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The Impact of Branding on Consumer Buying Behavior

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 The Impact of Branding on Consumer Buying
Behavior
Fatima Sarwar#1, Muzamil Aftab#2, Muhammad Tahseen Iqbal#3
1,2
Department of Management Sciences. The Islamia University Bahawalpur, Punjab, Pakistan. Bahawalpur, Punjab, Pakistan
Email: [email protected], [email protected], [email protected]

Abstract—the research paper is about the impact of branding

on consumer behavior. Brand knowledge is a very important national borders and more emphasis on what the consumers
factor. As the consumer is more aware of the brand and he has all actually demand. Fromconsumers’point of view, the reaction
the knowledge about its price, quality etc., the more he will be toward global brands seems differently among different
attracted towards that brand. The loyalty level increases with the people. On one hand consumers appraise global brands as their
age. Family is the most influential reference group. The
consumers, who are more social, are affected by their friends like
status symbol and on other hand globally known brands are
on Facebook. The consumers who are more status conscious are criticized to threatening national customs by imposing their
more status conspicuous than those who are not status conscious. culture that’s led to loss of cultural identity.
The next part is of methodology and analysis. According to the O’Cass said that due to the globalization, competition is
research, all the factors are statistically significant but just gender increased and every time innovation is needed for making the
is the only variable which is not statistically significant and its brands globally known and for maintaining their status. For
value is different from the 0. In the reliability table, it is every brand to be successful, brand identity and recognition is
calculated that the research validity and reliability is 89.6% which very important. Now people perceive the brands as their
is great. In the end, it is concluded that the branding impacts the
recognition, achievement, and status symbol. On the other
consumer behavior in relation to the different dependent and
independent variables. hand Woods explained that consumers are emotionally
attached to different brands of their choice. Like if the brand
IndexTerms—Brand knowledge, brand image, consumer ambassador of a brand is favorite celebrity of a consumer. He
behavior, emotional exploitation, loyalty. will buy that product because if he will also want to look like
his favorite personality.
I. INTRODUCTION So celebrity branding is basically leads to arousal of
According to Gajjar products are made for consumers and emotions and we can say that branding influence the behavior
consumers are those who buy different product according to of consumers and consumers behave in response according to
their needs. They consume those products in order to satisfy various dimensions of consumer behavior. So here we will
their needs and wants. Consumer buying decision is a process examine those dimensions of consumer behavior which
that involves different steps like the recognition of need, search influence them in selecting a branded product and impact of
for the information, evaluation of alternatives, selection and in brands on consumer behavior. We will try to explicit the
the last post purchase behavior. There are lots of factors which relationship between branding and consumer buying behavior.
affect the consumer behavior and those factors lead him Organizations start to do business in order to gain money in
towards purchasing. IN this research paper we will see the terms of profitability which is exceed of income then their
impact of branding on consumer behavior means the factors of expenses utilize in the business when organization start
consumer behavior which helps him to choose a particular business they think for the whole scenario of consumer
brand according to his need and choice. Globalization leads the purchase behaviors with intention to gain more income and
entire world to become one market. Whole world led to growth than the competitors so they create a long term bond
Becoming single Universal community to serve different with consumers in the shape of brands that will take the
cultures. With the increase in global competition, the organization towards success and higher profit margins also
company’s focus to serve local markets has find themselves at results in strong market position [1], [2], [3].
a disadvantage and loosing competitive edge that they so much People perceive the brands differently according to their
strived to achieve. This all led to decline the importance in preferences and sometimes may be depends on past
experiences and their decisions are directly or indirectly related
to these perspectives.
[Fatima Sarwar] | Introduction 54
 Aaker’s brand equity model and Keller’s customer-based exploring their wants and needs and become attached to those
brand equity model are viewed as the most authentic and value who can best satisfy them accordingly.
able models that mainly consider the consumer perceptions and It is difficult to understand values and preferences at that
