buyer behaviour

buyer behaviour

the purchasing decisions of BUYERS as shaped by their functional and psychological motivations and needs. A broad distinction can be made between industrial buyers and consumers in general. Industrial buyers purchase products purely on the basis of functional or technical requirements: the producer of a motor car, for instance may seek to buy suitable components such as tyres, batteries, etc. for incorporation into a particular car model. Consumers too buy many products on the basis of some functional or physical requirement, for example a consumer may decide to purchase a motor car as a means of personal transport. However, a consumer's decision to buy a product such as a car is also influenced by his or her personality and the image he or she desires to project to others (‘extrovert’, ‘sporty’, ‘affluent’, etc.).

It is thus important for producers of consumer goods to understand the psychological impulses of prospective buyers of their products as well as their practical needs. This requires careful MARKET RESEARCH into the motivation and perception of buyers aimed at matching products with identified customer needs, and the deployment of appropriate MARKETING MIX strategies (product quality pricing, advertising, etc.) designed to maximize sales potential. See PRE-PURCHASE BEHAVIOUR, POST-PURCHASE BEHAVIOUR, PRODUCT IMAGE, PSYCHOLOGICAL PRICING, ADVERTISING, LIFE STYLE, MOTIVATIONAL RESEARCH, BUY-RESPONSE METHOD, BUY.

References in periodicals archive ?
However the removal of stamp duty charges for first-time buyers of properties up to PS300,000 since the November Budget could drive different first-time buyer behaviour before the Land Transaction Tax comes into force in April.
The ecommerce team at RFD now powers some of the world's most popular fashion and lifestyle brands, including Gymshark and Triangl, helping them generate high-volume sales by monitoring buyer behaviour and creating customised campaigns.
The promoting systems are adjusted to the relationship of these elements to buyer behaviour (Kotler and Caslione, 2009).
Norton Rose Fulbright special counsel Jyoti Singh commented: The use of anti-bribery and corruption warranties remains low but is rising, and we expect that trend to continue as buyer behaviour is influenced by heightened international efforts to curb corruption.
AS POLYMER PRODUCTION INCREASINGLY MOVES AWAY FROM WESTERN EUROPE, DOES BUYER BEHAVIOUR NEED TO CHANGE?
Known for his seminal work on buyer behaviour and relationship marketing, Jagdish Sheth, Charles H.
Mr Sharma added: "Nifty Nosh has a strong transactional business model which taps into changing buyer behaviour in what is now a multiple channel retail environment.
Expro 101 participants went through refining export marketing and training on cultural sensitiveness needed for export sales, buyer behaviour, trade practices etc.
HMV, Comet, Jessops and Blockbuster are all highly-visible brands and the latest in a line of names to succumb to the economic times and shifting buyer behaviour.
This programme will enhance understanding of luxury businesses and how to manage luxury products, with participants gaining better appreciation of the consumers of luxury goods and buyer behaviour.
It is this change in buyer behaviour which enabled us to amalgamate the two offices while continuing to efficiently and effectively service both areas.