Family Life Cycle and Buying Pattern - 1

Why CRM, we are talking here and we talked aspect related with consumer behaviour in our past posts. CRM Software is part of Agency Management System. We are talking Family Life cycle and buying pattern of consumer in last post. Today we continue with that.

Full Nest - Old married couples with dependant children, when a person is in this phase financial positions still better. Spend on education, more tasteful furniture, cars, non-necessary appliances etc.

Empty Nest 1- older married couples, no children living at home, household head still working when a person is in this stage spend on travel, recreation, self-improvement, home-improvement, health care.

Empty Nest 2 - older married, no children at home, head retired - when a person is in this stage drastic reduction in income. Buy medical appliances and medi-care products which aid good health.

Solitary Survivor - In Labor Force - when a person is in this stage likely to sell home, but income still good.

Solitary Survivor - Retired when a person is in this stage Reduce income, spend on medical product.

ref: Insurance CRM Software, SFA Software, Agency Management System

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

Maslow's Hierarchy of Human Needs - Consumer Behaviour

Why CRM? We are talking here. We talked about CRM, Importance of Consumer Behavior , Consumer Behavior---Introduction as a part of leadorganizer and lead management with reference to Why CRM. In our previous post, we talk about Types of Consumers, Buyer Vs User and factor influencing consumer behavior and psychological factors effecting consumer behavior.

Today we are going to talk about Maslow’s Hierarchy of Needs.

All human need can be classified into five hierarchical categories and this hierarchy is universally applicable. These five categories are as under.

1) Physiological Needs.
2) Safety & Security Needs.
3) Social Needs.
4) Ego Needs.
5) Self actualization Needs.
The theory of hierarchy of need was propounded by Abraham Maslow. According to Maslow’s hierarchy all needs can be ranked in order of importance from the low biological need to the higher level psychological needs. Each level of unfulfilled need motivates the individual’s behaviour and as each successive level of need is fulfilled people keep moving on to the next higher level of need.
The different levels of need have been depicted as being water tight compartments. But in reality there is always overlap amongst the different levels of need. Since no need is ever totally satisfied. There is always scope for further fulfillment.

We continue our talk in next post.

ref: crm & sfa software

Psychological Factors-Consumer Behavior

We talk about Importance of Consumer Behavior , Consumer Behavior---Introduction ,CRM as a part of leadorganizer and lead management with reference to crm. In our previous post, we talk about Types of Consumers, Buyer Vs User and factor influencing consumer behavior.


Consumer Needs and Motivations
We all have needs and we consume different goods and services with the expectation that they will help fulfill these needs. When a need is sufficiently pressing, it directs the person to seek its satisfaction. It is known as Motive. All our needs can be classified into two categories-primary and secondary.

Primary need or motives are the physiological need which we are born with, such as the need for air, water, food, clothing, shelter and sex.

The secondary needs are our acquired needs which we have developed in response to the society and environment in which we live. The secondary needs are the result of the individuals’ psychological make-up and his relationship with other members of the society.

The secondary need may include the need of power, prestige, esteem, affection, learning, status etc. Clothing is a primary need for all of us but the need for three piece tweed suit or jean pant o silk kimono are expressions acquired needs. The man wearing a three piece tweed suit may be seeking to fulfill his status need or his ego need by impressing his friends and family.

The theory of hierarchy of need was propounded by Abraham Maslow. We talk on this in our next post.


ref: crm, sfa, lead management, leadorganizer software for insurance industry.

Factors Influencing Consumer Behaviour

We talk about Importance of Consumer Behavior , Consumer Behavior---Introduction ,CRM as a part of leadorganizer and lead management with reference to crm. In last two post, we talk about Types of Consumers and Buyer Vs User. Today, I m going to talk different factors influencing consumer behavior.

Consumer behavior is affected y a lost of variables, ranging from personal motivations, needs, attitudes and values, personality characteristics, socio-economic and cultural background, age, sex, professional status to social influences of various kinds exerted by family, friends, colleagues and society as a whole.

The combinations of these various factors produce a different impact on each one of us as manifested in our different behavior as consumers. You may think that the best way of utilizing your annual saving is to have a Christmas vacation, but your wife thinks it is wisest to invest in jewellery, while your colleague considers buying shares as the best way of spending savings. Thus you would find that each person has his or her own standards of judgments and distinct behavior in every aspect of his role as a consumer.

But at the same time, underlying the individual differences are similarities which help explain behavior of specific types or groups of people. It is these similarities which make it possible for us to classify and analyze the behavior of individual consumers.

Psychological factors such as individual consumer needs and motivations, perceptions, attitudes, the learning process and personality characteristics are the similarities which operate across different types of people and influence their behaviour. Amongst the social influences affecting behaviour, we can classify the influences of family, friends, leaders and the social class to which the consumer belongs.

We shall discuss these factors one by one and see how they influence the individual’s behaviour as a consumer.


Ref: Customer relationship management & lead management software

Types of Consumers

In my pervious post i talk abou Importance of Consumer Behavior , Consumer Behavior---Introduction ,CRM as a part of leadorganizer and lead management with reference to crm. Here i like to talk about Types of Consumers.

All consumers can be classified into two types-personal and organizational. When you buy a shirt for your own use- you are buying in your capacity as a personal consumer. However, when you are buying a printer or a scanner for use in office than you are making the purchase in your capacity as an organizational consumer.

Whenever you buy goods and service for your own or for family use, you are a representative of a personal consumer. All individuals thus fall the category of personal consumer. All business firms, government agencies and bodies, non-business organization such as hospital, temples, and trusts are organizational consumers of goods and services purchased for running the organization.