参考教材:消费者行为学
导论
1,朱伟华;老师不喜欢同学不来上课,即使是学院安排的任务。
2,消费者行为学是研究消费者选择、购买、消费和处理某产品或服务的行为过程,强调对该行为过程中的心理特征进行研究的学科;
心理过程是重点:
不仅关注买什么、还关注为什么买、何时何地何种方式买、什么因素会影响他们的购买决策和选择?
着重探究心理机制(研究重点)
消费者偏好、选择及决策过程、影响因素
消费者的个体差异(越来越不受重视)
个体之间的差异
个体在不同场景下的差异(相对重要)
3,研究表明:看朋友圈时间越长越不快乐,这是一个现象,我们要去问“为什么”
朋友圈大家都在self-presentation,展示自己好的一面,70%的内容是在吃喝玩乐。而每个人都会有社会比较的本性,会和朋友、相识度最高的一些人进行比较,结果发现他们过得都比我好,看着看着就觉得落寞。
4,直觉会带来很多问题;我们需要科学的思考:
透过现象看本质
提高分析和解决问题的能力
科学思考的本质是理论
5,直播中最丑和最美的成绩都很好,但是中间的、平易近人的反而绩效最差。引申出warmth和competence两个维度,好看的人带来亲切感,丑的人会感觉能力比较强,适合卖功能性强的产品。
6,社会心理学对于cb非常重要,推荐学习。
7,个体决策迷宫,案例一:
经济不景气,商店应该放轻柔音乐;生意火爆放快节奏音乐。Why?
音乐影响两方面,情绪和节奏。
8,名牌不一定logo要大,因为有些人购买动机是小圈子相互识别,logo太大会破坏圈子的私密性。
9,对于小品牌出名就是好事,2018年开学第一课广告太多备受差评,但是海风教育百度搜索率却大幅提升。
10,context theory:同质的东西一个199、一个179比都是179销量要好得多。希望决策过程简单、决策准确,由于两个东西是同质的,因此决策更加简单,困难度最低,导致销量更高。
11,最好的营销:把交易关系嵌入到消费者的社会关系之中。
12,课程结构:
消费者行为概述
消费者决策:过程、误区
心理学核心:感知、记忆、学习、动机、态度
消费者行为的影响因素:社会因素
13,学习消费者行为学的目的:
描述、解释、控制、预测。
14,成绩组成:
平时成绩:个人作业10%,写一下在cb领域所了解的 theory,发展历程,来自哪里、如何运用等等;出勤与课堂活跃度10%;小组作业:每一个小组找一个有意思的主题,交一篇除了数据没得,其他都有的paper,20%。
考试:60%
小组论文20%、个人贡献20%、个人理论50%、出勤10%
第一章 个体决策过程
1,消费者决策的四大观点
经济人观点
理性决策者
知道所有备选方案
能准确计算每个备选方案的效用
能提供最大效用的备选方案
存在的问题
不完美的世界
决策者存在认知资源的限制
导致行为经济学的诞生
被动决策观点
消费者多是非理性与易冲动的
很容易被营销者的策略所影响
因为“卖的永远比买的知道的多”,存在信息不对称
存在的问题
消费者在选择产品和服务的过程中处于主导地位
随着信息透明化,消费者的主导型越来越强
争议点:营销是满足消费需求还是创造消费需求?
物质主义的盛行
理性决策观点
从问题解决的视角
决策者是信息的加工者和问题的解决者
目标导向
有些情况下会运用启发性线索(想要简单快速地决策)
存在的问题:如何解释情感的影响?
