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1.2.3.消费者行为研究(consumption convenience理论)
p1 food 的销售策略 商家看重customer purchase decision 而不看重 customer consumption decision ,其实他是很重要的 有些商家没注意 搞什么“买一送一”使得其反
P2 customer consumption decision 的决定有两个方面 第一个是关于储存的,第二个是处理是否方便(像有单个包装的要方便一些)储存倾向于处理方便的 (有题 储存倾向于下列哪个)不方便的在量上不敏感也就是处理一些和大量都差不多(有个infer题)
有一题问“buy one and offer one”能推出什么?
有一题问客人会偏向于吃消费什么样子的食物。。。?好像是这个意思
KG:
第一段:很多人都只考虑purchase不考虑consumption。但postpurchase(即consumption)也很重要。人们很少把purchasing behavior和consuming behavior分开来,来分析大减价,比如说有商家推出买一送一(“buy one get one free”)的促销手段,在短期内受到了很好的效果. 如果消费者买了之后consumption quantity不增加, 有些商品“买一送一”后会恢复到以前的销量水平,除非consuming rates提高(这个点是第一题)。
第二段:中间有一些讲解customer convenience 如何影响消费者(而非购买者)行为的,一直在讲high convenience 和 low convenience。有一个还是两个结构题. 说人们更注重high convenience的products。有很多conditions会左右consumption,比如time, complicity, ease of preparation。。。(列举了有考点!)但有些小的大的无区别,举例泡咖啡都要spoon, cup, water。。。(这里考了个类比题)貌似是以下那种模式和文中所提模式是一样的, 文中模式是: 如果咖啡要一个小包装, 可能不会吸引顾客注意,但是要变成一个一个的小cup装, 泡一大壶可以和节省时间并且一样的收效. 。(这里是这篇阅读的最后一题,选取选项中与最后这个例子关系一样的,我选的是捎带一个邻居去超市和捎带两个邻居去超市那个选项。)
问题
1. *主旨题
一个是challenge传统理论,我觉得不对,虽然第一句是。但是第二段都在讲convenience(这些传统理论完全没提,传统理论只有开头一句话)
另一个是分析convenience什么的,我选了这个。。
*topic题。 我选:explore relations between stockpiling and consumption of food products.(其他都不像,只有这个提到关键词consumption)
2. *有个细节题要小心,问题是问stock piling(存货)和trigger consumption increase的关系在high-convenience package和low-convenience package中一样吗?文中说消费者在第一次 消费low convenience package之后会更容易提高消费量。这里我有点晕,没看懂。
*还问了一题。。说对于stockpiling 的食物。下列哪种情况会更可能去consume stockpiling的食物。。。我选的好像是在吃之前不用addtional的preparation的。。好像是E。。当时有个D是说不会产生额外的费用的。。纠结了一下。。还有C是说当他们是impulsively purchase的。。A是当他们不是独立包装的。。B忘记了。。
狗里的跟原文第二段有90%相似度。。
*哪个会trigger consumption of stockpiling?我选:Preparing food will not cause monetary expenditure.(定位第二段,文章提到影响convenience of preparation的因素有cost)
3. 还有问道影响consumption的condition中文章没有提到的是?我选的是如果没有放进冰箱是否会腐烂。
4. *类比题,说文章最后那个泡一大包茶和一小包茶和下列哪个类似,我选了驾车载邻居去超级市场,载一个人和载5个人是一样的。
*问下面哪个例子和原文最后的例子一样。
有2个选项比较纠结
一个是给一个人准备一份饭和给5个人分别准备1份饭。(有个five-course词,我不知道具体什么意思)
还有一个是造一个简单的楼,造一个大楼(这个应该不对)
我选了最后一个做一份给1个人的调查和做一份给2个人的调查。
原文类似物搜索:zencheng902(第二段) loverwy
In the context of packaged goods, consumer behavior research tends to focus on purchase decisions rather than consumption decisions. Yet consumers’ ability to increase consumption is critical for growing mature brands that have already achieved high levels of household penetration and loyalty (Wansink 1994a; Wansink and Ray 1996). Understanding postpurchase consumption behavior is also important in the assessment of the profitability of stockpilinginducing promotions, such as multiunit packs or “buy one get one free” offers, which may deplete future sales unless consumers increase consumption rates (Blattberg and Neslin 1990).
As is shown in Figure 1, the convenience of consuming the product moderates the impact of stockpiling on consumption rate: Stockpiling is more likely to trigger consumption incidence for high-convenience products than for low-convenience products. Consumption convenience can contribute to as much as 48% of impulsively consumed food (Wansink 1994b). Consumption convenience is a function of the time, comfort, and ease of preparation, depending on the number, complexity, cost, and accessibility of the operations required before consumption (Gehrt and Yale 1993; Reilly 1982). Consumption convenience can be influenced by packaging (e.g., individually wrapped packs are convenient because they do not force consumers to use, store, or waste the remaining quantity), and it applies to food as well as nonfood products (e.g., prestamped envelopes versus regular unstamped envelopes).
We anticipate that convenience moderates the impact that stockpiling has on consumption incidence but does not influence the impact on consumption quantity (given incidence). Low-convenience products are ingredients or steps in a broader process. They often require the availability of other ingredients and the performance of multiple operations before they can be consumed. For example, consuming iced tea from a mix requires time, water, a container, a spoon, and refrigeration; using detergent requires time, dirty laundry, and a washing machine. All these ingredients need to be available for consumption incidence to occur. However, when all the ingredients are available and the first consumption incidence occurs, low-convenience products can subsequently be consumed in higher quantities relatively easily. Preparing a small pitcher (大水罐) of iced tea from a powdered mix, for example, requires almost as much time and effort as preparing a large pitcher. Stockpiling therefore increases consumption quantity (given incidence) for high- and lowconvenience products. However, stockpiling triggers consumption incidence primarily for high-convenience products. As a result, stockpiling increases total consumption (the product of higher incidence and higher quantity given incidence) more for high-convenience products than for low-convenience products. |
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