Factors Affecting Buying Behavior of Consumers

Topics: Online shopping, Retailing, Electronic commerce Pages: 21 (4155 words) Published: April 13, 2013

Research Report


Consumer Preferences for Traditional Vs Online Shopping

Business Research Methods

School of Business

Submitted to: Submitted by:

Abhishek Dutta Mudassir Hasan Khan

Faculty LPU 11206470 (MBA IB)

| Table of Contents | | Contents |Page No | | 1 - Introduction | 3 | | 2 - Review of Literature | 4-7 | | 3 - Need and Scope | 8 | | 4 - Objectives of the study | 9 | | 5 - Research Methodology | 10-11 | | 6 - Analysis | 12-25 | | 7 - Conclusion and recommendations | 26 | | 8 - Limitations | 26 | | 9 - Questionnaire | 27-28 | |10 - References | 29 |

1. Introduction

Consumer behavior is the study of when, why, how, and where people do or do not buy a product. It blends elements from psychology, sociology, social anthropology and economics. It attempts to understand the buyer decision making process, both individually and in groups. It studies characteristics of individual consumers such as demographics and behavioral variables in an attempt to understand people's wants. It also tries to assess influences on the consumer from groups such as family, friends, reference groups, and society in general.Customer behavior study is based on consumer buying behavior, with the customer playing the three distinct roles of user, payer and buyer.

Online shopping behavior (also called online buying behavior and Internet shopping/buying behavior) refers to the process of purchasing products or services via the Internet. The process consists of five steps similar to those associated with traditional shopping behavior (Liang and Lai 2000). In the typical online shopping process, when potential consumers recognize a need for some merchandise or service, they go to the Internet and search for need-related information. However, rather than searching actively, at times potential consumers are attracted by information about products or services associated with the felt need. They then evaluate alternatives and choose the one that best fits their criteria for meeting the felt need. Finally, a transaction is conducted and post-sales services provided.

Shopping value is a key determinant of...
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