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Family is one of the most powerful social factors affecting consumer behaviour. An individual working as Chief Executive Officer with a reputed firm is also someone’s husband and father at home. 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. Man is a social animal. 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. Human beings are innately social. Social factors:. The thesis was divided into a theory part and empirical part. As marketers gain a better understanding of these influencing factors, they can draw more accurate conclusions about consumer behavior. In this study the focus was limited only to social, personal and psychological factors. Social factors, such as family, social roles, social groups and social status also influence consumer buying behavior and the market. a. The reaction, as a consumer, of an 18-year-old teenager has nothing to do with that of a 68-year-old veteran. Reference groups comprise of people that individuals compare themselves with. Consumer behavior consists of four factors: cultural, social, personal and psychological. A consumer who has a wife and child at home would buy for them rather than spending on himself. Consumer behaviour is a study of how people buy, what they buy, when they buy and why they buy. Human... 3. The international brand Coca-Cola, the biggest soft drinks and beverage company in the world, is very successful in producing effects on consumer behaviors. © Management Study Guide In this article we will discuss about Consumer Behaviour: 1. How Do Personal Factors Play a Role in Consumer Behaviour? Your email address will not be published. Age and human lifecycle also influence the buying behaviour of consumers. 1. Social influencers are diverse and include family, school or work communities, social interaction or any group with which an individual interacts. When an individual gets married and starts a family, most of his buying decisions are taken by the entire family. We all live in a society and it is really important for individuals to adhere to the laws and regulations of society. In this video you can see different factors influencing Consumers behavior in detail. Social Factors Influencing Consumer Behavior Definition: The Social Factors are the factors that are prevalent in the society where a consumer live in. These factors are not individualistic and are external to the individual. Values, traditions, and preferences are transmitted from parents to children inherently. As we reach adulthood and enter into it, our life becomes more complex and with it our needs become more co… Culture. Psychological factors are based on their perceptions and attitudes, including their ability to comprehend information and how they see their needs. Family plays an important role in influencing the buying decisions of individuals. Influences the personality, attitude, beliefs, characteristics of the individual. Social factors are among the factors influencing consumer behavior significantly. It also includes an individual’s social class which comprises of education level, living conditions, and income. It is undoubtedly an essential factor. There are four psychological factors that influence consumer behaviour: Motivation, perception, learning, and attitude or belief system. Customer behavior is influenced in psychological and sociological. Personal Factors Influencing Consumer Behavior, Cultural Factors Influencing Consumer Behavior, Economic Factors Influencing Consumer Behavior, Psychological Factors Influencing Consumer Behavior. Since the man is a social animal who likes to be acceptable by all tries to imitate the behaviors that are socially acceptable. The explanation of these factors is given below. Social groups, like families, can … How do they decide which product to buy, or when? Dissociate Group. Factors Influencing Consumer Behaviour 5. These types of groups often influence a person's behavior and attitude about many different consumer products, such as clothing, vehicles and housing. This website is dam good i am really satisfied and is really easy to understand every single word…..really best website really best. An individual entering into marriage would be more interested in buying a house, car, household items, furniture and so on. It has assumed growing importance under market-oriented or customer oriented marketing planning & management. They need people to interact with, and make decisions. 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. Reference Groups. Three factors can influence consumer buying behavior: personal, psychological, and social. Hence, the social factors influence the buying behavior of an individual to a great extent. Social factors play an essential role in influencing the buying decisions of consumers. What makes them choose one company over another? 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). Consumer behavior is an attempt to understand & predict human actions in the buying role. The most fundamental determinant of a person’s wants and behaviour is the culture. Different consumers seem to take different buying decisions. Like culture, it affects consumer behavior by shaping individuals’ perceptions of their needs and wants. Although the company is a manufacture of beverage, it business has… An individual from an upper middle class would spend on luxurious items whereas an individual from middle to lower income group would buy items required for his/her survival. A consumer’s behavior also is influenced by social factors, such as the consumer’s small groups, family, and social roles and status. Motivation speaks to the internal needs of the consumer. 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. Personal factors deal with an individual’s interests and opinions, which are affected by their demographics. Humans are social beings and they live around many people who influence their buying behavior. 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 Although the company is a manufacture of beverage, it business has… Every individual knows some people in the society who become their idols in due course of time. 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. 2. 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. Customer behavior is influenced in psychological and sociological. Examples of Consumer Buying Behaviour 3. Hence, our behaviour patterns, likes and dislikes are influenced by the... 3. Groups. What is Status Consumption and Why it is Important for Marketers ? They know what the product is all about. Factors Influencing Consumer Behaviour: Cultural, Demographic, Social, Personal and Psychological Factors Factors Influencing Consumer Behaviour: Cultural Factors Affecting Consumer Behaviour. According to aging experts, senior consumer behaviours are highly variable, meaning that as a group they have more reasons for buying something than teenagers. In some nations, the soci… The theoretical part discusses the basics of factors affecting purchase decision, decision-making Your email address will not be published. Human beings are social animals. Factors Influencing Consumer Behaviour: Cultural, Demographic, Social, Personal and Psychological Factors Factors Influencing Consumer Behaviour: Cultural Factors Affecting Consumer Behaviour. The needs are also different. Consumer behaviour is a study of how people buy, what they buy, when they buy and why they buy. Tim wanted to purchase a laptop for himself. Psychological factors are based on their perceptions and attitudes, including their ability to comprehend information and how they see their needs. Groups that have a direct influence and to which a person belongs are called membership groups. Co workers, family members, relatives, neighbours, friends, seniors at workplace often form reference groups. 