The choice to make a purchase or not to come from a complex decision-making process ordinarily impacted some factors. These elements are a mix of enthusiastic contemplations and actualities and can be classified and discussed separately for the benefits of marketers. They are the buy motives that determines if the customer is to buy a particular product and from a particular seller.
A consumer will not purchase a product because he/she has been persuaded by the salesperson, but because the sales person has aroused the desire in him/her. The sales team has to understand the feelings, instincts, emotions, and thoughts that have a role in arousing the customer's purchasing decisions.
The consumer purchase motives can be categorized into product buying decisions and the patronage buying decisions. Under product category, there are emotional decisions and the rational decisions. The patronage decisions are also further subdivided into emotional and rational.
The client is invited to purchase one item rather than the other by the product buy motivations. Much of the time, these are physical variables, such as the product color, its size, weight, dimension, package, texture, and shape. However, physiological factors like the social status also matter.
According to the emotional product buying motivations, the emotional factors such as affection, hunger, thirst, need tor belonging, self-esteem, pride, emulation, habit, comfort, and the desire to be distinct. The desire to appeal sexually to the others also falls under this category
The rational product buying motivations on the other hands refers to decisions to purchase a product affect careful consideration. It involves logic and conscious consideration in purchasing decisions. The examples include the security or safety considerations, economic and financial decisions, low prices, suitability, versatility and utility, product durability, and product convenience among others.
The patronage motives form the other category. It basically focuses on why a customer may buy from a particular dealer or shop and not from other outlets. It tries to clarify why the purchaser disparages one merchant, and not the other. This is likewise further subdivided into rational and emotional motivations.
The emotional motivations that make the purchasers patronize some shops and not the others are quite many. The issues that may appear like the simple look and appearance of the shop in the manner in which the products are arranged appeals to the emotion of the clients. The other factors are prestige, imitation, habit, the level of service offered, and many others.
In the same manner, the rational patronage describes the motivations that arise from careful considerations and reasoning but not emotional influence. The buyer prioritizes factors that have major impacts like low price seller, the convenience, the credit facilities offered, the reputation, product category, and efficiency.
Ideally, the sales person has to understand the consumer motives and strategically design their marketing plan in order to win most of the purchases. It is a wide area and requires careful planning and consideration in order to gain from this field of marketing.
A consumer will not purchase a product because he/she has been persuaded by the salesperson, but because the sales person has aroused the desire in him/her. The sales team has to understand the feelings, instincts, emotions, and thoughts that have a role in arousing the customer's purchasing decisions.
The consumer purchase motives can be categorized into product buying decisions and the patronage buying decisions. Under product category, there are emotional decisions and the rational decisions. The patronage decisions are also further subdivided into emotional and rational.
The client is invited to purchase one item rather than the other by the product buy motivations. Much of the time, these are physical variables, such as the product color, its size, weight, dimension, package, texture, and shape. However, physiological factors like the social status also matter.
According to the emotional product buying motivations, the emotional factors such as affection, hunger, thirst, need tor belonging, self-esteem, pride, emulation, habit, comfort, and the desire to be distinct. The desire to appeal sexually to the others also falls under this category
The rational product buying motivations on the other hands refers to decisions to purchase a product affect careful consideration. It involves logic and conscious consideration in purchasing decisions. The examples include the security or safety considerations, economic and financial decisions, low prices, suitability, versatility and utility, product durability, and product convenience among others.
The patronage motives form the other category. It basically focuses on why a customer may buy from a particular dealer or shop and not from other outlets. It tries to clarify why the purchaser disparages one merchant, and not the other. This is likewise further subdivided into rational and emotional motivations.
The emotional motivations that make the purchasers patronize some shops and not the others are quite many. The issues that may appear like the simple look and appearance of the shop in the manner in which the products are arranged appeals to the emotion of the clients. The other factors are prestige, imitation, habit, the level of service offered, and many others.
In the same manner, the rational patronage describes the motivations that arise from careful considerations and reasoning but not emotional influence. The buyer prioritizes factors that have major impacts like low price seller, the convenience, the credit facilities offered, the reputation, product category, and efficiency.
Ideally, the sales person has to understand the consumer motives and strategically design their marketing plan in order to win most of the purchases. It is a wide area and requires careful planning and consideration in order to gain from this field of marketing.
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