When it comes to sales, it’s critical to understand the reasons why customers buy. There are two general purchase motives to be aware of. This is the rational buying motive and the non-rational, also known as the social buying motive. Continue reading to learn more about the two purchase motives and how to incorporate them into your sales.
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What Are Buying Motives?Buying motives are frequently very personal, coming from the diverse needs of each individual consumer. We are all aware that we consider various factors before making a purchase; these factors can include, for example, price, needs, interest, style, and so on. It is therefore important to investigate what motivates different consumers making their purchases in order to meet the customer’s needs as best as possible.
Buying motives are important to keep track of, whether your company works with B2C or B2B, because they can help your company with online marketing and thus generate more sales.
As previously stated, purchase motivations can be broadly classified into two categories:
- Rational motives
- Social motives
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The Rational Buying MotivesThe rational purchase motives are all rational and are usually based on the product’s functional value. This means that the consumer only purchases the product to meet a practical need. As an example, suppose your customers buy your product solely for its practical and functional value.
The Social Buying MotivesThe social or emotional purchase motives are those that are influenced by other people’s opinions, which in turn influence one’s motive for purchasing the product. Here, one considers the impact the purchase might have on others.
There are four types of social purchasing motivations: