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消费者购物决策——一个复杂纠结的过程

很多人都有过这样的经历:一天中的某个时刻,突然的就想起自己需要去购买某个东西(男性称之为“买”,女性称之为“败”),原因可能是你看到同事用着这个东西或谈论过这个东西,或者上下班路上你偶然瞥见了这个东西的广告,或者是上网时碰巧看到微博上有人说这个东西多么有用,或者就是没有原因,早上起床时突然感慨“我的衣服怎么这么少?”

于是我们开始一个极其纠结、复杂的信息收集和决策过程,这个商品有哪些牌子?有没有我熟悉的品牌?市面上有哪些商品?价格怎么样?是我能承受的吗?有没有价格较低的?到哪里买?那个网站可信吗?有没有折扣?没有折扣的话用信用卡付款有没有积分?用哪张银行的卡付款积分更高?今天还送不到?买完有问题怎么办?退换货还要检测?电话客服的声音真难听。。。

当然,上面提到的这些问题不是每个消费者的都会碰到的,但或多或少都会纠结于其中的某一个或某几个问题而身陷其中。想想我们的老祖宗在面对这种事情时是多么潇洒自在:你有一只羊,我有一把锄头,碰巧你想开垦一块荒地而我想开荤了,那好,成交!商业模式越复杂,涉及的交易环节越多,消费者需要考虑的因素越多,相应的购买决策过程就会越复杂和纠结。

关于消费者购买决策过程研究已经有很多,从一板一眼的“消费者控制论”到“理性消费者自主选择论”,其差异点主要在于消费者对商品经营活动的参与度和预付成本评估。纽约大学经济学家阿萨尔(Henry Assael)将消费者购买行为分成四种:复杂购买行为(针对预付成本较高、需要大量参与的商品,如电脑、照相机等)、习惯性购买行为(针对认知较广参与度较低的日常用品,如洗发水、沐浴露等)、寻求多样化的购买行为(针对预付成本较低的快速消费品,例如饼干、饮料等)和化解不协调的购买行为(预付成本较高风险较大的商品,购买后的自我强化和心理补偿行为)。产品预付成本较高,做出“错误”的选择可能性更大(比实际需要付出更高价钱),产品性能和结构越复杂,需要考虑的因素越多,购物决策过程就会直线拉长。一件日常家居服可能在下班路上一家路边小店就买到了,因为价格较低,可选择的是面料、花色,不同渠道价格差异不会太大,属于“寻求多样化的购买行为”,而购买一件出席婚礼的礼服,相对就会耗费更大的心力和时间,挑选品牌、样式、购买渠道、价格范围等,因为礼服不单是一件商品,还代表着穿着者的身份、地位、品味,换句话说如果买的不合适所造成的“风险”非常大,因此购买礼服就成为一种“复杂购买行为”。

电子商务带来的改变——提供透明信息,加快决策过程

亚马逊总裁杰夫.贝索斯有一句名言广为传播:我们不是靠卖东西赚钱,而是帮助消费者做出更好的购买决策来赚钱“。因此亚马逊把自己定位为技术公司,在购物流程和个人用户数据挖掘上提供不同于一般电子商务网站的价值。只要你连续登录亚马逊网站1个月以上,亚马逊会为你打造出完全属于你个人的主页,上面包含你浏览过的商品,你可能需要的商品,其他人买过的相关商品等等,给到你充分的参考因素。同时,在购物流程中处处都有吸引你“再点击一下“的地方,给到你更多的选择,吸引你购买更多的产品组合,告诉你“精明的省钱计划”。网站当然希望卖更多的商品,但同时也帮助你做出更好的购买决策,这就是传说中的“win-win”局面了。

正像亚马逊一直在做的,电子商务这种全新的商务模式或许能协助消费者做出更精明的购物决策,培养出更聪明的消费者。在传统的线下购物环境中,消费者很难在一家商店中看到市场上所有品牌和商品,对于像PC、照相机、电视机等大件产品,也很难一次性看到如此详细的参数信息;即使对于服饰鞋包这类出货量巨大的产品,对细节的观感和关注也难以达到网站所呈现的程度。

一般来说,海量信息和更多选择的呈现会延长消费者购买决策过程,因为对信息的接受和消化过程拉长了。但电子商务提供的模式是将传统上截然分开的信息收集和交易过程更加紧密的结合在一起,商品信息接受和消化的过程与购买决策过程不分彼此,这种“一站式”获得决策所需全部信息,也在客观上缩短了决策过程。电子商务提供给消费者多种技术手段方便的比较品牌特性、产品功能、渠道价格等,决策效率获得成倍提高。

同样的例子,如果从网上买一件礼服,一次简单的搜索加上数次点击就能让一个原来对礼服一无所知的人成长为半个礼服专家,不同场合穿着礼服的要求,市场上流行的礼服款式,穿着礼服的礼仪规范,挑选礼服的要点,评判礼服质量高低的标准等等。这样一个信息获取的过程在线下可能需要长达数月对市场的持续关注和咨询,而从网络获取仅需要个把小时。

购物决策的临门一脚——产品评论

前面提到,消费者的购买决策是一系列文化背景、生活经验、品牌认知和情景刺激的综合结果,而电子商务的交易模式则凸显了情景刺激的影响。在一个电商平台上,为消费者搭建一个有“边界”的购物情景:受控的选择条件以及急切做出的选择。电商平台为消费者一次性呈现出成百上千种选择,在搜索引擎的初始呈现结果中呈现出一种扁平化和去品牌趋势。传统的线下店铺中,商场所处的位置、店铺的装修层次等产品以外的因素都会直观影响到消费者对品牌和产品的高低等级的判断,相对次要的关注到产品本身。而网络则把产品本身凸显出来,强调产品的功能、细节、参数及各种实用性价值。而且,像团购、限时购、限时限量促销等电商常用的营销手段都给予消费者一定迅速做出选择的压力条件。

在电商搭建的购物情景中,产品的实际评论往往能直接决定了消费者的去留。同样的在线下商店,你很难一次性直观的接触到如此多的对同一商品的评价信息,假定这些信息都是真实、有效的,那么这些评论完全可能在一瞬间决定你购买或不购买的看法。淘宝的信用评价体系让任何一条差评都成为卖家的梦魇,千方百计赔本也要去掉,并由此导致“差评师”和“去差评师”等奇怪职业的出现。最近也有媒体指出很多电商网站都会对用户的真实购买评价进行审核,对差评进行有目的屏蔽。但一个奇怪的现象就是如此注重信用评价的淘宝,假货次货却禁而不止。并且,网络在提供更多信息分享和快速流通的方式,像社会化电商网站、购物分享社区等,对平台、店铺、品牌、产品的评价信息都将来自多渠道多站点,因此删除或屏蔽差评这种掩耳盗铃的方式肯定会于事无补。而能够有勇气在页面上保留差评的电商平台,长远来说会更令人信赖。

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