情感决策观点
决策者是感性的、易冲动的
PAD情感框架:情感可以从三个方面去解析:正面还是负面、唤醒水平如何(该情感导致的内心波动有多高)、主导性(对外在环境控制感有多强)
我们的观点:决策有两大资源:认知(也就是理性)和情感,都会存在于决策之中
Hedoric类产品:有体验性产品和符号性产品
Utilitarian类产品:
有很多产品是综合的。
2,消费决策模型
INPUT-PROCESS-OUTPUT
3,决策的类型(以涉入度分类)
涉入度水平:对产品或服务的兴趣强度和重要性,涉入度影响风险的感知。涉入度越高越看重结果,可以花很多时间和金钱;涉入度低看过程,越简单越便利越好。
习惯性购买
搜索成本与决策努力很低
低价格的、经常购买的产品
一般是低值易耗品
有限的问题解决
搜索成本与决策努力在中等水平
偶尔购买的产品
冲动型购买
没有提前计划的购买
多为享乐型产品(提供情感的满足)
广泛的问题解决
大量的搜索成本与决策努力
不熟悉的产品、昂贵的产品或不经常购买的产品
4,消费者决策的阶段
五阶段:意识问题(产生需求)-信息搜索-方案评估-购买-购后评价
消费者可以在任何一个过阶段终止决策过程
不是所有消费购买行为都必须包含这五个阶段
阶段1:意识问题
消费者意识到自己的现实状态与理想状态之间存在差距
营销可以设计各种策略促使消费者意识到问题
通过降低现实状态和提高理想状态扩大现实与理想之间的差距,强化动机。
阶段2:信息搜索+阶段3:方案评估
内部搜索:品牌(典型性、熟悉性、偏好度、回忆线索);属性(可接近性、可诊断性、生动性);评价、体验(不平常的经历更容易被回忆;广告可能改变对体验的回忆)
考虑集:多余7个就难以比较了,3-5比较合适。
阶段4:购买
产品可得性、销售商的选择、销售环境等都有可能影响最终的产品选择
消除消费者购买的障碍性因素
阶段5:购后评价
认知失调:在购买后消费者会产生质疑:是否是正确的选择。
5,启发式选择:利用通行的规则导致快速决策
非补偿性决策
产品线索:价格、促销、来源国等等
记忆(可得性启发式):根据我们多容易想起某一原型来判断频率或可能性
近期发生
熟悉度
凸显度(特别引起关注的报道)
相似性(代表性启发式):与类别原型或典范进行比较
6,高努力决策:想法-态度-行为
低努力决策:想法-行为-态度-想法
7,书本和老师所讲很大区别,重点部分、脉络都不一样,因此不要下课补,上课就要记好。
8,老人被车撞倒地大家都持观望态度:责任分散,不确定性,
9,决策规则:
补偿性决策(每一备选项的优点可以弥补它存在的不足,反之同理,相当于通盘考虑,决策成本较高。因此常用于比较重要的决策,追求决策的准确性。)
简单加总:选择优点最多、缺点最少的备选项
加权相加:不同属性重要性不同,乘以权重再相加
非补偿性决策(优缺点不能相互补充,可能在某一属性上的劣势会将该品牌排除在考虑集之外,反之亦然)
编纂式决策:选择在最重要的属性上表现最好的品牌;如果有几个品牌在该属性上表现相同,就根据次重要的属性进行选择;以此类推。
按属性排除决策:对每一属性设置关键值,如果一个备选项满足所有关键值,选择;如果没有备选项满足,降低关键值或推迟购买。
联合式决策:同样设置关键值,排除低于关键值的所有产品。
10,任务的复杂度随着两个因素变化:
选择集中可选方案数量的增加
选择集中属性数量的增加
11,努力/精准模型:所有决策规则是在努力程度和精确度方面的权衡
12,不确定性情况下的决策容易出现三类系统性误差(很多人都会犯的错误):
代表性:当样本与所选总体相似的情况下,我们判断该样本是可能成立的。本来不相关的事件以为是相关的,比如这一盘麻将和下一盘麻将;价格越高、质量越好(伪相关)。
可得性:很容易被形象的信息影响而忽略数字等抽象的基础信息。
基础概率谬误(没记录到,上网补充)
锚定和调整:开始于锚,然后再根据另外的信息进行调整。过于倚重锚,调整的程度过低。
从大乘到小和从小乘到大的估计值差了5倍,大的数字在前面会导致大家估计变大。
如果对产品已经比较了解,我们应该争取主动权,锚定价格