their buying decisions basis on the evaluation of their level but fortunately now researchers begin to focus on
knowledge about brand, their association with specific brands identifying and understanding the buying behaviors and
and how the purchase will affect them if they purchase a preferences of such important market segment.
recognized brand [4].
What is needed for Researchers and practitioners is that II. LITERATURE REVIEW
they should develop a complete and brief model of qualitative The factor which drive the consumer behavior vary
and quantitative variables at same time and analyze their according to the type of brand, the consumer decides to
connection with each other and how they are playing role in buy.Brand loyalty is very important for the success of every
order to achieve the ultimate goal that is to increase profit. We type of brand. Consumers can be loyal to a specific brand
will discuss how these variables are connected and how they according to the dimensions of consumer behavior [8]. Loyal
are affecting people purchase related decisions. Three types of consumers help in gaining a high market share. To make new
important variables are discussed quantitative variables are customer loyal, it needs to invest five times more cost than to
based on people mentality and perceptions about brand and retain the current and existing consumers. Loyal consumers
could be measured through asking questions directly or can provide the competitive edge against competitors which is
indirectly to the people and also in many ways to determine a significance factor for success [9], [10].
knowledge of brand. The word loyalty usually refers to the association and
Qualitative variables are those which show the attachment recognition. When a consumer is loyal to brand, he will always
of consumers with brands and at the last behavioral outcome prefer that brand upon other brands and he is purchasing that
variables that are related to consumer’s reaction or purchase product from many years. Whenever he will need to buy a
behavior in light of above two variables. Innovation is to bring particular product, the same brand will come to his mind which
or create something new in market which is totally or slightly he always buys due to his attachment and satisfaction which he
different from the existing one. It is also found that the process expects from that brand [11]. With the growing pace of
of merger and acquisition leads to innovation in business. Due globalization, competition is increasing and to compete with
to which brands is considered more valuable [5]. other brands, innovation is needed [12].
But in case of luxury vehicles this process has not been viewed Brands create the sense of status consciousness in many
as such beneficial or truly participate in expanding brand consumers which leads to the sense of recognition and using
market. merger and acquisition strategies in automotive different brand products is the new trend of fashion. People
industry leads to “brand corrosion” means companies ignored feel pleasure when they are recognized in society, friends and
their special attributes in order to gain large target market not family in connection of specific brand which is mostly used by
for the purpose of their brand image but to increase profit by a person. Now people want to have very thing branded from
huge production with a less focus on quality perspective and the food they eat, clothes they wear to the decoration of their
high to cast saving. homes. Status and conspicuous consumption are also factors
There is difference between the choices of younger and which affect the consumer behavior.
mature consumers in order to consume products or make Consumers now use the expensive and branded products in
purchase related decisions [6]. Here is the question from what order to show their status. The brands which are used for
age maturity starts and younger hood ends. According to showing off the luxury, power and wealth are known as status
nielson and curry it is difficult to find out when maturity comes brands [13]. The wish to have a high status is the factor which
at the age of 50, 55 or 60 or after 60. In UK most of the compels the people to use brands as status symbol. Brands are
retailers ignored younger’s preferences and offer them mass consumed to show that the person who used it is highly status
products as it is as they purchase from outlet [7]. In contrast conscious, trendy and wealthy and these brands can be
with mature consumers retailers has more focus on mature categorized as status brands [14]. As the wish increases, the
market segment because they have enjoying high level of usage of brands increases [15].
incomes due to which high level of consumption and also When branded products are displayed intentionally or
enjoying strong relationships within community which may shown especially to others for making them realize the power
affect brand knowledge and image so this market is more and wealth, by the person who uses them, we can say that it is
valuable for retailers. conspicuous consumption [16]. It means the display of your
Children of below the age of 15 are being considered a wealth through the consumption of different brands for just
