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  3. Exploring the Drivers of Consumer Buying Behaviour: An Empirical Investigation of Internal and External Influences
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Arooj Imran, Farheen E Sehar, Hammad Arshad, Faisal Rasheed

Exploring the Drivers of Consumer Buying Behaviour: An Empirical Investigation of Internal and External Influences

This study examines the key determinants of consumer buying behaviour by analyzing the effects of psychological, social, cultural, personal, and situational/technological factors. Grounded in consumer behaviour theory and supported by Abraham Maslow’s hierarchy of needs, the study aims to explain how these multidimensional influences shape consumer purchase decisions in contemporary markets. A quantitative research design was adopted using a structured questionnaire based on a five-point Likert scale. Data was analyzed through descriptive statistics, correlation analysis, reliability and validity assessment, and multiple regression analysis. The findings reveal that psychological, cultural, personal, and situational/technological factors have significant positive effects on consumer buying behaviour. Among these, personal factors emerge as the strongest predictor, indicating that price sensitivity and individual preferences play the most influential role in shaping purchase decisions. In contrast, social factors do not show a significant effect, suggesting that consumers in this context rely more on individual judgment than on external social influence. The measurement model demonstrates acceptable reliability, convergent validity, and discriminant validity. The study concludes that consumer buying behaviour is primarily driven by personal considerations, while psychological experience, cultural perceptions, and situational triggers provide additional explanatory power. These findings have practical implications for marketers, emphasizing the importance of personalized marketing strategies, competitive pricing, brand positioning, and digital promotional tools. The study contributes to the growing literature on consumer behaviour by providing empirical evidence on the relative importance of traditional and contemporary determinants of purchasing decisions.