Determinants or factors of buying behavior Cultural Factors 1 culture 2 Subculture 3 Social class Psycholo gical factors 1 Motivation 2 Perception 3 Learning 4 Belief and attitude Personal factors 1 Age & ages of life cycle 2 Occupation 3 Economics Circumstances 3 Life style 4 Personal and self concept Social factors 1 Reference group 2 Family Role & status

Culture Culture is most basic fundamental determinant of a person wants and behavior. Where the young boy is brought up in society where the modern technology used. The young boy will be comfortable with using camera, laptop, etc. Marketers always trying to see if there is a cultural shift and develops products accordingly. Some of the important cultural shifts are: Leisure time, health conscious and informality.

Reference Group - Social Factors A person’s reference group are those groups that have a direct (face to face) or indirect influence on the person’s attitude or behavior. Group have direct influence include family, friend neighbor etc. Indirect such as the football player etc.

Family - Social Factors Members of the buyer’s family can exercise strong influence on buyer behavior. In some cases wife is more influential on purchase than husband CategoryIn the purchase of the product Husband dominantAuto, TV., computer, Wife dominantWashing machines, kitchens appliances, home appliances Equal participationHousing, recreation activity, outside entertainment

Personal factors Consumer purchase decision also influenced by personal characteristics namely the buyer age and stage of life cycle, occupation etc.

Psychological factors Motivation Can be said to be inner drive that is sufficiently pressing and directs the person to seek satisfaction of the need. Ahmed need is to get a car. He now works 6 days a week to earn more and more money. So he is motivated to satisfy his need