large target market for different fast moving consumer goods showing the high status is conspicuous consumption and it is a
brands. At that level their mind sets are forming they are very important dimension of consumer behavior for
[Fatima Sarwar] | Introduction 55
influencing his behavior towards brands and also the impact due to the low income, they have to bargain which decreases
and power of branding in influencing and moldings the their loyalty level. The people who are more price conscious as
consumer behavior. older and younger consumers, they tend to become less loyal
Brands are mostly used by rich females to show their than those consumers (middle age group) who are rich, less
wealth and high class status. It is a trend in Pakistan due to the concerned about prices. It is further argued that low income is
increasing number of brands and fashion that if you are rich, the main factor which decreases the loyalty level among older
you cannot buy the unbranded products [17]. So it is further and younger consumers and due to the problem of low income,
argued that status consumption and conspicuous consumption they are usually compelled to do bargaining and sometimes the
are related to each other and status consumption is the reason switch to low price brands [27].
of conspicuous consumption [18]. Middle aged consumers (25 to 44 years old) are found
Consumers should have the Brand awareness. It basically more committed, associated and loyal to brands [28]. The
includes awareness of brand and the information or image of richer the consumer, the more he is loyal. So we can say that
brand in the mind of consumers. Awareness of brands help the high income and middle age are indicators of loyal
consumers to recall the brands easily and it creates a positive customers. Another driver of consumer purchasing behavior is
image about the brand in consumers’ mind. Awareness of emotions. The relationship between brands and emotions is
brand leads to the creation of brand image in consumer’s mind significant. Now the marketers just focus on emotional
which helps in future purchases of the same product. Brand exploitation. They are trying at their best to connect their
image is basically the association and attachment of consumer product emotionally to the consumers. Advertisements are the
with the brand [19]. best way to make an emotional connection of product with
Whenever he thought about it, the image of brand means consumers [29].
how the brand looks and its usage comes to his mind. On the When people watch different advertisements like mother
other hand relationship of consumers with brands has caring about the health of his child by telling him to use
significant effect on consumer behavior [20]. Relationship with Safeguard to kill germs, then a mother in real life will try to
the brands build through trust and satisfaction provided by the use the same product for the safety of his child because she is
brand to consumers and satisfaction and trust leads to the emotionally exploited and concerned about his child health. He
attachment with the brand. So for creating a relationship in further said that we can take here the example of brands related
long term with brands, attachment and association with the to telecom industry who give the message to ‘stay connected to
brand is necessary because these are the variables that affect your loved once’ to the consumers in order to attract them.
the current and future prices of consumers. Association with a It is argued that some brands use the images, videos for
brand also helps the consumer in saving the switching cost. arousing the emotions among consumers; these types of stimuli
Brand Image and Brand Awareness leads to Brand Knowledge are known as mood boards because they are directly related to
[21]. the mood of consumers [30]. Sometimes test is written in order
It is said that consumers behavior towards branded to create the connection with the consumers and awareness
products or services according to their age, gender and about the benefits and pricing of particular brands and it is
personality traits and people get social according to their known as positioning statements.
personality traits. The research explicated that individuals The relation between choices of brand by consumers
behave differently towards the same brand according to their according to their personal values is explored. Childhood is the
gender. So gender is the basis of determining the consumer time when individuals start to recognize their values and try to
behavior [22]. adjust them in certain groups of society in which they feel
It is explored that females are more innovative, enthusiastic comfortable. Values are personal beliefs and are learnt by
and interested in fashion industry and introducing new brands individuals by their elders and society [31]. They learn these
than males. Females feel pleasure in show off and display of values through cognitive process and they as a part of their life,
their wealth, power and status. In Pakistan, females show off guide the individuals in many actions their daily life. They are
their branded clothes for making other realizes that they belong internally embedded in every individual’s mind. They affect
