To maximize your sales revenue and grow your business, it’s important to leverage the four key psychological factors that influence consumer purchasing: … Social factors play an essential role in influencing the buying decisions of consumers. © Management Study Guide Influences the decision making of an individual with respect to the purchase of certain goods and services. There are four psychological factors that influence consumer behaviour: Motivation, perception, learning, and attitude or belief system. Meanwhile, there are various other factors influencing the purchases of consumer such as social, cultural, personal and psychological. While in the family of procreation, it is the family created by an individual with his spouse and children and as such the preferences tend to change with the influence of the spouse. The theoretical part discusses the basics of factors affecting purchase decision, decision-making Buying Motives of Consumers 7. Internal or psychological factors:. Coca-Cola is one of the most valuable and well-known brand in the word. A consumer buying behavior is influenced by social, cultural, personal and psychological factors. As marketers gain a better understanding of these influencing factors, they can draw more accurate conclusions about consumer behavior. He went to the nearby store and purchased a Dell Laptop. It is undoubtedly an essential factor. These factors are not individualistic and are external to the individual. It’s determined by a combination of factors including family background, wealth, income, education, occupation, power, and prestige. The various social groups an individual forms a part of are: 1. This is more significant where there is joint family system, in which children use to live with family for longer time. In this article we will discuss about Consumer Behaviour: 1. Human... 3. An individual entering into marriage would be more interested in buying a house, car, household items, furniture and so on. Age and human lifecycle also influence the buying behaviour of consumers. Tim wanted to purchase a laptop for himself. Social Factors affecting Consumer Behaviour Consumer Behaviour is an effort to study and understand the buying tendencies of consumers for their end use. Each individual plays a dual role in the society depending on the group he belongs to. Social Factors Social factors greatly influence the purchasing behavior of consumers. As we reach adulthood and enter into it, our life becomes more complex and with it our needs become more co… Growing up, children learn basic values , perception and wants from the family and other important groups. According to aging experts, senior consumer behaviours are highly variable, meaning that as a group they have more reasons for buying something than teenagers. Meaning of Consumer Behaviour 2. 2. Culture; Sub-culture; Social Class; Reference Group Opinion Leaders Family (1) Culture refers to the way of living of a group of people.It includes knowledge, belief, traditions, morals, values, customs and other such habits that are acquired by humans as members of a group. These varied behaviors influence the personal preferences of the other set of individuals as they tend to perform those activities which are acceptable to the society. Social c. Personal d. Psychological 1.Cultural Factors Cultural factors exert the broadest and deepest influence on consumer behavior. Consumer purchasers are influenced by strongly by cultural, social, personal and psychological characteristics as shown below We can say that following factors can influence the Buying decision of the buyer: a. Social Factors are made up of : Reference groups Family Roles/ Status Reference Groups: – A person’s reference group consist of all the groups that have a direct/ indirect influence on the person’s attitude/ behaviour. EVALUATING EFFECT OF SOCIAL FACTORS AFFECTING CONSUMER BEHAVIOR IN PURCHASING HOME FURNISHING PRODUCTS IN JORDAN Dr. Abdel Fattah Mahmoud Al-Azzam Assistant Professor, Head Department of Marketing, Zarqa University, Jordan Address: P.O.Box 132222 - Zarqa 13132 Jordan, Faculty of Economics and Administrative Sciences, Zarqa University, Jordan Theories of Consumption & Consumer Behaviour: Social, Economic, and Cultural Perspectives, Social Factors affecting Consumer Behaviour. Aspirational Group. We are a ISO 9001:2015 Certified Education Provider. Businesses often try to influence a consumer’s behavior with things they can control such as the layout of a store, music, grouping and availability of products, pricing, and advertising. Our purchase decisions and choices are influenced by a number of cultural and social factors. Reference groups are generally of two types: All the above influence the buying decisions of consumers due to following reasons: They have used the product or brand earlier. Impact of social media on consumer behaviour 9 of information that can be processe d by individuals, and it is not feas ible to evaluate all choice alternatives in depth (Karimi, 2013). When an individual gets married and starts a family, most of his buying decisions are taken by the entire family. Influences the personality, attitude, beliefs, characteristics of the individual. Although the company is a manufacture of beverage, it business has… Consumer behavior is deeply influenced by cultural factors such as: buyer culture, subculture, and social class. The international brand Coca-Cola, the biggest soft drinks and beverage company in the world, is very successful in producing effects on consumer behaviors. They have complete knowledge about the features and specifications of the product. Motivation speaks to the internal needs of the consumer. Consumer Behaviour is an effort to study and understand the buying tendencies of consumers for their end use. We can group these influencing factors into four sets, illustrated in the figure below: ... Social Factors pertain to the influence of culture, social class, family, and reference groups; Hence, our behaviour patterns, likes and dislikes are influenced by the... 3. Culture. What is the name of the writer of this article? Sub-Culture. Social Factors influencing Consumer Behaviour Social Group – A group is any collection of individuals with similar interests, opinions and activities. Since the man is a social animal who likes to be acceptable by all tries to imitate the behaviors that are socially acceptable. What is Status Consumption and Why it is Important for Marketers ? People in the same social class tend to have similar attitudes, live in similar neighborhoods, attend the same schools, have similar tastes in fashion, and shop at the same types of stores. Personal factors deal with an individual’s interests and opinions, which are affected by their demographics. Reference Group –It refers to all those people which directly affect the purchase pattern and decision of a consumer as they serve as a point of reference or comparison for the consumer while making a purchase decision. Human beings are social animals. 