Rational motives consumer behaviour pdf

We are not only led by rationality alone when deciding about the purchase of a product. Pdf nowadays, understanding consumers buying motive is much more important for the marketers. Efforts to make change in buying motives efforts can be made by learning from the buying motives of a customer, to bring changes in his motives. But how do emotional vs rational purchases differ from each other.

Psychological factors influencing consumer behavior definition. Basics of personality, theories of personality and marketing strategyfreudian theory. How emotions influence what we buy psychology today. The sense of motivation is the justification and regulation of behaviour. A theoritical approach to the strength of motivation in customer behavior dr. Definition buying motives are defined as all the impulse, desires and considerations which motivate a buyer to purchase a specific product. In simple words it is the reason why a consumer purchases a good buying motives different buying motives. Consumer motivation by balachandar k reference book. If the behaviour of the seller is very good, certain customers may like to purchase goods from that seller only. Rational motives are based on reasoning or logical assessment.

Other rational motives used include quality, dependability, durability, efficiency and performance. Influences, motivation, emotions and personality and influencing attitudes and behaviour. Buying behaviour, consumer psychology, marketing strategy. Consumer behaviour jane priest is a teaching fellow at edinburgh business school and teaches parts of the oncampus marketing course, as well as the consumer behaviour elective by distance learning. Despite some misconceptions, consumer rationality is a property of the researcher rather than the consumer. Previous studies have mainly focused on the rational motives of retail borrowing in the uk and usa. If an advertisement is to concentrate on rational motives, it needs to show the qualities of the product or economical aspects of a purchase. Consumers become more rational as we are better able to predict their behavior or other important outcomes in. They say, that consumers behave rationally when they consider all alternatives and choose those that give them the greatest utility. This post just scratches the surface of his fascinating exploration of human behaviour and theres so much more to learn. Buying motive is the urge or motive to satisfy a desire or need that makes people buy goods or services. They are contrasted by emotional buying motives, which are based on feelings. Thank you for your attention rational versus emotional motives.

The first level contains physiological needs water, sleep, food. Example 2 entertainment vanity its the selection of goals according to personal or subjective criteria. The field of consumer behavior studies how individuals, groups, and organizations select, buy. After these needs are satisfied, the individual is able to focus on satisfying the safety needs shelter, security, and protection and belongingness needs on t he third level such as. Consumer behavior as a fundamental requirement for effective. When a buyer decides to buy a certain thing after careful consideration i. Pdf influence of emotions on consumer buying behavior.

Consumer behaviour, two wheeler dealers, consumer motives. Rational motive definition of rational motive by the. Young consumers irrational motives of retail borrowing. People behave in a consistent, predictable manner based on the information available to them. Common features of consumer behaviour models consumer behaviour as a decision process behaviour is rational and can be explained behaviour is purposive involving search, evaluation and storing of data preferences develop based on more limited use of information outcomes from purchase decisions, whether satisfaction or.

Consumer motivation is understanding and connecting needs, interests, values, norms, goals in such a way that they can be included as reasons motives for the activity. Psychological factors influencing consumer behavior. Pdf nowadays, understanding consumers buying motive is much. Warrington college of business, university of florida, 201 bryan hall, box 117155, gainesville, florida 32611, steven. The term is generally used for humans but, theoretically, it can also be used to describe the causes for animal behavior as well. Meaning of buying motives of consumers businessmarketing. Consumer behaviour free download as powerpoint presentation. Introduction consumer behaviour is comparatively a new field of study which. A theoritical approach to the strength of motivation in. Reasons or benefits that cause people to purchase products to satisfy their wants and needs 2.

Rational motives are tradeoffs between the price the consumer has to pay for the product or service and the value it represents to this consumer. A motive is simply a reason for carrying out a particular behavior and not an. Satisfaction of these needs allows the individual to advance to the ego needs. She is a key member of a team exploring how technology can be. In a consumer behavior context, the results is a desire for a product, service, or experience. Consumer behaviour and marketing action learning objectives after studying this chapter, you will be able to understand. The psychological factors are the factors that talk about the psychology of an individual that drive his actions to seek satisfaction. But it is perceived emotional endbenefits that make us decide to buy. Consumers purchase a product by testing, comparing and observing the product keenly in terms of price, quality and durability. Rational purchasing behavior often comes in response to a real need or problem. International journal of education and research vol.

