Manuscript Title:

EXPLORING THE INFLUENCE OF CONSUMER PERSONALITY (MBTI) ON CONSUMER DECISION PROCESSES: A BEHAVIOURAL PERSPECTIVE

Author:

BIJU JOSEPH, P MOHAN

DOI Number:

DOI:10.5281/zenodo.14997740

Published : 2021-06-23

About the author(s)

1. BIJU JOSEPH - Assistant Professor, St. Pius X College Rajapuram.
2. P MOHAN - Professor, DCMS, University of Calicut.

Full Text : PDF

Abstract

This study explores how consumer personality, based on the Myers-Briggs Type Indicator (MBTI), influences the decision-making process. The findings reveal significant differences across personality dimensions. Extraverts show higher extrinsic need recognition and information search compared to introverts. Sensing types demonstrate greater intrinsic need recognition, information search, and evaluation than intuitive types. Thinking individuals outperform feeling types in all decision-making aspects except extrinsic need recognition. Similarly, judging types engage more deeply in decision-making than perceiving types. Overall, the study concludes that MBTI personality traits significantly shape the brand choice process, emphasizing the importance of personality-driven marketing strategies.


Keywords

EXPLORING THE INFLUENCE OF CONSUMER PERSONALITY (MBTI) ON CONSUMER DECISION PROCESSES: A BEHAVIOURAL PERSPECTIVE