Factors affecting the consumer decision-making process in Africa: an exploratory study

Abstract

With more consumer product companies analysing the requirements for successful entry into African markets, the main factors they seek to determine are concerned with understanding the African consumer, so that these companies are enabled to provide products and services that relate to the inherent needs and wants of these consumers. This research study analysed the factors that affect the consumer decision-making process in East and West Africa. The countries that were focused on for this study were Kenya, Tanzania, Uganda, Nigeria and Ghana. The results of the study revealed that there is a unique macroeconomic environment in both East and West Africa that has resulted in the rise of low-end and high-end consumers. Profiles of each of these consumer types, as well as regionally specific nuances have been provided. It was also established that there are many factors that affect the consumer decision-making process in these regions. These can be grouped into product factors, marketing factors, environmental factors and purchasing factors. These behavioural nuances can be used by consumer product companies to properly prepare market entry strategies for East and West African markets in order to meet customer demands.