1. CHAPTER THIRTEEN Situational Influences McGraw-Hill/Irwin Copyright © 2004 by The McGraw-Hill Companies, Inc. All rights reserved.

2. Consumer Decision Process Ch. 14 - Problem Recognition Ch. 15 - Information Search Ch. 16 - Alternative Evaluation & Selection Ch. 17 - Outlet Selection & Purchases Ch. 18 - Postpurchase Processes Ch. 13 - Situational Influences SITUATIONS Problem Recognition Information Search Alternative Evaluation and Selection Outlet Selection and Purchases Postpurchase Processes SITUATIONS

3. The Role of the Situation…

6. The Impact of Physical Density Physical situation Shopper perceptions Adaptive strategies Postpurchase responses Increased physical density Source: Adapted from G. Harrell, M. Hutt, and J. Anderson, “Path Analysis of Buyer Behavior under Conditions of Crowding,” Journal of Marketing Research, February 1980, pp.45-51. Shorten planned purchases Reduce shopping time Alter use of in-store information Reduced confidence in purchases Unpleasant experience Store dissatisfaction Crowded feeling Confined, closed-in feeling

7. Typology of Service Encounters

8. Impact of Background Music Variables Slow Music Fast Music

9. Impact of Social Situations on Dessert Choices Attribute Importance Source: J. B. Palmer and R. H. Cropnick, “New Dimension Added to Conjoint Analysis,” Marketing News, January 3, 1986, p. 62.

16. How Situations Might Influence Choice of a Restaurant Situational Description of Type of Influence the Situation Restaurant Chosen 1. Physical It is very hot and your air conditioning isn’t working 2. Physical You’re downtown Christmas shopping and the stores and streets are very crowded. 3. Social Your fiancée's parents are going to take you out for dinner and ask you to pick the restaurant. 4. Social Your neighbor comes over to visit, you are having a pleasant chat, and you discover it is time for lunch. 5. Temporal You plan to go to a show at 7:30 p.m. It is 6:30 p.m. now.

19. Use Situations and Product Positioning

20. Person-Situation Segments for Suntan Lotions