Customer buying behavior

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).Difficulties evaluating quality after consumption may arise because the cost of obtaining information is prohibitive, or because the consumer lacks the requisite skills and knowledge to undertake such evaluations.Research has identified two types of consumer value in purchasing, namely product value and shopping value.

The voluminous data produced by these databases enables detailed examination of behavioural factors that contribute to customer re-purchase intentions, consumer retention, loyalty and other behavioural intentions such as the willingness to provide positive referrals, become brand advocates or engage in customer citizenship activities.Marketing 101: Complex Buying Behavior November (1) October (2).During the information search and evaluation stages, the consumer works through processes designed to arrive at a number of brands (or products) that represent viable purchase alternatives.In other words, consumption subcultures cut across demographic, geographic and social boundaries.Customers make decisions at the gut level, because buying decisions are always the result of a change in.On the result page, what he finds out is the promotional ads which mainly come from and Taobao, two main Chinese competitors of online retailer at this field.In another recent study, Millennials reported that word-of-mouth recommendations from their friends were far more influential than advertisements (which had a stronger impact with Baby Boomers).Consumer behaviour, in its broadest sense, is concerned with how consumers select and use goods and services.

Ethnographic research, also called participant observation, attempts to study consumer behaviour in natural settings rather than in artificial environment such as labs.Marketing communications: Brands, experiences and participation.For example, suppose a consumer carelessly see an advertisement about laptops on Wechat, a popular Chinese social media developed by Tecent.

We take our devices with us everywhere we go, and fill the lulls in activity throughout the day with social media, internet browsing, and online shopping.For many purchases, the consumer will follow a generic model of decision-making by going through a process to make a decision.

Purchasing behaviour is also influenced by a range of internal influences such as psychological, demographic and personality factors.Flexibility in your branding is vital to staying relevant as consumer opinions and tastes change.In practice, this means that the consideration set has assumed greater importance.Apparel companies like Abercrombie and Fitch, Louis Vuitton and Prada made billions selling their heavily-logoed merchandise.The provision of easy credit or payment terms may encourage purchase.

Whereas consumers in the US, UK and Australia expect to wait 12 months for a custom-made Ferrari, prospective Chinese buyers want to drive the vehicle off the showroom floor.The concept of switching costs (also known as switching barriers ) is pertinent to the understanding of brand switching.The fact that a consumer is aware of a brand does not necessarily mean that it is being considered as a potential purchase.Outline the major characteristics affecting consumer behavior, and list some of.Purchases that warrant greater deliberation, more extensive information search and evaluation of alternatives.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.

After evaluating the different product attributes, the consumer ranks each attribute from highly important to least important.Use proven psychology to help enhance your persuasion, influence, and marketing efforts.After careful selection, he makes his order through payment of Wechat, which was placed inside of has one of the fastest distribition channels within China and it support excellent post-purchase service to maintain its position in the market.

Consumer Buyer Behaviour Definition - Research Methodology

When a consumer needs to replenish stocks of a consumable item e.g. ran out of milk or bread.

For most purchase decisions, each of the decision roles must be performed, but not always by the same individual.These newer methods include ethnographic research (also known as participant observation) and neuroscience as well as experimental lab designs.Selective exposure occurs when consumers decide whether to be exposed to information inputs.

Demographic factors include income level, psychographics (lifestyle), age, occupation and socio-economic status.Following purchase and after experiencing the product or service, the consumer enters the final stage, namely post-purchase evaluation.For example, a person may have a preferred restaurant but may not patronize it, due to the preferences of dining companions.

Sometimes purchase intention does not translate into an actual purchase.

Consumer Buying Behaviour – A Literature Review

Performance Risk (also known as functional risk ): The idea that a product or service will not perform as intended.Shoppers inspect the quality of fresh produce at a market in Jerusalem.Physiological needs and safety needs are the so-called lower order needs.

Customer willingness to adapt to situations beyond their control.Millennials listed word-of-mouth and search engines as the two most important influences in their purchasing habits.Observed product usage: observing regular product usage at home or work, to gain insights into how products are opened, prepared, consumed, stored, disposed etc. to gain insights into the usefulness of packaging, labelling and general usage.

However, marketers use ethnographic research to study the consumer in terms of cultural trends, lifestyle factors, attitudes and the way that social context influences product selection, consumption and usage.However, when consumers faced with fewer brands (6 jams), were more likely to make a purchase with 30% going on to buy something.Known or familiar purchases, regular purchases, straight re-buys.


An example would be a consumer who always purchases petrol from the same outlet on the way to work because there are no other outlets in the vicinity.