Rajesh & Mr.

Goel
Take a Home Loan
Group D
- Animesh Chouhan (2015PGP011)
- Jahnvi Jethanandani (2015PGP023)
- Shivansh Kumar (2014PGP044)
- Sweta Saroj (2014PGP137)
- Harsha Daga (2015PGP072)

Factors influencing Consumer

Behaviour

Socio-Cultural

Personal

Psychological

Mr. Rajesh

Socio-Cultural

Recently shifted to Bangalore, a fast

paced city filled with IT companies
DINK counts on his wifes opinion
Most colleagues have

Psychological

Ambitious

A somewhat conservative ambivert

Values time and money
Seeking to satisfy Ego Needs as per
Maslows hierarchy
Social Recognition
A sense of

accomplishment

owned houses

in good localities
Originally from Ahmedabad with family
engaged in trading

Personal

30 year

old software engineer in the

growth phase of his career

Belonging to Middle Income group

Believes in maintaining a affluent

Lifestyle
Makes time for sports for

leisure

Mr. Goel

Socio-Cultural

Has been living in

years
DIWK

Bangalore for 23

Most colleagues have

Psychological

Traditional mindset
Seeking Security and Stability
Risk averse
Sense of comfort
Trusts in people more than processes
and systems

owned houses

in good localities
Originally from Ahmedabad with family
engaged in trading

Personal

45 year

old man in a matured stage

of his career and planning for retirement

Belonging to Middle Income group

and seeks new source of income
Believes in a Simplistic Lifestyle

Buying Decision Process

Mr. Goel

Rajesh

Need
Recognitio
n
Strengthened
by push from
social group

Self-realized
not
influenced by
social groups

Informatio
n Search
Easy sources
are preferred
leading to
non
extensive
search

Simple and
traditional
sources are
preferred

Evaluation
of
Alternative
s

Purchase
Decision

Accessibility
and
convenience
is important

Joint decision
with Manu
and driven
by value
received

Based on
personal
relationship
and comfort
of
communiqu

Independent
decision
mainly driven
by price and
trust

The Banks They Choose : Mr.

Rajesh

Univer
sal
Bank
Reflection

Market Offerings
Not many securities are required
Home Loan executives will save
time
Variable Interest Rate
Zero Down-payment Scheme
Home Credit Scheme

Flexibility duration
Less worried about Loan
More products can be avail with
limit
same POC
Wants hassle free service
Hassle Free system
like less documentation
and faster loan approval
Already have an account
in universal hence saving
time

The Banks They Choose : Mr.

Goel

Bharat
Bank

Market Offerings

Reflection
Have a lot of time to
produce all the document
required for taking the
loan
Good relationship with
the branch manager
Money centric

Biggest and Oldest Player

Higher Limits of loan
High Availability and Reachability
Not so Push system
Lowest Interest Rate
More product oriented than
customer centric

Thank You