Buying and Disposing. Making a purchase is often not a simple, routine matter of going to the store...
-
Upload
dasia-shingler -
Category
Documents
-
view
213 -
download
0
Transcript of Buying and Disposing. Making a purchase is often not a simple, routine matter of going to the store...
![Page 1: Buying and Disposing. Making a purchase is often not a simple, routine matter of going to the store and quickly picking out something. Situational.](https://reader030.fdocuments.us/reader030/viewer/2022032517/56649c805503460f949370a0/html5/thumbnails/1.jpg)
Buying andDisposing
![Page 2: Buying and Disposing. Making a purchase is often not a simple, routine matter of going to the store and quickly picking out something. Situational.](https://reader030.fdocuments.us/reader030/viewer/2022032517/56649c805503460f949370a0/html5/thumbnails/2.jpg)
Making a purchase is often not a simple, routine matter of going to the store and quickly picking out something.
Situational Effects on Consumer Behavior• Consumption Situation• Situational Self Image
![Page 3: Buying and Disposing. Making a purchase is often not a simple, routine matter of going to the store and quickly picking out something. Situational.](https://reader030.fdocuments.us/reader030/viewer/2022032517/56649c805503460f949370a0/html5/thumbnails/3.jpg)
POSTPURCHASEPROCESSES
ANTECEDENTSTATES
•Situational Factors
•Usage Context
•Time Pressure
•Mood
•Shopping Orientation
PURCHASE ENVIRONMENT
• The Shopping Experience
•Point of Purchase Stimuli
•Sales Interactions
•Consumer Satisfaction
•Product Disposal
•Alternative Markets
![Page 4: Buying and Disposing. Making a purchase is often not a simple, routine matter of going to the store and quickly picking out something. Situational.](https://reader030.fdocuments.us/reader030/viewer/2022032517/56649c805503460f949370a0/html5/thumbnails/4.jpg)
![Page 5: Buying and Disposing. Making a purchase is often not a simple, routine matter of going to the store and quickly picking out something. Situational.](https://reader030.fdocuments.us/reader030/viewer/2022032517/56649c805503460f949370a0/html5/thumbnails/5.jpg)
UnderstandingShoppingMotives
SocialExperiences
Thrill ofthe Chase
InstantStatus
SharingCommonInterests
InterpersonalAttraction
![Page 6: Buying and Disposing. Making a purchase is often not a simple, routine matter of going to the store and quickly picking out something. Situational.](https://reader030.fdocuments.us/reader030/viewer/2022032517/56649c805503460f949370a0/html5/thumbnails/6.jpg)
Economic ShopperRational, Goal-Oriented, Maximize Value of Their Dollar
Personalized ShopperForms Strong Attachments to Store Personnel
Ethical ShopperSupports Locally Owned Stores Rather Than Big Chains
Apathetic ShopperDoesn’t Like to Shop, a Necessary But Unpleasant Chore
Recreational ShopperViews Shopping as a Fun, Social Activity
Shopping Orientation
![Page 7: Buying and Disposing. Making a purchase is often not a simple, routine matter of going to the store and quickly picking out something. Situational.](https://reader030.fdocuments.us/reader030/viewer/2022032517/56649c805503460f949370a0/html5/thumbnails/7.jpg)
In-Store Decision MakingIn-Store Decision Making• Many purchases are influenced by the store environment and
contribute to: Spontaneous/Unplanned Buying - result from time
pressures or reminders. Impulse Buying - sudden urge to purchase.
• Point-of-Purchase stimuli (POP) Point-of-Purchase stimuli (POP) is increasingly popular and sophisticated and includes: In-Store Displays that dispense products and/or
coupons. SalespersonSalesperson
• An important factor who attempts to influence the buying behavior of the customer through: Resource Exchange, “What do I get from the
salesperson?” Sales Interaction through Identity Negotiation Identity Negotiation.
![Page 8: Buying and Disposing. Making a purchase is often not a simple, routine matter of going to the store and quickly picking out something. Situational.](https://reader030.fdocuments.us/reader030/viewer/2022032517/56649c805503460f949370a0/html5/thumbnails/8.jpg)
Post-purchase Satisfaction
Perceptions of Product Quality
Brand Name Warranties
Price Follow-up Letters & Calls
Advertising
Consumer Satisfaction/ Dissatisfaction (CS/D) Consumer Satisfaction/ Dissatisfaction (CS/D) is Determined by the Overall Feelings, or Attitude, a
Person Has About a Product After It Has Been Purchased. It is Influenced By:
![Page 9: Buying and Disposing. Making a purchase is often not a simple, routine matter of going to the store and quickly picking out something. Situational.](https://reader030.fdocuments.us/reader030/viewer/2022032517/56649c805503460f949370a0/html5/thumbnails/9.jpg)
Post-purchase CB
![Page 10: Buying and Disposing. Making a purchase is often not a simple, routine matter of going to the store and quickly picking out something. Situational.](https://reader030.fdocuments.us/reader030/viewer/2022032517/56649c805503460f949370a0/html5/thumbnails/10.jpg)
![Page 11: Buying and Disposing. Making a purchase is often not a simple, routine matter of going to the store and quickly picking out something. Situational.](https://reader030.fdocuments.us/reader030/viewer/2022032517/56649c805503460f949370a0/html5/thumbnails/11.jpg)
VoiceResponse
PrivateResponse
Acting on Dissatisfaction
Third-PartyResponse
Marketers Should Encourage Customers to Complain People Are Likely to Spread the Word About
Unresolved Negative Experiences.
If a Person is Not Happy With a Product or Service, What Can They Do?
![Page 12: Buying and Disposing. Making a purchase is often not a simple, routine matter of going to the store and quickly picking out something. Situational.](https://reader030.fdocuments.us/reader030/viewer/2022032517/56649c805503460f949370a0/html5/thumbnails/12.jpg)
Dissatisfaction Responses
![Page 13: Buying and Disposing. Making a purchase is often not a simple, routine matter of going to the store and quickly picking out something. Situational.](https://reader030.fdocuments.us/reader030/viewer/2022032517/56649c805503460f949370a0/html5/thumbnails/13.jpg)
Keep ItemGet Rid of
Item PermanentlyGet Rid of
Item Temporally
Store It
Rent It
Convert It toServe a
New Purpose
Sell ItTrade ItGive ItAway
PRODUCT
Loan It
Use It toServe Original
Purpose
Throw ItAway
ToMiddleman
ThroughMiddleman
Directly toConsumer
To BeUsed
To Be(Re)sold
![Page 14: Buying and Disposing. Making a purchase is often not a simple, routine matter of going to the store and quickly picking out something. Situational.](https://reader030.fdocuments.us/reader030/viewer/2022032517/56649c805503460f949370a0/html5/thumbnails/14.jpg)