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来源:百度知道 编辑:UC知道 时间:2024/07/02 04:13:35
一、 从众心理

从众指个人的观念与行为由于受群体的引导或压力,而趋向于与大多数人相一致

的现象。消费者在很多购买决策上,会表现出从众倾向。比如,购物时喜欢到人多的

商店;在品牌选择时,偏向那些市场占有率高的品牌;在选择旅游点时,偏向热点城

市和热点线路。

以上列举的是从众心理的外在表现,其实在实际工作中,我们还可以主动利用人

们的从众心理。比如:现在超市中,业务员在产品陈列时故意留有空位,从而给人以

该产品畅销的印象;电脑卖场中,店员往往通过说某种价位以及某种配置今天已经卖

出了好多套,从而促使消费者尽快做出销售决策;

二、 推崇权威

消费者推崇权威的心理,在消费形态上,多表现为决策的情感成分远远超过理智

的成分。这种对权威的推崇往往导致消费者对权威所消费产品无理由的选用,并且进

而把消费对象人格化,从而达成产品的畅销。

现实中,营销对消费者推崇权威心理的利用,也比较多见。比如,利用人们对名

人或者明星的推崇,所以大量的商家在找明星代言、做广告;

First, from numerous psychology. Refers to individual idea and the behavior from the audiences as aresult of community's guidance or the pressure, but tends to isconsistent with the majority person Phenomenon. The consumer in the very many purchasesdecision-making, can display favors from the audiences. For instance,when shopping likes the person many Store; When brand choice, deviation these market share highbrand; When choice traveling, deviation hot spot city City and hot spot line. Above enumerates is from the numerous psychological externalperformance, actually in the practical work, we also may use theperson on own initiative From numerous psychology. For instance: Now in supermarket,clerk when product exhibition intentionally remains has the vacancy,thus gives the person by This product best-selling impression; The computer sells in thefield, the salesclerk often through said some kind of price positionas well as some kind of disposition already sold today Left many sets,