Consumer buying behavior is the process by which consumers buy products or services to satisfy their needs and wants. In this first section there's information about: facts, statistics, buying process, consumer types, and level of involvement by the consumer.

1. CONSUMER
BUYING BEHAVIOR:
AN OVERVIEW OF CONSUMER BUYING BEHAVIOR IN STORES.
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2. TABLE OF CONTENTS:
Page Title: Page Number:
Facts & Statistics 3
Facts 5
Statistics 12
Consumer Buying Process 20
Types of Consumer 34
New Product Consumer Types 35
Retail Consumer Types 44
Consumer Involvement 53
Degree of Consumer Involvement 54
Consumer Involvement Types 61
Consumer Buying Behavior Categories 68
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Page Title: Page Number:
Factors Affecting Buyer Behavior 86
Cultural Factors 88
Personal Factors 94
Psychological Factors 100
Social Factors 109
Tactics & Trends 114
Marketing Tactics 115
Psychological Tactics 122
Social Media Tactics 128
Trends 138
Work Cited 149

3. DEFINITION:
 Consumer buying behavior is the process by which individuals search for, select, purchase, use, and
dispose of goods and services, in satisfaction of their needs and wants
 It’s the sum of a consumer's attitudes, preferences, intentions, and decisions regarding the consumer's
behavior in the marketplace when purchasing a product or service
 The study of consumer behavior draws upon social science disciplines of anthropology, psychology,
sociology, and economics
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4. FACTS:
Marketing companies
looking to study customer
buying behavior: analyze
multiple digital touch
points to understand their
motivations, preferences,
and purchasing strategies
Hyper-connected
customers are
overwhelmed with
information
Smartphones, apps, blogs,
web search utility, and
data algorithms all make
up the new face of the
ever-changing digital
landscape
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5. STATISTICS:
65% of the average amount of spending budgets
are spent in-store
67% of consumer purchasing decisions is
impacted by online reviews
69% of online consumers satisfaction comes
from free or discounted shipping
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6. RETAILERS EXAMPLES:
Category-specific
Online Stores:
Zappos or Wayfair
Most bought item: flowers
and gifts
19% consumers have
bought them here
Large Retailers:
Nordstrom or Macy’s
Most bought item:
clothing, shoes or
accessories
47% consumers have
bought them here
Marketplaces:
Amazon or eBay
Most bought item: books,
music or movies
44% consumers have
bought them here
Webstores:
Flash Tattoos or Son of a
Sailor
Most bought item: health
and beauty products
19% consumers have
bought them here
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7. BUYING PROCESS:
Post Purchase Evaluation
Decision
Purchase Decision
Evaluation of Alternatives
Information Search
Problem Recognition
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8. BUYING PROCESS:
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 Before a purchase can take place, the customer must have a reason to believe that what they want,
where they want to be or how they perceive themselves, is different from where they actually are
 The desire is different from the reality – this presents a problem for the customer but an opportunity
for the marketer
 By taking the time to “create a problem” for the customer, whether they recognize that it exists already
or not, you’re starting the buying process
Problem Recognition:

9. BUYING PROCESS:
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To start the buying
process, begin with
content marketing
Share facts and
testimonials of what
your product or
service can provide
Ask questions to pull
the potential
customer into the
buying process
This helps a potential
customer realize that
they have a need that
should be solved
Problem Recognition:

