If a person purchases a product from a shop after complete analysis and reasoning then he or she is said t have persuaded by rational patronage buying motives. There are around eight rational patronage buying motives: convenience, low price, credit availability, more services, efficiency of the s...
Some motives also become conscious during the buying process. These are known as dormant buying motives. Consider the gym membership buyer, for example. They might research gym memberships out of the conscious motivation to get in shape. Then they encounter marketing materials that promise additional...
Some buyers, though, are less aware of their motives. These ambiguous or unknown motives are called dormant motives, and they represent needs that the buyer isn’t aware that they have until the seller helps them identify it. In either case, there are specific things a sales rep can do to...
marketing stimulipositive product reviewsutilitarian motivesToday, with the advent of many e-commerce platforms, online impulse buying behavior (IBB) has become very popular globally, especially in emerging countries. Based on the Stimuli-Organism-Response (S-O-R) model, consumers' IBB can be ...
behavioral health carehuman motivationmental health professionconsumer basebusiness development modelTrigger Points in Mental HealthLessons in Behavioral Psychology: Accessing Trigger Points in Your Marketing MessagesProspecting: How to Sell Your Services to the Right PeopleSummary...
Buying Motives Buying Criteria Buying Behavior Buying by Specification Buying Structure Types of Buying Pattern The buying pattern can be of different types: 1. Low Involvement Buying This can be the regular buying of things like groceries which a customer has bought a lot of time and many custom...
online population, the researchers recruited survey participants via an online national consumer panel (ZoomPanel) from the marketing research company Zoomerang. The sampling frame included adults who shop online and have made an online purchase within the past six months. The survey consisted of ...
purchasing intentions, while perceived benefits emerge as a strong positive determinant. However, heightened price consciousness showed no significant effect, suggesting a shift in consumer priorities towards value and sustainability over cost. These results highlight the critical role of aligning marketing ...
Robinson MJ, Trail GT (2005) Relationships among spectator gen- der, motives, points of attachment, and sport preference. J Sport Manag 19:58–80 Sachan A, Datta S (2005) Review of supply chain management and logistics research. Int J Phys Distrib Logist Manag 35(9):664–705 Shao G (...
Impulsive and addictive behaviors are predominantly driven by implicit motives and immediate acting rather than deliberate intention. In such behaviors, there is often a contradiction between intention and real-life behavior due to self-control failures in resisting the impulsive urges (Zahrai et al.,...