Proceedings of the International Conference on Economic, Management, Business and Accounting, ICEMBA 2022, 17 December 2022, Tanjungpinang, Riau Islands, Indonesia

Research Article

Business Psychology Analysis of Consumer Purchasing Factors: A Literature Review

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  • @INPROCEEDINGS{10.4108/eai.17-12-2022.2333186,
        author={Rinandita  Wikansari and Abu Muna Almaududi Ausat and Rahmat Al Hidayat and Sofyan  Mustoip and Ade Risna Sari},
        title={Business Psychology Analysis of Consumer Purchasing Factors: A Literature Review},
        proceedings={Proceedings of the International Conference on Economic, Management, Business and Accounting, ICEMBA 2022, 17 December 2022, Tanjungpinang, Riau Islands, Indonesia},
        publisher={EAI},
        proceedings_a={ICEMBA},
        year={2023},
        month={6},
        keywords={business psychology-1; consumer behavior-2; motivation-3; perception-4; attitude-5; lifestyle-6},
        doi={10.4108/eai.17-12-2022.2333186}
    }
    
  • Rinandita Wikansari
    Abu Muna Almaududi Ausat
    Rahmat Al Hidayat
    Sofyan Mustoip
    Ade Risna Sari
    Year: 2023
    Business Psychology Analysis of Consumer Purchasing Factors: A Literature Review
    ICEMBA
    EAI
    DOI: 10.4108/eai.17-12-2022.2333186
Rinandita Wikansari1, Abu Muna Almaududi Ausat2,*, Rahmat Al Hidayat3, Sofyan Mustoip4, Ade Risna Sari5
  • 1: Politeknik APP Jakarta, Indonesia
  • 2: Universitas Subang, Indonesia
  • 3: Sekolah Tinggi Ilmu Administrasi Bengkulu, Indonesia
  • 4: Universitas Islam Bunga Bangsa Cirebon, Indonesia
  • 5: Universitas Tanjungpura, Pontianak, Indonesia
*Contact email: abumuna742@gmail.com

Abstract

Owners of businesses must have a firm grasp of the fundamentals of marketing and consumer psychology, particularly the distinction between wants and needs. This capacity enables the development of effective marketing strategies to meet consumers' shifting purchasing preferences. This study tries to investigate, from a business psychology perspective, the elements that can affect customer purchasing. This is a library research effort using secondary data from a variety of literatures. The gathered data are evaluated using a qualitative, descriptive technique. According to the conclusions of the study, the most influential psychological elements on consumer behavior are motivation, perceptions, attitudes, and beliefs, as well as lifestyle. Understanding these elements can assist us in comprehending consumer behavior and determining how to entice people to make purchases.