如果对产品不了解,让对方出价再进行谈判
图示(创立一个初始锚并进行调整)、家族品牌、来源国、信念、前景理论、心理账户理论、框架效应(决策可能受到决策背景、问题描述方式的区别,一般也是从损失和获得两种角度说)、损失规避(比较重要的决策,比如药品、课程,可以强调消费者不买会失去什么;对于一般的产品用正面更好,比如有97%%的瘦肉)、禀赋效应(对拥有的东西更加不愿意放弃,试驾试穿可以制造拥有的体验)、情景理论。
增加优势选项:消费者对某事物的喜欢度随着一个类似但是明显差于该产品的第三选项的出现而增加
聚焦消费者注意力:对于某一选项好感度随着对该选项的注意力的提高而提高
这一段老师讲的很没章法,看书进行调整。下次课点名。
第四讲 感知
1,展露
消费者与某一刺激发生实体接触的过程
展露是选择性的:
略过:快速浏览
跳过:在广告插播期间换台
快翻:没有广告也频繁换台
获取展露的方法
营销战略:传统的有包装、、、、新方法有飞机内娱乐广告等
位置选择:广告应该在广告时段的开头或结尾、广告放在背面等
产品的分布以及货架的位置:货架末端的展示、与眼睛平行的位置
2,注意:处理能力投入到某一刺激的程度
展露只能留下短期记忆,而注意可以留下中长期记忆
注意力竞争
特征
注意力有选择性
注意力可以分解
注意力是有限的
方法
与个人相关
令人愉悦(魅力、幽默、色彩)
令人惊讶(新奇、意料之外、新奇)
3,有趣:1、中外没有研究过的,起码是没有一模一样的研究的问题;西方已经研究用中国样本来做也不行;但是如果说文化差异可以有不同的结果则可以。2、要和现实有对照性。3、找到一个cb方面的研究问题,形成假设、以及研究的 具体问题、提出结论以及管理赫尔理论意义。
对市营有用,变量可以被操控
要有文献综述、变量解释、变量之间的关系
4,四种学习方式:
分类(简化对世界的认识)
把相关的事物放在一起的过程
基本分类
按照事物的相似度分类
高级分类
椅子属于家具之类的
从属分类
椅子分为长椅、沙发啥的
影响因素
年龄:年龄大更多用高级分类,不同事物之间区别较小
此时此刻关注的点:
文化差异
或否专业
考虑集:让品牌代表一个品类
分层
经典的条件反射
工具性学习
Cognitive learning
5,学习:通过经验或者训练而改变信念或者行为
高涉入度和低涉入度学习
持续的过程
行为
经典条件反射
无条件刺激一定是要等等
条件刺激发生在非条件刺激之前最有效
重复
刺激泛华:相似的刺激也可以激发类似于条件刺激一样的情感
晕轮效应、隐藏品牌、稍带策略(把自己的商标做的和别人类似)、家族品牌、品牌延伸(找出品牌某些重要的产品属性,基于这些属性,举例出可能的赫尔最不能接受的方向)
刺激辨别,由于有做区分,简单的模仿不能获得消费者的人用(高摄涉入度)
工具条件反射、
通过试错的过程进行学习,重复带来正面的结果
营销启示:正强化、负强化(降低其不喜欢出现的结果的 )、惩罚、强化营销(感谢信之类的)、频率营销等等。
观察性学习:通过观察他人的行为强化
认知式学习:通过观察他人的行为以及行为结果进行学习
说服理论
7,记忆:获取信息并储存,以备后续使用的过程
感官(几秒钟)、短期(几分钟)、长期
编码:将信息储存于记忆的过程
感官含义、语义含义、个体相关性(闪光灯记忆:和重要事件关联)(通过故事传递信息)
8,改善记忆的方法:
分块记忆
再循环:简单重复
演练:回顾记住材料的过程
精加工:将信息与长期记忆联系起来
第六讲 动机、能力、机会(MAO)
1、动机的影响因素
个体相关性:与价值观、目标或者需求相一致;有风险的情况下;与既有经验或态度中度不一致
目标、需求、价值观的契合度
风险感知
适当与态度不一致
能力的影响因素
知识和经验
认知风格
信息复杂度
智力、教育程度、年龄
2、动机:一中内在的旨在达成具体目标的能量
唤醒水平
强度和指向性
动机过程:促使我们执行目标相关行为的过程
渴望(目标)——紧张感(唤醒水平)——意欲缓解紧张的驱动力——达成目标
产品或服务提供渴望的状态并能够缓解紧张状态
