This document discusses factors that influence consumer behavior, including internal factors like motivation, personality, perception, learning, values and beliefs, and external factors like personal influence, reference groups, family, social class, and culture. It provides definitions for motivation, personality, perception, learning, values, beliefs, and attitude from various sources.

1. Presented By:
Gauransh Gandhi
PM/2014/402
Department of Pharmaceutical Management
National Institute of Pharmaceutical Education & Research, Hyderabad

2. Internal Factors
Motivation
Personality
Perception
Learning
Values
Beliefs
Attitude
External Factors
Personal Influence
Reference Groups
Family
Social Class
Culture
Sub-culture

3. Driving force within the individuals that impels them to action.
- -Schiffman
Wheat, rice, water,
medicines etc.
Insurance, Retirement
investment, sunscreen etc.
Personal Grooming, entertainment etc.
Furniture, Car, Mobiles etc.
Education, Vacation etc.

4. Those inner psychological characteristics that both determine and
reflect how a person responds to his or her environment.
- Schiffman
Nature of Personality
Reflects individual differences
Consistent & enduring
Can change

6. Process by which an individual selects, organizes and interprets
stimuli into a meaningful and coherent picture of the world.
- Schiffman

7. Process through which the individuals acquire information and
experience about a consumption, which they apply to future buying
behavior.

8. Expression of favor or disfavor towards a person, place, thing or
event.

9. Value is the concept that describes the beliefs of an individual or
culture.
Belief is consumer’s subjective perception of how well a product or
brand performs on different attributes.