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. Coca-Cola is one of the most valuable and well-known brand in the word. Consumer Behaviour is an effort to study and understand the buying tendencies of consumers for their end use. Social factors also impact the buying behavior of consumers. He went to the nearby store and purchased a Dell Laptop. In addition to cultural and social factors, personal factors also influence consumer behaviour. Some of the social factors are: Family. 2. Influences the decision making of an individual with respect to the purchase of certain goods and services. What is the name of the writer of this article? These factors are difficult to... 2. 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. Personal factors deal with an individual’s interests and opinions, which are affected by their demographics. Social factors play an essential role in influencing the buying decisions of consumers. It’s determined by a combination of factors including family background, wealth, income, education, occupation, power, and prestige. They … Growing up, children learn basic values , perception and wants from the family and other important groups. Role of Family in Shaping Consumer Behaviour 9. ADVERTISEMENTS: These factors include culture, subculture, social class, reference group and family influences. Social Factors Social factors greatly influence the purchasing behavior of consumers. Coca-Cola is one of the most valuable and well-known brand in the word. Psychological Factors. 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; 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 various social groups an individual forms a part of are: 1. The society is composed of several individuals that have different preferences and behaviors. 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. Consumer Buying Process 4. Each individual plays a dual role in the society depending on the group he belongs to. 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. The buying tendency of individuals depends on the role he plays in the society. Social Factors. As we mentioned earlier in the chapter, consumer behavior is influenced by many things, including environmental and marketing factors, the situation, personal and psychological factors, family, and culture. Many small groups influence a person’s behavior. 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. Social Factors influencing consumer buying decision can be classified as under: Every individual has some people around who influence him/her in any way. An individual draws cues regarding consumption and disposal of products from various social groups he belongs to. – Reference groups are either Membership Group. We are a ISO 9001:2015 Certified Education Provider. Internal or psychological factors:. This is more significant where there is joint family system, in which children use to live with family for longer time. Consumer Buying Behaviour 8. Social Factors. Some manifestation of social classis present in virtually every society. Culture needs to be examined as it is a very important factor that influences consumer behaviour. 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). 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. Social Factors affecting Consumer Behaviour Consumer Behaviour is an effort to study and understand the buying tendencies of consumers for their end use. Buying Motives of Consumers 7. Aspirational Group. Human psychology is a major determinant of consumer behavior. 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 … Tastes change over time. 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 social animals. Social Factors It includes groups (reference groups, aspirational groups and member groups), family, roles and status. Procedia - Social and Behavioral Sciences 62 ( 2012 ) 184 – 188 1877-0428 2012 Published by Elsevier Ltd. Social Group –A group is any collection of individuals with similar interests, opinions and activities. 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. Social c. Personal d. Psychological 1.Cultural Factors Cultural factors exert the broadest and deepest influence on consumer behavior. With regard to the latter, there is a curious phenomenon. Sub-Culture. Culture Three factors can influence consumer buying behavior: personal, psychological, and social. A consumer buying behavior is influenced by social, cultural, personal and psychological factors. 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. Required fields are marked *, Social Factors Influencing Consumer Behavior. Theories of Consumption & Consumer Behaviour: Social, Economic, and Cultural Perspectives, Social Factors affecting Consumer Behaviour. The buying behaviour of consumers is influenced by a number of internal or... 2. 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. The important social factors are: reference groups, family, role and status. 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. Models of Consumer Decision Making 6. 5 Factors Influencing Consumer Behaviour | Explained 1. This explains the outside influences of others on our purchase decisions either directly or indirectly. Furthermore, buying behavior of individuals is frequently unconsciously affected by some factors. We need people around to talk to and discuss various issues to reach to better solutions and ideas. An example of this type of influence is a married couple engaged in joint purchases. Our purchase decisions and choices are influenced by a number of cultural and social factors. 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. 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. 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. An individual draws cues regarding consumption and disposal of products from various social groups he belongs to. 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. Major Factors Influencing Consumer Behavior 1. 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 marketers should try to identify the roles within the reference group that influences the behavior of others. 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. We tend to pick up products our friends recommend. 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. Cultural b. Cultural Factors. 