Consumer Behaviour and Insight: Decision-Making and Digital Influence

This report delves into the multifaceted realm of consumer behavior, offering a comprehensive analysis of key aspects relevant to marketing and business strategy. The report begins by differentiating between Business-to-Business (B2B) and Business-to-Consumer (B2C) decision-making processes, highlighting the unique characteristics of each. It then evaluates the contrasting approaches to market research in B2B and B2C contexts, emphasizing the distinct methodologies and objectives. Further, the report examines the influence of personality, motivation, and customer perception on the consumer decision-making process, and how these psychological factors shape purchasing behaviors. It also explores both behavioral and cognitive approaches to consumer learning, providing insights into how consumers acquire knowledge and form preferences. The impact of culture and other relevant factors on consumer behavior is thoroughly assessed, including social class, sub-cultural, and civilization influences. The report also investigates how firms leverage an understanding of buyer behavior to strategically influence the decision-making process, including the use of digital platforms to understand and shape consumer choices. Overall, the report provides a robust framework for understanding consumer behavior and its implications for marketing and business success.

Consumer Behaviour and
Insight

Table of Contents
INTRODUCTION...........................................................................................................................1
1) Difference between B2B and B2C decision making processes .............................................1
2) Evaluate how market research differers between B2B and B2C............................................2
3) How personality, motivation and customer perception influences on decision making
process. .......................................................................................................................................2
4) Evaluate behavioural and cognitive approaches to consumers learning. ...............................3
5) Identify how culture and other relevant factors impact on consumer behaviour ...................3
6) How firm use an understanding of buyer behaviour to influence the decision making
process. .......................................................................................................................................4
7) Using of the digital research developments to understand and influence consumers
behaviour. ...................................................................................................................................5
CONCLUSION................................................................................................................................5
REFERENCES................................................................................................................................6

INTRODUCTION
Business operations involving at a large platform from end users to company. Whereas,
business operations give birth to Enterprise to consume and Enterprise to Commercial enterprise
to uplift the goods in the market for the customers so, that generation of revenue can be done at a
large scale. In the era of 21st century business to consumers has been eve loved profits from the
consumers so, that business expansion can be done at a large scale. This report overs difference
among B2C and B2B process of judgement devising as well how comparison is done of both.
Additionally, cognitive and behavioural approaches to learning is studies as well as relevant
causes which creates influence on consumers action is done (Erevelles, S., Fukawa, N. and
Swayne, 2016). Digital people research and improvement is done to better examine the end
user's nature.
1) Difference among B2B and B2C judgement devising way
Basis B2B Business to company
Definition Business to business states as
commercialism of products
and services between two
organization within the nation
or across the nation.
Business to consumers means
transaction is done among both
in which enterprise sell out
their product or services to the
customers to satisfy their
demands, preferences on time.
Buying procedure In business to business the
purchasing process is more
difficult in nature as third party
role more during the
transaction of the product or
services. Examples: X
company is purchasing the
goods from UK. But The
transaction is done through A
party . Due to which
information travels through X
In business to company,
buying ability is easy and
normal as product or services
are directly sold tom the
customers. The transaction
take place from vendor to
buyer's there is no role of third
party in the transactions.
Example: Y company is
purchasing the goods directly
from manufacturer. So there is
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company to A party and then
to UK client. Many times
miscommunication take place
and complexity increases.
no need to third party.
Centring In business to business, the
main keep eye to build strong
connections between other
business entities. Example: X
company is a B2B firm and
tries to build strong
connections with the third
party so that business can be
expanded with other entities
too.
In business to company, the
focus is more on customers
and sell out the product or
services at a higher price.
Example: Y company sell out
the good to the customers and
does not build connections.
Pricing difference In B2B prices vary from client
to client. The payment process
is complex as there is long
process of amount
transforming to client.
Example: Y company does
purchases goods from UK
client. So the mode of payment
criteria is different as compare
to the host country.
Sometimes it become complex
to deal with their policies.
In B2C payment is done on
spot just after the product is
being purchased by the
consumers. In this case
payment mode is easy, flexible
and safe as amount is
transferred on the spot
(Pounders and Stowers, 2016).
Example: Y company purchase
from the manufacturer and
does payment hand to hand in
cash or cheque mode. So the
chances or error or complicity
decreases.
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2) Measure how market investigation differers among business to business and business to
company.
Market investigation can be stated as systematic way to gather information regarding
customers and potential customers. It act as a significant part in the enterprise working as it
helps in designing effective strategies. It helps the organization to gain competitive advantages
in the market place.
Market search of business to business:
The market investigation of business to business is carried out globally in the market.
Here the business associates examine all the factor from national to international so that accurate
and feasible information can be gathered. This information or data can be used for further growth
and development in the near future. The market research of B2B helps the firm to build healthy
and strong relations with other business entities. So that business can be expanded gradually.
Market research of B2C:
Market research carried out through B2C is within the nation. It is easy to carry out
market research in the host country and more authentic data are collected in short duration of
time. Organization can examine all the factors easily and policies can be framed accordingly.
The data collected helps the administration to investigate more potential customers for the
product or services. By doing so profitability and productivity raised in the market place.
The market investigation distinguished from Business to business and business to
company as their area of market investigation varies B2B investigate to to build connections with
other organization dealing in same segments. While B2C perform research work to raise
customer base for the good in order to gain more nad more profitability.
3) Explain personality, motivation and customer perception how all this impact on judgement
devising procedure.
Perception in merchandising can be explained as the activity by which customers figure
out knowledge to make over a definition. In this mental variable is added in order to take buying
conclusion which in reality aware of how to influence consumers nature. In end user conclusion
making process, customers will selectively realize what they would finally categorise their
demand. Along with this, motivation is a psychological incentive for doing something
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innovative. In judgement devising activity client nature has been greatly affected by inner
circumstances which are, loyalty, ancient experience, culture etc. In judgment devising
procedure role of motivation and perception is important to upgrade customers perception
viewpoint (Sasmita and Mohd, 2015). As a result it made client judgement devising procedure
high productive and effective.
Personality: In today's world customers are well educated regarding the product they are going
to purchase in the market. End user personality is that branded product are good in quality,
features are of advanced technology etc. so in this case the decision making process is positively
affected and they are ready to will more for quality and branded products in the market.
Motivation: Sufficient knowledge regarding the product or services motivate customers to
purchase the product. Their decision making process is positively influenced and motivates
others to try for the product. Which is a positive sign for the company.
Customers perception: Customers mind set is that low price goods are cheap and quality of the
product is not effective. So the low price goods is negatively affecting their decision making
process.
4) Measure behavioural and cognitive methods to consumers learning.
` In the era of 21st century, customers learning in market is essential to uplift the
customers information and knowledge regarding the product while going for purchasing in the
market. Here are some of the concepts which are cognitive and behavioural way of approaches.
Behavioural approach is partially process oriented but it main focus is on the inputs and outputs.
This method includes two concepts classified as instrumental and classical. Classical has states
that when two stimuli are tightly connected jointly that in reality prepare a particular learned
results. Cognitive learning theory sates that learning takes place as a result of consumer thinking.
This approach covers lateralization and hemispheral theory helps the mind to spilt in two
direction that is right and left side. Basically in right side of the brain TV ads are stored. In case
of cognitive learning decision making process is affected by inner and outside factors so that p
learning procedure in people can be developed. This allows a individual to think abstractly by
using logical reasoning and take decisions accordingly. Whereas, in behavioural learning theory
people learn from their experience and more focus on objectively observable behaviour. It is
important to carry out in the working premises as it motivates staff members to create
environment in order to promote learning.
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Assessment of consumer learning: If a consumer in doing repatation in the purchasing
same product over the period of time. This leads to create loyal customers towards the product as
well as helps top raise customer's base that every firm strives to achieve with the consumer
learning process.
5) Determine how culture and other relevant factors impact on end user nature.
Cultural factor includes that an people acquire at a very initial phase of life due to group
action within the relatives as a set of belief, nature patterns and perception are being learned as
people grows (Stancu and Lähteenmäki, 2016). Cultural factors has various aspects like, social
class, sub-cultural and civilization which are explained below:
Cultural refers to the customs, norms, rituals, beliefs and pat ices that a specific unit of
individual follows. Culture change from nation to nation even location to region (Cultural factor
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Illustration 1: Cultural factor, 2018

