消费者药店购药心理分析.doc

文档介绍：消费者药店购药心理分析
actively carry out the law on civil air defense education, drawn out of the air defense in Pingliano 500,000 yuan fee collection tasks. 5, further standardize internal management, improve staff quality. Adhere to the
                                                  二○一○年十一月十八日
 一般顾客心理学理论认为，顾客在购买商品时，心理的变化大致经历为注视——兴趣——联想——欲望——比较——信心——行动一满足等阶段。针对购买药品活劫，有人把顾额的心理活动分为认知、情绪、意识三个阶段。
    认知阶段
    现代社会的消费者出于单纯生理性购买动机的行为已经少见，通常是几种动机交织在一起，并有一种是起主导作用。大致有以下三种情况：一是使用价值的动机。这一类顾客一进店门便有着明确的购买愿望，他们往往会径直走向营业员，指明要某一产地、某一品牌的药品。如果这种药品无货，当营业员建议选购其他药品时，对方又会拒绝。对这样的顾客，应耐心解释无货的原因，而不要过多地介绍其他药品，以免造成硬性推销的“错觉”；二是初始动机。这一类顾客进店前，对购买某一药品的动机并不明确，或是自己和亲友需要药品，但只是
actively carry out the law on civil air defense education, drawn out of the air defense in Pingliang city Building under easy fare, daily special inspection and regulation, overfulfilled the province upper and lower knots of up to 500,000 yuan fee collection tasks. 5, further standardize internal management, improve staff quality. Adhere to the
actively carry out the law on civil air defense education, drawn out of the air defense in Pingliang city Building under easy fare, daily special inspection and regulation, overfulfilled the province upper and lower knots of up to 500,000 yuan fee collection tasks. 5, further standardize internal management, improve staff quality. Adhere to the
actively carry out the law on ci