Factors Affecting Consumer Buying Behavior

Every year, retailers spend a lot of money trying to create a feeling of connection with their customers as they walk into a store. This is done through various forms of media, such as web campaigns, social media, and print ads.

How do you capture that moment in time when a potential customer becomes a buyer? This blog will explore the various factors that influence consumer buying behavior.

The behavior of consumers before they purchase a product or service is referred to as consumer buying behavior. This process can involve various actions such as consulting search engines, posting content on social media, and engaging in other forms of media. Understanding this process can help businesses improve their marketing efforts.

Factors affecting consumer buying behavior

The buying behavior of consumers is influenced by various factors, such as their social, psychological, and cultural backgrounds. These can affect a person's decision-making process and purchase intentions.

Cultural Factors − Although a person's nationality may not determine their culture, it can be influenced by their religious beliefs, cultural associations, and geographical location.

Social factors − people's environments have an impact on how they perceive products.

Personal Factors − Some of the personal factors that can influence a person's buying behavior include their age, values, and marital status.

Psychological Factors − When it comes to making a purchase, a person's psychological factors play a significant role. They can help determine how they feel about the product and its brand.

Marketing campaigns − A marketing campaign can influence a consumer's purchasing decisions. If executed properly, it can persuade them to switch brands or choose more costly alternatives.

For instance, marketing campaigns can be used to remind customers about products or services that they need to buy regularly but might not be on their minds.

Economic conditions − Economic conditions can have a huge impact on a consumer's behavior, especially when it comes to buying expensive products such as cars and houses. A favorable environment can make people more willing to spend money on luxuries, even if they have financial problems.

Personal preferences − Some of the personal factors that can influence a consumer's behavior include likes, dislikes, values, and priorities. In certain industries, such as food and fashion, one's opinion is often powerful.

Even though advertisements can influence a person's behavior, it is still important to note that their preferences are the most significant factor that affects a person's decision-making process. For instance, if a person is vegan, they would not start eating meat because they saw numerous ads for burger joints.

Group influence − In addition to personal preferences, peer pressure can also influence a consumer's behavior. What our immediate relatives, friends, and neighbors think can have a huge impact on our decisions.

Purchasing power − Finally, our purchasing power can have a significant impact on our behavior. Unless you're a rich person, your budget should be considered before making a purchase.

Although a product may be good, if the customer does not have the money to purchase it, they will not buy it. Through the use of segmentation, marketing campaigns can identify potential customers and achieve their desired results.

Types of consumer behavior

It is very important that marketers study consumer behavior in order to understand what drives their customers' buying decisions. By understanding the way consumers shop for goods, you can identify the products that need replacing or the ones that are outdated.

Through this process, marketers can then decide how their products should be presented to maximize their potential impact. Understanding the buying habits of consumers is very important in order to convert them into buyers.

  • Complex buying behavior − When it comes to buying an expensive product, this type of behavior often occurs when the consumer is involved in the entire purchase process. They are also heavily involved in the research before making a final decision.

  • Dissonance-reducing buying behavior − The buying process can be very complex for consumers. They often have a hard time deciding which brand to choose, and this can lead to "dissonance." When making a purchase, you will initially choose a product based on its price and convenience. However, after you have made the purchase, you will likely search for confirmation that it was the right choice.

  • Habitual buying behavior − A habitual purchase is a type of purchase that occurs when the consumer has little involvement in the category or product. For instance, if you go to the grocery store and buy bread, you are not showing strong brand loyalty.

  • Variety-seeking behavior − A consumer may purchase a different product due to their desire for variety. For instance, they may try out a new scent of shower gel. By knowing the various kinds of customers who visit your e-shop, you can determine how to segment your customer base.

Patterns of consumer behavior

A buying habit is not the same as a buying behavior pattern. Behaviors are formed spontaneously and can become predictable over time. On the other hand, patterns are constructed with a mental design.

While each individual has his own buying habits, buying behavior patterns represent a collective behavior. This allows marketers to create unique characterizations of their customers.

Place of purchase

Most customers tend to split their purchases among multiple stores, even if the products they buy are all available at the same location. For instance, if you go to a hypermarket, you might buy shoes and clothes from the brand that you prefer.

A customer's loyalty is not based on which store they can purchase the same products from if they have limited access to other stores. It's also based on the choice of place. By studying the buying behavior of consumers, marketers can identify the key locations where they can concentrate their efforts.

Items purchased

Through a shopping cart analysis, marketers can collect information about the products that were purchased and the amount of each item that was bought. Necessity items can be purchased in bulk, while luxury goods are commonly bought in small quantities. The amount of money that a consumer spends on a product is influenced by various factors, such as its price, perishability, and purchasing power.

Time and frequency of purchase

In today's digital age, customers are more likely to go shopping even during odd hours due to the immediacy of e-commerce. To meet the increasing demands of today's customers, a store must identify a purchase pattern and provide a comparable service level.

Method of purchase

In today's digital age, customers can shop for an item they want right in the store or order it online. The way a customer shops for an item can also reveal a lot about his or her personality. By studying the buying habits of consumers, marketers can create unique marketing strategies and improve customer satisfaction.


Companies such as Barclays and The Coca-Cola Company have been investing in new products and improving their existing ones. To align its corporate strategy with the needs of its consumers, The Coca-Cola Company conducts market research to identify the behaviors of its target market. Similarly, Barclays carried out a study to understand the needs of its customers.

Through consumer behavior analysis, companies can improve their profitability and develop new marketing campaigns and products. This process involves analyzing the psychological factors that influence a customer's buying behavior.

Updated on: 11-Apr-2023


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