The dominant buying motives of customers and clients can be targeted through direct, reflective questions and attentive listening and followup. Understanding the buying behavior of the target market for its company products is the essential task for the marketing dept. Types of buying motives emotional and rational motives. If you continue browsing the site, you agree to the use of cookies on this website. The consumer behavior is the study of how an individual decides to purchase a particular product over the other and what are the underlying factors that mold such behavior. Motive is a strong feeling, desire or emotion that makes a person to do something. Chapter 6 class notes contents of chapter 6 class notes. When a buyer decides to purchase a product without thinking over the matter logically and carefully i. What are the factors influencing consumer behavior.
The combination of facts and the emotional state of a person that generates a feeling within them that they need to purchase an item, as well as the factors that influence their eventual choice of a particular product. Buying behavior is the decision processes and acts of people involved in buying and using products. It is necessarily an inner feeling of the potential buyer. Such buying motive of a customer is called profitability buying motive. How to discover and address dominant buying motives.
Buying motives of industrial users buyers are of two types a. Buying motive is the urge or motive to satisfy a desire or need that makes people buy goods or services. The presentation deals with patronage buying motives. Fulfills a physical need such as hunger or protection from the elements. Communication is the key to determining what emotional or professional factors are. If in sales, know the 5 buying decisions of a client and 6.
The power of the dominant buying motive by andy brough. Those influences or considerations which provide the impulse to buy, induce action or determine choice in purchase of goods or services. Explore marketing projects for mba pdf, marketing projects, advertising project topics or ideas, sales based research projects, latest synopsis examples, samples, structure abstract, base papers, source code, thesis ideas, phd dissertation for mba students, reports in pdf, doc and ppt for final year mba, diploma, bsc, msc, btech and mtech students for the year 2015 and. Buying motives powerpoint free download as powerpoint presentation. Monirba allahabad university supported by manish kanojia mba iii sem pawan 1 factors influencing consumer behavior. They must be satisfied first before we can take up any other activity. D ownload free free real estate powerpoint templates design. Basic need, safety need, social need, esteem need and selfactualization needs. It is needless to indicate the importance of buying motives in modern day marketing. Slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. Influences on business buying behavior include environmental and. Theyll give your presentations a professional, memorable appearance the kind of sophisticated look that. The basics of mergers and acquisitions investopedia.
Buying motives and consumer behaviour by priti kundu on prezi. Emotional buying motives example 3 lovesentiment definition. Consumer market the consumer market consists of all those individuals and households who acquire goods and services for personal use. The need hierarchy as given by abraham maslow classifies the needs into five types viz. Buying motives definition and psychological factors and other elements. In fact, the motivating factor to direct consumer behavior is buying. Free real estate powerpoint templates design collection includes high quality corporate templates, management technique presentations and many other business associated powerpoint. For this purpose different models from different research scholars have been studied.
Consumer buying behaviour, project on consumer buying. Ultimately you want to get to emotional motives, a rationalization of the purchase and then the positive emotion of goodwill after the sale to have a satisfied customer and, hopefully, a strong reference for other prospects. It is an influence or a consideration that provides impulse to buy or induce an action. Behavioral models of motivation maslows hierarchy of needs motivation as a means of satisfying human needs five types of needs. They may want to research different options, talk to a friend or family member about it, and weigh the pros and cons of going through with. I like buying motive ppt please allow me download or send. Empirical research suggests that people from the same social group tend to have similar opportunities, live in similar types of housing, in the same areas, by similar products from the same types of outlets and generally conform to similar styles of living. A buying process is the series of steps that a consumer will take to make a purchasing decision. The influences on consumer buying behavior include basic needs, membership in groups, family requirements, occupation, age, economic situation and lifestyle choices. Buying motive is an important aspect of buyers psychology like those of knowledge, attitude, intention or the image. This template includes unique designs and results that you can use freely for your own presentation needs. Buying motives and consumer behaviour caribou coffee a buying motive is the reason why the customer purchases the goods. Abraham maslow, a clinical psychologist formulated a widely accepted theory of human motivation based on the notion of a universal hierarchy of human needs.
