Situational influences definition. Situational Factors That Affect People’s Buying Behavior 2019-02-19

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Situational Influence in Interpersonal Persuasion by Richard J. Lutz and Pradeep Kakkar

situational influences definition

Their sales were the best ever. Kelley, The Social Psychology of Groups New York: John Wiley, 1969. For instance, the salesperson may initiate a sales appeal designed to influence the purchaser to buy a product at a certain price. Moods are transient feeling sates that are not tied to a specific event or object. Warm colors such as reds and yellows are more arousing than cool colors such as blues and grays. In the interest of conserving space, a full presentation of the functional equations upon which the Fishbein theory rests will be omitted. To the extent that a situation is highly familiar, the consumer may intend to engage in simple repetitive behavior with little cognitive activity.

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Situational Factors (also Known As External Factors) definition

situational influences definition

References Age, Life Phase and Consumption. Components of physical surroundings: Colors Aromas Music Crowding Colors Certain colors and color characteristics create feelings of excitement and arousal which are related to attention. In psychology, reasons for human behavior can be divided into two factors; dispositional and situational. Typical examples are: the company is in a crisis situation or people in a job situation. Whereas situation attribution, is analyzing a person's action with regards to the situation that he or she is in. Ultimately, the prospect was asked to commit himself to an order. The salesman then turned his attention to the prospect appearing next most favorable and repeated the process.

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Situational Influence in Interpersonal Persuasion by Richard J. Lutz and Pradeep Kakkar

situational influences definition

Shopping is a highly visible activity. In sum, Figure 2 represents an overview of processes and mediating variables through which the situation is hypothesized to influence consumer behavior. The subjects were asked to rate their preferences on a 5 point rating scale, one being agree and five being disagreed. Let's look at another example. And while none of these ideas are foolproof, in general, they cover the majority of signs or problems to look out for and be aware of.


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Situational Factors (also Known As External Factors) definition

situational influences definition

It has the process down to a science; you can scarcely drive a few miles down the road without passing a Starbucks. The use of many publicly consumed brands are subject to social influences. Temporal Perspectives Temporal perspectives deal with the effect of time on consumer behavior. The consumer decision making process. Crowdsourced opinion has become fact. Aggressive or delinquent behavior as a youth.

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Situational Factors That Affect People’s Buying Behavior

situational influences definition

People with clinical depression often have noticeable chemical imbalances in their brains, and in some cases, tendencies for the disorder run through family bloodlines. Dispositional attributions, also known as internal attributions, are when we believe that an event or behavior is caused by some internal factor, like traits, skills, or personality. In their excellent review of the personal selling literature, Davis and Silk 1972 report the results of a sales campaign initiated in Uruguay by a psychologist, Jacobo Varela, on behalf of an upholstery firm. Directions for research in three areas are suggested: situational taxonomy, situational influence on decision processes, and interpersonal persuasion as a dyad of decision makers. For instance, how many people does the person believe to be present, how large does the room seem, and how warm or cool does it feel to the person would be dimensions of the psychological situation.


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Social Psychology Flashcards

situational influences definition

Fortunately, there is support for the delimiting of the situational definition to a subset of relevant dimensions. Having few friends and being isolated from other people. Retrieved on February 21, 2008. For extremely sensitive products, strategies include home delivery options. Kakkar, Pradeep, and Richard J. Therefore, with the knowledge of the prison as a simulation, the prisoners still obeyed the guards like they were real guards who always acted violently.

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Consumer Behavior

situational influences definition

When the Greek government is 'forced' by the European Union and to implement financially austere policies, one of the political factors the Government must take cognizance is the wishes … of the Greek populace. Can we give people any kind of a framework that might help to easily determine what is seen as correct behavior and what needs changing in a corporate setting? For instance, it would be helpful to the marketer to know which aspects of the situation lead to high pleasure, low dominance and moderate arousal on the part of the consumer, for under these conditions Mehrabian and Russell 1974 have found the greatest tendency for subjects to approach the situation. However people with clinical depression have at least five depression symptoms at the same time, and also have forms of these symptoms that are severe enough to seriously degrade their ability to participate in their normal routines. Four types of situations The Communications Situation The Purchase Situation The Usage Situation, and The Disposition Situation The Communications Situation The situation in which consumers receive information has an impact on their behavior. Consumers give gifts for many reasons: social expectations ritualized situations to elicit return favors Antecedent States Antecedent states are features of the individual person that are not lasting characteristics Types of antecedent states: Moods Transient feeling states that are generally not tied to a specific event of object.

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Situational Influence in Interpersonal Persuasion by Richard J. Lutz and Pradeep Kakkar

situational influences definition

Research on Situational Impact on Decision Processes Figure 1 illustrates areas for research on the decision process. Situational Influences and Marketing Strategy Identify the different situations that might involve the consumption of a product Determine which products or brands are most likely to be purchased or consumed across those situations. And not one of his personality traits was responsible for the noise of the clock. The relationship between the psychological situation and measures of emotional response would provide useful policy inputs, provided that the emotional response variables relate to decision processes and behavior. Crowding is another situational factor.

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Situational Factors (also Known As External Factors) definition

situational influences definition

Prospective retailers were invited to the company's offices in small groups to hear a sales presentation for ready-made curtains, a product which was contrary to some existing cultural norms. However, environmental factors and external situations commonly play a role in the onset of major depressive symptoms, even in people with a known chemical or genetic predisposition. There are two different types of attributions that we tend to make. Which rock concert would you rather attend: A sold-out concert in which the crowd is having a rocking good time? Cards Term What is Social Psychology? Discounters like Half-Priced books saw their sales surge. Time can be seen, as an important factor because it often determines how much effort and search a consumer will put into making a purchasing decision. Remember what John told his counselor about why he didn't do as well on the test as he hoped? The reciprocal process outlined above will continue until one or the other of the two parties involved is either successful or leaves the situation.

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