Pp11

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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