Personality approaches, theories, influence on consumer behaviour personality refers to the inner psychological characteristics or traits of a person that determine, how a. Buying behaviour, consumer psychology, marketing strategy. Three factors are identified as determinants to consumer behaviour namely economic determinants, psychological determinant and sociological determinant. Buyer with a high propensity for trust is likely to be a potential customer than a buyer with a lower propensity.
Personality is derived from latin word persona which means mask. Insight into the determinants of consumer food waste behaviour could provide a basis for efforts to promote food waste prevention at the household level. Personality trait theory and consumer behaviour article pdf available in vikalpa 32 april 1978 with 5,3 reads how we measure reads. Personality determinants in organisational behaviour if personality characteristics were completely dictated by heredity, they would be fixed at birth and no amount of experience could alter them. The psychological situation as a determinant of consumer. Consumer behaviour refers to the behaviour of consumers in deciding to buy or not to. That is the reason that personality influent consumer s behavior by explaining freuds theory. The present study intends to enrich existing body of research by examining the indicators of consumer sustainable purchase behaviour. Different demands in different situations call forth different aspects of ones personality. Trait theory in personality in consumer behaviour tutorial. Keywords consumer behaviour, sales promotion, fashion industry, personal factors. An understanding of consumer behaviour is essential in planning and programming the marketing system.
Determinants of factors influencing beer consumption and. So the consumer buying behavior depends upon the role played by him. The determinants of reported personal and household hygiene. Social groups influence the behaviour of the individuals. Jan 06, 2016 personality is known by the conduct, behavior, movements and everything else concerning the individual. Consumer behaviour is more than just the physical purchase of products but rather covers. The definition and determinants of personality psychology.
All these factors affect the buying behavior of consumer differently. I have been a stay at home mom for almost 5 years and i am so excited to be able to still stay home, take care of my children and make a living taking surveys on my own computer. Patterns of thinking, feeling, understanding and behaving. Individual determinants of consumer behaviour in consumer. A persons taste in music, movies and fashion may depend on their age.
The age differentiates consumer needs and the way of their satisfying. Aug 19, 2016 fifth, the behaviour determination model allows the examination of a broad range of factors on frequent performance of an everyday behaviour, or the mediators of such performance, including psychological traits, environmental triggers and social factors. Consumer behaviour as highlighted before talks about process and actions. A personality trait is a unique feature in an individual. In our earlier section we have appreciated the need for understanding the individual factors like personality to appreciate and comprehend ones behaviour in the context of organizations.
The determinants of consumer behaviour of students from brno. Pdf consumer behavior is a complex phenomenon which is evolving according to. However, superego is the highest level of expressing. In the area of service marketing customers personality plays an important role. The factors that influences consumer involvement include personal, product and situational. The influence of cultural factors on consumer buying behaviour has been widely debated and studies at different points in time. Personality approaches, theories, influence on consumer behaviour personality refers to the inner psychological characteristics or traits of a person that determine, how a person responds to hisher environment. Consumer behaviour deals with as to why and why not an individual purchases particular products and services. Trait theory in personality in consumer behaviour trait theory in personality in consumer behaviour courses with reference manuals and examples pdf. Individual determinants of consumer behaviour in consumer behaviour individual determinants of consumer behaviour in consumer behaviour courses with reference manuals and examples pdf. It is with increasing age that the size and the structure of the consumption are changing. Since prevention is seen as one of the most suitable ways to deal with the food waste issue and the consumption level has the highest potential for prevention, such research is highly relevant. Understand the major factors influencing consumer behavior. Determinants of personality there are 3 determinants of personality.
I have compiled some of the most influential factors when it comes to determinants of personality. Consumer behaviour helps us understand the buying tendencies and spending patterns of consumers. In the early stages, consumer behavior was taken as buyer behavior that reflects the interaction between consumers and produces at the time of purchase but now marketers recognize consumer. Internal influences, motivation, emotions and personality and influencing attitudes and behaviour. Keeping only relevant information in our minds and, keeping the others out.
Situation further influences the effects of heredity and environment on personality. This is a pdf file of an unedited manuscript that has been accepted for publication. According to ian brooks, personality refers to specific attributes include hidden or open factor and which may also determine either general or differences in behavior in organizations ian, 2009. However, the sociologists and social psychologists have attempted to explain the behaviour of a group of individuals and the way in which it affects and conditions and individuals behaviour in marketing or purchase decisions. Lutz and pradeep kakkar 1975,the psychological situation as a determinant of consumer behavior, in na advances in consumer research volume 02, eds. Consumer behaviour and marketing action learning objectives after studying this chapter, you will be able to understand. After birth he associates with other human beings and comes under the influence of their culture. The subject of this paper is the analysis of consumer behaviour in the organic market, focused on the behavior of students from brno. They had automatic, semiautomatic and manual machines. The major categories of individual factors affecting consumer behavior are demographics, consumer knowledge, perception, learning, motivation. Like a person plays the role of son, husband, brother, father, businessman etc. Individual determinants of consumer behavior youtube. Nankai university, 1999 a thesis submitted in partial fulfillment of the requirements for the degree of master of science in resource economics and policy the graduate school the university of maine august, 2002 advisory committee.