2. Factors Influencing Consumer Behaviour 5. Groups. Social Factors Influencing Consumer Behavior Definition: The Social Factors are the factors that are prevalent in the society where a consumer live in. Different consumers seem to take different buying decisions. Coca-Cola is one of the most valuable and well-known brand in the word. Many small groups influence a person’s behavior. Social Factors influencing consumer buying decision can be classified as under: Every individual has some people around who influence him/her in any way. It also includes an individual’s social class which comprises of education level, living conditions, and income. Major Factors Influencing Consumer Behavior 1. Understanding how to motivate your customer is a powerful tool. Consumer Buying Behaviour 8. Family plays an important role in influencing the buying decisions of individuals. Human psychology is a major determinant of consumer behavior. The buying tendency of individuals depends on the role he plays in the society. Teenagers would be more interested in buying bright and loud colours as compared to a middle aged or elderly individual who would prefer decent and subtle designs. Social Group –A group is any collection of individuals with similar interests, opinions and activities. Customer behavior is influenced in psychological and sociological. Consumer behaviour is a study of how people buy, what they buy, when they buy and why they buy. Reference groups comprise of people that individuals compare themselves with. The needs are also different. Thus, The social factors play a crucial role in building the behavior of an individual, and the marketers should understand it properly before designing their marketing campaigns. Social factors are among the factors influencing consumer behavior significantly. Culture An individual draws cues regarding consumption and disposal of products from various social groups he belongs to. Personal factors deal with an individual’s interests and opinions, which are affected by their demographics. A consumer who has a wife and child at home would buy for them rather than spending on himself. Culture needs to be examined as it is a very important factor that influences consumer behaviour. Some of the social factors are: Family. This website is dam good i am really satisfied and is really easy to understand every single word…..really best website really best. Personal Factors Influencing Consumer Behavior, Cultural Factors Influencing Consumer Behavior, Economic Factors Influencing Consumer Behavior, Psychological Factors Influencing Consumer Behavior. Culture is a very complex belief of human behaviour it includes the human society, the roles that the society plays, the behaviour of the society, its values customs and traditions. Social factors, which includes the groups to which the customer belongs, and his or her social status, also affect purchase decisions. Social Factors. Businesses try to figure out trends so they can reach the people most likely to buy their products in the most cost-effective way possible. Three factors can influence consumer buying behavior: personal, psychological, and social. Definition: The Social Factors are the factors that are prevalent in the society where a consumer live in.  The society is composed of several individuals that have different preferences and behaviors. This is the first factors influencing consumer behaviour and it includes various points such as: (i) Culture- Culture is the first factor and it means that these are the shared set of beliefs which an individual acquires from ancestors and it is reflected in their … Social influencers are diverse and include family, school or work communities, social interaction or any group with which an individual interacts. An individual working as Chief Executive Officer with a reputed firm is also someone’s husband and father at home. These factors are difficult to... 2. Psychological Factors. Procedia - Social and Behavioral Sciences 62 ( 2012 ) 184 – 188 1877-0428 2012 Published by Elsevier Ltd. Social groups, like families, can … ADVERTISEMENTS: These factors include culture, subculture, social class, reference group and family influences. Hence, the social factors influence the buying behavior of an individual to a great extent. Social Factors It includes groups (reference groups, aspirational groups and member groups), family, roles and status. Human beings are social animals. a. Values, traditions, and preferences are transmitted from parents to children inherently. Social factors also impact the buying behavior of consumers. Your email address will not be published. Privacy Policy, Similar Articles Under - Consumer Behaviour, Psychological Factors affecting Behaviour. Social factors play a vital role in the decision of buying certain products, including the most sensitive products such as home furnishing. It comprises of the norms, learned values, rituals, and symbols of society, that are transmitted by the means of both the language and symbolic features of the society. Families, workplaces, religions and schools are examples of these types of factors. In this study the focus was limited only to social, personal and psychological factors. Groups that have a direct influence and to which a person belongs are called membership groups. The marketers should try to identify the roles within the reference group that influences the behavior of others. In the former type, it is the family wherein an individual has taken the birth, and the parents have a strong influence on his behavior. Contractual Gr… Social factors:. Co workers, family members, relatives, neighbours, friends, seniors at workplace often form reference groups. The explanation of these factors is given below. They … These varied behaviors influence the personal preferences of the other set of individuals as they tend to perform those activities which are acceptable to