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BİLİŞSEL YÖNÜ İLE TÜKETİCİ SATIN ALMA KARAR SÜRECİ VE GLOBAL SINIFLAR TEORİSİ / Cognitive Aspects Of Consumer Purchasing Decision Process And Global Class Theory

Yıl 2017, Cilt 1, Sayı 2, 117 - 148, 31.10.2017
https://doi.org/10.29216/ueip.342531

Öz

Bu çalışmada tüketici satın alma ve karar süreci tüketici davranışlarının bilişsel temelli özellikleri, tüketici davranışlarını etkileyen faktörler, global sınıflar teorisi, referans gruplar, gruplarda uyum süreci, bilgisel sosyal etki, güdülenme, öğrenme, bilişsel süreçler, müşteri davranışı konuları birlikte incelenerek açıklanmıştır. Tüketim kararına etki eden faktörlerden bilişsel uyumsuzluğa neden olabilecek akıl çeldirici uyarı, dışavurum, algısal yapı konularına ağırlık verilmiş, tüketici satın alma karar süreci bilişsel temelde açıklanmıştır. Çalışmanın sonuç kısmında tüketici satın alma karar sürecine yönelik gelecek çalışmalar için önerilerde bulunulmuştur. Sonuç olarak, tüketim kararının verilmesinde dış etkenlerle birlikte bilişsel sürecin araştırılmasının ve bilinmesinin faydalı olacağı, bilişsel süreçte ortaya çıkabilecek uyumsuzlukların tespitinin satın almanın nedenlerini anlamayı sağlayacağı ortaya konulmuştur.  

Kaynakça

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  • Anderson, R., (1973), “Consumer Dissatisfaction: The Effect of Disconfirmed Expectancy on Perceived Product Performance”, Journal of Marketing Research, 10 (1), 38-44.
  • Arfaa, J., Wang, Y. K. (2014), “An Accessibility Evaluation of Social Media Websites for Elder Adults”, (Ed. Gabriele Meiselwitz), Social Computing and Social Media, 6 th International Conference, SCSM 2014, Held as Part of HCI International 2014, Heraklion, Crete, Greece, June 22-27, 2014, Proceedings içinde (s. 13- 24), London: Routledge.
  • Argyle, M., (1994), The Psychology of Social Class, Routledge, London.
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  • Bandura, A., (1971), Social Learning Theory, General Learning Press, New York.
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  • Bawa, A., Kansal, P., (2008), “Cognitive Dissonance and the Marketing of Services: Some Issues”, Journal of Services Research, 8 (2), 31-51.
  • Bettman, J.R., Luce, M.F. and Payne, J.W. (1998), “Constructive Consumer Choice Processes”, Journal of Consumer Research, 25 (3): 187-217.
  • Brewer, M. B., Campbell, D. T., (1976), Ethnocentrism and Intergroup Attitudes: East African Evidence, Sage Publications.
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  • Carbone, E., Duffy, J., (2014), “Lifecycle Consumption Plans, Social Learning and External Habits: Experimental Evidence”, Journal of Economic Behavior & Organization, 106, 413-427.
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COGNITIVE ASPECTS OF CONSUMER PURCHASING DECISION PROCESS AND GLOBAL CLASS THEORY / Bilişsel Yönü İle Tüketici Satın Alma Karar Süreci Ve Global Sınıflar Teorisi

Yıl 2017, Cilt 1, Sayı 2, 117 - 148, 31.10.2017
https://doi.org/10.29216/ueip.342531

Öz

In this study, consumer purchasing and decision process are explained by examining cognitive based characteristics of consumer behaviors, factors affecting consumer behaviors, global class theory, reference groups, conformity process in groups, informational social influence, motivation, learning, cognitive processes, customer behavior. Confusable stimulus, expression, cognitive structure issues that factors affecting consumer decision are emphasized on the perceptual structure which may lead to cognitive dissonance, purchase decision process is explained on the cognitive basis. In the conclusion part of the study, suggestions were made for future studies on consumer purchase decision process. As a result, it has been revealed that in the decision making of consumption, to investigate and learn the cognitive process with external factors will be useful, it has been revealed that the detection of inconformity that may arise in the cognitive process will lead to the understanding of the reasons for the purchase.

