Factors influencing the purchasing process

Factors influencing the purchasing process

1. External

   • Cultural and social
     • Culture
       • Values
       • Language
     • Subculture
       • Geographic Location
       • Ethnicity
       • Religious beliefs
     • Social Class
     • Membership groups
     • Leaders of opinion
     • Family
     • Roles and status

2. Internal

   • Individual
     • Age
     • Family Life cycle
     • Occupation and economic circumstances
     • Gender
     • Personality
   • Psychological
     • Perception
     • Motivation and learning
     • Attituded and beliefs