This document defines buying motives as the impulses, desires, and considerations that motivate a person to purchase a product. It identifies several types of buying motives: Product motives refer to attributes of the product itself that drive purchases. Emotional motives involve impulsive buying based on feelings rather than logic. Rational motives involve logical analysis of the pros and cons before purchasing. Operational and socio-psychological motives involve functionality needs and social status considerations. Patronage motives influence a buyer's selection of a particular shop or brand, based on either emotional or rational factors.

1. Reasons or benefits that cause people to purchase
products to satisfy their wants and needs

2. Definition
Buying motives are defined as ‘all the
impulse, desires and considerations’ which
motivate a buyer to purchase a specific
product.

4. Product motives
Product motives are the impulse,
desires and considerations which make
people buy a specific product.

5. • Customers
often unaware
of them
• Easily
influenced by
advertising
and current
styles
Emotional Motives The
emotional
motives
urge the
buyer to
do
impulsive
purchases
without
reason or
logic.
Feelings, Emotions,
Impulses

6. Rational Motives
Reason, Judgment,
Logic
• Pros and cons
• Customer
awareness
• Bottom line
• Money’s worth
They
involve in
logical
analysis
and
reasoning
of the
purchase
before
deciding
to buy

7. Operational and socio-psychological
motives
• Operational motive: here person buys a
product because its a utility for them.
E.g. A family buys television because they
feel it has utility for them
• Socio-psychological motive: here a person
buys a product due to status n the society.
Like a person buys a big car to show his
status in the society,

8. Patronage Motives
• The impulses and influences which make a
buyer to buy from particular shop or brand is
patronage motives
• These motives can be rational or emotional.
Joe’s
Bakery
Karen’s
Baked Goods

9. Types of patronage motives
Emotional motives
The buyer may buy from specific shop
without any reasons then it emotional motives
Rational motives
The buyer may select the shop because he
knows that it offers a wide selection then it is
rational motives.

10. Thank you