in thepurchase of Auto, TV, KitchenTrue and false………..
24Family - Social Factors Under family wife is dominant in thepurchase of washing machines, kitchens appliances,home appliancesTrue and false…………
25Family - Social Factors Under equal participation regardingwife and husband following thingsare included housing, recreation activity, outsideentertainmentTrue and false…………
26Role and StatusA 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 toher 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
27Personal factorsConsumer purchase decision also influenced by personal characteristics namely the buyer age and stage of life cycle, occupation etc.
28Age and stage of life Cycle People’s choice of goods and services changes over their lifetime.
29OccupationA person occupation has direct effect on his choice o goods andSuch as a labor will purchase product which is economic where as a general manager will purchase expensive.
30Economic Circumstances A person’s economic circumstances consist of his sources of income, amount of income, Liabilities, assets, savings
31Life StyleA person’s life style refers to the person’s pattern of living expanses through his activities, interest and opinionsِA marketing person spend all his money in purchasing clothes
32Personality and Self Concept Each person got distinctive personality which will influence his buying behaviorSelf ConceptIt 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.
33Psychological factors MotivationCan be said to be inner drive that is sufficiently pressingand directs the person to seek satisfaction of the need.Ahmed need is to get a car. He now works 6days a week to earn more and more money.So he is motivated to satisfy his need
34Psychological factors PerceptionPerception is the process of selection,organizing and interpreting to event happing in the environment
35Psychological factors Learning:Believe and attitude
36Baby Boomer MarketBaby 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 ageOlder baby boomers: are between the age 30 and 40 years of age