Customer buying behavior

When switching costs are relatively low, as in the case of many fast moving consumer goods (FMCG), the incidence of brand switching tends to be higher.However, the exact shape and timing of curves varies in different product markets such that some innovations are diffused relatively quickly, while others can take many years to achieve broad market acceptance.

5 steps in consumer buying behavior - What is buying behavior?

Consumers typically use most of their resources (time, energy and finances) attempting to satisfy these lower order needs before the higher order needs of belonging, esteem and self-actualization become meaningful.He begins to feel that his laptop is a bit out of date and want to buy a new one, which the outcome of good advertisement placed on the daily Internet tool.

Stefflre, V. (1968). Market Structure Studies: New products for old markets and new markets (foreign) for old products.The first stage of the purchase decision process begins with problem recognition (also known as category need or need arousal).Online product reviews or consumer-generated testimonials: Reading about the experiences of other consumers (e.g. TripAdvisor, Amazon customer reviews).They are more likely to click through the web pages and have more willing to interact with the online advertisement designed by online marketers.This finding also suggests that even small differences in advertising copy can lead to improved outcomes.Brand-switching occurs when a consumer chooses to purchase a brand that is different to the regular or customary brand purchased.Latent loyalty occurs when situational factors over-ride strong favourable attitudes.After acquisition, consumption or disposition, consumers may feel some uncertainty in regards to the decision made, generating in some cases regret.

For example, suppose a consumer carelessly see an advertisement about laptops on Wechat, a popular Chinese social media developed by Tecent.Purchasing behaviour can also be affected by external influences, such as culture, sub-culture, social class, reference groups, family and situational determinants.

Characteristics Affecting Consumer Behavior

That, is they are more efficient at processing information, are able to integrate information by identifying useful relationships and arrive at creative solutions to problems.Multiple methodologies: combining ethnographic research methods with conventional research techniques with a view to triangulating results.

Holbrook (eds), Advances in Consumer Research, Vol. 12, Provo, UT: Association for Consumer Research, pp 492-497, Online.Abdul Brosekhan, Dr. C. Muthu Velayutham, Customer behavior study is based on consumer buying behavior, with the customer playing the three distinct roles.Consumer decision-making varies with the type of buying decision.The aim of the information search is to identify a list of options that represent realistic purchase options.As always, he used to prefer, which provides comparison in detail on brands, price, place and ways of payment and delivery.Consumers use a number of strategies to reduce post purchase dissonance.

Sensation is also part of the perception process, and it is linked direct with responses from the senses creating some reaction towards the brand name, advertising and packaging.You should try and predict the consumer buying behavior so you know exactly how much of your product to produce.For example, attributes important for evaluating a restaurant would include food quality, price, location, atmosphere, quality of service and menu selection.Consumer neuroscience (also known as neuromarketing ) refers to the commercial use of neuroscience when applied to the investigation of marketing problems and consumer research.


Ethnographic research, also called participant observation, attempts to study consumer behaviour in natural settings rather than in artificial environment such as labs.Definition of consumer buying behavior: The collective actions, including the searching, evaluation, selection, purchasing, consuming, disposing of.

Social class can be very difficult to define and measure, however marketers around the world tend to use a conventional classification which divides any given population into five socio-economic quintiles (e.g. In Australia the groups AB, C, D, E and FG, where AB is the top socio-economic quintile, but in much of Asia the quintiles are labelled I, II, III, IV and V where I is the top quintile).Factors Affecting Buying Behavior of Consumers in Unauthorized Colonies 787 4.In my last article I delved into step one,...

The most well-known example of a consumption subculture is that of Harley-Davidson motorcycle owners.Selective comprehension is where the consumer interprets information in a manner that is consistent with their own beliefs.Organizational consumers purchase for: further production, usage in operating the.These are typically expensive purchases, or purchases with high social visibility e.g. fashion, cars.

When a consumer is not satisfied with the current product or service.Those who score high on recreation-consciousness regard shopping itself as a form of enjoyment.Facilitating trial of a product may help to alleviate risk perceptions.See also: Loyalty marketing, customer retention, brand loyalty, loyalty program, and customer loyalty program.Thus the relevant evaluation attributes vary according to across different types of consumers and purchase contexts.

The buying decision process is the decision-making process used by consumers regarding market transactions before, during,.Buyers see their friends riding around in a luxury car and want to have the same as quickly as possible.Advertising and Promotional Messages: Pay closer attention to product or brand related promotion including advertising messages.The decision model assumes that purchase decisions do not occur in a vacuum.In a family unit, the adult female often makes brand choices on behalf the entire household, while children can be important influencers.Flexibility in your branding is vital to staying relevant as consumer opinions and tastes change.Throughout the entire process, the consumer engages in a series of mental evaluations of alternatives, searching for the best value.However, the shopping experience will be substantially different for online shoppers.A decision to purchase an analgesic preparation is motivated by the desire to avoid pain (negative motivation).