10. NEW PRODUCT CONSUMER TYPE:
Innovators
Adapters
Early Majority
Late Majority
Excessive
Traditionalists 10
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11. NEW PRODUCT CONSUMERS:
Innovators:
The smallest
group of early
buyers who
read journals
and magazines
extensively
They are
frequently
exposed to
innovative
ideas, and are
the "techies" of
the
marketplace,
that are willing
to experiment
with anything
new
They have a
high degree of
self-confidence
and like widgets
representing the
latest
technology
As long as they
like your
product they’ll
buy
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12. NEW PRODUCT CONSUMER TYPE:
Innovators:
If they are
resellers, they
can readily
develop their
own program
to sell to their
own
customers
They may
influence
other buyers
in their same
group, but
their
purchases do
not lead to a
widespread
trend
They are also
the smallest
group of
potential
buyers,
representing
only 2% of
your market
Market to
them to
make an easy
sale of your
new products
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13. RETAIL CONSUMER TYPES:
Discount
Customers
Impulsive
Customers
Loyal
Customers
Need Based
Customers
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14. RETAIL CONSUMER TYPES:
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Discount Consumers:
These customers are always on the hunt for discounts
They have a tendency to frequent the same organizations and brands
They only make purchases when there is some kind of sale or discount

15. RETAIL CONSUMER TYPES:
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Discount
Consumers:
To market to the
discount consumer,
you need to
advertise your
offers and specials
Social media is a
great way to share
sales and ongoing
promotions, as are
personalized
emails or
brochures
If you have a sale
going on, you
need to let your
customers know

16. DEGREE OF INVOLVEMENT:
Low Involvement
Medium
Involvement
High
Involvement
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17. DEGREE OF INVOLVEMENT:
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The behavior of the decision-maker determines the level of involvement
and there are three factors that increase the likelihood of high
involvement:
The cost of purchase
relative to income
The amount of time
for which the purchase
will be owned
The extent to which
the purchase reflects
the self-image