Determinants of consumer buying behaviour and its effect. Personality is known by the conduct, behavior, movements and everything else concerning the individual. Impact of personality factors on consumer buying behaviour. Motivation is the activation or energization of goaloriented behavior. Influence of personality in buying consumer goodsa comparative. Personality is one of the most important factors which. Reflective and impulsive determinants of social behavior. Determinants of consumer buying behaviour and its effect on. This is one of the main reasons why this study aims to analyze the determinants of consumer confidence for the major emerging countries. A buyers cultural characteristics, including values, perceptions, preferences, and behavior learned through family or other key institutions, is the most fundamental determinant of a persons wants and behavior. Not all individuals would prefer to buy similar products. Pdf personality trait theory and consumer behaviour.
Consumer behaviour extraversion and introversion perception. Some of the events and experiences can serve as important determinants of his personality. The term health behaviour or healthrelated behaviour is used very broadly in this chapter to mean any behaviour that may affect an individuals physical health or any behaviour that an individual believes may affect their physical health. To understand how freudian, neofreudian, and trait theories each explain the influence of personality on consumers attitudes and behavior.
Personality it can be defined as the dynamic organization with in an individual of those psychological systems that determine his unique adjustments to his environment. Chapter 7analyzing consumer markets and buyer behavior. Determinants of consumer buying behavior management education. A conceptual frame work introduction consumer behaviour is a subset of human behaviour.
Of all the complexities and unanswered questions in the study of human behaviour, this question may be the most difficult. This article describes a dualsystem model of consumer behavior. Individual determinants of consumer behavior consumer psychology social sciences psychology business marketing. Consumer behaviour deals with the process of an individual or organization in coming to the purchase decision, whereas consumption behaviour is a study focus on consuming unit or service. Aug 20, 2017 determinants of personality development pdf. Personality plays a significant role in the consumer buying behavior since different. Consumer buying behaviour refers to the buying behaviour of the ultimate consumer. Determinants of consumer food safety selfprotection. Determinants and mechanism between determinants of consumer food safety selfprotection behavior food handling. Determinants of consumer behavior in an ecommerce environment by xiang xue b. Determinants of consumer purchasing behaviour it is the age that is the variable con.
Economic scientists were the first among social scientists to study consumers and their behaviour and provided the details about the solutions to the consumer. Consumer behaviour meaning, determinants and its importance. As all consumers are unique they exhibit different behaviour while making a purchase decision due to various factors influencing consumer behaviour. Motivation is the driving force within individuals that impels them to action. Consumer behavior i about the tutorial consumer behavior is about the approach of how people buy and the use merchandise and services. Pdf consumer behavior is a complex phenomenon which is evolving according. Consumer behavior is the study of how individuals or groups buy, use and dispose of goods, services, ideas or experience to satisfy their needs or wants. Factors affecting consumer buying behavior of mobile phone. The influence of personality types on the impulsive buying. To understand how personality reflects consumers responses to product and marketing messages. This model is based on the assumption that all human behaviors are a joint function of reflective and impulsive mechanisms. It is one of the important determinants in buying behavior.
Pdf the influence of personality traits on consumer impulsive. Impact of personality factors on consumer buying behaviour towards textile materials in south eastern nigeria. Personality and its theories welcome students to your todays lesson on personality. Determinants of factors influencing beer consumption and its. Consumers often choose products based on their age.
Consumer buying behaviour refers to the buying behaviour of the ultimate consumer, and many other factors and characteristics that influence the. Personal factors play an important role in affecting consumer buying behaviour. In the area of psychological determinants, the consumer behaviour was seen from the stand point view of an individual. Pdf reflective and impulsive determinants of consumer behavior. Jan 19, 2011 there are many determinants of personality. Consumer behavior is affected by a host of variables ranging from personal, professional needs, attitudes and values, personality characteristics, social economic and cultural background, age, gender, professional status to social influences of various kinds exerted a family, friends, colleagues, and society as a whole. Consumer buying behavior is influenced by two major factors.
Determinants of personality in organisational behaviour. This chapter focuses on determinants of health behaviours. Investigating the determinants of consumers sustainable. These five qualities influence the types of products a consumer selects. Personality, definition of personality organizational behaviour.
