Buyer behaviour

Session overview
• Consumer decision making
• Buying motives
• Types of buyers
• Factors affecting buying decisions
• Types of buying decisions
• Stages in buying process
Buyer – A Riddle
• Buying motives – Why they buy
• Buying places- Where they buy
• Buying habits- How they buy
• Decision making
• Post purchase behaviour
Consumer buying decisions
• Consumer buying behavior
• consumer's attitudes, preferences, intentions, and decisions regarding
the consumer's behavior in the market
• when purchasing a product or service and after purchasing .
Types of buyers
• Individual buyers
• Industrial buyers
Factors affecting buying decisions
• Personal factors- age , education, economic status , employment
• Cultural factors – region, language
• Psychological factors-beliefs, perception, attitude, personality
• Group / social factors – peer, family, role models- opinion leaders
Types of buying decisions
• Habitual buying decisions
• Limited problem solving
• Extensive problem solving
Stages in buying process