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Determinants or factors of buying behavior Cultural Factors 1 culture 2 Subculture 3 Social class Psycholo gical factors 1 Motivation 2 Perception 3 Learning.

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Presentation on theme: "Determinants or factors of buying behavior Cultural Factors 1 culture 2 Subculture 3 Social class Psycholo gical factors 1 Motivation 2 Perception 3 Learning."— Presentation transcript:

1 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

2 MCQ’ s Cultural Factors are 1 Culture, Subculture and system class 2 Culture, Subculture and Service class 3 Culture, Subculture and Social class

3 True and false Cultural Factors 1 culture 2 Subculture 3 Social class True or False……

4 Determinants or factors of buying behavior Question What are the Cultural Factors ?

5 MCQ ‘ s Social factors are 1) Reference group, Family and Role & status 2) community group, Family and Role & status

6 True and False Social factors are Reference group, Friends and Role & status True and False………..

7 Determinants or factors of buying behavior Question What are the Social factors

8 MCQ’ s Personal factors are 1Age & ages of life cycle, Occupation, Economics Circumstances, Life style, Non Personal and Non self concept 2Age & ages of life cycle, Occupation, Economics Circumstances, Life style, Personal and self concept 3Age & ages of life cycle, construction, Economics Circumstances, Life style, Personal and self concept

9 True and false Personal factors are Age & ages of life cycle, Occupation, Economics Circumstances, Life style, Personal and self concept True or False…..

10 Determinants or factors of buying behavior Question What are the Personal factors

11 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.

12 Leisure time – culture More people seeking more ways to increase leisure time to spend on holidays and sports

13 Leisure time – culture More people seeking more ways to increase leisure time to spend on holidays and sports: True false

14 Health Conscious-culture People are becoming more health conscious and more involved in exercise and eating lighter food

15 Health Conscious-culture People are becoming more health un- conscious and more involved in exercise and eating higher food True and false

16 Informality-culture People are adapting a more relaxed and informal life style. Such as in clothing, furnishing and entertaining

17 Informality-culture People are adapting a more tough and formal life style. Such as in clothing, furnishing and entertaining True and false………..

18 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.

19 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…………

20 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

21 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.

22 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 CategoryIn the purchase of the product Husband dominantAuto, TV., computer, Wife dominantWashing machines, kitchens appliances, home appliances Equal participationHousing, recreation activity, outside entertainment

23 Family - Social Factors Under family Husband is dominant in the purchase of Auto, TV, Kitchen True and false………..

24 Family - Social Factors Under family wife is dominant in the purchase of washing machines, kitchens appliances, home appliances True and false…………

25 Family - Social Factors Under equal participation regarding wife and husband following things are included housing, recreation activity, outside entertainment True and false…………

26 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

27 Personal factors Consumer purchase decision also influenced by personal characteristics namely the buyer age and stage of life cycle, occupation etc.

28 Age and stage of life Cycle People’s choice of goods and services changes over their lifetime.

29 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.

30 Economic Circumstances A person’s economic circumstances consist of his sources of income, amount of income, Liabilities, assets, savings

31 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

32 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.

33 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

34 Psychological factors Perception Perception is the process of selection, organizing and interpreting to event happing in the environment

35 Psychological factors Learning: Believe and attitude

36 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


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