1. THE CLOTHING
STORE

2. VALUES
TRADITION
VS
CHANGE

3. GROUPS
REFERENCE GROUP - NORMATIVE INFLUENCE

4. Identification
Reference
Group
Informational

5. CONVENIENCE
STORE

6. SALT-LOW INVOLVEMENT
PRODUCT
CAR-HIGH INVOLVEMENT
PRODUCT

7. PERCEPTION
Steps of Perception
Exposure (Front shelf)
Attention (20% discount)
Interpretation (Purchase)

8. LEARNING
Buy Keya Like the scent Purchase later
20% discount
instead of Lux of Keya at full price
Operant Conditioning

9. SITUATIONAL
FACTORS
Spacious
Air-conditioned
Clean

10. BOOK STORE

11. LIFESTYLE
ACTION ORIENTED
STATUS PRINCIPLE
ORIENTED ORIENTED

12. EMOTIONS
EMOTION AROUSAL
VS
EMOTION REDUCTION

13. SHOPPING
Fun Necessary Time Pass
Clothing Books Friends Food Items Utilities Restaurant Browsing
Traditional Western Birthday Groceries Soap Electronics
Gift Phone
Art piece
A PARTIAL SCHEMATIC MEMORY MAP FOR SHOPPING

14. ARTS AND
ACCESSORIES STORE

15. MOTIVATION
NEED FOR
BELONGINGNESS

16. MASLOW’S HIERARCHY OF NEEDS
Self Actualization Needs
Esteem Needs CHARITY
Belongingness Needs GIFTS
Safety Needs INSURANCE
Physiological Needs FOOD

17. RESTAURANT

18. CULTURE
BIRYANI
SWEETMEAT
USE HAND