Worlds best powerpoint templates crystalgraphics offers more powerpoint templates than anyone else in the world, with over 4 million to choose from. It covers in detail the meaning of motive, buying motive, participants of buying motives and all type of appeals like emotional, rational and patronage appeals for selling the goods. A study of factors affecting online buying behavior. Any person does not buy a product or service just because of excellent salesman pitch but he does also due to the desire generated within him towards the. In fact, the motivating factor to direct consumer behavior is buying motives. Buying motives powerpoint motivation selfimprovement. Identify the most common buying motives in retail sales. Marketing individual mix interpersonal influences influencesperception reference group consumer purchaselearning decision process social classhigh involvement culture. Project report on consumer buying behaviour introduction the job of marketer is to meet and satisfy target customers needs and wants but knowing customer is not a simple task. The causes and factors which stimulate consumer to buy certain goods or services is called buying motives. A merge may expand two companies marketing and distribution, giving them new sales opportunities. Buying motives in hindi under elearning program youtube. Buying motives are the reasons why the consumer buys a product and the marketing manager is interested to know these motives.
Buying motives being a model of consumer mind, play an important role in the whole scheme of selling and production. Once known, buying motives become a significant tool to finalise the product, pricing, distribution and promotional policies of an organisation. Example 2 entertainment vanity its the selection of goals according to personal or subjective criteria. Definition buying motives are defined as all the impulse, desires and considerations which motivate a buyer to purchase a specific product. The power of the dominant buying motive given the current economic challenges, sales trainers are working hard to convince clients that there is still a place for selling skills and sales training. A buying motive is the reason why the consumer purchases the. Product buying motives may be subdivided into two groups, viz. When a motive makes a person to buy a product, then it becomes a buying motive.
When a customer is considering a purchase that is more expensive or requires some kind of monthly commitment they will usually spend more time thinking about it. Consumer behaviour prof prashant kumar gupta jain college of mba and mca 2. Social status social class or social status is a powerful tool for segmenting markets. Buying motive marketing project linkedin slideshare. Notes on concept and classification of buyers motives. Winner of the standing ovation award for best powerpoint templates from presentations magazine. Product motives product motives may be defined as those impulses, desires and considerations which make the buyer purchase a product.
Types of buying motives buying motive is the urge or motive to satisfy a desire or need that makes people buy goods or services. Corporate sales training market needs to reposition itself yet again. Buying motives of consumers there are different kinds of consumers. Ppt consumer buying motives powerpoint presentation. Motivesa motive is an internal energizing force that orients a persons activities toward satisfying a need or achieving a goal. Motive refers to the thought, urge, feeling, emotion or drive which influences the decision of the buyer. In this article we will discuss about the primary and secondary motives.
Remember, then, to concentrate on these three key buying motives money, risk reduction and time so that you match the needs and desires of your prospects and dont get dragged in to surfacelevel debates about costs and other incidentals that hide the real reasons why they may be buying from you. Reasons or benefits that cause people to purchase products to satisfy their wants and needs 2. Roy worked with my company in the late 90s when i was sales director of the puget sound business journal, a local business publication in seattle. Each person cares for their physical and mental health, every person buys as far as possible, healthy foods, pure drinking water, medicines, materials for physical exercise, shoes for a morning walk, suit etc. Meaning of buying motives of consumers businessmarketing. The psychological influences include perception of certain products and brands, beliefs and attitudes. Gems our own english high school dubai shriyam chaturvedi grade 11 i 201415 marketing project title of project. In winter we are motivated to purchase heaters, similarly in summers, we are motivated to buy fans. The marketing team of a business will often strategically take into account key buying motives within a target. How to find direct chinese manufacturers on alibaba sourcing hacks for amazon fba duration. Buying motives definition and psychological factors and other elements slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. Thank you for your attention rational versus emotional motives. Ppt on consumer behaviour for bba and mba powerpoint slides. Need may be of different types, at different point of time.
Buying motive relates to the feelings and emotions of people which generates a desire to purchase. Clients need to be convinced more than ever that there is merit in investing in training a sales team. It refers to the thoughts, feelings, emotions and instincts, which arouse in the buyers a desire to buy an article. A a combination of emotional and rational buying motives b emotional buying motives only c rational buying motives only d social buying motives only e group theory motives only. The topics are part of training i went through years ago with roy chitwood of max sacks international. Therefore, the importance of buying motives can be examined on the. Buying motive is the motive to persuade the desires of people so that they buy a particular good or service. Any one or any combination of the six buying motives can come into play in this example. Uses of buying motives in personal selling buying motives are the inner feelings of the buyers and he tries to satisfy them at any rate to the maximum possible extent. Motive could be economic, social, psychological, etc. Understanding a customers buying motive can help a sales associate determine which products to show a customer and which features to highlight. Learn vocabulary, terms, and more with flashcards, games, and other study tools.