to high status [23], [24]. So people show different behaviors the consumer behavior because consumers buy their products
towards different brands according to their gender. according to their values.
It is found that the growing age and the loyalty factor have Values create the link between individual and its
direct link [25]. It is proposed that the consumers tend to surrounding environment. It is found that means-end theory
become more loyal to brands with their growing age [26]. But which involves the cognitive process. According to means-end
the attitude towards purchasing is almost similar among older theory, attributes of the products which are selected by
and the younger age group because of the factor of low income consumer provided him the benefits which in turn lead to the
As both the groups (younger and older) have low income and satisfaction of the values. So there is a significant relationship
[Fatima Sarwar] | Introduction 56
between the behavior of consumer in choosing a brand and the
Cronbach's
personal values of consumers which are satisfied by the usage Alpha N of Items
of that branded product. Every consumer has his own meaning
0.896 42
of choosing their brands. So the hidden dimensions of
consumer behavior can be found through applying means-end
theory [32].
Another dimension of consumer behavior is the influence According to the analysis of Table I, the reliability of my
of reference groups on consumer behavior. It is argued that the research is .896 or 89.6% and the numbers of items which are
important reference group for consumers is the family which evaluated are 42. The reliability value is high and it shows that
affects their behavior and attitude towards brands and also the the research is valid to 89.6% out of 100%.
selection of brands. The reference groups includes the TABLE II.GENDER
purchasing behavior is influenced by the reference groups
family, friends, neighbors and colleagues etc. [33]. Valid Cumulative
Inertia is also a factor which influences the consumer Frequency Percent Percent Percent
behavior. Some consumers buy the same brand every time in Valid mal 44 56.4 57.1 57.1
order to save time, it is the inertia of saving time which e
compels and influence the buyers to buy the same brand again femal 33 42.3 42.9 100.0
[34]. e
To examine about the consumer behavior of younger and Tota 77 98.7 100.0
l
older consumers in relation to the factors like income or age.
Missing Syste 1 1.3
Degree of loyalty is also influenced by the type of product, m
importance of product and also the characteristics of brand. It
Total 78 100.0
is proposed that the products like toothpaste which consumers
use every day and for long time, they rarely think about The research methodology used for analysis is survey by
changing these types of products. using the questionnaires. Questionnaire was distributed among
Sometimes consumers stay loyal to a brand and avoid 80 people. On basis of analysis of Table II, the total number of
switching brand, because they want to be saved from mistakes responses of questionnaires were 78, from which 44 were male
and it regulates their buying behavior. It is also found that the and 33 were females. The validity percentage is near to 100. In
reference groups influence the consumers to choose such type the SPSS, the label given to male was 1 and for the female it
of products which leads to status consumption and display of was 2.
wealth and high status which is basically, conspicuous
TABLE III.AGE GROUPS INCLUDED IN THE RESAERCH
consumption [35].
The degree to which consumers is influenced by the groups
with whom they interact and the wish to display the brands are
Valid Cumulative
the two dimensions of Conspicuous Consumption. Now the Frequency Percent Percent Percent
products are not consumed only for the satisfaction and getting
Valid less than 30 76 97.4 98.7 98.7
benefits, although the branded products are used as the symbol
of high status and richness. The brands have the power to make 60+ 1 1.3 1.3 100.0
them others realize the status of consumers and also what they
Total 77 98.7 100.0
think about them.
Missing System 1 1.3
The consumers who use the branded products as status
symbol are more involved in being social and making friends. Total 78 100.0
They like to be known as ‘Social’. The consumers who use the
branded products as status symbol are more involved in being
social and making friends. They like to be known as ‘Social’.
The research is conducted among the two age groups, less
Brands help the consumers in letting them know that people
than thirty and 60+. The Table III shows that the total replies
idealize them because of the usage of specific brands [36].
were 78. The number of individuals who are in age group less
than 30 gave 76 responses. On the other hand, only one person
in old age group (60+) gave response. The validity and
III. Research Methodology and Analysis cumulative percentage according to the above table III
TABLE I.RELIABILITY STATISTICS OF FACTORS percentage is near to 100%.
TABLE IV. EDUCATION GROUPS OF
RESPONDENTS OF
QUESTIONNAIRE
 Valid Cumulative
Frequency Percent Percent Percent
Valid undergraduate 13 16.7 16.9 16.9
graduate 26 33.3 33.8 50.6
post graduate 37 47.4 48.1 98.7
PHD 1 1.3 1.3 100.0
Total 77 98.7 100.0
Missing System 1 1.3

