customer buying behavior

How to Understand and Influence Customer Buying Behavior


How to Understand and Influence Customer Buying Behavior

Customer buying behavior is the actions taken by consumers before purchasing, during purchasing, and post purchasing of goods and services for personal and family use. Understanding customer buying behavior can help you create effective marketing strategies that appeal to your target audience and increase your sales.

In this article, we will explain what are the different types of customer buying behavior, what are the factors that influence them, and how you can use them to your advantage.

Types of Customer Buying Behavior

According to Indeed.com, there are 11 types of customer buying behavior:

  • Habitual: Customers make quick and low-effort decisions based on familiarity, price, or availability.
  • Complex: Customers spend time and effort researching and comparing expensive or risky products or services.
  • Dissonance-reducing: Customers choose a product or service that is easily available without much research, but may experience post-purchase regret or dissatisfaction.
  • Variety seeking: Customers switch between different brands or products for the sake of novelty or variety.
  • Limited decision-making: Customers make moderate effort decisions based on some criteria or information, but not as much as complex buying behavior.
  • Impulsive: Customers make spontaneous and unplanned purchases based on emotions or impulses.
  • Spendthrift: Customers enjoy spending money and derive satisfaction from buying.
  • Average spending: Customers spend money within their budget and have a balanced attitude toward buying.
  • Tightwad: Customers avoid spending money and experience pain or guilt from buying.
  • Socially conscious: Customers consider the social and environmental impact of their purchases and prefer ethical or sustainable brands or products.
  • Loyal: Customers stick to one brand or product and have a strong preference or attachment to it.

Factors Influencing Customer Buying Behavior


Types of Customer Buying Behavior

Customer buying behavior is influenced by various internal and external factors. Some of the most common factors are:

  • Cultural factors: These include the values, beliefs, norms, traditions, customs, and attitudes of the customers’ culture, subculture, or social class.
  • Social factors: These include the influence of family, friends, peers, role models, social media, online reviews, or other sources of information or opinion on the customers’ purchase decisions.
  • Personal factors: These include the customers’ age, gender, income, education, occupation, lifestyle, personality, self-concept, motivation, needs, wants, desires, goals, values, preferences, tastes, etc.
  • Psychological factors: These include the customers’ perception, learning, memory, attitude, emotion, mood, impulse, etc. that affect how they process information and make choices.
  • Situational factors: These include the physical environment, time pressure, availability of alternatives, urgency of need, etc. that affect the customers’ purchase behavior at a specific moment or context.

How to Use Customer Buying Behavior to Your Advantage


Factors Influencing Customer Buying Behavior

To use customer buying behavior to your advantage, you need to first identify your target market and segment it based on their buying behavior. Then you need to tailor your marketing mix (product, price, place, promotion) to match their needs and preferences. Here are some tips for each type of customer buying behavior:

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