MKT 3230 Chapter 11: Buying, Using, and Disposing

Antecedent States

• issues related to consumption and post-consumption activities

• e.g. economic vs psychological time, mood, shopping orientations

Consumption Situation

• contextual factors over and above the characteristics of the person and the product (environment)

• the way we feel at a particular time

• situational self image (i.e. who am I right now?)

Temporal Factors

• our perspectives on time can affect many stages of decision-making and consumption, such as when needs are stimulated or the amount of information search we undertake

• 4 dimensions…

  • social

  • temporal orientation

  • planning orientation

  • polychronic orientation

Social Dimension of Time

refers to individual’s categorization of time as either ‘time for me’ or ‘time for/with others’

Temporal Orientation Dimension of Time

depicts the relative significance individuals attach to past, present, or future

Planning Orientation Dimension of Time

alludes to different time management styles varying on a continuum from analytic to spontaneous

Polychronic Orientation Dimension of Time

distinguishes between people who prefer to do one thing at a time from those who have multitasking time-styles

Showrooming

consumers visit a store to see a product firsthand and then purchase it online

Clicks vs Bricks

• malls gain loyalty by appealing to social motives, i.e. ‘more than a store’

• pop-ups, new format of physical store

• retail approaches aimed at encouraging impulse purchases, such as livestream shopping

Store Image

personality of the store, including location, merchandise suitability, and knowledge/congeniality of sales staff