Post by account_disabled on Jan 28, 2024 7:45:53 GMT 2
Low emotional and high cognitive involvement lead to a rational purchase decision . Examples of this are taking out insurance or planning retirement provision, i.e. purchases that require a lot of information processing but are unlikely to inspire the buyer. In other sources, rational purchasing decisions are often referred to as limited purchasing decisions because of the limited information available . Impulsive purchasing decisions An impulsive purchase decision , as the name suggests, is made impulsively and spontaneously. It arises from high emotional and low cognitive involvement.
The purchase is influenced by personal emotions, moods or feelings and arguments are not weighed up. For example, if you had a bad day, it is much more likely that you Europe Cell Phone Number List will buy the chocolate bar at the supermarket checkout and want to at least cheer yourself up a little. Whether the bar fits into your current diet is irrelevant at this point. Extensive purchasing decisions Characterized by a high level of emotional and high cognitive involvement, no mistakes can be made when making extensive purchasing decisions . , which is why obtaining and recording information plays a significantly greater role than with other decisions. In this example, customers like to receive advice, whether online or in store. Bad purchases are always annoying, but there is a difference between buying the wrong soda and making a mistake when choosing your new car or making a mistake when deciding on your education.
The factors influencing a purchase decision It is usually difficult to influence a customer's purchasing behavior. As a provider, you must rely on the information and arguments you provide and may be able to use them to make a positive purchase decision for you. In general, the influencing factors are divided into two groups : the rational and the psychological factors. Phases of a purchase decision The rational phase The beginning of a purchasing process is usually characterized by the search for product information .
The purchase is influenced by personal emotions, moods or feelings and arguments are not weighed up. For example, if you had a bad day, it is much more likely that you Europe Cell Phone Number List will buy the chocolate bar at the supermarket checkout and want to at least cheer yourself up a little. Whether the bar fits into your current diet is irrelevant at this point. Extensive purchasing decisions Characterized by a high level of emotional and high cognitive involvement, no mistakes can be made when making extensive purchasing decisions . , which is why obtaining and recording information plays a significantly greater role than with other decisions. In this example, customers like to receive advice, whether online or in store. Bad purchases are always annoying, but there is a difference between buying the wrong soda and making a mistake when choosing your new car or making a mistake when deciding on your education.
The factors influencing a purchase decision It is usually difficult to influence a customer's purchasing behavior. As a provider, you must rely on the information and arguments you provide and may be able to use them to make a positive purchase decision for you. In general, the influencing factors are divided into two groups : the rational and the psychological factors. Phases of a purchase decision The rational phase The beginning of a purchasing process is usually characterized by the search for product information .