Tot 78 100.0
al

Commitment Consumer
Satisfaction Trust

Reliability
Perception
Friends Neighbors
Brand Loyalty
Price

Family Emotional Exploitation

Reference Groups Brand Image
Quality Brand Awareness

Cultural values

Branding Consumer
Values Brand Knowledge
Buying Behavior

Personal values

Brand
Image Brand Knowledge Demographic Status
Social factor

Status Consumption
Conspicuous Consumption
Brand Awareness
Gender Age
 Fig. 1. Factors That Effect Relation of Branding and Consumer Buying Behavior

TABLE V.INCOME GROUPS OF RESPONDENTS OF

QUESTIONNAIRE

Valid Cumulative
Frequency Percent Percent Percent
Valid below 40 51.3 51.9 51.9
15000
15000_2500 15 19.2 19.5 71.4
0
25000- 11 14.1 14.3 85.7
35000
35000_4500 4 5.1 5.2 90.9
0
above 55000 7 9.0 9.1 100.0
Total 77 98.7 100.0
Missing System 1 1.3

Total 78 100.0

According to the above table V, there were five income

groups. Each has its own frequency according to the number
of Reponses and the cumulative percentage is 100 %. The
scale used is 1-5.

TABLE VI.STATUS GROUPS OF RESPONDENTS OF

QUESTIONNAIRE

The education level of consumers is divided among the Valid Cumulative

Frequency Percent Percent Percent
four groups; undergraduate, graduate, post graduate and PHD.
The frequency is different for every group as it is mentioned in Valid student 41 52.6 53.2 53.2
the table; frequency of undergraduates is 13, for graduates it is employed 25 32.1 32.5 85.7
26, for post graduates it is 37 and for PHD it is 1. businessman 2 2.6 2.6 88.3
According to the analysis of Table IV, the total responses unemployed 6 7.7 7.8 96.1
are 78 and cumulative percentage is near to 100%. The scale
housewife 3 3.8 3.9 100.0
1-5 is used in questionnaire.
TABLE V.INCOME GROUPS OF RESPONDENTS OF QUESTIONNAIRE Total 77 98.7 100.0
Missing System 1 1.3
Total 78 100.0

Valid Cumulative
Frequency Percent Percent Percent The analysis of Table VI shows that the status of
Valid below 15000 40 51.3 51.9 51.9 individuals are also grouped into five categories which are;
student, employees, businessman, unemployed and housewife.
15000_25000 15 19.2 19.5 71.4 The frequency differs for every group according to the number
25000- 11 14.1 14.3 85.7 of responses. The scale used id 1-5 and the cumulative
35000 percentage is 100%.
35000_45000 4 5.1 5.2 90.9
above 55000 7 9.0 9.1 100.0
Total 77 98.7 100.0 TABLE VII.MODEL SUMMARY (FIGURE 1)
Missing System 1 1.3
 Adjusted R Std. Error of the
Model R R Square Square Estimate
1 0.740a 0.548 0.509 0.37106 TABLE IX. COEFFICIENTSa
a. Predictors: (Constant), gender, value, age, knowledge, reference,
exploitation
Unstandardized Standardized
Coefficients Coefficients
Figure 1 basically shows the result of survey and it
Model B Std. Error Beta t Sig.
interprets the relation of dependent and independent variables.
It is the summary of the model. In our research model, 1 (Constant) 0.074 0.241 0.308 .759
branding is independent variable which includes the following knowledg 0.272 0.075 0.310 3.636 0.001
factors; gender, personal and cultural values, age, brand e
knowledge, reference groups and emotional exploitation. On reference 0.267 0.070 0.356 3.839 0.000
the other hand, the consumer buying behavior is dependent age 0.308 0.072 0.352 4.314 0.000
variable which includes the following factors; social status,
exploitatio 0.144 0.073 0.186 1.979 0.052
status conspicuousness, brand loyalty, brand perception, n
quality and social factors.
value -0.140 0.068 -0.182 -2.066 0.043
Here we have to define the relationship between dependent
and independent variables according to the results of above gender 0.086 0.061 0.126 1.408 0.163
model. The R in the Table VII represents the correlation which a. Dependent Variable: consumer behavior.
is .740 and it represents that there is a moderate degree of
correlation between dependent and independent variables.The The scale used in the questionnaire for questionnaires is
next is R square which indicates that the variability of given below in Table X;
dependent variable according to the independent variable. TABLE X.SCALE USED IN QUESTIONNAIRE
Here the analysis of Table VII shows the value of R square 1 2 3 4 5
is .548, it means the variability level of independent variable is
54.8% which is nears to 55% and is moderate value, and it is StronglyAgree Agree Neutral Disagree StronglyDisagree
not very high but not very low too. So it is found that branding
affects the consumer behavior at the variability level of 55%.
TABLE VIII. ANOVAb I. Hypotheses
1. Brand Knowledge affects consumer behavior.
Sum of Mean 2. Reference groups are very influential in buying branded
Model Squares Df Squar F Sig.
products.
e
3. As the age increases, people tend to become more loyal to
1 Regression 11.669 6 1.945 14.125 0.000a
specific brands.
Residual 9.638 70 0.138 4. Emotional exploitation is important for affecting
Total 21.307 76 consumer buying behavior.
a. Predictors: (Constant), gender, value, age, knowledge, reference, 5. Personal and culture values affects the consumer
exploitation behavior.
b. Dependent Variable: consumer behavior 6. Consumer behavior fluctuates on the gender basis.

