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Chapter 11: Situational Influences Consumer Behavior - A Framework John C. Mowen Michael S. Minor
Key Concepts ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
The Environment and the Exchange Process Cultural Environment Economic Environment Subcultural Environment Regulatory Environment Group/ family Processes Situational Influencers Individual Processes Buying Unit Exchange Process Marketer
Consumer Situations . . . ,[object Object],[object Object],[object Object],[object Object],[object Object]
Table 11-1: Belk’s Situational Elements ,[object Object],[object Object],[object Object],[object Object],[object Object]
Physical Surroundings . . . ,[object Object]
Effects of Music on Shoppers ,[object Object],[object Object]
Effects of Music continued ,[object Object],[object Object]
The Effects of Crowding on Consumers ,[object Object],[object Object]
High - and Low-density... ,[object Object],[object Object],[object Object],[object Object],[object Object]
Consumer Crowd Behavior ,[object Object],[object Object],[object Object],[object Object]
Store Location . . . ,[object Object],[object Object],[object Object]
Store Layout . . . ,[object Object]
Atmospherics . . . ,[object Object]
Atmospherics and Shopping Behavior Influences Influences Atmosphere ,[object Object],Behavior Layout Sounds Smells Texture... Pleasure/ displeasure Arousal/ Boredom Time in Store Affiliation Buying
Olfactory Cues... ,[object Object],[object Object],[object Object]
Effects of Spatial Arrangements… ,[object Object],[object Object],[object Object],[object Object]
Social Surroundings . . . ,[object Object]
The Task Definition . . . ,[object Object],[object Object]
Occasion-Based Marketing Opportunities ,[object Object],[object Object]
Gift-Giving Motivations Voluntary Obligatory Low High Altruism Reciprocity creation Ritual obligation Love, friendship ,[object Object],Gift Type
Gift Behavior and Gender... ,[object Object],[object Object],[object Object],[object Object]
Self-Gifts... ,[object Object],[object Object],[object Object]
Time... ,[object Object],[object Object],[object Object]
Time: Individual Differences... ,[object Object],[object Object],[object Object],[object Object],[object Object],Obligatory Discretionary
Individual Time Differences Are Influenced by Culture... ,[object Object],[object Object],[object Object]
Time as a Product ,[object Object],[object Object],[object Object],[object Object]
“Perception Management,” Time, and Lines ,[object Object],[object Object],[object Object],[object Object]
Time as a Situational Variable ,[object Object],[object Object]
Antecedent States . . . ,[object Object],[object Object],[object Object]
Antecedent States . . . . . . Can lead to problem recognition. . . . Can change the “feeling” component of hierarchy of effects (Ch. 8) . . . Mood states influence behavior, e.g. shopping to alleviate loneliness.
Usage Situation, Person, and Product Interactions ,[object Object],[object Object],[object Object],[object Object]
Managerial Implications ,[object Object],[object Object],[object Object],[object Object]
Situation-by-Product Interaction Tennis Match Party Mixer High Low Gatorade Ginger Ale

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Pp11

  • 1. Chapter 11: Situational Influences Consumer Behavior - A Framework John C. Mowen Michael S. Minor
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  • 3. The Environment and the Exchange Process Cultural Environment Economic Environment Subcultural Environment Regulatory Environment Group/ family Processes Situational Influencers Individual Processes Buying Unit Exchange Process Marketer
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  • 31. Antecedent States . . . . . . Can lead to problem recognition. . . . Can change the “feeling” component of hierarchy of effects (Ch. 8) . . . Mood states influence behavior, e.g. shopping to alleviate loneliness.
  • 32.
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  • 34. Situation-by-Product Interaction Tennis Match Party Mixer High Low Gatorade Ginger Ale