Manuscript Title:

MANIPULATION TACTICS AND CONSUMER BEHAVIOUR: CREATING A DESIRE TO PURCHASE

Author:

Dr. EASWARAMOORTHY RANGASWAMY, Dr. SATISH KUMAR SAGADEVAN, MUTHUKRISHNAN RATHINASAMY, Dr. NISHAD NAWAZ​

DOI Number:

DOI:10.17605/OSF.IO/BKHXM

Published : 2021-10-10

About the author(s)

1. Dr. EASWARAMOORTHY RANGASWAMY - Principal and Provost, Amity Global Institute, Singapore.
2. Dr. SATISH KUMAR AGADEVAN - Assistant Professor, Manipal Academy of Higher Education, Dubai, UAE.
3. MUTHUKRISHNAN RATHINASAMY - Assistant Professor, Sri Krishna College of Engineering and Technology, India.
4. Dr. NISHAD NAWAZ​ - Associate Professor, Department of Business Management College of Business Administration, Kingdom University, Kingdom of Bahrain.

Full Text : PDF

Abstract

The purpose of study was conducted on manipulation tactics are the techniques used by marketers to influence consumers to change their perception towards a product and thereby create a desire in them to purchase it. With the new technological era, a lot of new methods to manipulate track and control a consumer's choice and behaviour in the product purchase decision is available. The study involved with the manipulation tactics used in marketing to influence the consumers and how these consumers are being involved are considered. As a primary focus of marketing, companies are interested in using manipulation techniques as a key to create a desire in consumers to purchase. Manipulation tactics differ a lot, and different manipulative tactics are used on other persons. Consumer behaviour differs within groups and a complete understanding of consumer behaviour is important for marketers to play with their minds. The study also presented consumer buying behaviour and the consumer purchase decision process. Behaviour is the dependent factor, with a lot of independent factors, similar to time, freedom level within a purchase choice, price value, individual personal tastes etc. influencing it. Independent factors or variables can be influenced or manipulated. The study also involves the boomerang effect, which is the opposite that will happen when manipulation tactics are used in the wrong place, and it strongly depends on the limitation of a person's freedom.


Keywords

Manipulation tactics, Perception, Persuasion, Ethical and Unethical marketing, Boomerang effect, Cognitive dissonance, marketing strategy, Consumer behaviour and Consumer decision making process.