Return to contents list types of consumer buying behavior types of consumer buying behavior are determined by. Your challenge is to learn how to predict irrational consumer behaviour so you can harness it into an opportunity. They make decisions that promote the common values and wellbeing of their interdependent society. Rational behavior refers to a decisionmaking process that is based on making choices that result in an optimal level of benefit or utility. This study attempts to study the consumer behaviour towards two wheeler dealers in coimbatore district.

This helps reduce cognitive dissonance when a marketer can answer any concerns of a new consumer. Emotional buying motives example 3 lovesentiment definition. Emotions influence almost all human decisionmaking, but are especially important to consumer purchase decisions. 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.

Consumer motivation motivation is an inner drive that reflects goaldirected arousal. There are various factors to induce consumers to buy any product. Consumer researchers have given two types of motivesrational motives and irrational emotional motives. The myth of the rational consumer psychology today. The rational buying motives are based on ones thoughts and judgement. It provides ideas and suggestions for teaching approaches and is not intended to provide exhaustive coverage of this topic. Consumer behavior motivation notes rutgers university. Consumer behaviour is very complex and is influenced by various factors. Primary secondary different buying motives related to basic needs of human being which motivate the buyer to take a purchase decision. Most real estate study is based on consumer behavior. For example, if an individual purchases a product to enhance selfimage and considers this to be a rational decision and if behaviour does not appear rational to the person at the time of purchasing then he would have not purchased. Consumer buying behaviour refers to the buying behaviour of the ultimate consumer.

We have provided a complete consumer behaviour interview questions and answers on our site page, we will guide how to get your desired job. Consumer behaviour is the education of entities, groups, or governments and all the actions related with the purchase, use and disposal of goods and services, together with the consumers emotional, mental. Rational product buying motives include the following. Motivation of online buyer behavior journal of competitiveness. While this evolution has been continuous, it is only since the 1950s that the notion of consumer behaviour has responded to the conception and growth of modern.

Once the human behavioural models have been addressed, the chapter will focus on models of consumer behaviour. Identifying buying motive of consumer is a difficult task for business entrepreneurs. Attitudes in a fact are in a key role in decision making since they dictate. Introduction this case study has been written by teachers for teachers to support the delivery of a new topic within the specification. Consumer behaviour 14mbamm301 department of mba, sjbit 2 motivation theories and marketing strategy maslows hierarchy of needs, mcguires psychological motives cognitive preservation motives, cognitive growth motives, affective preservation motives, affective growth motives.

Motivation is the activation or energization of goaloriented behavior. Community members work together in a costeffective, altruistic way to achieve the greatest positive outcomes for the largest number of people. While studying consumer behaviour, the researches start from five basic principles kesic, 1999. Consumer behavior an overview sciencedirect topics. Motivation is the driving force within individuals that impels them to action.

Advertising appeals rational and emotional appeals. It is broadly the study of individuals, or organisations and the processes consumers use to search, select, use and dispose of products, services, experience, or ideas to satisfy needs and its impact on the consumer and society. Since consumer behavior and its uniqueness reflect changes which have oc. Alfred gross has classified the buying motives as emotional and rational. A motive is simply a reason for carrying out a particular behaviour and not an automatic response to a stimulus.

This study is aimed to analyze consumers buying motives to purchase virtual goods in online games. It is seen that what may appear irrational to others may be perfectly rational in consumers opinion. I highly recommend checking out dan ariely and his research. The particular attributes of a product that are important to consumers and can serve as the basis of informational or rational appeals vary from one product category to another as well as among various market segments. And how does influencer marketing trigger consumers buying decisions. When someone makes a final buying decision, they are influenced by one of two types of triggers. Motivation definition motivation is the driving force within individuals that impels them to action. Think about the last thing you bought, what made you buy it. Factors influencing affecting consumer behaviour importance and definition of consumer behaviour consumer decision making process, behavior research, behaviour model, guerilla marketing, consumer buying behavior, market segmentation, consumer buying behaviour, strategic marketing, advertising slogans buyer behaviour,perception, notes from philip kotler. This study incorporates the irrational motives into the construct from australian perspective. Perfect rationality results when we achieve accurate predictions. Motives in customer purchasing behavior modern buyer. Meaning of buying motives of consumers buying motives of consumers. In fact, the motivating factor to direct consumer behavior is buying motives.