ch10_Buying and Disposing.pptVIP

Chapter 10Buying and Disposing Opening Vignette: Rob What kind of background research did Rob do on the car? What preconceptions did Rob have about his ability to negotiate the deal? What were Rob’s perceptions about the salesperson? Why did Rob feel that he negotiated well when he paid more than he expected? Autobytel Situational Effects onConsumer Behavior Consumption Situation: Factors beyond characteristics of the person and of the product that influence the buying and/or using of products and services Situational Self-Image: The role a person plays at any one time. Purchase and Postpurchase Issues Situation Influences Choice Clothing choices often are heavily influenced by the situation in which they need to be worn. Social and Physical Surroundings Co-consumers: Other patrons in the setting Density The actual number of people occupying a space Crowding: Exists only if a negative affective state occurs as a results of density Temporal Factors: Time Poverty: A consumer’s feeling that he or she is pressed for time Physical Environments Many stores and services (like airlines) try to differentiate themselves in terms of the physical environments they offer, touting amenities such as comfort. Temporal Factors Economic Time: Time is an economic variable (i.e., it is a resource that must be allocated) Time Poverty: A consumer’s feeling that they are pressed for time Psychological Time Time Categories Time Poverty Time poverty is creating opportunities for many new products (like portable soups) that let people multitask. Drawings of Time Psychological Time Linear Separable Time: Events proceed in an orderly sequence and different times are well defined. Procedural Time: When people ignore the clock and do things “when the time is right” Circular or Cyclic Time Time is governed by natural cycles Queuing Theory The mathematical study of waiting in lines Antecedent States If It Feels Good, Buy It… Pleasure and Arousal: Two dimensions which determine if a shopper wil