Questions and Answers
Which of the following are the three customer buying motives?
What are rational buying motives concerned with?
Basic human needs such as food, clothing, and shelter.
Give an example of rational buying motives.
Groceries or buying nonperishable foods during hurricane season.
What do emotional buying motives involve?
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Provide an example of emotional buying.
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What do patronage buying motives explain?
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Which of the following are key factors of patronage buying motives? (Select all that apply)
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Define convenience in the context of patronage buying motives.
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What does value received refer to?
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What does assortment of merchandise imply?
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What kinds of services might influence patronage buying motives?
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Why are experience and courteous sales associates important?
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Study Notes
Customer Buying Motives
- Three primary customer buying motives: Rational, Emotional, and Patronage.
Rational Buying Motives
- Focus on basic human needs: food, clothing, shelter.
- Customers prioritize satisfying these needs first.
Examples of Rational Buying Motives
- Purchasing groceries to meet dietary needs.
- Stocking up on nonperishable food during hurricane season for preparedness.
Emotional Buying Motives
- Driven by feelings rather than logic, including desires for social acceptance, curiosity, change, and self-esteem.
- Can lead to purchases influenced by group approval or sexual appeal.
Examples of Emotional Buying Motives
- Buying self-tanner to avoid negative judgments about appearance during summer.
Patronage Buying Motives
- Explain the reasons customers prefer one store over another, which is crucial for retail decisions.
- Must consider factors that draw customers into stores before purchases can occur.
Key Factors of Patronage Buying Motives
- Convenience: Accessibility of the store and availability of parking.
- Value Received: Customer perception of getting a bargain or acceptable quality for the price, exemplified by retailers like TJ Maxx.
- Assortment of Merchandise: The variety of choices offered by a store; stores should balance having enough options without overwhelming customers, similar to Dick's Sporting Goods.
- Services Offered: Additional services that enhance the shopping experience, like free delivery or in-house alterations; Buckle is an example of offering alterations.
- Experience and Courteous Sales Associates: The importance of friendly and helpful staff in retaining customers, as shown by retailers like Tractor Supply.
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Description
Test your knowledge on the three primary customer buying motives: Rational, Emotional, and Patronage. This quiz will explore how these motives influence purchasing behaviors and the examples that illustrate each type. Dive into the psychology of consumers and enhance your understanding of retail dynamics.