A. Cause and Effect Relationship between Brand

Table VIII is known as Anova table. Anova table basically Knowledge And Consumer Buying Behavior
represents the mean values. Here in Table VIII, the mean is Brand knowledge includes brand awareness and brand
1.945 and the significant value is 0.000 which is statistically image. According to the Table IX, which is known as
significant and smaller than 0.05. So the p=0.000. It shows coefficient table, significance of brand awareness in affecting
that all the dependent variables fluctuate according to the the consumer behavior (dependent variable) is 0.001, which is
independent variable. very high significance level and 0.001<0.05. It shows that
Every variable has its own significant level according to brand knowledge has a great impact on consumer behavior
the survey results which will be interpreted in the coefficient and the coefficient value is statistically significant and
table. different from 0.
 Figure 2shows that more the consumer is aware of brand Friends Neighbors
knowledge, more he will be responsive to the brand and he Social Factors
will buy that same branded product again and again. Brand
awareness and a good brand image contribute to the brand
knowledge which in turn affects the consumer buying Consumer Buying Behavior
behavior.The more the brand knowledge, the more the
consumer will be concerned about the reliability of brand. It
he thought it is reliable according to his knowledge level; he
will buy that product till his needs remain same. As the needs Fig. 3. Effect of Reference Groups on Consumer Buying Behavior
will change, reliability level will change which will leads to
C. Old Consumers tend to be More Brand Loyal
the switching behavior of consumers.
So it is proved according to the analysisof Table IX that Age is an important factor in affecting consumer behavior.
there is a positive correlation and cause and effect relationship The results of Table IX significance level according to the
among brand knowledge and Consumer buying behavior. survey results is 0.000, and 0.000<0.05. This value shows that
Consumer buying behavior will increase or decrease with there is high degree of significance and positive correlation
brand knowledge. Hence, the first hypothesis is proved and among the age and consumer buying behavior. The coefficient
accepted. value is statistically significant and fluctuates from 0. As the
Brand Image age increases, people become more loyal but as the age
Brand knowledge increases, the level of income decreases which forces the
people to switch the branded products. Due to high prices,
Brand awareness they shift towards, low price brands.
Brand loyalty leads to the customer satisfaction which in
turn helps in creating the trust and commitment towards
Consumer Buying Behavior specific brands among consumers. So the Fig. 4 shows that
thehypothesis ‘’ as the age increases, people tend to become
more loyal to specific brands’’is accepted.

