consumer behaviour

THE CLOTHING STORE

VALUES

TRADITION VS

CHANGE

REFERENCE GROUP - NORMATIVE INFLUENCE

GROUPS

Reference Group

Identification

Informational

CONVENIENCE STORE

SALT-LOW INVOLVEMENT PRODUCT

CAR-HIGH INVOLVEMENT PRODUCT

PERCEPTION

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

Operant Conditioning

LEARNING

20% discount Buy Keya

instead of Lux Like the scent

of Keya Purchase later

at full price

Spacious Air-conditioned Clean

SITUATIONAL FACTORS

BOOK STORE

LIFESTYLE

ACTION ORIENTED

STATUS ORIENTED

PRINCIPLE ORIENTED

EMOTION AROUSAL

VS

EMOTION REDUCTION

EMOTIONS

A PARTIAL SCHEMATIC MEMORY MAP FOR SHOPPING

SHOPPING

Fun

Clothing

Traditional Western

Books Friends

Birthday

Gift

Art piece

Necessary

Food Items

Groceries

Utilities

Soap

Time Pass

Restaurant Browsing

Electronics

Phone

ARTS AND ACCESSORIES STORE

NEED FOR

BELONGINGNESS

MOTIVATION

Self Actualization Needs

Esteem Needs

Belongingness Needs

Safety Needs

Physiological Needs

CHARITY

GIFTS

INSURANCE

FOOD

MASLOW’S HIERARCHY OF NEEDS

RESTAURANT

BIRYANI SWEETMEAT USE HAND

CULTURE