Buyer Behavior

Concept of Buyer
• A buyer-Purchaser-individual or organization-group of person
• Who makes purchase from seller, Takes ownership of bought products
• Acquire an asset in return for some form of consideration or money
• Buyer acquire ownership in case of product or benefits or usage in
case of service in exchange of money under of contract of sales.
Concept of buyer behavior
• Buying behavior is the acts of people involved in buying function.
• It is influenced by economic, personal, psychological, and socio-
cultural, environmental, organizational, interpersonal, and personal
factors.
• Questions related to buyers behavior
Who Participate in buying? Participant(s)
What do they buy? Buying / Object / Goods
Why do they buy? Buying Reasons
When do they buy? Buying Occasion
Where do they buy? Buying/ Place
How often do they buy? Buying Frequency
Organizational Buying influencing Factors

• Environmental Factors (Economic, Technological, Political-Legal, Social

responsibility, Competition)

• Organizational Factors: (Objectives, Policies, Procedures, Organizational

structure, System)

• Interpersonal Factors: (Authority, Status, Interest)

• Personal Factors: (Age, Education, Job Position, Personality, Risk, Attitude)

Global Consumer Movement and
Consumer Protection
• First International Conference of Leaders from Consumer
Organizations took place in the Hague on March 1960 and
made International Organization of Consumers Union (IOCU)
(5/7)
• Main agendas were Need to address poverty, access to basic
goods and services, and the challenges faced by consumers
in developing countries.
Need for Global Consumer Voice
• For Capacity Building: During 1990s IOCU managed extensive
capacity building programs in all parts of the world, training both in
methods (Institutional management, research and fundraising) and on
specific issues.
• Advocacy began to focus on International Trade Negotiations
particularly those of newly formed WTO. IOCU also increased its work
at the international organization for standardization (ISO) and the
Codex Alimentary Commission (Food Standards). These developments
in global governance made it increasingly difficult for individual
countries to adopt national standard that were different form those
agreed internationally.
• IOCU becomes Consumers International: By the late 1990s, a
transition symbolized by a change of name form IOCU to Consumers
International (CI) in 1995.
• Development of new Consumer Issues: CI facilitated member
participation in trade, food and technical standards, activities; taking a
40-strong delegation to the WTO ministerial in Cancun, and getting
Codex and ISO to provide training and improved access to meetings.
• Today the founding principles of the movement still energize and
inspire people and organizations throughout the CI membership. The
focus has broadened to address poverty reduction, corporate
responsibility, services and sustainable consumption as well as
providing advice on consumer product.
Consumer buying practices in Nepal
• Price conscious customers
• High cultural influence
• Personal relationship plays important role
• Family influence plays important role because of joint family structure
• High degree of media influence
• Climatic variations lead to diversified consumer demand
• High degree of influence from India and China leas to high purchase of Indian
and Chinese goods
• Comparatively unstable political environment
• Lack of availability of different energies like electricity, fuel etc.