Reliability Consumer Buying Behavior

Brand Loyalty
Age

Fig. 2.Cause and Effect Relationship between BrandKnowledge and

Consumer Buying Behavior
Loyalty Satisfaction
B. Effect of Reference Groups on Consumer Buying Behavior

The next is to discover the effect of reference groups on Commitment

consumer buying behavior. Reference groups include family,
friends, neighbors etc. Every reference group has different
power of effect on consumer behavior. Fig. 4.Old Consumers tend to be More Brand Loyal
The analysis of Table IX shows that the level of
significance of reference group according to the survey results D. Perception of Consumers is the Basis of
is 0.000 and 0.000<0.005, which shows that the relation is Emotional Exploitation
positive among the reference groups and consumer buying
behavior and it is statistically different from 0. There is high The analysis of Table IX depicts that the significance level
degree of significance level and positive correlation. of emotional exploitation is 0.052 according to the survey and
The Fig. 3 further elaborates that the level of a person of 0.052>0.05. It shows that emotional exploitation also affects
being social is also affected by reference groups. The more the the consumer buying behavior and the coefficient value is
person is social, the more he will be influenced by the friends statistically significant and different from the zero. Positive
and neighbors than his family. The more the influential is correlation is there and there is also cause and effect
reference group, the more it will affect the consumer buying relationship but the level of significance is not very high, it is
behavior. almost equal to the standard level of significance.

Family
[Fatima Sarwar] | Introduction 61
Reference Groups
 Figure 5show that every individual perceives the The next hypothesis is that the consumer behavior
advertisement according to its own values and culture. fluctuates on the basis of gender. As the significance level of
Emotional exploitation affects the consumer behavior on basis gender according to the survey and analysis of Table IX is
of perception of consumers. So the hypothesis is accepted and 0.163 which is greater than 0.05 and it shows that the
proved. significance level is low. There is positive correlation among
Consumer Buying Behavior
the variables but the level of correlation is very small.
Emotional Exploitation According to the survey questions females are more status
conspicuous and they do more status consumption than males.
But according to the survey results, the coefficient value is not
significant in relation to the statistics, which shows the either
Perception it is male or female, it does not affect the consumer buying
behavior while buying branded clothes.
Fig. 5.Perception of Consumers is the Basis of Emotional Exploitation The significance level is not very large according to the
analysis of Table IX; it has some effect on consumer behavior
E. Positive Relationship between Value System and but not to moderate significant level. Hence it is proved that
Brand Loyalty the females are not more status conspicuous and don’t do
more status consumption than males. So the hypothesis as the
The values include the personal and cultural values of Fig. 7 shows that ‘’ Consumer behavior fluctuates on the
consumers. According to the results of Table IX, the gender basis’’ is rejected and is not proved.
significance level is 0.043 which is smaller than 0.05. There is
positive correlation among the values and consumer behavior
according to the consumer behavior. The coefficient value is
statistically significant and differs from 0. The consumer
Female Consumer Buying Behavior
behavior differs according to the difference in values among
Gender
different consumers.
The Fig. 6 throws the light on the loyalty of consumers on Male
basis of their values. Figure 6 and analysis of Table IX shows
that the loyalty towards the brands depends on the value Status Consumption
system every individual have. If the person is taught to be
loyal and consistent in your life, then he will be definitely Status
loyal in all the aspects of his life, although it is buying
Status Conspicuousness
decision.
This shows that there is cause and effect relationship
among dependent (consumer buying behavior) and Fig. 7.Effect of Gender on Consumer Buying Behavior
independent variable (personal and cultural values). So the
results are positive and hypothesis is accepted. IV. Discussion and Conclusion
The independent variables are reference groups, brand
Cultural Values knowledge, age, gender, emotional exploitation and personal
values. On the other hand, the dependent variables are
branding loyalty, Status consumption, status conspicuousness,
Consumer Buying Behavior
Brand Loyalty social factor and quality. All the variables are discussed in
detail with different references. Comparing and contrasting is
done at every step in order to discuss the views of different
Personal Values authors about different variables in literature review.
According to the research results, coefficient values of all
the dependent variables are statistically significant and are
Fig. 6.Positive Relationship between Value System and Brand Loyalty
different from 0 except only one variable which is gender.
F. Effect of Gender on Consumer Buying Behavior According to the results, gender is not so much important and
it does not affect the consumer behavior to that extent at which
other variables do. So it is proved that branding is very
important now days in effecting consumer behavior.

[Fatima Sarwar] | Introduction 62

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[Fatima Sarwar] | Introduction 64

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