Jul 18, · LITERATURE REVIEW. Mukhaini () studied on impact of using social media on consumer buying behavior. With the objective to understand which type of products mostly purchased using social media that are mostly used by consumers in Oman. Gulzar Asma & Maqbool Misbah (), Impact of social media marketing on consumer buying behaviour Consumer buyer behaviour is considered to be an inseparable part of marketing and Kotler and Keller () state that consumer buying behaviour is the study of the ways of buying and disposing of goods, services, ideas or experiences by the individuals, groups and organizations in order to satisfy their needs and wants Consumer behaviour is the study of individuals, groups, or organizations and all the activities associated with the purchase, use and disposal of goods and blogger.comer behaviour consists of how the consumer's emotions, attitudes and preferences affect buying behaviour. Consumer behaviour emerged in the –s as a distinct sub-discipline of marketing, but has become an
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Consumer behaviour is the study of individuals, groups, or organizations and all the activities associated with the purchaseuse and disposal of goods and services.
Consumer behaviour consists of how the consumer 's emotions, attitudes and preferences affect buying behaviour. Consumer behaviour emerged in the —s as a distinct sub-discipline of marketingbut has become an interdisciplinary social science literature review on consumer buying behaviour blends elements from psychologysociologysocial anthropologyanthropologyethnographymarketing and economics especially behavioural economics. The study of consumer behaviour formally investigates individual qualities such as demographicspersonality lifestyles, and behavioural variables such as usage rates, usage occasion, loyaltybrand advocacy, and willingness to provide referralsin an attempt to understand people's wants and consumption patterns.
Consumer behaviour also investigates on the influences on the consumer, from social groups such as family, friends, sports, and reference groups, to society in general brand-influencersopinion leaders. Research has shown that consumer behaviour is difficult to predict, literature review on consumer buying behaviour, even for experts in the field; however, new research methods, such as ethnographyconsumer neuroscienceand machine learning [1] are shedding new light on how consumers make decisions, literature review on consumer buying behaviour.
In addition, customer relationship management CRM databases have become an asset for the analysis of customer behaviour. The extensive data produced by these databases enables detailed examination of behavioural factors that contribute to customer re-purchase intentions, consumer retentionloyalty and other behavioural literature review on consumer buying behaviour such as the willingness to provide positive referrals, become brand advocates or engage in customer citizenship activities. Databases also assist in market segmentationespecially behavioural segmentation such as developing loyalty segments, which can be used to develop tightly targeted, customized marketing strategies on a one-to-one basis.
Also see relationship marketing. In the s and '50s, marketing was dominated by the so-called classical schools of thought literature review on consumer buying behaviour were highly descriptive and relied heavily on case study approaches with only occasional use of interview methods. At the end of the s, two important reports criticised marketing for its literature review on consumer buying behaviour of methodological rigor, especially the failure to adopt mathematically-oriented behavioural science research methods.
From the s, marketing began to shift its reliance away from economics and towards other disciplines, notably the behavioural sciences, including sociologyanthropology and clinical psychology. This resulted in a new emphasis on the customer as a unit of analysis. As a result, literature review on consumer buying behaviour, new substantive knowledge was added to the marketing discipline — including such ideas as opinion leadershipreference groups and brand loyalty.
Market segmentationespecially demographic segmentation based on socioeconomic status SES index and household life-cycle, also became fashionable. With the addition of consumer behaviour, the marketing discipline exhibited increasing scientific sophistication with respect to theory development and testing procedures.
In its early years, consumer behaviour was heavily influenced by motivation research, which had increased the understanding of customers, and had been used extensively by consultants in the advertising industry and also within the discipline of psychology in the s, '30s and '40s. By the s, marketing began to adopt techniques used by motivation researchers including depth interviews, projective techniques, thematic apperception tests and a range of qualitative and quantitative research methods.
Consumer behaviour entails "all activities associated with the purchase, use and disposal of goods and services, including the consumer's emotional, mental and behavioural responses that precede or follow these activities.
