Buyer Behavior Theory Of The Pavalovian Stimulus-Response Theory

Buyer’s behavior is strongly influenced by members of their family. Personal factors can also affect the consumer behavior. Some of the important personal factors that influence the buying behavior are: lifestyle, economic situation, occupation, age, personality and self-concept. Age and life-cycle have potential impact on the consumer buying behavior. The occupation of a person has significant impact on his buying behavior. Consumer economic situation has great influence on his buying behavior. If the income and savings of a customer is high then he will purchase more expensive products. On the other hand, a person with low income and savings will purchase inexpensive products. Lifestyle of customers is another import factor affecting the consumer buying behavior. There are four important psychological factors affecting the consumer buying behavior. These are: perception, motivation, learning, beliefs and attitudes. The level of motivation also affects the buying behavior of customers. Every person has different needs such as physiological needs, biological needs, and social needs. Customer possesses specific belief and attitude towards various products. Since such beliefs and attitudes make up brand image and affect consumer buying behavior; therefore, marketers are interested in them.

Psychological Factors. A buyer’s choices are also influenced by four psychological factors, i.e. motivation, perception, learning, and beliefs and attitudes. A consumer is an individual who has different kind of needs.

Consumers behavior the study of individuals and groups and organization , processes that are used to identify and secure , use of products and services also experiences or ideas to meet the needs and the effects these

The model consumer is motivated by the desire to maximize desired satisfaction. Values are understood as prices and willingness to pay; thus the moral values such as virtue and justice is dismissed. People with something to sell whether be a product or service, any sort of promoting will be effective toward the consumer.

When making a consumer decision-making there are several influences that can affect, motivation, attitude, lifestyles, learning, and perception. A person behavior is a key point since it shows the person within their cycle. As we change daily as family our cycle changes as well. In the US, we have different socials classes, and each of them shows different values, behavior, and way of seen life in

In today’s world of various products and services, businesses aim to excel and lead the competition by marketing the most number of consumers, which is a full time endeavor of business. To survive in the market, a firm or an organization has to be constantly innovating and understand the latest consumer trends and tastes. Marketers need to understand consumer behavior because the decision-making process for consumers is anything but straight forward. Consumers’ behaviors and their purchasing patterns is a huge advantage to understanding the way customers think and the reason for their purchases. Therefore, the study of consumer behavior is important because it allows the

Consumers always make their purchasing decisions based on their motives. When discussing this question, it can be divided into different sections. Such as what is consumer behavior and purchasing decision, what is motivation and motivation process, what are rational motives and emotional motives, how rational motives and emotional motives involves when making a purchase

There is just something intriguing about how consumers think and how they decide whether to make certain purchases or not. A lot of this has to do with the way businesses market their products to buyers. There are some psychological aspects to why consumers behave the way that they do. These buyers can be swayed by factors such as the environment around them, their feeling about particular brands, how the products are advertised, key words, and the level of knowledge and understanding they possess.

Once there is the decision to consume or purchase good s or services the common factor then becomes the need for that product which is at times evaluated based on attainability and price. In many situations if consumers are not motivated by the need to purchase then the possibility lies that they will not purchase. There may be different justifications that consumers internalize when making the decision to purchase a particular product at its given price. Different decisions supports the need to purchase a product such as

Consumer behavior theory which is also called utility theory. It is the theory which focus on studying different groups of consumers’ decisions of selecting, purchasing, using, disposing various products(Solomon, Bamossy et al., 2006; Schiffman ANDKanuk 2007). According to Bray, J. P.’s (2008)article which relates to the approaches and models of consumer behavior theory, it is said that there are five theoretical approaches which would study consumer behavior theory, including economic man, psychodynamic, behaviorist, cognitive and humanistic.

The field of consumer behavior studies how consumers (individuals and groups) select, buy, use, and dispose of goods, services, ideas to satisfy their needs.

The theories of consumption have different viewpoints. Neoclassical consumer theory is the explanation of how consumers allocate incomes to the purchase of different goods and services. In other words, it is how individuals make choices given their income and the price of goods and services. This is how the neoclassical economist is able to understand tastes and how income influences the demand curve. This view is the one that all major textbooks use and the type of economics that students’ are taught. In the viewpoint of the neoclassical economist, consumers are rational decision makers. The consumer behavior is best understood by

Psychological factors affect the way consumers think and behave while making a buying decision. For example some consumers do compulsive purchases because of their mood, which often are completely irrational. According to Black, Donald W. (2007), Compulsive buying disorder (CBD) is characterized by excessive shopping cognitions and buying behavior that leads to distress or impairment.

Since consumers are always changing and purchase differently with various cultures, it is necessary for marketers to research and analyze different cultures where their customers in and how buyer behave during their shopping trip in order to effective stimulus and lead consumers to purchase, provide better service for them and sharpen the competitive edge in the market. For consumers, shopping is not only satisfy their needs, but also the important activity for satisfy their wants in nowadays.Therefore, marketers have increasingly paid more attention on different causes that most consumers’ behavior are influenced.

There are 3 types of factors influencing on consumer behavior: cultural factors, social factors, and personal factors.