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Research Paper | Economics and Business | India | Volume 9 Issue 4, April 2020

Research Paper on Consumer Purchasing Decision Making Process and Factors Affecting Consumers Purchasing Decisions

Ahmad Hosaini | Abdullah Hosaini | Mohammad Saber Rasoli

Abstract: Consumer Buying Behavior refers to the buying behavior of the ultimate consumer. Many factors, specificities and characteristics influence the individual in what he is and the consumer in his decision-making process, shopping habits, purchasing behavior, the brands he buys or the retailers he goes. A consumer’s decision-making process includes five stages that the consumer goes through before the actual purchase. During these stages the consumer recognizes the need, gathers information, evaluates alternatives and makes the purchase decision. After the actual purchase comes post- purchase behavior where the consumer evaluates the received satisfaction level. the purchase decision process comprises three stages First (per-purchase stage) Second (purchase stage), Third (post- purchase stage). a consumer’s buying behavior is influenced by cultural, social, personal and psychological factors. Consumer behavior is a part of human behavior and by studying previous buying behavior, marketers can estimate how consumers might behave in the future when making purchasing decisions.

Keywords: marketing management, decision making, cognitive dissonance, problem recognition, advertisement

Edition: Volume 9 Issue 4, April 2020,

Pages: 1201 - 1207

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