Key Factors Influencing Customer Purchasing Behavior
                     K EY FACTORS 
INFLUENCING
CUSTOM ER 
PURCHASING
BAn EAcHadeAmVic pIrOeseRntation by
Dr. Nancy Agnes, Head, 
Technical
Operations, Phdassistance
Group 
www.phdassistance.com
Email: 
[email protected]
Today's Discussion
Introduction
What are the key factors 
influencing
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purchasers?
Consumer Purchasing Process has 
Five
Stages
Introduction
All of us have been in the situation where we enter a store 
and
immediately notice something we must have. Retailers 
invest
enormous sums of money each year in an effort to give 
their
As a consumer eventually connects with a product and makes a 
bcuusyt,omers that sense.
branding, web marketing, video and print commercials, social 
media
eThffiosr tbsl,o agn wdi lsl oe xopnlo arlel  stheee mm aton yc osmorets t oogf eptuhrecrh.asers as well as the
factors that affect and shape consumer purchasing behavior (Ali
 &
Anwar, 2021)
contd...
Consumer purchasing behavior describes the steps consumers 
take
before purchasing a good or service, both online and offline.
Search engine research, participation in social media discussions, 
and a
range of other activities could be part of this process.
Understanding this process is beneficial for organizations because it
enables them to better match their marketing attempts to those that 
have
previously been successful in persuading customers to make purchases.
This kind of behavior is influenced by many 
things.
What are the key factors 
influencing
customer purchasing behaviour?
The process of consumer purchase intention is influenced by
 a
number of elements, including cultural, social, personal, and
psychological considerations.
If viewed independently, they might not encourage a purchase. 
The
more components that make up a brand, the more likely it is that 
a
Bc eolnoswu mar ee rt hweo 4u ldco idmem notinfy f wacittho rist  and buy fro m it (Xu et al.,20 20) .
involved1:.Cultural Factors - People's nationalities do not 
always
contd...
determine their culture. Additionally, it might be characterized by 
their
affiliations, their religious convictions, or even their geographic 
2lo.cSaotiocnia. l Factors - elements in a person's environment that 
athffeeyc tv iheoww products.
3.Pers ona l Fa ctors - Age, ma rita l position, fina nc ia l situa tion, 
aon se w'se ollw ans personal convictions, morality, and values, are a few 
examples.
4.Psychological Factors - The way a person is feeling when 
they are
presented with a product will frequently affect how they feel about 
both
the product and the brand as a whole.
What are the four types 
of
purchasers?
The analytical, the affable, the driven, and the expressive customer 
are
the four main categories of purchasers.
Based on what drives each individual to purchase, they are 
different.
1.The Analy tical purchaser - This logical and knowledgeab
le
consumer would consider all the information on rival brands 
and
items before making a selection.
contd...
2.The Amiable purchaser - This purchaser is friendly and 
genuinely
wants to make everyone happy. The impression of a win/lose 
conclusion
causes them to frequently become frozen when faced with important
d3e.Tcihseio nDsr i(vBears tposu,r 2c0h2a0s).er - Most significant to drivers is how other 
people
see them and whether they are being followed. Drivers are the
trendsetters in the industry, and they are more focused in how they
appear than the relationships that are built via transactions.
contd...
4. The Expressive purchaser - For the Expressive Buyer, 
relationships
are essential. They are unable to tolerate being ignored or feeling
alone throughout a transaction. They prefer to feel like your most
valuable asset, nevertheless.
It's challenging to categorize anything as complex as 
consumer
purchasing behavior into four orderly groups.
The majority of people will discover that they exhibit a mix of 
these
kinds of consumer purchasing behavior.
It 's critica l to c om prehend the ste ps involve d in the c ustom 
er
purchasing process in order to better comprehend this 
behavior.
Consumer Purchasing
Process has Five 
StagCoensusmer purchases go through five stages: identifying a 
problem,
obtaining data, identifying solutions, making a purchase, and
reviewing the transaction.
Find a Problem - In this stage, the customer becomes 
aware
of problems they want to solve for the first time. It might be
anything from needing a new outfit for a planned occasion 
to
hGaav tinhge ar  Ilena fkoyr pmip ae  tinio tnh e-i rC h oonmsuem re eprasi rwed il.l the n wa nt to
investigate the potential causes of their issue and 
potential
solutions. contd...
They might use the internet to look for advice or more details 
about
what might be the root of their issue.
For our hypothetical scenarios, the shopper might look at the 
best
materials to wear to an outdoor wedding when choosing a new
clothing. In order to determine if they can solve the issue on 
their
own, the individual who has a leaking pipe may research what
cFainusde S so leluatkyio pnipse -s T (hLez croinus eutm ael.r,2 w0i2ll0 s)e. ek out further specifics on 
how to
address their issue once they have gathered all the necessary 
facts.
To aid in their decision-making, they will start contrasting brands and
reading customer reviews.
contd...
If someone is shopping, they could search for stores that offer the
most elegant formal clothes at the best costs. If a pipe is leaking, 
the
owner may search online reviews for the top local plumbers.
Make a Purchase - The purchaser will choose and purchase a
solution at this point. That would include investing in new clothing 
and
hiring a plumber for our instances (Hanaysha et al., 2021).
Review the Purchase - On business website, some customers 
might
leave reviews, while others might not. In each scenario, the 
customer
will assess the good or service they got and decide if they would 
use it
again or recommend the chosen company to others.
contd...

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