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Rural consumers exhibit different patterns of behavior compared to urban consumers due to factors like perceived risk, brand differences, and involvement level. There are four main types of rural consumer behavior: complex buying behavior for expensive products with many brand differences, dissonance reducing behavior for expensive social products, habitual buying behavior for frequently purchased low-cost items, and variety seeking behavior for inexpensive items purchased often. Rural consumers are influenced by socio-cultural, group, family, economic, political, and technological factors in their purchasing decisions.
Rural consumers exhibit different patterns of behavior compared to urban consumers due to factors like perceived risk, brand differences, and involvement level. There are four main types of rural consumer behavior: complex buying behavior for expensive products with many brand differences, dissonance reducing behavior for expensive social products, habitual buying behavior for frequently purchased low-cost items, and variety seeking behavior for inexpensive items purchased often. Rural consumers are influenced by socio-cultural, group, family, economic, political, and technological factors in their purchasing decisions.
Rural consumers exhibit different patterns of behavior compared to urban consumers due to factors like perceived risk, brand differences, and involvement level. There are four main types of rural consumer behavior: complex buying behavior for expensive products with many brand differences, dissonance reducing behavior for expensive social products, habitual buying behavior for frequently purchased low-cost items, and variety seeking behavior for inexpensive items purchased often. Rural consumers are influenced by socio-cultural, group, family, economic, political, and technological factors in their purchasing decisions.
• Schiffman and Kanuck, 2000 define consumer behaviour as “the behaviour that consumers display in searching for, purchasing, using, evaluating and disposing of products and services that they expect will satisfy their needs. It is thus a study of how individuals make decisions to spend their available resources like time, money, effort – on consumption related items”. Why do consumers show different patterns of behaviours? • Perceived risk – buyer involvement is high when the perceived risk is high and vice – versa. Types of consumer behaviour High involvement Low involvement Significant differences Complex buying behaviour Variety seeking buying among brands behaviour Few differences among Dissonance reducing Habitual buying behaviour brands behaviour 1. Complex buying behaviour • Product – expensive, many difference between different brands. • Methods – demonstrations, targeting opinion leaders, employing trained sales persons. • Example – computer, automobiles 2. Dissonance reducing behaviour • Products – expensive, few differences between brands, social products • Methods –style, appearance and performance will be talked about and may result in delight or dissonance. • Example - furniture 3. Habitual buying behaviour • Products –frequently purchased, low involvement items, low cost, not bothered about which brand he buys, , do not postpone the purchase and take the trouble of going to another shop, buy whatever is available. There is a lack of strong brand consciousness. • Example –salt and soap 4. Variety seeking • Product –less expensive and frequently purchased, significant brand differences, prefers to buy different items of same brand or different brands to experience a different sight, smell sound, touch and taste, brand switching occurs. • Example – ice creams and tourist places. On the basis of amount of time spent purchase behaviour is classified into • Planned purchase behaviour – purchase is budgeted and scheduled in advance. • Emergency purchase behaviour –purchase is made in a hurry to avoid stock-out situations • Impulse purchase behaviour – purchase is made spontaneously by taking a decision on the spot. Consumer’s decision making process 1. Need identification/problem awareness 2. Information gathering 3. Evaluation of alternative solutions 4. Selection of appropriate solution 5. Post purchase evaluation of decision Roles played by consumers in decision making process Role Description Initiator The individual who determines that some need or want is not being met and authorises purchase to rectify the situation. influencer Persons by some intentional or unintentional word or action, influences the purchase decisions. Buyer Individual who actually makes the purchase transaction. User Person most directly involved in consumption or use of purchase How to tackle the different consumer behaviour roles? • Family dynamics in decision making process - the marketer can identify the members who play the roles of initiator and influencer for particular products and then develop an appropriate communication strategy targeted at them to evoke the desired response. • Customer orientation – marketers have to probe and explore the customers for what really matters to them and then build a strategy around delivering those expectations Factors affecting rural consumers during purchase of the product 1. Socio-cultural factors 2. Group 3. Family 4. Role and status 5. Sociability 6. Economic factors 7. Political factors 8. Factors which influence the final choice Cultural factors • Acquires a set of values, perceptions, preferences and behaviours through family members or other key institutions. • The time tested true behaviour be exhibited by collective group is determined by culture. Social factors • The environment which he lives and work in. • Reference groups, family, friends and opinion leaders. • New reference points and influence in the form of professional factors like Anganwadi workers, midwife, self-help groups and members of the community development programme. Technological factors • Occupations like poultry, dairy, animal husbandry and farming have become more productive. • Boost the rural income and reduce the drudger of workers. • Save time and energy. Economic factors • Below poverty Line – 2.8% • Per-capita income – Rs.1200 per month • Less income occupation • 70% agriculture and 21% in services. Political factors • Government at the center and state • Ruling party and non ruling party • Development plans • Developmental programmes Lifestyle of rural consumer 1. Rural consumer is very religious 2. Rural consumers prefer to work hard themselves. 3. Strong family ties and respect for family values. 4. Likes to play cards and hangs out at Choupal Profile of rural consumer 1. Traditional outlook 2. Perception and its influence 3. Less exposure to marketing stimuli 4. Conscious of value for money 5. Realistic aspirations 6. Concept of quality 7. Attitude towards prestige products 8. Suspects hype and fear of being cheated Rural shopping habits 1. Preference for small or medium package 2. Role of retailer 3. Role of opinion leaders for durables Rural consumer Vs Urban consumer Factors Rural consumer Urban consumer Need based buyer -Is driven by his needs first. -is turning towards behaviour consumerism. Conscious decision making -is more discerning Impulse buyer Value for money -more price sensitiveness Less price sensitiveness Consensus decision making Collective process Individual or at the most family driven Innate resistance to change -is happy with his Likes to try new things and conformance appear different Different perceptions with Rural consumers gores for Urban consumer looks for regard to marketing stimuli bold and primary colours. light colours Brand consciousness -are not brand conscious. More brand conscious Brand loyalty More brand loyal Less brand loyal Quality consciousness Wants good product with Wants good product with consistent quality quality