3、动机激发“涉入度”,包括投入兴趣、兴奋、焦虑、热情和投入等心理状态
持久的感知涉入度(强调“感知”是因为这很主观):球迷
情景化的感知涉入度:路过时装店想买
认知感知涉入度:手机参数
情感感知涉入度:红十字
4、增强信息涉入度
满足消费者的享乐需要
广告中运用显著的刺激
名人的支持
提供欣赏的价值
顾客自制广告
创造奇观或表演(展示一个故事)
5、创造需求的刺激因素
改变参照群体(妻子怀孕丈夫的体重也会增加,因为丈夫的参照物变胖了)
引发不满
新奇的刺激
家庭的生命周期
6、小组作业会在第十节课展示,起码要有hypothesis
7、需求的类型:功能、象征、享乐(体验型)
需求是动态的:满足都是暂时的,企业永远有机会
需求是有层次的:有些可以即时激发,有些具有更大重要性
需求可以被内部激发也可以被外部激发(主要)
8、需求的探究
看图说话
完成句子
完成故事
9、价值观:人们持有的信念,指导人们认为什么是好的、什么是重要的
10、霍夫施泰德的文化维度
权力距离
个体主义
男性气质
不确定性规避
长期取向
11、方法-目的链
12、能力——行动的资源
13、我们的社会自我
社会影响的来源
利用非营销控制的来源提高可信度
利用个性化的来源促进双向的沟通
运用多重来源强化影响效果
社会影响的本质是什么
社会影响的结果:从众、顺从(大众,内心不一定认同)、服从(权威)
在独立导向文化中,从众意味着控制力的丧失
在集体主义文化中,从众意味着成熟
14、参照群体:对个体的评价、态度和行为产生显著影响的真实或者虚拟的个人或群体:信息、规范(不见得心理认同)、认同
15、社会力量:参照权、信息权、合法权、专家权、奖赏权、强制权
16、影响参照群体的影响力的决定因素:公开、产品和群体的相关性强、个人购买信心不足、非常想加入群体、符号性价值
17、口碑为什么会传播:社会网络、六度分隔理论
他人的行为通常能提供有用的信息
18、三四个人就可以有很明显的从众了,人更多影响力不会提高。
19、口碑传播(病毒营销):相比说感受、成分的信息型口碑,说喜欢、表达感受的表达型的口碑更容易形成广泛传播;负面的口碑的影响力远远高于正面口碑
20、如何产生buzz:
建立种子用户
定量供应
利用偶像产生buzz
培养草根群体
21、公司如何对待谣言:
沉默(目前来说比较好的方式)
局部改变
反驳
22、来自少数派的不同意见能够显著降低从众行为的发生
23、少数派如何表达观点:
强有力地支持自己的 观点
具有灵活的表达
看起来和大家有很多相似之处
不要表现受自我利益的驱使
24、真理掌握在少数人手中——双加工系统理论:多数派的影响是较少思维加工的从众过程(边缘系统);少数派的加工认知程度更高(中心系统)。基于这种观点,少数派的影响力与其规模不一致。
25、内群体、外群体;关联群体、渴望群体;工具性需要、表达性需要
26、群体凝聚力三个层次:
人际吸引
群体规范
群体目标的认同与规范
27、自我观念:个体对自我的各种属性的信念,以及他对这些属性的评价
我们是复杂的属性结合体
属性的维度:内容、正负性、强度、随时间的稳定性、准确性
28、图式:对于一些现象、问题、对象的固定的信念(类似于刻板印象)
比如提到香蕉,我们会想到黄色的、容易剥皮、皮很滑
29、自我概念是针对自我的图式
30、自尊:指对自我概念的正向评价
低自尊:自我评价低,尽力避免尴尬和失败
高自尊:自我评价高,更愿意冒险、更渴望成功、更愿意成为注意到中心
自尊与他人的感知接受度有关
31、如何影响自尊——社会比较:以他人为参照点,进行自我评价
上行比较、下行比较
32、购买某些产品是为了强调或者隐藏自我的某些属性
身份营销(向别人诉说我是谁、作为身份的标志)(品牌本身要有价值观,认同的其实是品牌所表达的价值观)
我们利用产品的消费来定义自我
33、自我理论:
表象互动论
表象自我形成理论
对于某些能够维持其社会形象的产品产生依恋
消费行为也会构建其社会自我(我是谁取决于我拥有什么)
根据其消费行为推测其个性
延伸的自我