. 2018). In other words it can be said that sub culture is the culture where individual are
classified high particularly on the foundation of their divided norms, religion, demographic
location etc. Social culture is the culture due to which as people learning consist to influence.
Ethnic class is the civilization factor that has created huge impact on the consumers nature by pin
point result. It has made the customers purchasing activity along with more enterprise suitability
to improve with high outcomes (Xiang and Fesenmaier, 2015).
6) How firm use an understanding of end users nature to affect the judgement devising activity.
End user nature is the study of an organization and groups which are connected with the
use, buying of producrt and services which includes mental and behavioural responses and
customers emotional that move these act. End user nature is essential in judgment making
activity of the customers to known if they are on correct path of purchasing activity. This belong
to lengthy activity which has been confiscated to go coming years scope of outlined good. This
requires to be examined in order to get huge information of product to the customers as well as
led sustainability towards commercialism of product and services.
7) Digital investigation improvement to understand and impact consumers nature
By using different digital platforms like, facebooks, instagram, twitter, online sites,
websites etc. are creating a great impact on the consumer purchasing behaviour in then market.
This platforms helps to attract customers towards their products as well provide detailed
information regarding the product. Digital audience helps to raise the sales volume of the product
as well helps top generate more profits. Consumers buying nature is largely influenced by the
digital platforms as 24/7 services are being given to the customers.
CONCLUSION
From the mentioned discussion it can be summarized thatB2B and enterprise to
customers has successfully led the enterprise at a high level in the market. Variation among B2B
and B2C is done to better understand the difference between both. Also, purchasing nature has
led vast scope for commercial enterprise act of firm and also search out product sustainability
and growth. Function of cultural has been led to the improvement of customers in their scene.
Consumer buying is necessary to withhold the prices of the product on requirements.
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REFERENCES
Books and journals
Erevelles, S., Fukawa, N. and Swayne, L., 2016. Big Data consumer analytics and the
transformation of marketing. Journal of Business Research. 69(2). pp.897-904.
Pounders, K., Kowalczyk, C. M. and Stowers, K., 2016. Insight into the motivation of selfie
postings: impression management and self-esteem. European Journal of
Marketing. 50(9/10). pp.1879-1892.
Sasmita, J. and Mohd Suki, N., 2015. Young consumers’ insights on brand equity: Effects of
brand association, brand loyalty, brand awareness, and brand image. International
Journal of Retail & Distribution Managemen. 43(3). pp.276-292.
Stancu, V., Haugaard, P. and Lähteenmäki, L., 2016. Determinants of consumer food waste
behaviour: Two routes to food waste. Appetite. 96. pp.7-17.
Xiang, Z., Magnini, V. P. and Fesenmaier, D. R., 2015. Information technology and consumer
behavior in travel and tourism: Insights from travel planning using the internet. Journal
of Retailing and Consumer Services. 22. pp.244-249.
Online
Cultural factor. 2018. [Online]. Available through:
<https://etraining.communitydoor.org.au/mod/page/view.php?id=282>.
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