Abstract:
It is crucial for companies to find out relevant information about the purchasing agents within
families since they play a great role in the shaping of marketing, sales and promotion strategies of
a company. This article consists of two parts. In the theoretical part, information about consumer
buying behavior and purchasing decisions of families, turkish in particular, is presented. In the
applications part of the study, surveys are conducted to married couples living in 10 different
districts in Ankara, Turkey to determine the purchasing agents for the monthly grocery expenses
of these families. This article will provide turkish and foreign companies the opportunity to
understand their target markets better and carry out specific market research and promotional
activities aimed at them. In addition, these companies will be in a better position to predict how
their consumers will respond to marketing strategies.