the society. With regard to the latter, there is a curious phenomenon. How do they decide which product to buy, or when? Such as Initiator (who initiates the buying decision), Influencer (whose opinion influences the buying decision), Decision-Maker (who has the authority to take the purchase decision) and Buyer (who ultimately buys the product). The reaction, as a consumer, of an 18-year-old teenager has nothing to do with that of a 68-year-old veteran. The Various Cultural and Social Factors that affect the decision making process for a consumer are:. Social factors play an essential role in influencing the buying decisions of consumers. They know what the product is all about. Consumer behaviour is a study of how people buy, what they buy, when they buy and why they buy. Cultural b. An example of this type of influence is a married couple engaged in joint purchases. ADVERTISEMENTS: Some of the external factors that influences consumer behavior are as follows: Besides the internal factors, external factors also influence consumer behaviour. Human beings are innately social. Selection and/or peer review under responsibility of Prof. Dr. Hüseyin Arasli doi: 10.1016/j.sbspro.2012.09.029 WCBEM 2012 Psychological and social factors that influence online consumer behavior Iuliana a *, Maria-Cristiana Munthiu b , Violeta c a Academy of Economic … They need people to interact with, and make decisions. Tastes change over time. Three factors can influence consumer buying behavior: personal, psychological, and social. In some nations, the soci… Factors Influencing Consumer Behaviour: Cultural, Demographic, Social, Personal and Psychological Factors Factors Influencing Consumer Behaviour: Cultural Factors Affecting Consumer Behaviour. Models of Consumer Decision Making 6. Reference Groups. Marketing strategies that influence consumer behaviour; Factors affecting the online buying behaviour of Millennials and Gen Z; Influence of social media on the buying behaviour of Millennials; Impact of social media on the buying behaviour of Generation Z; Factors influencing online shopping behaviour of Millennials Some manifestation of social classis present in virtually every society. The society is composed of several individuals that have different preferences and behaviors. The reason why he purchased a Dell Laptop was because all his friends were using the same model and were quite satisfied with the product. Factors Influencing Consumer Behaviour: Cultural, Demographic, Social, Personal and Psychological Factors Factors Influencing Consumer Behaviour: Cultural Factors Affecting Consumer Behaviour. It has assumed growing importance under market-oriented or customer oriented marketing planning & management. Humans are social beings and they live around many people who influence their buying behavior. These types of groups often influence a person's behavior and attitude about many different consumer products, such as clothing, vehicles and housing. One of these factors is social factors. Psychological factors are based on their perceptions and attitudes, including their ability to comprehend information and how they see their needs. We all live in a society and it is really important for individuals to adhere to the laws and regulations of society. Customer behavior is influenced in psychological and sociological. Cultural Factors. Your email address will not be published. A consumer buying behavior is influenced by social, cultural, personal and psychological factors. The most fundamental determinant of a person’s wants and behaviour is the culture. A consumer’s behavior also is influenced by social factors, such as the consumer’s small groups, family, and social roles and status. We tend to pick up products our friends recommend. Role of Family in Shaping Consumer Behaviour 9. 1. Like culture, it affects consumer behavior by shaping individuals’ perceptions of their needs and wants. Every individual goes through the following stages and shows a different buying need in each stage: A Ford Car in the neighbourhood would prompt three more families to buy the same model. Cultural factors affecting consumer buying behaviour: Cultural factors have a significant impact on customer behavior.Culture is the most basic cause of a person’s wants and behavior. The thesis was divided into a theory part and empirical part. The following are the important social factors that influence the behavior of an individual in one or the other way: It is believed that an individual passes through two families: Family of Orientation and Family of Procreation. What makes them choose one company over another? This explains the outside influences of others on our purchase decisions either directly or indirectly. A married individual would show strong inclination towards buying products which would benefit not only him but also his family members as compared to a bachelor. Furthermore, buying behavior of individuals is frequently unconsciously affected by some factors. Man is a social animal. Every individual knows some people in the society who become their idols in due course of time. An individual draws cues regarding consumption and disposal of products from various social groups he belongs to. Social Factors. Required fields are marked *, Social Factors Influencing Consumer Behavior. 5 Factors Influencing Consumer Behaviour | Explained 1. At the moment we are born, our requirements are usually very basic (food, care, etc.). Family is one of the most powerful social factors affecting consumer behaviour. Management Study Guide is a complete tutorial for management students, where students can learn the basics as well as advanced concepts related to management and its related subjects. Consumer Buying Process 4. Consumer behavior is defined as “all psychological, social & physical behavior of potential customers as they become aware of, evaluate, purchase, consume, & tell others about … The buying behaviour of consumers is influenced by a number of internal or... 2. In addition to cultural and social factors, personal factors also influence consumer behaviour. Although the company is a manufacture of beverage, it business has… – Reference groups are either Membership Group. Psychological factors are based on their perceptions and attitudes, including their ability to comprehend information and how they see their needs. How Do Personal Factors Play a Role in Consumer Behaviour? 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