Chapter 11 Flashcards
Time can influence consumers by
changing the way information is processed
Place can frame any
purchase, consumption or information processing situation
conditions can also influence
consumption
time pressure
an urgency to act based on some real or self-imposed deadline (order in line with a lot of people ahead of you)
Seasonality
regularly occurring conditions that vary with the time of year (hot coffee, cold beer)
Circadian cycle
time of day. Human body has a rhythm that varies with the time of day. Durante research on women’s ovulation. (that has SO much do deal with fashion preference…they tend to have high intensity to compete with other females)
Advertiming
When companies run advertisements when customers will be most receptive to the message. (when is the most suitable time to run the advertisement?) —-example super bowl commercial puppy budlight.
They are able to reach the males they are needing to do during the super bowl.
Acquisitional purchase
specfic, intended purchase
epistemic purchase
aquiring knowledge about a product
experiential purchase
relaxation, provide interrelation, fun, social interactive.
impulsive purchase
spontaneous purchase
Personal shopping value (PSV)
subjective worth of a shopping activity considering all associated costs and benefits
Utilitarian and Hedonic (personal)
Functional quality
Home depot…you go there and grab something
Walmart….you go and grab something
Affective quality (you just enjoy being there)
Starbucks, coffee waves.
retail personality
consists of two qualities, functional and affective.
Impulsive consumption
the shop kick commercial.
Impulsivity
represents how sensitive a consumer is to immediate rewards
(if you really are person who has high impulsivity, it is very likely that you are doing impulse buying…people who have ADD do this more)
consumer self-regulation
when consumer inhibit outside, situational, influrences from interfering with shopping intentions
action oriented
high capacity to self regulate
these people are able to only shop when they need it!
state-oriented
low capacity to self regulate
they have a hard time only buying what they need, they cannot control their shopping behaviors
compulsive consumer behavior
this is very harmful, seems to be uncontrollable and is driven by chronic depression
Atmospherics
feelings created by the total aura of physical attributes that comprise the physical enviroment.
(social cues give consumers a certain feel of the product)
servicescape
the physical enviroment in which consumer services are performed
(this can be considered more important than atmospheric)
Factors that help create a competitive advantage (atmospheric elements)
fit & congruity