18. DEGREE OF INVOLVEMENT:
Degree: Low
Involvement
Items have a short life
Examples: fast moving
consumer goods
Degree: Medium
Involvement
Items have a medium
life
Examples: Furniture,
crockery, some medical
treatment
Degree: High
Involvement
Items have a long life
Examples: Automobiles,
surgery, insurance
policies and more
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19. DEGREE OF INVOLVEMENT:
Low
Involvement
Purchases tend to be made by
habitual decisions and require
minimal information processing
Moderate
Involvement
Purchases tend to be made by
simple decisions and may require
some evaluation of alternatives
High
Involvement
Purchases are made by lengthy
or more involved decisions and
are considered highly important
to consumer, so they require
extensive information processing
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20. INVOLVEMENT TYPES:
Commitment
Communication in Involvement
Ego Involvement
Extent of Information
Purchase of Importance
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21. INVOLVEMENT TYPES:
Commitment:
Commitment is an
important form of
involvement
This varies depending on
the product or service that
is being bought
Some products or services
require the commitment of
the whole family and they
require more involvement
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22. WORK CITED:
 "4 Different types of consumers and marketing to them." Beyond The Hedge. N.p., 29 June 2015. Web. 17 Apr. 2017. <https://www.beyondthehedgecreative.com/4-different-types-
consumers-market/>.
 "4 Main Types of Consumer Buying Behaviours." ISN Global Solutions- Mystery Shopping. N.p., 03 Mar. 2017. Web. 17 Apr. 2017. <http://isngs.com/consumer-buying-behaviours-
types/>.
 "4 types of consumer buying behavior." Management Education. N.p., 13 May 2013. Web. 17 Apr. 2017. <http://managementation.com/4-types-of-consumer-buying-behavior/>.
 "5 Ways You Can Influence Consumer Purchasing Decisions: New Research : Social Media Examiner." Social Media Examiner main page. N.p., n.d. Web. 18 Apr. 2017.
<http://www.socialmediaexaminer.com/5-ways-brands-can-influence-consumer-purchasing-decisions/>.
 "50 Essential Facts About Consumer Behavior." N.p., 20 June 2016. Web. 14 Apr. 2017. <http://60secondmarketer.com/blog/2015/01/15/50-facts-about-consumer-behavior/>.
 Clark, Scott. “Know the Five Type of Buyers.” Milwaukee Business Journal. N.p., 27 April 2003. Web. 17 Apr. 2017.
<http://www.bizjournals.com/milwaukee/stories/2003/04/28/smallb2.html>.
 Cole, Samantha. "5 Psychological Tactics Marketers Use To Influence Consumer Behavior." Fast Company. Fast Company, 07 July 2014. Web. 18 Apr. 2017.
<https://www.fastcompany.com/3032675/5-psychological-tactics-marketers-use-to-influence-consumer-behavior>.
 "Consumer Buying Behaviours: 4 Important Types of Consumer Buying Behaviours." YourArticleLibrary.com: The Next Generation Library. N.p., 22 Feb. 2014. Web. 17 Apr. 2017.
<http://www.yourarticlelibrary.com/consumers/consumer-buying-behaviours-4-important-types-of-consumer-buying-behaviours/22153/>.
 "Consumer Buyer Decision Process." Marketing Portfolio. N.p., 03 Nov. 2013. Web. 17 Apr. 2017. <https://eeledge.wordpress.com/marketing-concepts/consumer-buyer-decision-
process/>.
 "Consumer Involvement and buying behavior | Types of Consumer Involvement." Money Matters. N.p., n.d. Web. 17 Apr. 2017. <http://accountlearning.com/consumer-buying-
behavior-types-of-consumer-involvement-in-purchasing/>.
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23. WORK CITED:
 Ervin, Brittney. "6 Important Stats on How Consumer Behavior Has Changed in the Digital Age." Inbound Marketing Agency. N.p., n.d. Web. 14 Apr. 2017.
<http://www.inboundmarketingagents.com/inbound-marketing-agents-blog/6-important-stats-on-how-consumer-behavior-has-changed-in-the-digital-age>.
 Grimsley, Shawn. "What Is Consumer Buying Behavior? - Definition & Types." Study.com. n.d. Web. 14 Apr. 2017. <http://study.com/academy/lesson/what-is-consumer-buying-
behavior-definition-types-quiz.html>.
 "Hampton Roads Business Weekly Blog." 5 Consumer Behavior Shifts Predicted for 2017. N.p., n.d. Web. 18 Apr. 2017. <http://www.hamptonroadsmarketingnow.com/blog/5-
consumer-behavior-shifts-predicted-for-2017>.
 Jones, Shane. "The Six Stages of the Consumer Buying Process and How to Market to Them.” Business 2 Community. N.p., 18 March 2014. Web. 17 Apr. 2017.
<http://www.business2community.com/consumer-marketing/six-stages-consumer-buying-process-market-0811565#4clxLV6sazqFs8E1.97>.
 "Marketing Changes Due to Involvement." Boundless Marketing. Boundless., 6 Apr. 2017. Web. 17 Apr. 2017. <https://www.boundless.com/marketing/textbooks/boundless-marketing-
textbook/consumer-marketing-4/consumer-experience-43/marketing-changes-due-to-involvement-219-4853/>.
 "Online Consumer Shopping Habits and Behavior." Online Consumer Shopping Habits and Behavior- Statistics and Trends [Infographic] | The Invesp Blog. N.p., n.d. Web. 14 Apr. 2017.
<http://www.invespcro.com/blog/online-consumer-shopping-habits-behavior/>.
 "Psychological Factors That Influence Consumer Buying Behavior." Chron.com. Chron.com, 26 Feb. 2014. Web. 18 Apr. 2017. <http://smallbusiness.chron.com/psychological-factors-
influence-consumer-buying-behavior-80618.html>.
 "Understanding Customer Buying Behaviors In The Digital Age." Understanding Customer Buying Behaviors in the Digital Age. N.p., n.d. Web. 14 Apr. 2017.
<http://www.selligent.com/content/customer-buying-behavior>.
 Wallace, Tracey. "How Modern Consumer Behavior Has Changed in the New Omni-Channel World [2017 Infographic]." Big Commerce. N.p., n.d. Web. 17 Apr. 2017.
<https://www.bigcommerce.com/blog/consumer-behavior-infographic/>.
 “What is consumer buying behavior? definition and meaning." BusinessDictionary.com. N.p., n.d. Web. 14 Apr. 2017. <http://www.businessdictionary.com/definition/consumer-buying-
behavior.html>.
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