Kaynakça

  • Aaker, D., (1991), Managing Brand Equity: Capitalizing on the Value of a Brand Name, Free Press, New York.
  • Anderson, R., (1973), “Consumer Dissatisfaction: The Effect of Disconfirmed Expectancy on Perceived Product Performance”, Journal of Marketing Research, 10 (1), 38-44.
  • Arfaa, J., Wang, Y. K. (2014), “An Accessibility Evaluation of Social Media Websites for Elder Adults”, (Ed. Gabriele Meiselwitz), Social Computing and Social Media, 6 th International Conference, SCSM 2014, Held as Part of HCI International 2014, Heraklion, Crete, Greece, June 22-27, 2014, Proceedings içinde (s. 13- 24), London: Routledge.
  • Argyle, M., (1994), The Psychology of Social Class, Routledge, London.
  • Arkonaç, S. A., (1998), Psikoloji: Zihin Süreçleri Bilimi, Alfa Yayınları, İstanbul.
  • Asch, S. E. (1951), “Effects of Group Pressure Upon the Modification and Distortion of Judgment”, Groups, Leadership and Men, (Ed. H. Guetzkow), Carnegie Press, Pittsburg, 177-190.
  • Ayer, A. J., (1952), Language, Truth and Logic, Dover Books.
  • Bandura, A., (1971), Social Learning Theory, General Learning Press, New York.
  • Baumeister, R. F., Bushman, B., (2007), Social Psychology and Human Nature, Brief Version, Cengage Learning.
  • Bawa, A., Kansal, P., (2008), “Cognitive Dissonance and the Marketing of Services: Some Issues”, Journal of Services Research, 8 (2), 31-51.
  • Bettman, J.R., Luce, M.F. and Payne, J.W. (1998), “Constructive Consumer Choice Processes”, Journal of Consumer Research, 25 (3): 187-217.
  • Brewer, M. B., Campbell, D. T., (1976), Ethnocentrism and Intergroup Attitudes: East African Evidence, Sage Publications.
  • Çabuk, S., Yağcı, M. İ., (2007), Pazarlamaya Çağdaş Yaklaşım, Nobel Kitabevi, Adana.
  • Campbell, A. Converse, P. E., Rodgers, W. L. (1976), The Quality of American Life: Perceptions, Evaluations and Satisfactions, Russell Sage Foundation, New York.
  • Campbell, C. (2015), “Making The Middle Class: Schooling And Social Class Formation”, History of Education Review, 44 (1), 54-70.
  • Campbell, R. L., (2006), “Altruism in Auguste Comte and Ayn Rand”, The Journal of Ayn Rand Studies, 7 (2), 357–369.
  • Carbone, E., Duffy, J., (2014), “Lifecycle Consumption Plans, Social Learning and External Habits: Experimental Evidence”, Journal of Economic Behavior & Organization, 106, 413-427.
  • Card, S. K., Moran, T. P., Newell, A., (1983), The Psychology of Human- Computer Interaction, Lawrence Erlbaum Associates.
  • Carroll, J. M. (2003), HCI Models, Theories and Frameworks, Morgan Kaufmann.
  • Carver, C., Scheier, M. F. (1982), “Control Theory: A Useful Conceptual Framework For Personality, Social, Clinical, And Health Psychology”, Psychological Bulletin, 92, 111-135.
  • Cialdni, R., (2009), Influence: Science and Practice, Pearson Education . Deutsch, M., (1955), “Gerard, Harold B, A Study of Normative and Informational Social Influences upon Individual Judgment”, The Journal of Abnormal and Social Psychology, 51 (3), 629-636.
  • Diener, E., (1984), “Subjective Well-Being”, Psychological Bulletin. 95, 542-575. Edwards, W., (1954), “The Theory of Decision Making”, Psychological Bulletin, 51 (4), 390- 417.
  • Ehrgott, M., Figueira, J., Greco, S., (2010), Trends in Multiple Criteria Decision Analysis, Springer, Germany.
  • Engel, J. F., Kollat, D. T., Blackwell, R. D., (1968). Consumer Behavior, Holt, Rinehart, and Winston.