外在的物品也是自我的一个部分
拥有物延伸了自我
真实的:专业人士的专业电脑
象征性的:证书、地位或阶层的象征
34、使用高端产品会让自己更自信;穿冒牌会让人不诚信;使用共享产品会使得不道德行为增加
35、个性:内在、长久、与行为不同的倾向或者个性特征使得个体与其他人区分开来(没记全)
心理分析理论
性格由三种因素的互动形成:本我、自我、超我
三种因素形成于童年时期:自我解决了现实需求、本我的愿望以及超我的道德之间 的冲突。
营销者将其总结为“想有自我”(即使、冲动性、短期的满足)、“应有自我”(长期利 益最大化的行动指南)
性格特质理论(在营销界应用更广泛)
不考虑潜意识的冲动
性格=描述和区分不同个体的特质
将产品与消费者的性格相匹配
消费者会选择与自己个性相匹配的品牌,因此可以预测消费者可能会喜欢哪个品牌
性格难以测量的原因之一可能是多重自我——公开自我、私下自我;集体自我、独立自 我。
36、建构水平:我们从什么视角去解释我们的行动或决策
低建构水平:具体、感性、实现的可能性(做好一件事)
高建构水平:抽象、理性、选择本身的渴求性(为啥要做一件事)
37、多重自我:
营销需要通过便于消费者显示其活跃角色的身份来定位产品
独特性/拟合
38、认知需求:
有些消费者乐于对产品、属性、广告诉求等进行广泛的思考,这种行为称之为高认知需求
39、自我监控:
根据环境不停地调整自己。对他人的渴望和影响比较敏感,并指导自己的行为。
第九讲 认知与情感
- 情感系统:自发、自动;相似或邻近原则;情感刺激导致行为
认知系统:努力的、控制的;逻辑规律运作的审慎决策活动;抑制性控制;受情感所控时,可以组织情感刺激,做出审慎决策。
2、引发快节奏的因素:社会化(情感类容易展示)、场景化、移动化
3、自我展示:像演员站在舞台上展示自己的角色
4、消费的三个阶段:
第一阶段是量的消费阶段:物质匮乏;
第二阶段是质的消费阶段:商品极其丰富,追求同类产品中高质量的商品;
第三阶段是感性消费阶段:消费者所看重的是最能够体现自己个性与价值的商品,位林追求一种情感上的满足或自我形象的展现
5、情绪和情感是人们对客观事物是否符合自己的主观需要而产生的主观体验
情感稳定而持续、具有深沉体验的感情反应看作是情感;
情绪短暂而强烈、具有情景性的感情反应看作是情绪。
二者在很多场景下没有明显区别。
6、情感分析框架PAD:p是指积极情感还是消极情感;a指的是生理的唤醒水平,比如愤怒肯定比难过唤醒水平高;d是指的对情感的无意识的判别,是对外界的控制感还是失控感,比如愤怒是想控制外界,而孤独感觉对外界的影响很小。
7、刺激情感、引发消费
8、情绪信息模型:个体虽然对其情绪体验非常敏感但是对情绪的来源却强队不敏感;通常会自动地将其判断为与当前任务相关,即使这种情绪来源于决策之外的其他因素;情绪会被视为一种重要的信息而直接影响个体的决策过程和结果。
9、积极情绪(如愉悦、幸福):自上而下的决策模式,导致:
宽容、启发式决策、容易形成更积极的品牌态度和支付意愿;
消极情绪(如气愤、内疚):自下而上的决策模式,导致:
苛刻;更容易采用系统式决策;品牌态度和支付意愿降低
10、混合性情绪:敬畏感(宗教、火山、飓风等等)
亲社会行为、集体参与行为、创新行为(由于自我渺小,对事物更开放)、恐惧、低行动力(因为觉得自己的行为没用)
11、决定情绪影响的五大因素
情绪的凸显性
对目标的代表性
与判断的相关性
判断的可塑性
加工深度(认知加工;重要性高认知加工高)
12、情绪的评价倾向模型:情绪还可以在其他认知维度上加以区分;尤其强调了控制性和确定性(比如天才型骄傲和努力型骄傲)
13、道歉效果不好(弱化负面情感),可以说感谢您的耐心,转变顾客的负面情感为正面情感
14、强化情感投资、强化消费者关系
品牌社区参与
品牌关系层次——强化消费者品牌情感
满意、信任(满意不会形成回头客、信任才会)、承诺、依恋
15、任何情感都会被群体放大
16、态度:对某事物的整体评价,决定了的对该事物的偏好和行为
偏好度:喜欢或不喜欢的程度
