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Journal of Business Research 58 (2005) 1437 1445 Emotions in consumer behavior: a hierarchical approach Fleur J.M. Laros*, Jan-Benedict E.M. Steenkamp Marketing Department, Tilburg University, P.O.

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Understanding the role emotion plays in shopper behavior When we have to make a decision, emotions from the past involving similar experiences influence the choices we are considering. These emotions create preferences which lead to our decision. Most importantly, emotions push us toward action.

3.2 The factors which influence consumer behaviour Psychological (motivation, perception, learning, beliefs and attitudes) Personal (age and life-cycle stage, occupation, economic circumstances, lifestyle, personality and self concept) Social (reference groups, family, roles and status)

Emotional decisions: How emotions affect decision making Making emotional decisions is natural. For example, if you're feeling happy, you might decide to walk home via a sunny park. But if you'd been chased by a dog as a child, that same sunny park might trigger feelings of fear, and you'd take the bus instead.

Experts agree that there are four main types of consumer behavior: complex-buying behavior, dissonance-reducing buying behavior, habitual buying behavior, and variety-seeking buying behavior.

The consumer decision-making process involves five basic steps. This is the process by which consumers evaluate making a purchasing decision. The 5 steps are problem recognition, information search, alternatives evaluation, purchase decision and post-purchase evaluation.

(D) Emotional View or Model – The Emotional model states that all consumers are emotional and act upon their emotions while making a purchase decision. Consumers make more impulsive purchases when they relate themselves with a product or service.

The decision-making process in the EBM model comprises the following components: need recognition, search for information& information processing, pre-purchase alternative evaluation, purchase, consumption and post- purchase alternative evaluation as well as divestment.

This ad is just one example of a marketing and advertising tool where marketers use emotion to make the audience notice a brand and purchase products. Typically, emotional marketing works by tapping into a singular emotion to get a response from the target audience.

Assumptions concerning consumer behaviour: Consumers have limited resources ie. There needs and wants are greater than their income. Consumers seek to get maximum utility/satisfaction when buying goods. Consumers will act rationally ie.

The most popular approaches to consumer behaviour can be divided into cognitive, behaviourist and psychodynamic categories.

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Form Packages
Adoption
Bankruptcy
Contractors
Divorce
Home Sales
Employment
Identity Theft
Incorporation
Landlord Tenant
Living Trust
Name Change
Personal Planning
Small Business
Wills & Estates
Packages A-Z
Form Categories
Affidavits
Bankruptcy
Bill of Sale
Corporate - LLC
Divorce
Employment
Identity Theft
Internet Technology
Landlord Tenant
Living Wills
Name Change
Power of Attorney
Real Estate
Small Estates
Wills
All Forms
Forms A-Z
Form Library
Customer Service
Terms of Service
DMCA Policy
About Us
Blog
Affiliates
Contact Us
Privacy Notice
Delete My Account
Site Map
All Forms
Search all Forms
Industries
Forms in Spanish
Localized Forms
Legal Guides
Real Estate Handbook
All Guides
Prepared for You
Notarize
Incorporation services
Our Customers
For Consumers
For Small Business
For Attorneys
Our Sites
US Legal Forms
USLegal
FormsPass
pdfFiller
signNow
airSlate workflows
DocHub
Instapage
Social Media
Call us now toll free:
1-877-389-0141
As seen in:
  • USA Today logo picture
  • CBC News logo picture
  • LA Times logo picture
  • The Washington Post logo picture
  • AP logo picture
  • Forbes logo picture
© Copyright 1997-2025
airSlate Legal Forms, Inc.
3720 Flowood Dr, Flowood, Mississippi 39232