UTS_6

• Material self


  The body, clothes, family, home, or anything that a person considers their own or their possessions
• Components of the material self

  • Body
  • Clothes/clothing
  • Family
  • Home
• Body


  • Identified by William James as the innermost aspect of the material self
• Clothes/clothing


  • Used to protect the body, a form of self-expression as we choose and wear clothes that reflects oneself and identity
• Family


  • Related to and considered as a model of ourselves
• Home


  • Where many aspects of one's life have been developed and is greatly linked to one's identity
• The person values these material aspects because they put much investment of the self in them like their time, resources, effort, and care
• Material possessions


  Reflections and considered an extension of oneself and identity
• Materialism


  A value people place on material possessions; a pursuit or lifestyle wherein one's happiness or achievement is achieved through material objects, wealth, or status
• The value of material possessions differs as a person grows older such as possessions associated with significant events, accomplishments, and people in our lives
• Factors that influence a person when buying something

  • Finances
  • Availability of products and services
  • Influences from family and friends
  • Utility (practical purpose)
  • Significance (meaning assigned to an object)
• The significance or meaning placed on an object are often culturally determined
• Consumer culture


  A range of experiences and in which one's sense of self and identity influences decisions that address personal and social needs while also purchasing what a person wants
• Needs


  • Food
  • Clothing
  • Shelter
  • Education
  • Healthcare
• Wants


  Products and services, which an individual likes to have immediately or later
• Consumer behavior

  The process whereby people decide what, when, where, and how to use their resources, time, and efforts to buy products and avail of services
• Factors that influence consumer behavior

  • Psychological factors (motivation, perception, learning, attitudes, and beliefs)
  • Social factors (family, reference groups, roles, and status)
  • Cultural factors (values, preferences, and perceptions)
  • Personal factors (age, income, savings, lifestyle, and occupation)
• Engel-Kollat-Blackwell (EKB) Model

  1. Awareness

  2. Information processing

  3. Evaluation

  4. Purchasing decision

  5. Outcome analysis
• Categories of the Hawkins Stern Impulse Buying Model

  • Escape Purchase (pure impulse)
  • Reminder Purchase
  • Suggested Purchase
  • Planned Purchase