• Difference in Upbringing and Socialization
• Depict different behaviour at various
3. Consumer Behaviour
• Study of when, why, how, and where people do
or do not buy a product
4. How Buying Behavior Changed
• Consumers of Pre-liberalization
phase-stable, inward looking, risk averse
and limited choices
• Consumers of Transient Phase-
Experienced multi-choices, risk takers ,
better off than parents
• New millennium Consumers-Enjoy life,
greater self control, exposure to products,
personal style and pleasure
5. How Gender Difference
Determines Buying Behaviour
• Women are considered as being warm,
expressive, compassionate, and
• Approach problems with similar goals but
• Women are concerned about how problem
is solved-share and discuss the problem.
• For men solving a problem demonstrate
their competency-commitment to a
6. Reason Behind Gender
buyer Behaviour ?
For women, the promotions emphasised beauty and youth.
For men it is upon value ambition and physical strength.
men tend to buy instrumental and leisure items.
women tend to buy symbolic and self expressive goods.
7. • Includes both the usual emphasis on beauty
• By using an older women looking younger
adds to appeal of beauty and youth.
8. • It shows strength through the use of a healthy
looking model, who is muscular and young.
• The use of sea indicates health and strength.
• The blue colour appeal to the males.
10. For women the main
implications are as
• Advertisements are often
• Women appreciated very
• Women like a
• Women preferred strong
colours and evocative
• Girls prefer more
feminine qualities in an
advert such as soft music.
12. • The main implications for a
male may include:
• Adverts usually focus on one
• Men usually pick up on one or
two very obvious kinds of cues.
• Men will need to be shown the big
picture as they think in a more
• Men are less likely to process
• Men enjoy humour in adverts and
are usually more crude and
• Sex in adverts sell to men
• Men find a 'chatty' style in adverts
annoying. They prefer hard data
and concise language.
• Men do not really respond to any
colours and images seem
14. How Communication Strategy
aggressive, active and strong
sensitive, gentle, caring and
CONCEPT OF MASCULINITY AND FEMININITY
What sort of strategies do Brands adopt based on
Gender differences ?
18. MEN BUY,WOMEN SHOP
For men, the process of shopping is a mission
-They love having bought something. They just don’t
like the process. It’s a subtle difference, but an
The biggest misconception is that men don’t like
I love shopping even when I have a deadline
We buy it and we leave
19. Feeling Important vs. Checking
• “lack of help when needed” is the top
problem for women
• Women shoppers values sales
associates who make them feel
• Men value the sales associate’s effort in
getting them through checkout quickly
• Difficulty in finding parking close to the
store’s entrance is the top problem for
20. Women are gatherers. Men
• She wants more interaction
• He wants quick answers
• Women tend to be more focused on people
• Men act almost as if they are dealing with an ATM
• In fact, they want to deal with an ATM machine.
They really don’t want to deal with a person
21. Men and online
• The clutter and lack of control that causes many
men to shy away from a high street shopping
• Men are very vocal customers and will go to great
lengths to let us know whether they like
something or not.
• Women tend to shop more on impulse or because
it’s ‘in fashion’, men more out of necessity or
23. • In the Indian Society it is assumed that the females of
the family play a pivotal role while any buying
decision is made.
• women are much stronger buying involvement than
did men, in terms of emotional involvement whereas
men were high on quality and efficiency.
• Women list more objects of sentimental value,
while men choose more items relating to leisure
• women generally make purchase decisions on a
more emotive level, whereas men go more with the
facts and data.
• "Men Buy, Women Shop,
24. Factors affecting the buying
behavior of women
• Factor of time
• Long term consideration
• Influence of advertisements
• Post purchase experience
• Past regrets related to any purchase
27. Conclusion & suggestions
• Marketers need to understand gender based
tendencies in order to better satisfy the
• Concentrate on women of age group20 – 50 on
their marketing of house hold goods.
• While marketing expensive/ durable goods male
segment need to be targeted.
28. Men & Women
• Female customers:
– Mall exploring
• Men hunt for meat, women hunt for
• Marketing overload:
– Traditional approach to purchasing decision
– Open sided
– Single brand approach
29. Gender marketing
• Different Section of store for men & women
• Eg. Toys: Lego, Barbie
• 25% increase in sales
• Gendered difference since 1970's
• Targeting a segment offers more lucrative profits
• Shape, texture, packaging, logos, verbiage,
graphics, sound, and names to define the gender
of a brand
• Gender contamination
31. Gender Perception
• Women’s perception: “There is a pride in
the ability to be prudent and get the best
products for the best prices”
• Marketers empathize greatly by placing
selective deals to offer a sense of
accomplishment for women’s shopping
33. Buying behaviour
• Decision simplicity index for customers:
– Navigate info about a brand
– How quickly can the options be weighed?
• Gen X & Gen Y
• Eg: Mc-D: Find the woman inside the mom
• Autonomous men- untapped market
• How do women & men look at opinions differently in a
– Women- gather opinions for a decision
– Men- vice-versa
• Most important factors:
– Men: Age, income & education
– Women: Family status & employment status