Buying, Using, and Disposing Flashcards
(16 cards)
Antecedent states
- Situational factors
- Usage contexts
- Time pressure
- Mood
- Shopping orientation
Purchase environment
- The shopping experience
- Point-of-purchase stimuli
- Sales interactions
Post-Purchase processes
- Consumer satisfaction
- Product disposal
- Alternative markets
Temporal Factors: Economic time
Time is money
Time poverty - people’s perception that they do not have sufficient time
Social dimension of time
“time for me” or “time with/for others”
Temporal orientation dimension of time
Relative significance attached to past, present, or future
Planning orientation dimension of time
Different time management styles from analytic to spontaneous
Polychronic (vs. monochronic) orientation dimension of time
“people who prefer to do one thing at a time” or “those who have multitasking time styles”
Shopping Orientation
General attitudes towards shopping
Utilitarian vs Hedonic shopping orientation
“shopping is work” vs “shopping is fun”
Store Image: the store’s personality
Location + merchandise suitability + knowledge/congeniality of sales staff + atmospherics
Unplanned buying
Buying something that was not on a planned purchase list
Impulse buying
Buying something when an individual experiences a sudden urge to buy that they can’t resist
Point-of-Purchase Stimuli (POP)
Stimuli boost impulse purchases: product display, coupon-dispensing machine, employees giving out free samples etc.
Salesperson influence
- Expertise, trustworthiness, congeniality, adaptive selling, customer orientation
Expectancy disconfirmation model
- Product performance matches expectation (we don’t think about it)
- Product performance exceeds expectation (happy feelings)
- Product performance fails to meet expectation (negative feelings)