Determinants of consumer behaviour factors influencing consumer behaviour can also be classified into individual determinants and external determinants. Economic determinants are personal income individuals purchasing power, family income total purchasing power of the family, the future income expectations expected increase or decrease in availability of disposable income, availability of liquid asset asset, which can be converted to cash, consumer market credit if market. Consumer markets and consumer buying behavior have to be understood before sound marketing plans can be developed. Before launching a brand, marketers should take steps to ensure. Pdf determinants of personal factors in influencing the buying. Personality is not determined by a single factor, but by an accumulation of many factors. It should be noted the definition of three system that freud mentioned. Individual determinants of consumer behavior answers. Organizational behavior personality tutorialspoint. This paper outlines the significant factors that impact consumer behaviour throughout the theoretical framework with the topics of.
The determinants of consumer behaviour can be grouped into three major captions namely, economic, psychological and sociological. Personality approaches, theories, influence on consumer. Mccarthy, oreilly and deboer 2004, while studying the factors influencing consumption of pork and poultry in the irish market, found that for poultry. Factors influencing consumer behavior of smartphone users. Please discuss the interpersonal determinants of consumer behavior. These subject matters brings a comprehensive outlook into the complex mind of a consumer by examining individual. What are the personal determinants of consumer behavior.
The buying behavior of consumer is affected by a number of factors which are generally uncontrollable. She is a key member of a team exploring how technology can be used to enhance the student learning experience. Understanding consumer behavior will assist business entities to be more practical at selling, designing, development of products or services, and every other different initiative that impacts their customers. Arrows indicates the action direction of between determinants. Positive or negative attitude like expressing ones thought. Individual determinants there are five major groups of individual determinants. The way in which people behave with others and the driving force of such functions are considered. Consumer researchers have been increasingly interested in how cognitive personality factors influence various aspects of consumer behavior. Determinants of consumer buying behavior management. Determinants of consumer behavior in an ecommerce environment. The influence of personality types on the impulsive buying behavior. Personality and its theories management consulting courses.
The term is generally used for humans but, theoretically, it can also be used to describe the causes for animal behavior as well. The buying behavior of consumer passes through five stages beginning from recognition of problem, followed by searching information, evaluating the alternatives, purchase of goods and ending with. The personal determinants of consumer behavior include age, occupation, lifestyle, income level and personality. Mainland china, september of 2017 to february of 2018. The individual determinants shape and determine the needs and motives of a consumer and direct him towards a purchase, while the external determinants indirectly influence the purchase process by filtering through individual determinants. The results indicated that each of the four personality factors and traits.
Pdf purpose this study aims to investigate the influence of personal factors on. These determinants are largely dependent on the environment that a child grows up in. Influences, motivation, emotions and personality and influencing attitudes and behaviour. Consumer behavior ninth edition schiffman and kanuk. A individuals personality, while generally stable and consistent, does change in different situations. These factors are also known as determinants of consumer buying behavior.
Assessing the relationship between personality factors and. The decision making is basically depend on two important aspects. Consumer behaviour free download as powerpoint presentation. Many factors, specificities and characteristics influence the individual in what he is and the consumer in his. Personality is another internal determinant which influences our consumption pattern.
The accepted norms of social behaviour are known as culture. Pdf impact of personality factors on consumer buying behaviour. Chapter iv theories on consumer behaviour consumer behaviour can be examined as it is a decision making process of an individual when consumer engaged in evaluating, acquiring, using or disposing goodsservices. Individual consumer buying behaviour has to do with all the.
Know and recognize the types of buying decision behavior understand the stages in the buying decision process. The influence of personality in consumer behavior essay. Determinants of consumer confidence in emerging economies. At birth he is an infant possessing the potentiality of becoming a person.
Some of those factors are psychological, while others are physical, biological, and hereditary. An attempt is made to elucidate these with least complications. Our study brings information which can potentially be used for further research and will also be useful for organizations with a practical interest in the production sale and distribution of organic food. As a result of a variety of experiences and social influences he becomes. They focused on brand identity and the personality traits.
Dec 28, 2017 personality is not determined by a single factor, but by an accumulation of many factors. Reflective and impulsive determinants of consumer behavior. The id presents the most primitive part of personality, the basic need of human, and its dominating principle of pleasure. Personality traits are the enduring features that define an individuals behavior. Please make sure your responses are robust, meaningful and stimulates. Unit v the global consumer behaviour and online buying behaviour consumer buying habits and perceptions of emerging nonstore choices research and applications of consumer responses to direct. Licensed to youtube by umg on behalf of radio 538 bv. Many factors, specificities and characteristics influence the individual in what he is and the consumer in his decision making process, shopping habits, purchasing behavior, the brands he buys or the retailers he goes. Situational factors also play a very important role in determining the personality of a person. Solid line represents path relationships that have been discovered in this study.
325 671 966 706 1270 1157 936 1517 1147 1003 1395 917 190 282 565 470 673 635 672 1502 550 1150 1155 971 1421 241 1063 450 1105 293 1112 592 1187 587 1195 209