Term
| Name some purchase issues |
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Definition
mood, time pressures, and the context in which a product is needed |
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Term
| What factors can effect mood during the shopping experience? |
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Definition
Moods can be affected by store design, the weather or
other factors specific to the consumer.
A person’s mood or physiological condition at the time
of purchase can have a major impact on what is bought
and how products are evaluated. |
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Term
| What are the determinants of instore information search? |
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Definition
- Personality characteristics
- situational variables
- Demographic variable |
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Term
| Name some personality characteristics |
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Definition
Christmas shopper, value seeker, brand name buyer, fashion conscious,
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Term
| Name some situational variables |
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Definition
| Time pressure, strict budget, availability of information, product familiarity (-) |
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Term
| What are the demographic variables? |
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Definition
| Gender, age, family size, income, education, marital status |
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Term
| Name the dimensions of emotional state |
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Definition
| exciting, pleasant, relaxing, depressing, gloomy |
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Term
| What is situational segmentation? |
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Definition
The usuage context of a product
Listing the context of when a product is used helps identify the different users and situations |
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Term
| What are the social and physical cue's that can effect a persons purchasing decisions? |
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Definition
•Decor, smells and even temperature of surroundings.
•The presence or absence of other consumers.
•The type of consumer patronising a store.
•Temporal factors, e.g. time to make purchases |
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Term
| Name the Hedonic motives for shopping |
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Definition
Anticipated utility. • Role enactment.
• Choice optimisation. • Negotiation.
• Affiliation. • Power & authority.
• Stimulation. |
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Term
| Name the different shopping types |
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Definition
Economic shopper - rational and goal oriented shopper.
Personalised shopper - tends to form strong attachments to store personnel.
Ethical shopper - likes to support local small shops.
Apathetic shopper - does not like shopping and sees it as a necessary chore.
Recreational shopper - sees shopping as a fun and social activity.
Hate to shop shopper |
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Term
| What are the trends in the purchase environment? |
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Definition
•Increasing competition - stores must now offer something
to lure shoppers into their premises.
•Tendency to blur boundaries between types of outlet.
•Increase in trade hours.
•Internationalisation.
•Increased awareness and importance of rewarding
consumer loyalty.
E-commerce. |
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Term
| How do consumers act on dissatisfaction? |
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Definition
*Voice displeasure directly to the retailer
*Private response - e.g. passing complaint on to friends or boycott the store.
*Third party response - e.g. taking legal action or registering complaint with industry ombudsman or press. |
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