The model essay is as follows:
The relationship between them is that the purchase motivation is based on the purchase demand, and the purchase motivation dominates the purchase behavior. The psychological process of customers' purchase has eight stages.
1, pay attention.
Judging from the purchase process, this is the first stage and an important stage. If customers can't attract their attention to the goods they sell when they enter the store, the buying process will be interrupted.
2. interested.
May be interested and curious about price, appearance, style, usage, function, etc. This is the initial process of customers' understanding of goods, which is realized through activities such as feeling, perception, memory, association and thinking.
3. Lenovo.
Customers often associate the products they are interested in with their daily life.
4. generate desire.
After Lenovo, customers will have an impulse to take this product for themselves by liking it.
5. Compare and weigh.
After Lenovo, customers will then have a desire to take this commodity as their own through liking, as well as a desire and impulse to take this commodity as their own. This is also the stage when buyers and sellers will reach the peak in the purchase process. That is, customers have a more comprehensive understanding after comparison, that is, customers have a more comprehensive understanding after comparison and will decide whether to buy or not.
6. trust.
It mainly comes from three aspects: trust in the salesperson, trust in the place of purchase, and trust in the goods.
7. Decide on action.
8. Satisfaction: the satisfaction of buying satisfactory goods.
9. The relationship between cognitive process, emotional process and will process.
(1) The Relationship between Cognitive Process and Emotional Process
On the one hand, cognitive process is the basis of emotion, and with the deepening of cognitive process, emotion will change; Emotional process also reacts to cognitive process, which can improve the enthusiasm of cognitive process and the efficiency of cognitive activities, and also reduce the enthusiasm of cognitive process.
(2) the relationship between cognitive process and inhibition process
On the one hand, cognitive process is the premise of will activity. Only by understanding the development law of objective things can we correctly determine the purpose, make plans and foresee the process of action when we act; On the other hand, will can also affect people's cognitive process, making people more purposeful and directional in the cognitive process, constantly overcoming difficulties and deepening their understanding.
(3) the relationship between will process and emotional process
People's emotions have a certain influence on will and action. Positive emotions can improve people's activity enthusiasm and become the driving force of will; Negative emotions will hinder the activity of will. Will can regulate people's mood. A strong-willed person can control negative emotions, otherwise, it will be negative emotions.