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来源：百度知道 编辑：UC知道 时间：2024/09/20 23:40:58
Emotional buying motives are based on a desire to have a specific product or service. Customers buy specific items because of their personal feelings. Customers often act on impulse. Most buying motives are emotional. In fact, emotional buying motives may have more of an influence on the customer’s buying decisions than rational buying motives.
A salesperson must understand people and why they buy the merchandise or service offered for sale. In the case of sporting goods, the customer may be affected by these emotional buying motives: excitement, adventure, recreation, recogntion, and variety. Emotional buying motives such as protection , fear, affection , and safety can enter into the sale of smoke alarms , for example.
There are many emotional buying motives. The most common emotional buying motives are fear, protectin , appearance , recreation, improved health, comfort, recognition, variety, pride of ownership, adventure, affection, imitation, prestige, and pop
A salesperson must understand people and why they buy the merchandise or service offered for sale. In the case of sporting goods, the customer may be affected by these emotional buying motives: excitement, adventure, recreation, recogntion, and variety. Emotional buying motives such as protection , fear, affection , and safety can enter into the sale of smoke alarms , for example.
There are many emotional buying motives. The most common emotional buying motives are fear, protectin , appearance , recreation, improved health, comfort, recognition, variety, pride of ownership, adventure, affection, imitation, prestige, and pop
情感购买动机是基于希望有一个具体的产品或服务。客户购买的具体项目，因为他们的个人感情。客户往往采取行动的冲动。大多数购买动机是感情。事实上，情感购买动机可能有更多的影响客户的购买决策比理性的购买动机。
业务员必须了解的人，为什么他们购买的商品或服务出售。如体育用品，客户可能会受到这些情感购买动机：激情，冒险，娱乐，识别和品种。情感购买动机，如保护，恐惧，感情，和安全性可以进入买卖烟雾警报器，例如。
有许多感情购买动机。最常见的情感购买动机是恐惧， protectin ，外观，娱乐，改善健康，舒适，识别，品种，自豪的所有权，冒险，情感，仿制，威望和人气。销售人员必须能够recongnize这些情绪购买动机在他们的客户。这些动机的售货员告诉的原因是顾客购物。由于大部分项目被出售给顾客根据他们的个人感情，销售人员必须呼吁那些感情购买动机。这些动机是非常importand出售。即使在nwespapers广告，杂志，电台和电视台呼吁customers'emotional购买动机。
这些动机似乎是合理的，而不是感情购买动机。这一类的购买动机将取决于理由或意向客户。例如，希望改善自己的健康可能有理，以及情绪。因为渴望身体健康，客户可以使用合理的购买动机购买天然健康食品。然而， emotioal购买的动机可能是希望感觉更好，寻求更好的，也许生活更长的使用寿命。