Consumer responses may be: [9]. Definition of Consumer Behaviour According to American Marketing Associationconsumer behaviour can be defined as "the dynamic interaction of affect and cognition, behaviour, and environmental events by which human beings conduct the exchange aspects of their lives.
As a field of study, consumer behaviour is an applied social science. Consumer behaviour analysis is the "use of behaviour principles, usually gained experimentally, to interpret human economic consumption.
Understanding purchase and consumption behaviour is a key challenge for marketers. Consumer behaviour, in its broadest sense, is concerned with understanding both how purchase decisions are made and how products or services are consumed or experienced.
Consumers are active decision-makers. They decide what to purchase, often based on their disposable income or budget. They may change their preferences related to their budget and a range of other factors.
Some purchase decisions involve long, detailed processes that include extensive information search to select between competing alternatives. Some purchase decisions are made by groups such as families, households or businesses while others are made by individuals.
When a purchase decision is made by a small group, such as a household, different members of the group may become involved at different stages of the decision process and may perform different roles. For example, one person literature review on consumer buying behaviour suggest the purchase category, another may search for product-related information while yet another may physically go to the store, buy the product and transport it home.
It is customary to think about the types of decision roles; such as:. For most purchase decisions, each of the decision roles must be performed, but not always by the same individual. The importance of children as influencers in a wide range of purchase contexts should never be underestimated and the phenomenon is known as pester power, literature review on consumer buying behaviour. To approach the mental processes used in purchasing decisions, some authors employ the concept of the black boxwhich represents the cognitive and affective processes used by a consumer during a purchase decision.
The decision model situates the black box in a broader environment which shows the interaction of external and internal stimuli e. consumer characteristics, situational factors, marketing influences and environmental factors as well as consumer responses. The decision model assumes that purchase decisions do not occur in a vacuum. Rather, they occur in real time and are affected by other stimuli, including external environmental stimuli and the consumer's momentary situation, literature review on consumer buying behaviour.
The elements of the model include: interpersonal stimuli between people or intrapersonal stimuli within peopleenvironmental stimuli and marketing stimuli. In addition, the buyer's black box includes buyer characteristics and the decision process, which influence the buyer's responses. The black box model considers the buyer's response as a result of a conscious, rational decision process, in which it is assumed that the buyer has recognized a problem, and seeks to solve it through a commercial purchase.
In practice literature review on consumer buying behaviour purchase decisions, such as those made routinely or habitually, are not driven by a strong sense of problem-solving. Such decisions are termed low-involvement and are characterized by relatively low levels of information search and evaluation activities. In contrast, high involvement decisions require a serious investment of time and effort in the search and evaluation process.
High involvement products are those that carry higher levels of risk and are often expensive, infrequent purchases. The consumer buying process is usually depicted as consisting of 5 distinct stages: [21]. The purchase decision begins with the problem recognition stage, which occurs when the consumer identifies a need, literature review on consumer buying behaviour, typically defined as the difference between the consumer's current state and their desired state.
The strength of the need drives the entire decision process. Information search is the phase where consumers scan both their internal memory and external sources for information about products or brands that will potentially satisfy their need. The aim of the information search is to identify a list of options that represent realistic purchase options. Throughout the entire process, the consumer engages in a series of mental evaluations of alternatives, searching for the best value.
Towards the end of the evaluation stage, consumers form a purchase intention, which may or may not translate into an actual product purchase. The stages of the decision process normally occur in a fixed sequence.
The first stage of the purchase decision process begins with problem recognition also known as category need or need arousal. This is when the consumer identifies a need, typically defined as the difference between the consumer's current state and their desired or ideal state. A simpler way of thinking about problem recognition is that it is where the consumer decides that he or she is 'in the market' for a product or service to satisfy some need or want.
The strength of the underlying need drives the entire decision process, literature review on consumer buying behaviour. Theorists identify three broad classes of problem-solving situation relevant for the purchase decision: [24]. Consumers become aware of a problem in a variety of ways including: [25]. 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.
Typically consumers first carry out an internal search that is, a scan of memory for suitable brands. The evoked set is literature review on consumer buying behaviour set of brands that a consumer can elicit from memory and is typically a very small set of some 3- 5 alternatives.
