Factors that influence the business buying decission

Check new design of our homepage! Are these just random choices or based on certain factors? Although we may not do it intentionally, but while making a buying decision, we are influenced by a number of cultural and social factors. MarketingWit provides the four major factors influencing the buying decisions of consumers.

Factors that influence the business buying decission

Some advertising agencies specialize in advertisements designed specifically to appeal to male consumers. Some advertising agencies specialize in advertising directed at men.

You have probably noticed that the things you buy have changed as you age. Think about what you wanted and how you spent five dollars when you were a child, a teenager, and an adult. When you were a child, the last thing you probably wanted as a gift was clothing.

As you became a teen, however, cool clothes probably became a bigger priority. How do you think spending patterns change when someone has a young child or a teenager or a child in college? Diapers and day care, orthodontia, tuition, electronics—regardless of the age, children affect the spending patterns of families.

Once children graduate from college and parents are empty nesters, spending patterns change again. Empty nesters and baby boomers are a huge market that companies are trying to tap. The suit simulates the restricted mobility and vision people experience as they get older. Car designers can then figure out how to configure the automobiles to better meet the needs of these consumers.

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The suit gives the designer an idea what kinds of car-related challenges older consumers face. Your chronological ageor actual age in years, is one thing. Your cognitive ageor how old you perceive yourself to be, is another. To better understand and connect with consumers, companies interview or ask people to complete questionnaires about their lifestyles or their activities, interests, and opinions often referred to as AIO statements.

Consumers are not only asked about products they like, where they live, and what their gender is but also about what they do—that is, how they spend their time and what their priorities, values, opinions, and general outlooks on the world are.

Where do they go other than work? Who do they like to talk to? What do they talk about? Other companies have paid people to keep a daily journal of their activities and routines.

A number of research organizations examine lifestyle and psychographic characteristics of consumers. Psychographics combines the lifestyle traits of consumers and their personality styles with an analysis of their attitudes, activities, and values to determine groups of consumers with similar characteristics.

One of the most widely used systems to classify people based on psychographics is the VALS Values, Attitudes, and Lifestyles framework. Using VALS to combine psychographics with demographic information such as marital status, education level, and income provide a better understanding of consumers.

Psychological Factors Motivation Motivation is the inward drive we have to get what we need. In the mids, Abraham Maslow, an American psychologist, developed the hierarchy of needs shown in Figure 3.

Have you ever gone shopping when you were tired or hungry? Even if you were shopping for something that would make you the envy of your friends maybe a new car you probably wanted to sleep or eat even more. Just give me a nap and a candy bar. The need for food is recurring.

Other needs, such as shelter, clothing, and safety, tend to be enduring.


For example, during grade school and high school, your social needs probably rose to the forefront. You wanted to have friends and get a date. Perhaps this prompted you to buy certain types of clothing or electronic devices.

You will believe you have become the person in life that you feel you were meant to be. Following the economic crisis that began inthe sales of new automobiles dropped sharply virtually everywhere around the world—except the sales of Hyundai vehicles.

While achieving self-actualization may be a goal for many individuals in the United States, consumers in Eastern cultures may focus more on belongingness and group needs. Marketers look at cultural differences in addition to individual needs. The importance of groups affects advertising using groups versus individuals and product decisions.

Perception Perception is how you interpret the world around you and make sense of it in your brain. You do so via stimuli that affect your different senses—sight, hearing, touch, smell, and taste.

Factors that influence the business buying decission

How you combine these senses also makes a difference. For example, in one study, consumers were blindfolded and asked to drink a new brand of clear beer.When companies act in a predatory manner by setting low prices to drive competitors out of business, it is a predatory pricing strategy.

Factors That Influence Consumers’ Buying Behavior; Factors That Affect Pricing Decisions by University of Minnesota is licensed under a Creative Commons Attribution-NonCommercial-ShareAlike.

Jun 26,  · One of the obvious factors that influences business decisions is the effect on profitability.

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You can measure this in a number of ways, but calculating a return on investment is often the simplest. According to the U.S. Small Business Administration, businesses that rely on multiple input channels typically get better information -- and make better decisions -- than businesses that allow only one source to influence decision-making.

Many factors influence decision making, and many of them affect our brain’s decision-making process without us ever realizing. Here's how it all works. The present paper will address decision making, in the context of types of decisions people make, factors that influence decision making, several heuristics commonly researched and utilized in the process of decision making.

(3) Individual and Interpersonal factors of Buying centre participants – the individuals at the buying centre affect the purchase decisions due to many factors.

The participants may exhibit conflict based on rewards, demotion, expertise, special relationship with other participants, etc.

Factors That Influence Consumers’ Buying Behavior | Principles of Marketing