1. ANTECEDENT STATES
1.1. Situational Self-Image
1.1.1. Consumers adapt their purchasing based on the roles they play (e.g., a social setting vs. solo shopping, a guy plays the role (man-about-town) may purchase more or a guy with his friends make desion unintentionally buying habits.)
1.1.2. Dispose : Another important issues that causes the dispose is product and usage situation. A person’s situational self image ( he or she plays role what they want to buy consume and dispose)
1.2. Temproral Factors
1.2.1. ⇒ more time, more exposure the stimuli more making purchase. It's important to nderderstanding consumer mood at certain times for marketers
1.2.2. Time is Money : when we have time we are tend to spend our time recklessly (fütursuz).
1.2.3. Metaphors of Time
1.2.3.1. time is a pressure cooker :consumer feels under pressure and conflicts time is a map : analytics planners there are imp days to comparison shop Black Friday or christmast Time is river: spontaneous or planned orientation they focus on present Time is a feast : hedonic consumption
1.2.3.2. ⇒ As much as possible buy it buying process takes seconds but problem is time pressure and gives conflict (choosing buy) don’t think money or something you just focus on buying.
1.3. Mood
1.3.1. when we are happy we are more likely to buy when we are not we dont interest making purchase desion
1.3.2. More time more pressure no time less pressure conflicts solve problem and buy
1.4. Shopping Orientation
1.4.1. ⇒ Changing color store is money cost but at the and inc sales because we perceive the color as a simple place and feel safe. We think simple coffee sign we perceive they just selling for specific product.
1.4.1.1. a shopper’s motivation influences by the type of sopping environment will be annoying or attactive. music, bright colors, tidy shelves good for a person who wants to buy quickly may find distracting whereas a person who is there to browse may be joyfull
1.4.1.2. Shopping environment is improve to buying habits. Normaly shopping is how we acquire needed products but social motivates for shopping is another issue
1.4.1.3. for example : Now consumer habits changing like mc Donald’s was for kids before and now they selling for all demographics with basic color and no time pressure.
1.4.2. Hedonic shopping motivates
1.4.2.1. Sharing of common interest : communication spend time Status : French song buy French wine Thrill of the hunts : marketing mavens pazar kurdu they may love to bargain feel pride bc Group pressure: we shop differently you leave it go when you w your friends you may pressure to buy unpleaned purchases wealth refah.
1.4.3. E commerce
1.4.3.1. Digital currency changed the way consumers do shopping. When consumers obtain products directly from the manufacturer or wholesaler, this eliminates the intermediary—the loyal, store-based retailers that carry the firm’s products and sell them at a marked-up price. (Digital currency ) How bank gives loan ? Financial status checking credibility findex reports
2. PURCHASE ENVIRONMENT
2.1. The Shopping Experience
2.1.1. Information of the store’S layout, website or salespeople provides strongly influences a purchase decision.
2.1.1.1. Starbucks is a good example of this bc they are good in time management business needs fast.
2.2. Design thinking
2.2.1. The store is not only pretty or cozy they keep consumers in shop as much as they can. Consumer hyper choice, Variety of the product is time consuming in the place is imp terms.
2.2.1.1. ⇒ cloth brand’s storeand IKEA are designed logical. They make people walk every section of store and gives consumer hyper choice and buy at least one thing (kasa yanı mal, meatball)
2.3. Customer journey : It’s a powerful way to improve the experience
2.3.1. Successful brands focus on developing a seamless experience that ensures each touchpoint interconnects and contributes to the overall journey
2.3.1.1. ⇒ McDonald’s order in ten sec? How this happens it’s because waiting gets angry and time pressure. They know fast food restaurant and analyze which product is selling high is already there they just make ingredients together. Business model: after eat you throw it but there are many trash. product standardization : every product is the same quality. They don’t wanna change their standards bc its inc costs.
2.4. Store image
2.4.1. **Retailers want you to come in** **and stay**. Careful store design inc the amount of space shopper covers and stimulating displays keep them in there longer. Decompression (relief) Zone: People tend to slow down and take stock of their surroundings
2.4.1.1. These dimensions include colors, scents, and sounds. ⇒ Buyers sells lifestyle bc artists customize your shoes for you what you want Customization is good sometimes (Customization x standardization )
2.5. Spontaneous shopping
2.5.1. When a shopper suddenly decides to buy something in the store, one of two different processes explains why :
2.5.1.1. Impulse buying : Driven by an emotional urge.
2.5.1.2. Unplanned buying : Triggered by situational reminders, like water at a concert. If person sees an item on store sheel it become a reminder of new needs.
2.6. Point-of-Purchase Stimuli
2.6.1. - Displays near checkout or visible shelves trigger impulse purchases. - **Example:** Checkout items like gum or small snacks.
2.7. Ownership and Sharing Economy
2.7.1. Platforms like Airbnb and Martı emphasize ***collaborative consumption*** over ownership, providing convenience and reducing waste.
3. POSTPURCHASE PROCESS
3.1. These cover consumer behavior after a purchase is made
3.1.1. Satisfaction
3.1.1.1. Defined by quality and value. It reflects whether a product meets or exceeds expectations.
3.1.2. Product Disposal
3.1.2.1. Environmental concerns and convenience affect disposal choices.
3.1.2.2. - **Issues:** - Returns generate landfill waste because it’s often cheaper to discard items than restock. - Sustainable disposal methods are gaining importance, especially for frequently disposed items like razors and diapers.
3.2. Alternative Market:
3.2.1. Second-hand or recycling practices encourage a sustainable lifecycle for products, extending usability and reducing environmental impact.