The definition of Buying Behavior, according to
Superprofesseur.com, “is the decision processes and acts of people involved in
buying and using products.” The four major factors that influence a
consumer’s buyer behavior are cultural, social personal, and
psychological. Consumers develop product
and brand preferences based on these factors.
“An individual and a consumer is led by his culture, his
sub-culture, his social class, his membership groups, his family, his
personality, his psychological factors, etc. And is influenced by cultural
trends as well as his social and societal environment” – Fanny Perrau for
theconsumerfactor.com.
A consumer will go through a decision process when
purchasing a product. This five-stage
process consists of problem recognition, information search, evaluation of
alternatives, purchase decision, and post purchase decision.
The adoption process and the diffusion process are heavily
relied upon when it comes to the growth rate and total sales level of new
products. “The rate (speed) of adoption depends on
consumer traits, the product, and the firm’s marketing effort.” –
studymarketing.org. The diffusion process
recounts the procedure in which different members of the target market often
accept and purchase a product.
Business markets are marketplaces where
organizations purchase products for resale, or for use in manufacturing another
product. Now that we have looked at what
influences us as individuals, business buyer behavior will be described. The stages of the business buying process are
problem recognition, general need description, product specification, supplier
search, proposal solicitation, supplier selection, order-routine specification,
and performance review.
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