TAILIEUCHUNG - PURCHASING DECISION

Tham khảo tài liệu 'purchasing decision', kinh doanh - tiếp thị, kỹ năng bán hàng phục vụ nhu cầu học tập, nghiên cứu và làm việc hiệu quả | Economic Decisions within the Private Household Hanoi, Vietnam October 2006 Erich Kirchler Well-being Money and tax (€) Leadership, advertisement, consumer loyalty etc. Group decision making (economic decisions within the private household) 1 Economic decisions within the private household 15 years of studies on expenditures and other economic decisions within the family 2 Decisions within private households • Normative (rational) model Identifiable decision-maker(s) Complete knowledge about all available alternatives All the consequences are clear and evaluable Evaluation on the basis of clear, stable goals All consequences have known probabilities Relevance of information can be evaluated, information can be collected • Description (K. Weick) Isolation of decisions Multiple goals Tiredness and simultanous solving of problems 3 Questions • Who is/are the decision maker(s)? • Which decisions can be taken? • How do decisions proceed? • How can decisions be analysed? • Who has got influence and why? • Are decisions isolated incidents? • Which tactics do partners use? 4 Harmony in the relationship low Who are the decision makers? Equity principle Egoism principle Egoism principle Power structure Patriachy Credit principle Matriarchy Love principle high 5 Interaction characteristics (a) Interdependence vs independence of partners: People in relationships that can be described using the love principle are dependent upon one another in their feelings, thoughts and actions and are considerate on each other. (b) Long-term vs short-term credit: In ad hoc groups or economic relationships, give and take are directly linked (principle of reciprocity).When partners trust one another, they look for experiences that satisfy both partners and distribute the available ressources according to needs. Balance is sought over the long term. If the relationship progresses harmoniously, then in the end „book-keeping“ – to use a banking analogy – is no longer necessary. (c) Joint .

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