Market StimuliBuying a New Home

Consumer Behavior - Buying a New HomeStimulus Response Model

• Market Factors

• Environmental Factors

• Buyer's Characteristics

• Buyer Decision Process

• Post Purchasing Behavior

Complex Buying Behavior

JAYPEE Buddha Circuit Studio

Market FactorsProduct

PricePlace

Promotion

Environmental FactorsEconomic

TechnologyPoliticalCulture

Buyer CharacteristicsSocial

PersonalPsychological

InvestmentLifestyle

Decision ProcessProblem recognitionInformation search

Alternative evaluationPurchase decision

Post-purchase behavior

Buyers responseBuyers decisionProduct choiceBrand choice

Dealers choicePurchase amount.

Stimulus Response Model

Product

•Buildings. (i.e Large complexs)•Studio Apartments•Bungalows •Plots•Barracks Pric

e

•Affordable•Standard Prices

Place

•Surroundings•Convenient Location

Promotion

•Estate Agents•Builders Corporate Office•Website, Media•Shopping Malls•Transport Trains, Buses•Online Promotions

Market Factors

Economic

• Depends upon buyers decision and economic condition.

• Affordable• Interest

Rates

Technology

• Wi-Fi• Security

System• Internet• Intercom • Solar

Water Heating System

Political

• Government Schemes

• Mhada

Culture • Vastu

Environmental Factors

Social

• Housing Society and Complex

• Safety & EntertainmentPerso

nal

• Preference near Market School, Hospital.

• Better Connectivity

Psychologic

al

• Prefer homes in Bigger Complex’s & ProjectsInvest

ment

• DSK- Idea of a Second Home

• Investment AlternativeLifesty

le

• Status• Mansions • Studio

Apartments

Buyer Characteristics

Problem Recognition

Leakages, Shortage of Space

Information Websites, Estate

Agent, Advertisements

Alternative evaluationComparison of

ProjectsPurchase decision

Post-Purchase behavior

Satisfaction

Decision Process

Beliefs and Attitude

As it is a big investment the

decision to buy will be conscious thoughtful.

Variety Seeking Buyer will seek for

various options and alternative

projects as per his needs i.e. space.

Dissonance Reducing As it is a big investment

sometimes buyer does not have

enough information to make decision.

Habitual Due to high

investment it is not a habitual

and a one time decision.

Complex Buying Behavior

StarsTowers

?Buildings

3rd & 4th floor

DogsChawl Cash Cows

(1 BHK)

BCG MATRIX

ITM SMBA’ 11

Mahesh Karane

Jay Bhatia

Umakant Jagtap

Mubin Sayyed

Vishwanath Dingore

Arti Patange