EMOTIONAL BUYING MOTIVES

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EMOTIONAL BUYING MOTIVES

 

Buying motives based on feelings or passions are known as emotional buying motives. These motives are not based on logical judgement, but based on emotions. Following are the elements of Emotional Buying Motives.

Elements of Emotional Buying Motives

Love and affection: Love is an effective emotion which motivate persons to be active in making purchases. Persons are very much interested in making purchases for their beloveds. They do not consider price and durability of such products.

Curiosity: Curiosity is the desire to experience new products. People buy goods to observe the functioning or to experience taste, beauty or possession.

Fashion: Fashion is the style or manner of design and function. People like changes and therefore when new styles and designs are introduced they are attracted to them without much logical reasons.

Prestige and Status: People believe that purchase and use of some products can create status and prestige. Customers often purchase expensive and luxuries goods in- order to increase their status.

Sex and Romance: Sex and romance are important emotional buying motives that induce customers to purchase certain goods. Purchase and use of cosmetic items, perfumes, shaving lotions, beauty creams, fashion items etc. are mainly because of these emotions.

Fear: Fear generates when there is a threat on health and wealth. People generally go for security measures when they are afraid of something. Bank lockers, insurance policies, medicines etc. are bought out of fear.


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