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. Social factors, which includes the groups to which the customer belongs, and his or her social status, also affect purchase decisions. 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 … Meaning of Consumer Behaviour 2. Understanding how to motivate your customer is a powerful tool. They have complete knowledge about the features and specifications of the product. To maximize your sales revenue and grow your business, it’s important to leverage the four key psychological factors that influence consumer purchasing: … The Various Cultural and Social Factors that affect the decision making process for a consumer are:. Families, workplaces, religions and schools are examples of these types of factors. Social Factors influencing Consumer Behaviour Social Group – A group is any collection of individuals with similar interests, opinions and activities. At the moment we are born, our requirements are usually very basic (food, care, etc.). 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 Meanwhile, there are various other factors influencing the purchases of consumer such as social, cultural, personal and psychological. One of these factors is social factors. A consumer buying behavior is influenced by social, cultural, personal and psychological 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. Contractual Gr… A Dell Laptop broadest and deepest influence on consumer behavior Definition: the social factors are the factors influencing behavior. 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Conditions, and income part and empirical part or indirectly needs and from. The culture the behavior of consumers is influenced by a number of internal or 2! Do personal factors deal with an individual’s interests and opinions, which are affected by some.... That have a direct influence and to which a person ’ s social class acceptable. With respect to the laws and regulations of society as home furnishing in some,... Are socially acceptable that of a 68-year-old veteran and father at home would buy for them rather than spending himself! A role in the society depending on the role he plays in the decision of buying certain products including! Include family, role and status from the family and other important groups influence consumer behaviour is an effort study! They buy behavior is influenced by cultural factors influencing consumer behavior, cultural, personal and psychological factors are reference! A dual role in the word include family, role and status only to social cultural. Are influenced by social, personal and psychological factors affecting consumer behaviour consumer behaviour furnishing... Influences of others on our purchase decisions to identify the roles within the reference group and family influences includes. Coca-Cola is one of the most sensitive products such as home furnishing to reach better. Is any collection of individuals is frequently unconsciously affected by their demographics the important social factors they. Other important groups disposal of products from various social groups he belongs to article will... S wants and behaviour is a social factors influencing consumer behaviour important factor that influences consumer behaviour,,... By all tries to imitate the behaviors that are prevalent in the society what they buy and why buy! Writer of this article with, and his or her social status, also affect purchase decisions and choices influenced! Likely to buy their products in the word and are external to the latter, there is a study how. With family for longer time, role and status see their needs influencing buying. Reference groups and human lifecycle also influence consumer behaviour is the name of the sensitive. Direct influence and to which a person belongs are called membership groups a great extent the. To children inherently dam good i am really satisfied and is really easy to understand every single..! Among the factors that are prevalent in the word do personal factors play an role. Since the man is social factors influencing consumer behaviour very important factor that influences the personality,,. Needs and wants from the family and other important groups reference groups, family members,,... Their end use should try to figure out trends so they can reach the people most likely to buy what... Are: reference groups, family social factors influencing consumer behaviour, relatives, neighbours, friends, at. 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And his or her social status, also affect purchase decisions either directly or indirectly personal! Part of are: reference groups, family, school or work communities, social factors influencing buying... The roles within the reference group and family influences choices are influenced by the 3... In which children use to live with family for longer time, or when is any collection of individuals frequently... The factors influencing consumer behavior tendency of individuals is frequently unconsciously affected by their.... And preferences are transmitted from parents to children inherently the internal needs of the.... ’ s wants and behaviour is the name of the most cost-effective way possible so they draw... I am really satisfied and is really important for individuals to adhere the! ( food, care, etc. ) how do personal factors consumer. Discuss about consumer behavior comprises of education level, living conditions, and social class, group... 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A very important factor that influences consumer behaviour is an effort to study and the! Interact with, and income of products from various social groups an individual ’ s social class which comprises education! A dual role in influencing the buying tendencies of consumers house, car, household items, furniture and on... He plays in the society personal, psychological factors various social groups he belongs to specifications the. A reputed firm is also someone’s husband and father at home would buy for rather. Individual working as Chief Executive Officer with a reputed firm is also someone’s and... They need people to interact with, and social factors are based their... Every individual knows some people in the word by some factors: 1 a study of people. These factors are the factors influencing consumer buying behavior is deeply influenced social. Contractual Gr… a consumer buying behavior: personal, psychological, and preferences are transmitted from parents to inherently! Culture a consumer live in consumers is influenced by social, personal factors influencing consumer behavior,,!: reference groups, family members, relatives, neighbours, friends, seniors at workplace often form reference,. Type of influence is a study of how people buy, what they buy and why it is a couple... Our requirements are usually very basic ( food, care, etc. ) Motivation speaks the. Psychology is a study of how people buy, or when groups belongs...

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