Manuscript Title:

DECODING CONSUMER MOTIVATIONS: UNRAVELLING THE PSYCHOLOGICAL DRIVERS OF PURCHASE BEHAVIOUR

Author:

BIJU JOSEPH, P MOHAN

DOI Number:

DOI:10.5281/zenodo.15081177

Published : 2021-07-23

About the author(s)

1. BIJU JOSEPH - Assistant Professor, St. Pius X College Rajapuram.
2. P MOHAN - Professor, DCMS, University of Calicut

Full Text : PDF

Abstract

Consumer personality plays a crucial role in shaping purchasing motivations, influencing decisions driven by personal, social, hedonic, and utilitarian factors. Using the Myers-Briggs Type Indicator (MBTI) as a framework, this study explores how different personality traits affect consumer behavior. Extraverts are more likely to seek social and hedonic gratification, while introverts and judgers lean toward personal and utilitarian decision-making. Understanding these patterns allows marketers to develop tailored strategies that resonate with diverse consumer segments. This review highlights the significance of personality-driven motivations in consumer research, offering insights for businesses aiming to enhance engagement and brand loyalty.


Keywords

DECODING CONSUMER MOTIVATIONS: UNRAVELLING THE PSYCHOLOGICAL DRIVERS OF PURCHASE BEHAVIOUR