1 / 7

Chapter 17:Outlet Seldection and Purchase

Chapter 17:Outlet Seldection and Purchase. Perceived risk associated with purchases Social cost Financial cost Time cost Effort cost Physical cost. Outlet Choice vs. Product Choice. Outlet first, brand second Brand first, outlet second Simultaneous decisions. Impulse Purchase.

kenyon-valencia
Download Presentation

Chapter 17:Outlet Seldection and Purchase

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. Chapter 17:Outlet Seldection and Purchase Perceived risk associated with purchases • Social cost • Financial cost • Time cost • Effort cost • Physical cost

  2. Outlet Choice vs. Product Choice • Outlet first, brand second • Brand first, outlet second • Simultaneous decisions

  3. Impulse Purchase • “buying action undertaken without a problem having been previously recognized or a buying intention formed prior to entering the store.” • It may be described as a choice made on the spur of the moment because of a strong positive feeling regarding the object. • How frequent are impulse purchases?

  4. Supermarket Decisions: Two-thirds Are Made In-Store Specifically planned Generally planned Substitute Unplanned

  5. Displays Price reductions Alternative evaluation Store layout/atmosphere Stockouts Sales personnel In-Store Influences that Impact Alternative Evaluation and Purchase Modify intended purchase behavior

  6. Ambient Conditions Temperature • Air quality • Noise • Music • Odor Sales Personnel Mood • Effort • Commitment • Attitude • Knowledge • Skill Sales Personnel Career objectives • Training • Personal situation • Social class • Stage in HLC Physical Conditions Layout • Equipment • Colors • Furnishings • Space Social Conditions Customer characteristics • Number of customers • Sales force characteristics Consumers Enjoyment • Time in store • Items examined • Information acquired • Purchases • Satisfaction Consumers Lifestyle • Shopping orientation • Stage in HLC • Situation Symbols Signs • P-O-P displays • Decor style Store Atmosphere and Shopper Behavior Store Atmosphere Individual Characteristics Response

  7. Impact of a Stockout Situation Action Tooth-paste Computer Another brand/same store Delay purchase Forgo purchase Same brand/another store Negative original store WOM Positive new store WOM Positive new brand WOM Original store attitude reduction New store attitude increase New brand attitude increase

More Related