Buyer Behavior Buying And Disposing

Front 1

Situational Self-Image

Back 1

How someone feels about themselves at a particular time influences the way they spend.

Front 2

Unplanned Buying

Back 2

Occurs when people are under a time constraint or when someone is unfamiliar with the store’s layout.

Front 3

Impulse Buying

Back 3

Occurs when people decide last minute to maybe buy a gift for someone or to pick up the tab for a meal. An impulse item could be gum or candy. Retailers conveniently place these items by the checkout stands in grocery stores.

Front 4

Planners

Back 4

Know what products and brands they specifically want before entering the store.

Front 5

Partial Planners

Back 5

Know what products they want but don’t decide on the brand until they are in the store.

Front 6

Impulse Purchasers

Back 6

Have done no advance planning of their shopping trip ahead of time.

Front 7

Point-of-Purchase Stimuli

Back 7

A product display or demonstration that makes the consumer want to purchase the product.

Front 8

Exchange Theory

Back 8

states that every interaction has an exchange of value. Which means that both the customer and the salesperson each give something to the other and hope to receive something in return.

Front 9

Commercial Friendships

Back 9

the relationships formed between the salesperson and the customer.

Front 10

Factors that help determine a salesperson’s effectiveness:

Back 10

age, appearance, education, and motivation to sell.

Front 11

Post-purchase Satisfaction

Back 11

Consumers are in a constant process of evaluating the products/services they buy as they are bringing them into their daily consumption routine. Over time they can determine if they are overall satisfied or dissatisfied with the product.

Front 12

Voice Response

Back 12

The consumer can complain directly to the retailer for a refund of the product.

Front 13

Private Response

Back 13

Tell friends about their dissatisfaction in the product, boycott the store. This type of response can be extremely problematic for a stores reputation.

Front 14

Third-Party Response

Back 14

The angry consumer can take legal action against the company, complain to the Better Business Bureau, or write a letter to a newspaper or magazine.

Front 15

Gemba

Back 15

Means the one true source of information. When researchers go to actual place where product is being used and assess consumer likes and dislikes while consumer is in environment and using the product.

Front 16

Disposal Options:

Back 16

Consumer can either keep the item, temporarily dispose of it (rent it, or loan it), or permanently dispose of it.

Front 17

Lateral Cycling

Back 17

When already purchased products are sold to others or exchanged for other things.