Process of Purchase

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.

Consumer buying behavior is the study of how individuals, group and organizations select buy, use of goods and services, ideas or experiences to satisfy their needs and wants

A culture can be defined as a way of life of a group of people- their behaviors, beliefs, values that are passed along by communication and imitation from one generation to the next. It also includes the customs, arts, literature, morals/values and traditions of a particular society or group (Virginia Encyclopedia). Culture can also be considered as a way of thinking, behaving, or working that exists in places or organizations. This topic is of huge importance to our society mainly in the state of

A culture is a way of life. It can be described as a group of people who have a commonality or shared values in attitudes, customs, beliefs, ethics, and value systems (Native American Death Rituals). The main effect, or thing that makes a culture

Culture is defined as “The ideas, attitudes, customs, beliefs, values and social behaviour of a particular group of people or society that are passed on from generation to generation” (Brentnall, A., n.d.).

According to a research, the results indicate that the factors influence purchasing decision as perceived value which is directly confident relationship to purchasing. And others factors that indirectly influence purchasing decision via perceived value as quality, extrinsic attribute, intrinsic attribute, perceived sacrifice, price and place so on. By the way

Culture refers to any kind of morals, habits, norms, practices, beliefs, laws or customs acquired by man in a particular society. Culture is the set of knowledge, skills, traditions, customs, unique to a human group, to a civilization. It is transmitted socially from generation to generation and not by genetic inheritance, and largely determines individual behavior. (Arendt) Culture encompasses a very broad aspect of social life: techniques, manners, morals, lifestyle, system of values, beliefs, religious rituals, organization of the family and village communities, clothing, etc. Culture can simply be known as the way of life of certain people or area. Culture is a representation of a society with their thinking, norms, values and symbols. Culture is divided into two aspects; material culture and non-material culture.

There are approx. 5 main factors that could be used to identify and analyse, these are Cultural [subculture and social class], Social [reference groups, family, status], Personal [age, occupation, economic situation, lifestyle, personality and self-concepts], and Psychological [Motivation, Perception, beliefs and attitudes]. Cultural factors can influence buying behaviour by the different types of perceptions that channel through country to country. Top marketing countries will always spot shifts in different cultures to discover the needs of sporting kits and replica football stickers.

Buying choices are formed by four key psychological factors: motivation, perception, learning, and beliefs and attitudes.

Personal factors can affect consumer buyer behaviour. For example, factors such as age, occupation, economic situation, lifestyle and personality can all have an impact on the buyer’s purchase decisions. In this case, the buyers are in their late twenties

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

The stimulus-response model (Figure 1) (Kotler, 2008) explains how consumers respond the marketing efforts and other stimuli. For the reason that companies use various marketing activities to attract and influence the consumer’s decision process, marketing stimuli includes the 4P’s being also affected by other forces that play an important part in shaping the purchase decision. Economic, political, cultural, and technological stimuli have a huge influence besides the buyer characteristics and the decision process. Ultimately, the consumer ends up with a response to determine the product, brand, and dealer choices, besides the purchase timing and amount.

Studying the consumer buying behavior is a very complex process, as it involves not only the economic factors but also the emotional factors. However, marketers need to study the consumer behavior, as it helps them position their products better and develop effective marketing strategies. Consumer buying behavior is influenced by the culture and subculture. Habits, likes and dislikes of the people belonging to a particular culture or subculture can affect the marketing efforts of a firm largely. The social class to which the individual belongs tells about the type of products the individual prefers.

There are a lot of subjects for marketers to understand in order to get more customers purchasing their companies’ products or brands. Consumer buying behavior is one of the studies that marketers need to understand. Factors that influence consumer buying behavior can be classified into four classes which are social factor, cultural factor, personal factor and psychological factor.

The combination of these factors help the consumer in decision making further Psychological factors that as individual consumer needs, motivations, perceptions attitudes, the learning process personality characteristics are the similarities, which operate across the different types of people and influence their Behavior.