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    Buying Motive

    Uploaded by

    Abhishek kumar
    People purchase products for various reasons: 1) Emotional motives involve feelings, emotions, and impulses that drive impulsive purchases influenced by advertising without logic. 2) Rational motives involve logical analysis of the pros and cons as well as consideration of the purchase's money's worth before deciding. 3) Operational and socio-psychological motives include buying a product for its utility or to gain status in society such as buying a large car.

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    Buying Motive

    Uploaded by

    Abhishek kumar
    509 views10 pages
    People purchase products for various reasons: 1) Emotional motives involve feelings, emotions, and impulses that drive impulsive purchases influenced by advertising without logic. 2) Rational motives involve logical analysis of the pros and cons as well as consideration of the purchase's money's worth before deciding. 3) Operational and socio-psychological motives include buying a product for its utility or to gain status in society such as buying a large car.

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    Buying motive

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    People purchase products for various reasons: 1) Emotional motives involve feelings, emotions, and impulses that drive impulsive purchases influenced by advertising without logic. 2) Rational motives involve logical analysis of the pros and cons as well as consideration of the purchase's money's worth before deciding. 3) Operational and socio-psychological motives include buying a product for its utility or to gain status in society such as buying a large car.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    509 views10 pages

    Buying Motive

    Uploaded by

    Abhishek kumar
    People purchase products for various reasons: 1) Emotional motives involve feelings, emotions, and impulses that drive impulsive purchases influenced by advertising without logic. 2) Rational motives involve logical analysis of the pros and cons as well as consideration of the purchase's money's worth before deciding. 3) Operational and socio-psychological motives include buying a product for its utility or to gain status in society such as buying a large car.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    of 10

    Reasons or benefits that cause people to purchase

    products to satisfy their wants and needs


    Definition
    Buying motives are defined as ‘all the
    impulse, desires and considerations’ which
    motivate a buyer to purchase a specific
    product.
    Product motives
    Product motives are the impulse,
    desires and considerations which make
    people buy a specific product.
    Emotional Motives The
    emotional
    • Customers
    motives
    urge
    often the
    unaware
    ofbuyer
    them to
    • Easily do
    impulsive
    influenced by
    purchases
    advertising
    without
    and current
    reason
    styles or
    logic.
    Feelings, Emotions,
    Impulses
    Rational Motives They
    • involve
    Pros in
    and cons
    logical
    • analysis
    Customer
    and
    awareness
    reasoning
    • of the
    Bottom line
    purchase
    • before
    Money’s worth
    deciding
    to buy
    Reason, Judgment,
    Logic
    Operational and socio-psychological
    motives
    • Operational motive: here person buys a
    product because its a utility for them.
    E.g. A family buys television because they
    feel it has utility for them
    • Socio-psychological motive: here a person
    buys a product due to status n the society.
    Like a person buys a big car to show his
    status in the society,
    Patronage Motives
    • The impulses and influences which make a
    buyer to buy from particular shop or brand is
    patronage motives
    • These motives can be rational or emotional.

    Joe’s Karen’s
    Baked Goods
    Bakery
    Types of patronage motives
    Emotional motives
    The buyer may buy from specific shop
    without any reasons then it emotional motives
    Rational motives
    The buyer may select the shop because he
    knows that it offers a wide selection then it is
    rational motives.
    Thank you

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