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13 Cards in this Set
- Front
- Back
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utilitarian needs |
Needs motivating consumers to go shopping to accomplish a specific task |
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Hedonic Needs |
Needs motivating consumers to go shopping for pleasure |
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Stimulation |
Retailers use music, visual displays, scents and demonstrations to create a more entertaining shopping experience. Graphics and photography are also used in flyers, catalogues and on Web sites to stimulate consumers. |
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Social Experience |
Regional shopping malls have replaced open markets Mixed-Use development Lifestyle centers with restaurants, theatres and outdoor entertainment The use of technology to enhance this through blogs, emails & twitter |
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Learning New Trends |
Need To Know Visiting the retailer Information is the key What is new? What are the trends? |
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Status and Power |
Need To Be Serviced It’s all about ME Attention and Respect Be the center of attention |
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Self-Reward |
Need to Feel Good Buy to reward accomplishments Buy to get over life’s ‘disasters’ |
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Adventure |
Need A Thrill Looking for bargains, sales, discounts or low prices. Treat shopping like a game that is to be ‘won’. |
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Information Search |
The stage in the buying process in which customer seeks additional information to satisfy a need |
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Internal sources of information |
information in customer's memory such as names, images, and past experiences with different stores |
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External sources of information |
Information provided by the media and other people |
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everyday low pricing strategy |
A pricing strategy that stresses continuity of retail prices at a level somewhere between the regular non-sale price and the deep-discount sale price of retailers competitors |
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Multiattribute attitude model |
A model of customers decision making based on the notion that customers see a retailer or a product as a collection of attributes or characteristics. The model can also be used for evaluating a retailer, product, or vendor. The model uses a weighted average score based on the importance of various issues and performance on those issues |
