Identify and describe the five major categories of situational influences.
What will be an ideal response?
Situational factors can be classified into five categories: physical surroundings, social surroundings, time perspective, reason for purchase, and the buyer's momentary mood and condition. Physical surroundings include location, store atmosphere, scents, sounds, lighting, weather, and other factors in the physical environment in which the decision-making process occurs. Social surroundings include characteristics and interactions of others who are present during a purchase decision, such as friends, relatives, salespeople, and other customers. The time dimension influences the buying decision process in several ways. It takes varying amounts of time to progress through the steps of the buying decision process, including learning about, searching for, purchasing, and using a product. Time also plays a role when consumers consider the frequency of product use, the length of time required to use it, and the overall product life. The reason for the purchase involves what the product purchase should accomplish and for whom. The buyer's moods like anger, anxiety, or contentment or conditions like fatigue, illness, or having cash on hand may also affect the consumer buying decision process. Such moods or conditions are momentary and occur immediately before the situation where a buying decision will be made.
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The receiving department or quality control function should ______________________________ to ensure that the correct goods are received in acceptable condition
Fill in the blank(s) with correct word
A retained earnings appropriation is a restriction of retained earnings by
a. the board of directors. b. stockholders. c. senior management. d. accountants.
Large, representative samples are used to collect data that are analyzed with statistical techniques for which of the following types of research designs?
A) subjective research B) exploratory research C) conclusive research D) observational research E) supporting research
The negotiation training stresses that sales representatives should avoid making price the focal point of the presentation. This requires the sales representatives to refocus on:
A) positioning the product on quality instead of price B) using the postponement method when asked about price C) timing the presentation to mention price last instead of first D) using the pricing sheet to create tiers of discounts E) targeting sales to buyers with less money