People almost always buy based on emotion and then justify their purchases.

For emotional purchase decisions, it can be argued that the need does not necessarily have to be present in the first place. It is rather created by external sources

Fear of Missing Out

No one wants to be left out. Missing out is a universal fear that goes back thousands of years. To be out of the loop puts a person at odds with the group. It creates social friction and could even be a threat to survival back at one time. So it’s easy to see why inclusion is a priority for people.

Scarcity

This could be around collectibles or a perceived need that something may run out or have limited availability in the future. Additionally, there’s a hope to gain a return on investment, such as collectibles or antiques; anything that accrues value over time.

social pressures

People make instant decisions with their subconscious.

There’s a famous study about jam tasting. Scientists asked a big sample of consumers to rank jams on taste, ordering them from top to bottom.

Then the scientists re-did the study with a different, but still statistically representative, group. This time, they asked the sampler to put the jams in order of taste and explain their thinking. The order flipped. The jams that the first group ranked as the best tasting were judged to as the worst by the second group.

The reason is that the conscious brain suddenly got involved in a task it didn’t really understand. Suddenly, there were social pressures (i.e. what they should choose), leading answers away from what people actually liked.

Habit

Habits are essentially shortcuts our brains create to reduce the amount of time-consuming deliberation we have to do. While we can override habits, they are harder to overcome with deliberate intention when we are tired, stressed, or distracted. Our brains crave stimulation. Whenever an experience is more satisfying, more interesting, or more rewarding, we want more of it. Sometimes products establish new habits just because using them feels better.

Impress / Attract

Sometimes you make a purchase to impress/attract someone. To look like an expert/aficionado; to meet a standard of social status, often exceeding what’s realistically affordable to make it at least seem like you operate at a higher level.

Acceptance

Sometimes, consumers can be motivated to purchase a product because everyone else has it.

Addiction

This is outside the range of the normal human operating system, but it certainly exists and accounts for more sales than any of us can fathom. Can you think back to the last time you bought something and fully explain the reason why?

Cultural factors

A group of people are associated with a set of values and ideologies that belong to a particular community. When someone’s behavior is highly influenced by the culture relating to that particular community. Some of the cultural factors are:

values, needs, wants, preferences, perceptions, and behaviors that are observed and learned by a consumer from their near family members and other important people around them.

Guilt  / Regret

This happens when somebody – usually an acquaintance, or someone rarely gift-worthy – buys you a gift or does something exceptionally nice and/or unnecessary. Now it’s your turn to return the favor at the next opportunity.

Prestige or aspirational purchase

Human psychology is a major determinant of consumer behavior. These factors are difficult to measure but are powerful enough to influence a buying decision.

Direct and Indirect influence

when we are concerned about others’ opinions.

when other try to manipulate you;

when we observe others to guide our behavior

Fashion

Fashion is the second most largest economies generating in the world . It is generating trillions of USD- EUR -GBP-JPY… and employing millions worldwide, yet it is often considered frivolous and superficial. Since the moment it became global, somehow consumers have
been affected by this fast and evolving industry (Holmber & Öhnfeldt, 2010).

Imitation

People generally try to copy or imitate others, particularly the movie stars, sportsmen, etc. Imitation takes place when they are impressed by the dress, behavior, hair style and other manners.

Competition

Competition can be poorly done, and competitiveness can be both a virtue and a vice. With consumer behaviour Competition is more close to jealousy.  Our neighbors have that grill, so we need to get it or something better.”

How about getting into your client’s mind through Neuromarketing?

Have you ever thought of looking into your customer’s mind in order to figure out the way they think? Or Do you have any idea of converting your expected customer into a confirmed buyer?

Scientists have spent decades understanding the motivations behind a purchaser’s decision. As a result of researches and studies about the human mind and behavior, psychologists have the answers for what you are looking for.

 A large majority of marketers would not consider themselves as psychologists. However, many successful marketers regularly utilize psychology in appealing to their consumers.

Neuromarketing is an exciting promise for marketing evolution in the present and future in terms of relationships and communications between the market, products, and customers as It is the best tool for advertising and brand researches.

Neuromarketing is all about understanding human preferences and emotional reactions by measuring brain activation when customers view and evaluate different brands or advertisements.