Consumer Behaviour Analysis- Definition, Patterns & Types

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Consumer behaviour analysis is an integral part of marketing strategies because it offers significant insights into customers' purchasing decisions. Businesses can customise their marketing efforts to effectively engage and impact their target audience by studying consumer behaviour patterns and kinds. 

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In this post, we will look at the definition of consumer behaviour analysis and several patterns of consumer behaviour in marketing and categories of consumer behaviour. 

A brief overview of consumer behaviour analysis

Consumer behaviour analysis is the qualitative and quantitative examination of how customers interact with businesses and make purchasing decisions. It entails watching and analysing consumer behaviour patterns, preferences, motivations, and demands to gather insights that will assist organisations in developing effective marketing strategies and providing personalised experiences. Businesses may forecast trends, predict consumer preferences, and design more effective marketing efforts by analysing consumer behaviour.

Patterns of consumer behaviour

Consumer behaviour can follow various patterns, and businesses must understand these patterns to effectively communicate with their target audience. Let's look at some prevalent consumer behaviour patterns:

  1. Habitual Buying Behaviour: Habitual buying behaviour is defined as customers purchasing products or services regularly out of habit or routine. These customers are less involved in the decision-making process and prefer to stick with well-known brands or items. Marketers who target consumers with habitual purchasing behaviour focus on establishing brand loyalty, maintaining product consistency, and developing convenient purchasing experiences.
  2. Variety-Seeking Behaviour: This occurs when consumers actively seek out new experiences, products, or brands. These customers love experimenting with new products and are less committed to specific companies. To catch the attention of consumers who crave variety, marketers must emphasise product differentiation, novelty, and the opportunity for unique experiences.
  3. Dissonance-Reducing Buying Behaviour: When consumers have post-purchase uncertainties or worry, they engage in dissonance-reducing buying behaviour. This is typical when the purchase entails a high level of engagement, risk, or big investment. Marketers can decrease dissonance by providing after-sales support, warranties, and guarantees and reinforcing favourable client experiences.
  4. Complex Buying Behaviour: Complex buying behaviour refers to scenarios in which consumers are involved and invested in the purchase choice. This is typically noticed when consumers acquire expensive, high-risk, or rarely purchased products. Marketers targeting consumers with complex purchasing habits must provide thorough information, comparative tools, and professional advice and create trust and credibility to facilitate the decision-making.

Factors affecting consumer behaviour

Various factors influence consumer behaviour, influencing consumers' purchasing decisions and consumption patterns. Understanding these elements is critical for companies developing effective marketing strategies. Let's look at some of the primary elements influencing customer behaviour:

  • Psychological Factors

Psychological factors influence consumer behaviour significantly. Human psychology, emotions, motivations, perceptions, and attitudes towards items and brands can all significantly impact purchasing decisions. Among the most important psychological aspects are:

  • Perception - Customers perceive items or brands based on sensory inputs and interpretation of information.
  • Motivation - The underlying wants, desires, and urges that lead people to seek out and buy specific products or services.
  • Personality - Individuals' distinct qualities, habits, and behaviours that impact their preferences and purchasing decisions.
  • Learning - The process by which consumers gain knowledge, attitudes, and behaviours from their experiences, observations, and information sources.
  • Attitudes - Consumer beliefs, opinions, and evaluations of products, brands, and marketing messages.
  • Social Factors

Humans are social beings influenced in their purchasing decisions by others. The influence of society, culture, reference groups, family, and social standards on consumer behaviour is referred to as social factors. The following are important social factors:

  • Culture - A specific group's or society's common beliefs, values, practises, and behaviours that impact consumer preferences and purchasing habits.
  • Reference groups - Individuals or groups that customers look up to or associate with and whose ideas and behaviours affect their purchasing decisions.
  • Family - The family unit, including immediate family members, significantly impacts consumer behaviour, particularly when it comes to home purchases.
  • Social class - Individuals' purchasing behaviour and tastes can be influenced by their socioeconomic standing, occupation, education, and income level.
  • Personal Factors

Personal factors are traits unique to each individual which influence consumer behaviour. These factors can differ from person to person, influencing perceptions, preferences, and decision-making processes. Among the most important personal factors are:

  • Age and life stage - Each age group has different demands, tastes, and spending power, influencing their purchasing behaviour.
  • Gender - Gender can impact product preferences, shopping habits, and purchase decisions.
  • Lifestyle and interests - Consumers' lives, hobbies, interests, and activities might influence their purchase habits and brand selections.
  • Personality traits - Character traits such as extroversion, introversion, risk-taking propensity, and innovativeness can all impact customer behaviour.
  • Economic Factors

Economic factors influencing consumer behaviour include the impact of the economy, income levels, and financial situations. Among the most important economic factors are:

  • Income and financial situation - Consumer purchasing power and financial freedom greatly impact their shopping decisions.
  • Price and affordability - When making purchasing decisions, consumers examine product prices, discounts, promotions, and affordability.
  • Economic conditions - Economic conditions like recession, inflation, or economic growth can impact consumer confidence, purchasing habits, and preferences.


Understanding consumer behaviour in marketing is essential for businesses to develop effective marketing strategies that resonate with their target audience and drive business growth. CMO training programmes can help those in the marketing industry to master consumer behaviour analysis.

Enrol in Imarticus’s Strategic Chief Marketing Officers Programme offered in collaboration with IIM Raipur to achieve new heights in your career.

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