These products save labour and time. This makes buying motive extremely important in business. For instance, Hero Honda bikes are preferred by the people because of the economy or saving in the operating cost, i. The rich rural consumers may think twice to spend on luxuries despite having sufficient funds, whereas the urban consumers may even take bank loans to buy luxury items such as cars and household appliances. Need Recognition: The buying process starts with need recognition. Decider: The decider is a person who ultimately determines any part or whole of the buying decision, i. Motive is the driving force behind to purchase the goods.
Psychological factors: Among the factors factors influencing consumer behavior, psychological factors can be divided into 4 categories: motivation, perception, learning as well as beliefs and attitudes. Motivation is whether the people in the work environment have enough incentive to do their jobs. In business, a prospect who feels they are losing their market share or losing out on new opportunities may be motivated by fear of loss. The more a person buys the goods and services, the higher is the standard of living. It may have seemed fair from our prospective, but it was a reality to the prospect and it had to be overcome.
In business, keep in mind security in choosing the source of a source of a purchase is important. A buying motive is the reason why the customer purchase the goods. Motives are voluntary made such that a particular stimulus will take place where as instincts are involuntary and generally inborn quality of a person. It will not be out of the place here to mention the advertisement by Onida T. The needs and desires of customers and their buying behavior should be properly discussed. Motive is the driving force behind to purchase the goods.
To recognize this psychological attitude of customers, the salesman requires self-knowledge and empathy. Meaning and Definition: Consumer behaviour is the study of how individual customers, groups or organizations select, buy, use, and dispose ideas, goods, and services to satisfy their needs and wants. The marketer can arrange cues to conform better to the natural rhythms and timing of need arousal. They are always careful about their dignity and status. The pride of caring and providing special things for those who are important to us is a result of deep-seated emotions. Psychology plays an important part of the salesmanship. The survivability of kirana stores in India is due to the fact of convenience and low price buying motives.
Emotional Product Buying Motives The consumer at times, is driven by emotions while buying certain products. The evaluation stage represents the stage of mental trial of the product. Many customers buy a particular thing because of habit, i. A husband may buy saris and cosmetics for his wife due to the love and affection. His decision to support a store is not the outcome of reasoning and judgment. Rational motives are based on reasoning or judgment. It refers to the actions of the consumers in the marketplace and the underlying motives for those actions.
If you think about it a little, there really is no magic involved. Advertising reinforces their market position to the broader public. The more you understand your company, the market you serve, the market segment of the prospect and their potential customers and reflect that knowledge with credibility and confidence, the stronger position you are in to satisfy questions in the mind of the prospect. Influencer: Influencer is a person who explicitly or implicitly has some influence on the final buying decision of others. Wide choice: Wide choice of goods offered by a shop is one of the rational considerations making the buyers patronise a particular shop. Subcultures are groups of people who share the same values based on a common experience or a similar lifestyle in general. Traditional or questionnaire technique: A questionnaire is prepared by the marketer with the help of psychologists under this technique.
There is nothing wrong when a scholar is proud of his scholarship or an artist of his talents. Product buying motives may be sub-divided into two groups, viz. If a restaurant gives everyone food poisoning for a night, those patrons will not be coming back. The recognition of need will activate her to search for any washing aid and it will result in some decision. In the battle between nature and nurture, nurture is the most likely to win when it comes to consumer behavior. They purchase the goods through proper testing, comparing and observing the goods on the basis of price, quality, durability etc.
Engaging in an action out of this mot … ive will create a negative experience in the world. These differences have given rise to a variety of products being produced. In retrospect, that motivational factors cannot always be reduced to a single rational motive of material interest or net income has been recognized by sociologists as well as some economists, contrary to the economic approach that performs this reduction and thus makes exploring these factors seem tautological. The bottlers then sell, distribute and merchandise Coca-Cola to retail stores and vending machines. Motive and instincts are completely different keywords. Times, of course, have changed but you must be aware of brand preference as a form of safety. In business, keep in mind security in choosing the source of a purchase is important.
If one likes strong aroma, another likes a very light one, if one likes a white car, another likes black. At an organizational level, the convenience of dealing with your company can be seen as having you being a responsive representative. Customers prefer to buy those goods which are easily available near their home or locality. There are around six kinds of emotional patronage buying motives: ambience of shop, showcase of products, recommendations by others, prestige, habit, imitation. Usually, people would like to purchase their requirements from a shop where they get courteous treatment. For more philosophical discussion along these lines, you could contact julieannashcraft yahoo. But is generally observed common consumption trends among the members of a same group.