Routine Response Purchasing Behavior

Examples of Routine Response Purchasing Behavior in the following topics:

• Consumer Purchasing Behavior

  • Routine Response Purchasing Behavior: Examples of items purchased include soft drinks and candy bars.
  • Extensive Decision Making Purchasing Behavior: examples include cars, apartments, and electronic equipment.
  • Research has shown that consumer behavior is difficult to predict, even for experts in the field.
  • Sometimes purchase intention does not result in an actual purchase.
  • The marketing organization must facilitate the consumer to act on their purchase intention.

• Building Organizational Culture

  • A strong culture is integral to long-term organizational sustainability and success, and one of management's primary responsibilities is to both define and communicate this sense of shared culture.
  • Rituals and routines: Routines are strong behavior modifiers that significantly impact the culture of a given organization.
  • A looser and more open work environment (limited routines, high individual freedom) may create more innovation while heavily structured routines may create more efficiency and predictability.
  • Overall, managers must be aware of their role as cultural ambassadors and their responsibility in creating a context for successfully instilling organizational culture.
  • After enough reinforcement, those behaviors become the norm, which self-reinforces through increasing people's exemplification of those behaviors.

• Executive Function and Control

  • The executive system is thought to be heavily involved in handling novel situations outside the domain of the routine, automatic psychological processes (i.e., ones that are handled by learned schemas or set behaviors).
  • There are five types of situation where routine behavior is insufficient for optimal performance, in which the executive system comes into play:
  • A prepotent response is a response for which immediate reinforcement (positive or negative) is available or is associated with that response.
  • But if this behavior conflicts with internal plans (such as a diet), the executive system might be engaged to inhibit that response.
  • Anterior cingulate cortex: inhibition of inappropriate responses, decision making, and motivated behaviors.

• Purchase Influences

  • Purchase influences of B2B customers differ from those of the consumer market due to the high time and cost investments of B2B transactions.
  • Similar to consumers, B2B purchase influences encompass different variables that affect business customers' buying behavior.
  • Customer behavior study, which is based on consumer behavior, is helpful in analyzing how B2B sales and marketing activities reinforce the purchasing behavior of B2B customers.
  • Ultimately, B2B customers seek to partner with reliable, fair, consistent, responsive, and cooperative businesses.
  • Quality, price, and delivery mechanisms, rather than emotional motives, tend to dominate the purchase decisions of B2B buyers.

• Psychology of Purchasing

  • Behavioral patterns, then, were understood to consist of organisms' conditioned responses to the stimuli in their environment.
  • An example of the way psychology affects purchasing can be seen through colors.
  • Behavioral patterns, then, were understood to consist of organisms' conditioned responses to the stimuli in their environment.
  • He focused on behavior–environment relations and analyzed overt and covert (i.e., private) behavior as a function of the organism interacting with its environment.
  • Consumerism is a social and economic order that encourages the purchase of goods and services in ever-greater amounts.

• Social Behavior of Consumers

  • Traditionally, consumer behavior is the study of individuals, groups, or organizations and the processes they use to select, purchase and dispose of products, services, experiences, or ideas.
  • Their purchases are meant to satisfy needs.
  • Situational buying behavior involves a specific scenario or event that pressures a buyer to purchase product.
  • Again, this behavioral data can be combined with known demographic data and a visitor's past purchase history in order to produce a greater degree of data points that can be used for targeting.
  • Self-learning onsite behavioral targeting systems will monitor visitor response to site content and learn what is most likely to generate a desired conversion event (i.e. consumer purchase).

• Evaluating Alternatives

  • Unlike routine problem solving, extended or extensive problem solving comprises external research and the evaluation of alternatives.
  • Whereas, routine problem solving is low-involvement, inexpensive, and has limited risk if purchased, extended problem solving justifies the additional effort with a high-priced or scarce product, service, or benefit (e.g., the purchase of a car).
  • Likewise, consumers use extensive problem solving for infrequently purchased, expensive, high-risk, or new goods or services.
  • The behavior is more complex and the research is more detail oriented.

• Lifestyle

  • Lifestyle is also referred to as a buyer characteristic in the Black Box Model, which shows the interaction of stimuli, consumer characteristics, decision process, and consumer responses.
  • The Black Box Model is related to the Black Box Theory of Behaviorism, where the focus is set not on the processes inside a consumer, but the relation between the stimuli and the response of the consumer.
  • The buyer's "black box" contains the buyer characteristics (e.g., attitudes, motivation, perception, lifestyle, personality, and knowledge) and the decision process (e.g., problem recognition, information research, alternative evaluation, purchase decision, and post-purchase behavior) which determine the buyer's response (e.g., product choice, brand choice, dealer choice, purchase timing, and purchase amount).
  • The Black Box Model considers the buyer's response as a result of a conscious, rational decision process, in which it is assumed that the buyer has recognized the problem.
  • Increases in sedentary behaviors such as watching television are characteristic of a sedentary lifestyle.

• Impact of Price on Consumer Choices

  • The quantity demanded may change in response to both to shifts in demand (and the creation of a new demand curve, as demonstrated in ) and movements along the established demand curve.
  • Consumers must weigh the overall utility they can capture by making a purchase and benchmark that against their overall monetary resources to optimize their purchasing decisions.
  • A critical consideration of product/service pricing is the price elasticity of a given good, which indicates how responsive demand is to a change in price.
  • A highly elastic good will see consumers much less likely to purchase when prices are high and much more likely to purchase when prices are low, while a good with low elasticity will see consumers purchasing the same quantity regardless of small price changes.
  • As this graph demonstrates, the slope of the demand curve will vary as a direct result of how elastic consumer purchasing behaviors will be compared to price changes.

• Patterns of Organization: Informative, Persuasive, and Commemorative

  • Market research shows that consumers weigh three main issues when they consider buying an electric car: purchase price, convenience, and long-term cost savings.
  • The European Union banned the routine feeding of antibiotics to livestock as part of its quest to fight antibiotic-resistant bacteria.
  • The European Union banned the practice of routinely feeding antibiotics to healthy livestock in 2004.
  • Behavioral economists have taken one step toward answering this question, using data from the Titanic and the Lusitania to study social norms in disaster responses.