How Consumers Behave The Way That They Do

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.

How will a consumer decide whether to purchase a good? When a consumer purchases a good, what does this reveal?

Professor John Maule from the University of Leeds describes new research into the way that consumers choose a product.

Cultural diversity is a concept that is crucial to the basis in the understanding of consumer behaviour. It includes abstract ideas, such as individual values or ethics, and the material objects or services. As a perspective, various cultures belong to the sharing of meanings, rituals, and with the norms or traditions that are amongst society.

which lead  to  the decline  in sales for isnack 2.0. The lack of connection with consumers

These research topics on consumers buying decision making is one of the most interesting topics by different researcher and marketer before, and even still there are research going on it. Different researcher has shown different cause which related to consumers buying decision making that 's why

1. Using the tricomponent attitude model, compare the differences in attitude of consumers towards Kraft Foods versus their attitude towards Vegemite.

Consumer behaviors in the home setting continues to be unmanageable. Consumer continues to have aggressive outbursts, anger episodes, non-complaint refusing to comply with rules of the home. Per grandmother, consumer continue to be disrespect to her and to his teacher which cause him to get in school suspensions and a behavioral modification plan. Consumer behavior continue to be difficult for his grandmother to handle. Consumer feels that no one cares for him, expressing that both of his parents are dead and he has nothing to live for. Consumer stated that he was very unhappy because no one cares about him. Consumer continues to have a difficult time handling his emotions in the home setting and often takes his anger out on his grandmother.

The consumer arrives at attitudes toward different brands through some evaluation procedure. How consumers go about evaluating purchase alternatives depends on the individual consume and the specific buying situation. In some cases, consumers use careful calculations and logical thinking. At other times, the same consumers do little or no evaluating; instead they buy on impulse and rely on intuition. Sometimes consumer makes buying decisions on their own; sometimes they turn to friends, consumer guides, or salespeople for buying advice.

Consumer psychology examines the consumers influence and their perceptions, thoughts, feelings, beliefs, and how these affect their decision of buying products and services. It studies the

Everyday, every minute, and every second consumers are making decisions on whether or not they should purchase a given product. The product could be as small as a candy bar to as big as a car. The processes that flow inside the mind of a consumer when making a decision is both psychologically and economically based. So, understanding the process is central to making rationally based decisions. However, this decision is not only important to the consumer purchasing the product, it’s also of important significance to the marketers and policy makers. Reasons why making decisions can be so difficult is that the consumer is dealt with many alternatives, and with the rapid pace in technology this is making it more difficult.

The research in consumer behavior and psychology shows that the brand related information determines the probability if the customer will select a particular brand (Mitchell 100). Companies have learned to play with the psychology and emotions of consumers and have succeeded in attracting even those consumers that were not motivated by the traditional advertisements. Companies these days are focusing on the basic psychological principles to understand how to plan and execute the advertisement.

An element to consider is that the buyer is not necessarily the user of the product and may have influences from others. Some consumers are quite loyal to the same brand, making the decision quite routine. In some instances some consumers might not need to make a decision and knows exactly what they want. Other factors that can influence consumers could range from lifestyle, knowledge, attitude, personalities and even roles they play e.g. if the consumer were to buy snack food for a party they may choose a higher quality product that he would choose when selecting for themselves. Motivation also plays a major role where consumers would look at financial position, time constraints and value for money.

Consumption is a process of acquiring, using and disposing of goods and services. Emotions play a very large role in consumer behavior. This behavior and emotions are affected and created by the society and the culture in which the consumer lives. For example, an American may approach the purchase of a costly car with relatively less pressure than a person in a developing country where a car could be a high unaffordable luxury. The customer will comprehend brands, offers and the meaning of the product based on the understanding that he or she has of similar brands and their experience by analogy or by hearsay from peers and form an opinion. For example a new soft drink from Pepsi may not be very informative in its advertisement but that it is from the stable of PepsiCo makes the users of Pepsi brands take it in without much research. Such an opinion is not based mostly on the complete set of facts. Where there are many alternatives or the information is scarce the customer has to make a lot of effort or 'high effort' to reach a decision and such a situation could be a turnoff. On the other hand the customer may not be inclined to devolve deep into facts in case where the brand value is established and may make a decision on little or even sometimes no information. (Hoyer;

Theories of learning and memory are useful in the analysis of consumer behaviour. However, a distinction exists between cognitive learning theories and behavioural learning theories. Cognitive learning theories are based on the idea that learning is an intellectual process, involving such activities as selecting, sorting, analysing and information processing. According to Cadogan & Simintiras (1996), the cognitive learning approach has been applied to consumer marketing in the form of “mediationism.” Mediationism takes emotional aspects into consideration, along with cognitive aspects. As stated by Cadogan & Simintiras (1996, p. 57), “mediationism attempts to explain behaviour through internal events, such as urges, wishes, thoughts, and expectations.”