The readiness of information availability literature review on consumer buying behaviour raised the informedness of the consumers; the degree to which they know what is available in the marketplace, with precisely which attributes and at precisely what price. The fact that a consumer is aware of a brand does not necessarily mean that it is being considered as a potential purchase. For instance, the consumer may be aware of certain brands, but not favourably disposed towards them known as the inept set, literature review on consumer buying behaviour.
Such brands will typically be excluded from further evaluation as purchase options. For other brands, the consumer may have indifferent feelings the inert set. Traditionally, one of the main roles of advertising and promotion was to increase the likelihood that a literature review on consumer buying behaviour name was included in the consumer's evoked set. In practice, the consideration set has assumed greater importance in the purchase decision process because consumers are no longer totally reliant on memory.
This means that a need is built for a consumer, with the product presented or advertised to them through an analytical study of the user's patterns of consumption, and their behaviors and habits. The implication for marketers is that relevant brand information should be disseminated literature review on consumer buying behaviour widely as possible and included on any forum where consumers are likely to search for product or brand information, whether traditional media or digital media channels.
Thus, marketers require a rich understanding of the typical consumer's touchpoints. Consumer evaluation can be viewed as a distinct stage. Alternatively, evaluation may occur continuously throughout the entire decision process. Consumers evaluate alternatives in terms of the functional also called utilitarian and psycho-social also called the value-expressive or the symbolic benefits offered. Brand image or brand personality is an important psycho-social attribute, literature review on consumer buying behaviour.
Consumers can have both positive and negative beliefs about a given brand. Social media, on the other hand, is a two-way street that gives you the ability to communicate too. Consumers who are less knowledgeble about a category tend to evaluate a brand based on its functional characteristics. However, when consumers become more knowledgeable, functional attributes diminish and consumers process more abstract information about the brand, notably the self-related aspects. The marketing organization literature review on consumer buying behaviour a deep understanding of the benefits most valued by consumers and therefore which attributes are most important in terms of the consumer's purchase decision.
It also needs to monitor other brands in the customer's consideration set to optimise planning for its own brand. During the evaluation of alternatives, the consumer ranks or assesses the relative merits of different options available. No universal evaluation process is used by consumers across all-buying situations.
Social media further enables consumers to share views with their peers about the product they are looking to purchase. Thus the relevant evaluation attributes vary according to across different types of consumers and purchase contexts. For example, attributes important for evaluating a restaurant would include food quality, price, location, atmosphere, quality of service and menu selection.
Consumers, depending on their geographic, demographic, psychographic and behavioural characteristics, will decide which attributes are important to them. Potential patrons seeking a hedonic dining experience may be willing to travel further distances to patronise a fine-dining venue compared to those wanting a quick meal at a more utilitarian eatery. After evaluating the different product attributes, the consumer ranks each attribute or benefit from highly important to least important.
These priorities are directly related to the consumer's needs and wants. Once the alternatives have been evaluated, the consumer firms up their resolve to proceed through to the actual purchase. Purchase intentions are a strong, yet imperfect predictor of sales. Sometimes purchase intentions simply do not translate into an actual purchase and this can signal a marketing problem.
The extent to which purchase intentions result in actual sales is known as the sales conversion rate. Organizations use a variety of techniques to improve conversion rates.
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, time: 1:15:53Consumer Buyer Behaviour Definition - Research Methodology
Literature Review On Impact Of Sales Promotion On Consumer Buying Behaviour up to you! With us you are in control. You tell us how you want your college assignment Literature Review On Impact Of Sales Promotion On Consumer Buying Behaviour to be done and we listen to all instructions and work on the paper according to them. Our high-quality Consumer Buying Behaviour refers to the buying behaviour of the ultimate consumer. Many factors, specificities and characteristics influence the individual in what he is and the consumer in his Jul 18, · LITERATURE REVIEW. Mukhaini () studied on impact of using social media on consumer buying behavior. With the objective to understand which type of products mostly purchased using social media that are mostly used by consumers in Oman. Gulzar Asma & Maqbool Misbah (), Impact of social media marketing on consumer buying behaviour
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