可接近度:态度可提取的容易度,营销者希望消费者可接近性高
信心:态度的强度(对态度的确定性)
持久性:态度持续的时间
当前企业对于消费者态度测量浮于表面,认识片面
17、态度的ABC模型:态度包含三个部分——情感、行为、认知
标准情景下,先要建立认知,然后才能建立情感,从而影响行为。但是不同的情景会有区别。
18、态度的分层影响:态度组成部分的相对重要性或相对影响程度取决于消费者对态度对象的动机。
19、态度是相对的,因此在测量一个产品时一定要同时测量消费者对主要竞争者的态度进行对比
20、多属性态度模型:
某产品的属性:鞋子真的很耐穿
对某产品的信念:我认为耐克的鞋子很耐穿
重要性权重:对我而言,耐穿是我买鞋是最主要的考量因素
对产品的整体态度=∑(每个属性的得分*该属性的权重);除了对整体态度的测量,还要测量各个属性,才能帮助企业决策。
营销启示:增加属性;强化产品与属性的联系;利用相对优势;改变某一属性的重要性权重;改变对竞争者的评价。
21、态度的形成或改变:
说服:营销沟通改变态度的效果(广告、销售促进、口碑)
改变态度的两条路径:中心路径(高涉入度)、边缘路径(低涉入度)
22、睡眠效应:随着时间的推移,负面信息也能有效地传达信息
23、低涉入度下的沟通策略:理由
复印实验:插队使用复印件,“我可以使用复印件吗?”只有一成成功,“我可以使用复印件吗?因为我有文件需要复印”,有五成成功。但是文件一多,要等待的时间长了,涉入度变高,不再有效。理由的数量比质量更重要。
希望受众将广告的感情转移到品牌:趣味、情怀、故事
24、高涉入度情况:要有强有力的理由,质量比数量重要
恐怖诉求:如果不使用这一产品,想想后果吧。
可信度高的代言人
展示真正决定产品质量的属性:不用假人用真人测试汽车碰撞安全性
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Like most cryptocurrencies (not including stablecoins, for example), Dogecoin is not backed by any assets or cash flow. That means its price is determined solely by what other people are willing to pay for it. That’s in sharp contrast to a stock, where long-term price appreciation is driven by the performance of the underlying business. The appreciation of Dogecoin relies on speculators being even more optimistic, or what’s called the “greater fool theory of investing.” These symbols will be available throughout the site during your session. That being said, the Dogecoin community has made extensive use of the currency for philanthropic purposes. People tend to donate to organisations and causes through Dogecoin. As long as the currency stands for such purposes, its follower community is enough to stabilise the crypto in the market.
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