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Understanding Buyer Behavior Factors

The document discusses the various factors that influence a buyer's decision-making process, including marketing stimuli, buyer characteristics, and the buyer's cultural, social, personal, and psychological factors. It outlines the buyer's decision process from problem recognition through post-purchase behavior. Cultural factors include culture, subculture, and social class. Social factors are reference groups, family, and roles/statuses. Personal factors consist of age/life cycle, occupation/economics, lifestyles, and personality. Psychological factors are motivation, perception, learning, and beliefs/attitudes.

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Avayant Kumar Singh
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© Attribution Non-Commercial (BY-NC)
We take content rights seriously. If you suspect this is your content, claim it here.
6 views10 pages

Understanding Buyer Behavior Factors

The document discusses the various factors that influence a buyer's decision-making process, including marketing stimuli, buyer characteristics, and the buyer's cultural, social, personal, and psychological factors. It outlines the buyer's decision process from problem recognition through post-purchase behavior. Cultural factors include culture, subculture, and social class. Social factors are reference groups, family, and roles/statuses. Personal factors consist of age/life cycle, occupation/economics, lifestyles, and personality. Psychological factors are motivation, perception, learning, and beliefs/attitudes.

Uploaded by

Avayant Kumar Singh
Copyright
© Attribution Non-Commercial (BY-NC)
We take content rights seriously. If you suspect this is your content, claim it here.

To live a creative life, one must

loose the fear of being wrong.


Marketing Other stimuli Buyer’s Buyer’s decision process
stimuli characteristics
Product Economic Cultural Problem recognition
Price Technological Social Information search
Place Political Personal Evaluation of alternatives
Promotion Cultural psychological Purchase decision
Post purchase behavior

Buyer’s
decisions
Product choice
Brand choice
Dealer choice
Time choice
Amount choice
Cultural factors
• Culture
• subculture
• Social class
Social factors
• Reference groups
• Family
• Roles and statuses
Personal factors

• Age and stage in life cycle


• Occupation and economic circumstances
• Lifestyles
• Personality and self concept
Psychological factors
• Motivation
• Perception
• Learning
• Beliefs and attitudes
Back
Back

Social class
Upper upper
Upper class Lower upper

Upper middle
Middle class Middle middle
Lower middle

Lower class Upper lower


Lower lower
Back
Reference groups

Membership Disclaimant
Member group group

Aspiration Avoidance
Not a member group group

Wants membership Does not want membership

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