British Journal of Marketing Studies (BJMS)

EA Journals

Buying Behaviour

Comparative Analysis of Business and Consumer Buying Behaviour and Decisions: Opportunities and Challenges in Nigeria (Published)

Business markets and consumer markets are alike in some key ways. For example, both include people in buying roles whose purchased decision is to satisfy needs. But business markets also differ in many ways from consumer markets. For one thing, the business market is enormous, far larger than the consumer market. Within Nigeria and other sub-Saharan African countries the business market includes more than 13 million organizations that annually, purchased trillions of Naira worth of goods and services. This paper also focused on the traditional tools and techniques employed in the marketing of goods and services to the business sector. Attempt was made to draw attention on the major differences between consumer and business markets – dissimilarities that, while using the same basic marketing tools and techniques, spelled the difference between success and failure in the contemporary business marketing environments.

Keywords: Business, Buying Behaviour, Challenges, Comparative Analysis, Consumer, Nigeria, opportunities

The Influence of Cultural Factors on Consumer Buying Behaviour (A Case Study of Pork) (Published)

Cultural factors are examined to see how they affect the purchase of pork in Nigeria. Data for the study are obtained through structured questionnaire administered by the researcher and some research assistants. A total of 82 questionnaires are administered out of which 70 are duly filled and returned. Tools used for statistical analysis include Statistical Package for Social Sciences. SPSS 17, Microsoft Excel (2015), Multiple Regression Analysis and Relative Important Index (RII). Findings reveal that cultural variables exert significant influences on the purchase and consumption of pork. The study also found that aside from the cultural factors, age and income also affect the quantity of pork purchased and consumed. Based on these findings the study concludes that cultural factors, age and income influence the quantity of pork purchased and consumed. The study then recommends that these factors should not be taken for granted; rather they should be identified and studied since purchase and consumption of pork are based on them.

Keywords: Age, Buying Behaviour, Cultural Factors, Income, Pork


Authorities and specialists in marketing and product management have submitted variously on the theme of the study, Product Life Cycle (PLC). This, the researcher builds on so as to add to the body of knowledge by investigating problems such as low sales, consumer dissonance, early product withdrawal, and others, which all culminate into financial losses for organizations within the capital goods manufacturing/assemblage and sales segment of the Nigerian manufacturing industry. The study provides up to date information on the life cycle trends of capital goods, which will help in their manufacturing and stock holding decisions. Also, a construct depicting the relationship between Sales and PLC with reference to capital goods was developed. The data for this study was collected from both primary (four companies) and secondary sources. Questionnaire was adopted as a data collection instrument. The data was analysed using both descriptive and inferential statistics. Amongst other recommendations, the study recommended that Management of Product Life cycle should be taken into consideration in new product design and prototyping. This is essentially due to the influence of frequent foreign innovations that constantly render recent products obsolete.

Keywords: Buying Behaviour, Capital Goods, Competition, Product Life Cycle, Sales

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