Situational, Psychological and Social Influences on the Buying Decision Process

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Discuss with your class situational, psychological and social influences on the buying decision process. Think about times when you purchased a product online. What cultural or personal factors influenced your decision? What do you know about your purchase now that you didn’t know before making it? If you have not made any online purchases, why not? Why have Internet sales jumped in recent years? How is promotion used on the Internet? Speculate what the Internet environment will be like in five or 10 years. Now consider how a company capitalizes on the buyer decision-making process with its product or service. List some examples.

I purchase products online frequently and the factor that best influences my decision is the psychological. My purchases usually are based on items that I feel will add to my lifestyle, like clothes, shoes and I recently purchased rugs to add to my home.

The psychological influences are the person’s behavior, their perception, motives, learning, attitudes, personality, self-concepts and lifestyles.

The social influences on the buying decision deals with family Influences, opinions, social classes, culture and subcultures. This influence on the buying decision takes in the actions and activities that a person is supposed to perform based on expectations of the individual and the surrounding persons.

In 5 to 10 years, the Internet will play an even bigger part in consumer purchasing habits due to Businesses advertising directly to the consumer by way of their website and I believe in many scenarios, removing the middleman from the process which would make the price even more favorable to the consumer.


Situational influences include location and timing that effect buying behavior. One example of situational influence would be a professional baseball game. You are out having a good time and get hungry so you buy a six dollar hot dog. Given the environment and the fact you are want to curb your hunger, you are...
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