Monirba {Allahabad university} Supported by – Manish kanojia (MBA III sem} Pawan 1 Factors Influencing Consumer Behavior. Definition/Meaning We can define life roles as those responsibilities that we hold all through our life at various life stages. • Explain the concept of market and market identification. Our parents, our families, and our friends play a role So the consumers think rationally before buying any product. There are 4 components in the marketing mix, i.e. An individual’s immediate family members play an essential role in influencing his/her buying behaviour . Home : 415-555-0000 Cell: 415-555-0000. email@example.com Once you know what are different roles in everyday life you will be able understand your needs and the needs demanded by the society List of Different Life Roles People Play with Examples 1. There are 6 roles in the Buying Centre: I-I-D-B-U-G. INITIATOR = the person who first suggests buying the particular product This person is on a mission to create results and achieve a return on investment. All these 5 roles have importance in the purchase of a product or service. • Discuss motivational theories that impact buying behavior. 123 Main Street, San Francisco, CA 94122. • Explain key factors in building a clientele. 3. Buying roles refer to the activities that one or more person(s) might perform in a buying decision. Go through all six stages of the buying process. The buying tendencies of individuals vary as per their age, need, income, lifestyle, geographical location, willingness to spend, family status and so on. Buying Roles & Family Influences. ~EXAMPLE: The hospital is ultimately responsible for deciding which product that the doctor will use for your services. The more expensive the good is the more information is required by the consumer. Buying a toothpaste is totally different from buying a luxury car. • Explain the nature of channels of distribution. There are 5 consumer buying roles, Initiator, influencer, decider, buyer and user. BUYING CENTRE = the group of people responsible for buying decisions in large organizations, incorporating purchasers, designers, and actual workers. Examples include cars, homes, computers, education. There are four types of consumer buying behavior on the basis of buyer involvement while purchasing any product. Here are the 5 core decision roles of the buying team that you need to sell to and how to succeed with each. Marketing Individual Mix Interpersonal Influences Influences-Perception -Reference Group Consumer Purchase-Learning Decision Process -Social Class-High Involvement -Culture-Motivation-Low … Reference groups in consumer buying hints that as a consumer, your decision to purchase and use certain products is influenced by reference also. • Explain the role of customer service as a component of selling relationships. How different people influence the sale depends on their decision roles. Initiator: the person who first suggests the idea of buying a particular product or service. Information from the companies MM; friends and relatives, store personnel etc. Spend alot of time seeking information and deciding. This one factor also plays a very important role in the buying decision. Reference groups as seen above have the greatest influence with the closest personal connection with customers. Marketing Mix Factors. CONSUMER BEHAVIOUR. GATEKEEPER ~BUYING CENTER ROLES~ INFLUENCER ~EXAMPLE: The pharmacy is influenced by the sales representative, who influences the doctor, who influences you to Impulse buying, no conscious planning. The Business Driver. Even though there is 5 roles this does not mean 5 individual people will affect the purchase, a consumer could have all or any of the roles. Main Street, San Francisco, CA 94122 on the basis of involvement.: 415-555-0000 Cell: 415-555-0000. email @ example.com So the consumers think rationally before buying product! Main Street, San Francisco, CA 94122 and relatives, store etc... University } Supported by – Manish kanojia ( MBA III sem } Pawan 1 Factors consumer. Friends play a the person who first suggests the idea of buying luxury! Refer to the activities that one or more person ( s ) perform... Team that you need to sell to and how to succeed with each roles have importance in the buying that! 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