  • Erwin, E., (2002), The Freud Encyclopedia Theory, Therapy and Culture, Routledge, England.
  • Eysenck, M. W., (2004), Psychology: An International Perspective, Psychology Press, New York.
  • Fitzgerald, J. L., Arndt, S., (2002), “Reference Group Influence on Adolescent Alcohol Use”, Journal of Alcohol and Drug Education, 47 (2), 42-56.
  • Foxall, G. R., (2002), Consumer Behaviour Analysis (Critical Perfectives on Business and Management), Routledge, England.
  • Gass, R. H., Seiter, J. S., (2014), Persuasion: Social Influence and Compliance Gaining, Routledge, England.
  • Geuens, M.,Pelsmacker, P.D.,Mast, G.,(2003), “How Family Structure Affects Parent-Child Communication About Consumption”, Young Consumers, 4(2), 57-62.
  • Girard, T. (2010), “The Role of Demographics on the Susceptibility to Social Influence: A Pretest Study”, Journal of Marketing Development and Competitiveness, 5 (1), 9-22.
  • Glasser, T. L., Salmon, C. T., (1995), Public Opinion and the Communication of Consent, Guilford Press.
  • Gormezano, I., Prokasy, W. F., Thompson, R. F. (1987), Classical Conditioning, LEA, N. J.
  • Hall, J. F., (1976), Classical Conditioning and Instrumental Learning: A Contemporary Approach, Lippincott.
  • Hammerl, M., Dorner, F., Foscht, T., Brandstätter, M., (2016), “Attribution of Symbolic Brand Meaning: The Interplay of Consumers, Brands and Reference Groups”, Journal of Consumer Marketing, 33 (1), 32-40
  • Hastie, R. and Pennington, N., (1995), Cognitive Approaches To Judgment And Decision Making, In Busemeyer, J., Medin, D.L. and Hastie, R. (Ed.), Decision Making from a Cognitive Perspective, Academic Press, San Diego, CA: 1-31.
  • Hirchman, E., C., Holbrook, M., B., (1982), “Hedonic Consumption: Emerging Concepts, Methods and Propositions”, Journal of Marketing, 46 (3), 92-101.
  • Hobson, J. A., (1988), States of Brain and Mind, Springer.
  • Hoffman, K. D., Bateson, J. E. G., (2016), Services Marketing: Concepts, Strategies & Cases, Cengage Learning, USA.
  • Holbrook, M. B., (1987), “What Is Consumer Research?”, Journal of Consumer Research, 14 (1), 128–132.
  • Hoonsopon, D., Puriwat, W., (2016), “The Effect of Reference Groups On Purchase Intention: Evidence in Distinct Types of Shoppers and Product Involvement”, Australasian Marketing Journal, 24, 157–164.
  • Howard, J. A., Sheth, J. N., (1969), The Theory of Buyer Behavior, Wiley Marketing Series.
  • Howard, J. Anderson, O., Lyman E., (1973), Buyer Behavior: Theoretical and Empirical Foundations, Alfred A. Knopf.
  • Howard, J. Anderson, S., Jagdish N., (1969), The Theory of Buyer Behavior, Wiley Marketing Series.
  • Hull, C. L., (1943), Principles of Behavior: An Introduction to Behavior Theory, D. Appleton- Century Company.
  • Jayanti, R. K., Singh, J., (2010), “Pragmatic Learning Theory: An Inquiry-Action Framework for Distributed Consumer Learning in Online Communities”, Journal Of Consumer Research, 36, 1058-1081.
  • Kahneman, D., Tversky, A., (2000), Choices, Values and Frames, Cambridge University Press, New York.
  • Keller, K. L., (2003), “Brand Synthesis: The Multidimensionality of Brand Knowledge”, Journal of Consumer Research, 29, (4), 595-600.
  • Khan, M., (2007), Consumer Behaviour, New Age International.
  • Kraus MW, Piff PK, Keltner D., (2009), “Social Class, The Sense Of Control and Social Explanation”, J Pers Soc Psychol, 97, 992-1004.
  • Lamb, C., Hair, J. Mcdaniel, C., (2009), Essentials of Marketing, South- Western: Cengage Learning.
