BUSINESS INFORM №3-2018

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Section: Management and Marketing
UDC 330.123.5
Danylenko Y. S.
The Characteristics of Decision-Making Factors on the Purchase of Private Cars Taking Account of the Motives and Needs of Customers (p. 406 - 411)
A characterization of decision-making factors on purchase of private cars taking account of the motives and needs of customers is provided. The demographic, macroeconomic, socio-cultural, marketing and technical factors, as well as the motives and needs of customers are considered. According to the author’s classification of needs the influence of factors on different groups of needs is analyzed: obligatory; desirable, but not mandatory; prestigious; trend; class; dominant, etc. The author brings forward the idea that the researched factors evoke a number of emotions in buyers: confusion, doubt, joy, tide of happiness, confidence, reliability, sense of protection, domination, authority, etc. During the purchase of private cars there is a rush of happiness and pleasure in women more often, than in men. But men more likely than women feel satisfied with the purchase, which is based on their simple attitude to money as a mediator of the buying and selling process. Studying the reaction of customers to the influence of various factors provides automakers and dealers with creation of the most favorable conditions for making purchases in their car center.
Keywords: consumer behavior, private car, decision-making factors, private car purchase, motives, needs.
Fig.: 1. Tabl.: 3. Bibl.: 8.

Danylenko Yevhen S. – Candidate of Sciences (Economics), Candidate on Doctor Degree, Department of Economics and Entrepreneurship, Kharkiv National Automobile and Highway University (25 Yaroslava Mudroho Str., Kharkіv, 61002, Ukraine)
Email: [email protected]

Article is written in Ukrainian
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Reference to this article:
Danylenko, Yevhen S. (2018) “The Characteristics of Decision-Making Factors on the Purchase of Private Cars Taking Account of the Motives and Needs of Customers.” Business Inform 3:406–411.

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