Personal Factors - Consumer Behavior

Agency Management System include CRM. we are talking here why crm and we talked consumer behavior in our last talk.
consumer’s purchase decisions are also affected by his personal characteristics such as age, sex, and stag in family life-cycle, education, occupation, income, life-style, his overall personality and overall self-concept. We shall now discuss some of the influences.

Demographic factors and life-cycle stage

The first factor influencing buyer’s decision is his age. The need for different products and services changes with age. Babies and children have special needs for products such as milk powder, baby foods and toys. Young adults need cloths, recreational and educational facilities, transportation and a host of other age and fashion related consumption needs.

There are certain physiological differences between men and women which result in their having different consumption needs. Women need specialized medical facilities for pregnancy and delivery. Their requirement of cloths and cosmetics is different from that of men. Each gender thus has its own need for specific products and services.

Consumption behavior is also influenced by the specific stage of the family life cycle. We talk about it in our next post.

ref: agency management system, Insurance CRM & SFA software

Beliefs and Attitudes - Consumer Behavior

Why CRM, we are talking here which is a part of agency management system, as part of our talked we talk consumer behavior. In last post we talked about Learning

A belief is a descriptive thought that a person has about something. A person may believe that a certain cooking oil 'x' has the lowest fat content and is best for health. This belief may be based on some real facts or it i my merely be a notion or opinion that the person has.

The belief that the customer has about a brand is important because it determines his behaviour towards buying and using it. The beliefs constitute the brand image, and if the customer has the wrong beliefs he is likely to generate a negative image about the brand. The marketer must ensure that consumers have all relevant and correct information about the brand to facilitate formation of a positive brand image.


Attitude is a person's enduring feeling, evaluation and tendency towards a particular idea or object. Starting from childhood, attitudes develop over the time with each fresh knowledge input, experience and influence. Attitudes get settled into specific patterns and are difficult to change. It is easier to market a product which fits in well with the existing patterns of attitudes rather than change the attitudes to fit a new product concept.


ref: Insurance CRM Software, , agency management system

Perception - Selective Retention

we are talking here Perception as part of consumer behavior with why crm and agency management system. Today we are going to talk abot Selective Retention as important aspect of Pereception.

Selective Retention:

People forget much of the stimuli which they receive and only remtain that information which reinforces their values and decision. You are more likely to remember the positive features of brand pressure cooker since they help reassure you that the decision which you had made was correct.

ref: Insurance Software Insurance SFA, agency management system

Perception - Selective Distortion -

Perception we are talking here as part of consumer behavior with why crm and agency management system.

Today, we are going to talk about Selective Distortion.

Let us suppose you have decided to purchase a specific brand ‘A’ of pressure cooker. Since you have already made your decision you would seek only that information which reinforces the correctness of your decision.

If you hear some positive remarks made about brand ‘B’ you would tend to find some shortcoming or flaw in that brand so that you do not feel that you have made a wrong decision by buying brand ‘A’. When to fit information to suit your own ideas or personal meaning, the process is known as selective distortion. Thus, a marketer may find that his message is often not received in the intended manner but it is twisted in different ways by different consumers.


ref: crm software and sfa applications, agency management system

Perception - Selective Exposure - CRM

Perception we are talking here as part of consumer behavior which is a part of any agency management system. We talked Types of Consumers, Buyer Vs User, factor influencing consumer behavior, psychological factors , Maslow's Hierarchy of Human Needs, Maslow's Hierarchy of Human Needs -1.

We start our talk with CRM and lead organizer software and we talked CRM, Importance of Consumer Behavior , and Consumer Behavior-Introduction.

Today we are going to talk on Selective Exposure as part of Perception with reference to Consumer Behavior.

You must have noticed that when you are on the look-out for purchasing a specific product, be it camera, refrigerator, television or any other high value product or service, you suddenly, seem to notice more than the usual number of advertisement pertaining to that specific product. This is because of your selective exposure. People are more likely to notice stimuli which relate to their immediate needs. For the marketer, the implication is that he has to carefully and accurately identify his potential customers since other customers are not at all likely to notice the stimuli. Having identified the potential customers, the marketer has to ensure that the stimuli are interesting enough to attract and hold their attention.


ref: CRM & CRM Software, agency management system

Perception - Consumer Behaviour and CRM -3

CRM and lead organizer software we are talking here as a part of agency management system. In our initial post we talked CRM, Importance of Consumer Behavior , and Consumer Behavior-Introduction .
As part of Consumer Behavior, we talk Types of Consumers, Buyer Vs User, factor influencing consumer behavior, psychological factors , Maslow's Hierarchy of Human Needs, Maslow's Hierarchy of Human Needs -1 and Perception.

Everyday, every hour of our life we are being bombarded with a variety of stimuli. If we were to analyze and interpret each one of these stimuli, it may drive us crazy. But we all have in-built screening system which helps us to ‘select; and recognize’ only the relevant stimuli and ignore all the others. As a person involved in marketing, you would like to ensure that the stimuli which you are providing are not ignored by the consumers. But rather they are recognized, interpreted and retained in the consumer memory. In this context, there are three aspects of perception which are of immediate interest to the marketer. These are selective exposure, selective distortion and selective retention.
We talk on each of them in our next post.

ref: crm, lead organizer , agency management system & lead management software

Perception - Consumer Behaviour and CRM - 2

We are talking here consumer behavior as part of our talk on Why CRM. We talked CRM, Importance of Consumer Behavior , Consumer Behavior-Introduction as a part of leadorganizer and lead management with reference to Why CRM and agency management system. In our previous post, we talk about Types of Consumers, Buyer Vs User, factor influencing consumer behavior, psychological factors effecting consumer behavior, Maslow's Hierarchy of Human Needs and Maslow's Hierarchy of Human Needs - Consumer Behaviour -1.

Today we talk Perception as psychological factor.

Perception is the second major psychological factor that influences consumer behavior. Perception can be described as “how we see the world around us”. All the time we are receiving messages through our five organs viz., eyes, ears, nose, mouth and skin, The different sights, sounds, smells, tastes and sensations that we feel are knows as stimuli.

Each person recognize, selects, organizes and interprets these stimuli in his own individual manner based on his needs, values and expectations and this is knows as perception. Since each individual’s need, motives and expectations are unique therefore each individual’s perception is unique.

Perception helps to explain the phenomenon of why different individuals respond differently to the same stimulus under the same condition. As a marketing manager, you are providing stimulus to your consumers through the physical shape, colour, size, fragrance, feel, taste of your product, it’s package, advertisements and commercials.

Your interest is to understand why and what different types of perceptions are associated with each of the stimuli so that you can highlight that particular stimulus or combination of stimuli which evokes the most favorable perception in the maximum number of consumers.

ref: CRM Software with leadorganizer, agency management software