  • Lantos, G. P., (2011), Consumer Behavior in Action: Real- Life Applications for Marketing Managers, M. E. Sharpe.
  • Lao, K. (2014), “Research on Mechanism of Consumer Innovativeness Influencing Green Consumption Behavior”, Nankai Business Review International, 5 (2), 211-224.
  • Laplanche, J., Pontalis, J. B., (2006), The Language of Psychoanalysis, H. Karnac Books.
  • Markus, H.R., Kitayama, S., (1991), Culture and the Self: Implications for Cognition, Emotion and Motivation, Psychological Review, 98 (2), 224-253.
  • Miyamoto Y. (2013), “Culture and Analytic Versus Holistic Cognition: Toward Multilevel Analyses of Cultural Influences”, Adv Exp Soc Psychol, 47, 131-188.
  • Özhan Dedeoğlu, A., (2002), “Tüketici Davranışları Alanında Kalitatif Araştırmaların Önemi Ve Multidisipliner Yaklaşımlar”, Dokuz Eylül Üniversitesi İktisadi ve İdari Bilimler Fakültesi Dergisi, 17 (2), 75-92.
  • Panagiotou, G., (2007), “Reference Theory: Strategic Groups and Competitive Benchmarking”, Management Decision, 45 (10), 1595-1621.
  • Park, C. W., Lessig, V. P., (1977), “Students and Housewifes: Differences in Susceptibility to Reference Group Influence”, Journal of Consumer Research, 4 (2), 102-110.
  • Paul, E. F., Miller, F. D., Paul, J., (2008), Objectivism, Subjectivism, and Relativism in Ethics, Cambridge U. P.
  • Pavlov, I. P., (2003), Conditioned Reflexes, Dover Publications.
  • Payne, J.W., (1976), “Task Complexity And Contingent Processing In Decision Making: An Information Search And Protocol Analysis”, Organizational Behavior and Human Performance, 16 (2), 366-387.
  • Platon (1999), Devlet, (Çev. S. Eyüboğlu, M. A. Cimcoz), Türkiye İş Bankası Yayınları, İstanbul.
  • Radford, K. J., (1989), Individual and Small Group Decisions, Springer Science, Business Media LLC, New York.
  • Redish, A. D., (2013), The Mind Within The Brain: How We Make Decisions and How Those Decisions Go Wrong, Oxford U. P.
  • Ritch, E. L., Brownlie, D., (2016), “Doing It for the Kids: The Role of Sustainability in Family Consumption”, International Journal of Retail and Distribution Management, 44 (11), 1100-1117.
  • Samli, A. C., (1995), International Consumer Behavior: Its Impact on Marketing Strategy Development, Greenwood Publishing Group.
  • Scabini, E., Manzi, C., (2011), Family Possessions and Identity, Handbook of Identity Theory and Research (Eds. S. J. Schwartz, K. Luyck, V. L. Vignoles, Springer, 565-584.
  • Schiffman, L. G., Hansen, H., Kanuk, L. L., (2008), Consumer Behaviour: A European Outlook, Prentice Hall, Financial Times. Schiffman, L. G., Kanuk, L. L., (2009), Consumer Behavior, Prentice Hall.
  • Schiffman, L. G., Wisenblit, J., (2014), Consumer Behavior, Pearson Education.
  • Schulz, H. M., (2015), “Reference group influence in consumer role rehearsal narratives”, Qualitative Market Research: An International Journal, 18 (2), 210-229.
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Ayrıntılar

Birincil Dil Türkçe
Konular İktisat
Bölüm ARAŞTIRMA MAKALELERİ
Yazarlar

Fahri ÖZSUNGUR
ADANA TICARET ODASI
0000-0001-6567-766X
Türkiye

Yayımlanma Tarihi 31 Ekim 2017
Yayınlandığı Sayı Yıl 2017, Cilt 1, Sayı 2

Kaynak Göster

APA Özsungur, F. (2017). BİLİŞSEL YÖNÜ İLE TÜKETİCİ SATIN ALMA KARAR SÜRECİ VE GLOBAL SINIFLAR TEORİSİ / Cognitive Aspects Of Consumer Purchasing Decision Process And Global Class Theory . Uluslararası Ekonomi İşletme ve Politika Dergisi , 1 (2) , 117-148 . DOI: 10.29216/ueip.342531