Factors influencing consumer behavior

Factors influencing consumer behavior

1. culture:the set of basic values perceptions wants and behavior learned by a mmeber of the society

2. subculture:a group of people with share value systems based on common life experiences and cituatrions

   • social classes:relatively permanent and ordered divisions in a society whose members share similar values interest and behaviors
     • group two or more people who interact to accomplish individual or mutual forces
     • social classes is not determined by a single factor such as income but is measured as a combination of occupation income education weath and other vartiables
     • social factors a costumer behavior is influenced by many samall groups groups have a direct influence on persons

3. opinion leader:person within a reference group who because of special skills khowledge personality or characteristics in fluence others

4. family members can strongly influence a buyers behavior and is the most important consumer buying organization

   • children also have a strong influence on family buying behavior
   • roles and status apersons belongs to many groups family clubs organizations the persons positions in each group can be defined by the terms of role and status
     • personal factors a buyers decitions also are influenced by personal characteristgics
       • occupation a persons occupation affects the goods and services bouht
         • economic situation a persons economic situation will affect product choice
         • lifestyle a persons pattern of living as expressed in his or her activirtivities interests and opinions
         • personality and selfconcept each persons district personality influences his or her buying behasviors personalyty reflects the unique psycological characteristics
     • age and life cycle stage people change the goods and services they buy over their lifetimes(tastes in food clothes furniture and recreation
       • phychological factors a persons buying choicees are further influenced by four psycological factors
         • motive:a need that is sufficiently pressing to direct the person to seek satisfaction of the need
         • beliefs and attitudes though doing and learning people acquire beliefs and attitudes
         • learmimg:describes the changes in an individuals behavior arising from experience

5. perception:the process by which people select organize and interpret information

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