Buyer behaviour buying disposing
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Buyer Behaviour BUYING & DISPOSING. Chp. 10 With Duane Weaver. OUTLINE. Issues in Buying and Disposing Consumption Situation E-Commerce : Consumer’s Perspective Marketer’s Perspective Post - purchase Satisfaction Product Disposal VIDEO. Issues in Buying and Disposing. Antecedent

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Buyer Behaviour BUYING & DISPOSING

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Buyer behaviour buying disposing

Buyer BehaviourBUYING & DISPOSING

Chp. 10With Duane Weaver


Outline

OUTLINE

  • Issues in Buying and Disposing

  • Consumption Situation

  • E-Commerce:

    • Consumer’s Perspective

    • Marketer’s Perspective

  • Post-purchase Satisfaction

  • Product Disposal

  • VIDEO


Issues in buying and disposing

Issues in Buying and Disposing

Antecedent

States

Purchase

Environment

Postpurchase

Processes

  • Situational Factors

  • Usage Contexts

  • Time Pressure

  • Mood

  • Shopping Orientation

  • The Shopping Experience

  • Point-of-Purchase Stimuli

  • Sales Interactions

  • Consumer Satisfaction

  • Product Disposal

  • Alternative Markets


Consumption situation 1of 2 situational effects

Consumption Situation(1of 2) (situational effects)

  • Physical Surroundings

    • Décor, smells, temperature

  • Social Surroundings

    • Presence or absence of clientele

      • Private resort vs. night club

  • Temporal Factors

    • Perceptions of time impact decisions

  • Antecedent States

    • Mood and psychological states influence evaluations

  • Shopping Orientation

    • Economic, recreational, apathetic, ethical


Consumption situation 2of 2 situational effects

Consumption Situation(2of 2) (situational effects)

  • Salesperson

    • Interaction,knowledge

  • Store Image

  • Retailing as Theatre

  • In Store Decision Making

    • Spontaneous shopping, impulse buying, point of purchase stimuli

  • E-commerce


E commerce consumer s perspective

Pros

Shop 24 hours a day

Less traveling

Quick access to information

Increased product choices

Greater price information

Participate in virtual auctions

Fast delivery

Electronic communities

Cons

Lack of security

Fraud

Cannot touch items

Selection is difficult

High return rate

Potential breakdown of human relationships

E-Commerce: Consumer’s Perspective


E commerce marketer s perspective

Pros

Worldwide marketplace

Decreases costs of doing business

Very specialized businesses can be successful

Real-time pricing

Cons

Lack of security

Must maintain site to reap benefits

Fierce price competition

Conflicts with conventional retailers

Legal issues not resolved

E-Commerce: Marketer’s Perspective


Post purchase satisfaction

Post-purchase Satisfaction

  • Expectancy disconfirmation model

    • satisfaction depends on the degree to which performance is consistent with expectations

REALITY REINFORCES PERCEPTION

Acting on Dissatisfaction:

1) Voice Response

2) Private Response

3) Third-Party Response


Product disposal

Product Disposal

WHY ON EARTH do we/should we CARE about how or why/when consumers DISPOSE?What is the impact to our business? Is there any at all?

Disposal Options:

Keep Item

Dispose

Permanently

Dispose

Temporarily

Lateral cycling: A process where already-purchased objects are sold to others or exchanged for other items

What is the IMPACT?


Thanks

THANKS

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