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 ?
Notably, the starter home market remained strong during the period and we saw no evidence of change to first-time buyer behaviour," Mulcahy said.
The shift to instant/soluble coffee has also been influenced by the ubiquitous trend of frugality, with value-for-money coming into play to influence buyer behaviour. These opportunities are not lost coffee companies that are looking to capitalize through commercialization of high-quality products at competitive prices.
While demand for connectivity will spur the market for smart wearables, which are mainly supplied by Apple and Samsung, pricing will play a critical role in determining buyer behaviour in this space.
A report aired by a private news TV channel said, to keep up with changes in buyer behaviour, especially among teenagers, various food chains were trying to push their services through social media sites by offering special meals with affordable prices.
This helps build the buyer behaviour of customers, who buy from more than 100 countries on Telr's online payment platform.
Our online experiences will inevitably influence the design of physical stores to better understand buyer behaviour, using embedded data-driven technologies.
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."
However, recently we have also seen a change in buyer behaviour. UAE residents are now looking beyond Central London for more affordable properties in regional cities such as Birmingham, Manchester and Liverpool.
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).
FOLLOWING THE RECENT NEWS THAT THEY HAVE SECURED AN EXCLUSIVE DISTRIBUTION AGREEMENT WITH THE EGYPTIAN ETHYLENE AND DERIVATIVES COMPANY (ETHYDCO) TO SUPPLY ITS NEW RANGE OF HDPE, MDPE AND LLDPE TO THE UK AND IRISH POLYMER MARKETS, TECHNICAL EXPERTS AT PLASTRIBUTION ASK WHETHER, AS POLYMER PRODUCTION INCREASINGLY MOVES AWAY FROM WESTERN EUROPE, IF BUYER BEHAVIOUR NEEDS TO CHANGE.
It's also Nissan's firm belief, given its projections for the sales of this 1.2-litre version, that buyer behaviour will also evolve, ditching years of prejudice against small capacity petrol engines and embracing the 1.2-litre DIG-T engine.