Buying Decision Process

A buying decision process  describes the process a customer goes through when buying a product. There are various factors that influence a consumers buying decision. The factors are mentioned as below:

Cultural, Social and Personal Factors: 

ü  Culture

ü  Subculture

ü  Social class

ü  Reference groups (such as family)

ü  Personal factors (such as personality, family life cycle, and lifestyle) exhibit significant influence on consumer buying 

Psychological Processes : Apart from socio-cultural factors, psychological processes combining with certain consumer characteristics resulting in decision processes and purchase decisions. The factors are :

ü  Motivation

ü  Perception

ü  Learning

ü  Memory

Buying Decision Process

The process through which the consumer arrives at the buying decision can be explained using the five-stage buying decision process by John as follows:-

Buying Decision Process for RELISPRAY

The five questions that requires answer for :

1.Who buys the product?

The target audience of Relispray is defined as per the demographics and psychographics:

Demographics :

ü  Age : 15-54 yrs.

ü  Gender: Male & Female

ü  SEC:  AB

Psychographics :

ü  Interests:

ü  Attitudes:

ü  Values : Effectiveness,

ü  Behavior: People

2. What problem will this product solve?

Relispray's focused pressure nozzle ensures that the pain healing molecules penetrate deeper into the skin, straight to the source of the pain giving you relief.

                                                        

3. Which attributes are important and why?

Relispray uses the world's most effective and precise Ayurvedic formulation to offer safe, drug-free pain relief. Each ingredient is carefully picked to deliver optimum and long lasting relief. Studies have shown that recurring pain can be dealt with better using Relispray rather than most other pain relievers. Relispray's focused pressure nozzle ensures that the pain healing molecules penetrate deeper into the skin, straight to the source of the pain giving you relief.

     

4. If this decision is the first time, how will it go? If it is repeat, how will it go?

If the decision is for the first time, it would be influenced by advertisements and promotions, recommendations from doctors or medical, word of mouth- opinions from friends or relatives. The repeat purchase directly depends on performance of the product at trial use

5. How was the deliberation while making the decision?

The brand image, pricing and the perceived product performance are the important factors that are able to drive the trial purchase.