CONSUMER DECISION

MAKING
Why People Go Shopping?

 Personal motives
 Role playing
 Diversion
 Self gratification
 Learning about new trends
 Physical activity
 Sensory stimulation

2
Why People Go Shopping?

 Social motives
 Social experience
 Communication with others
 Peer group attraction
 Status and authority
 Pleasure of bargaining

3
SHOPPER
THE NEW CONSUMER

 Constantly connected
 More Free time
 Higher Level Skills
 Experience focused
 FUNNEL TO
FISH

 UNBUNDLING
 DECOUPLING
DIGITAL DECOUPLING
 PURCHASE COSTS
USAGE COSTS
SEARCH COSTS
SUBSCRIPTION SERVICES
PEER TO PEER
AMAZONS PRICE APP SHARING
EFFORT IN PAYMENT
TIME AND EFFORT TO AND DELIVERY INVOLVED USING AND
SEARCH FOR RIGHT MAINTAINING COSTS
PRODUCT
 BONOBOS
 https://www.youtube.com/watch?v=pjQp3zSYitY

 Hema
 https://www.youtube.com/watch?v=uEbYNJZ9iJ4&list=RDCMUC9awv94A7Wz
WuTUP2frSuDA&index=1
New retail – hema example – 11.11
reality
 https://www.youtube.com/watch?v=H9p5jaiOxD8&list=RDCMUC9awv94A7Wz
WuTUP2frSuDA&index=3