6 Proses Pengambilan Keputusan Konsumen dalam Pembelian Produk

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Dalam melakukan pembelian produk, ada 6 langkah pengambilan keputusan konsumen yang terjadi saat itu. Sebagai pemasar, kita perlu mengetahui apa saja 6 langkah tersebut. Atau kalian bisa membaca artikel ‘Pasar konsumen dan 4 faktor keputusan pembelian konsumen’

Keputusan Konsumen dalam Pembelian Produk

6 Proses Pengambilan Keputusan Konsumen dalam Pembelian Produk rajamanajemen.com

6 pengambilan keputusan konsumen tersebut terdiri dari:

  1. Pengenalan Kebutuhan
  2. Pencarian Informasi 
  3. Evaluasi Alternatif
  4. Keyakinan dan Sikap
  5. Model Harapan-Nilai
  6. Proses Keputusan Pembelian

Pengenalan Kebutuhan Keputusan Konsumen

Pengambilan keputusan konsumen berawal ketika pembeli mengenali masalah atau kebutuhan. Kebutuhan tersebut dapat tercetuskan oleh rangsangan internal atau eksternal. Dalam kasus pertama, salah satu kebutuhan umum seseorang lapar, haus, seks mencapai ambang batas tertentu dan mulai menjadi pendorong.

Dalam kasus kedua, kebutuhan timbul oleh rangsangan eksternal.

Para pemasar perlu mengidentifikasi keadaan yang memicu kebutuhan tertentu, dengan mengumpulkan informasi dari sejumlah konsumen. Mereka kemudian dapat menyusun strategi pemasaran yang mampu memicu minat konsumen.

Ini sangat penting pada pembelian dengan kebebasan memilih, misalnya pada barang-barang mewah, paket liburan, dan opsi hiburan. Motivasi konsumen perlu di tingkatkan sehingga pembeli potensial memberikan pertimbangan yang serius.

Pencarian Informasi

Yang menjadi perhatian utama pemasar adalah sumber-sumber informasi utama yang menjadi acuan konsumen dan berpengaruh relatif tiap sumber tersebut terhadap keputusan pembelian selanjutnya.

Sumber informasi konsumen terbagi ke dalam empat kelompok berikut ini:

  1. Sumber pribadi. Keluarga, teman, tetangga, kenalan.
  2. Sumber komersial. Iklan, wiraniaga, penyalur, kemasan, penjaga di toko.
  3. Sumber publik. Media massa, organisasi penentu peringkat konsumen.
  4. Sumber pengalaman.Penanganan, pengkajian, dan pemakaian produk.

Evaluasi Alternatif Keputusan Konsumen

Beberapa konsep dasar akan membantu kita memahami proses evaluasi konsumen dalam pengambilan keputusan konsumen.

Pertama, konsumen berusaha memenuhi kebutuhan. Kedua, konsumen mencari manfaat tertentu dari solusi produk. Ketiga, konsumen memandang masing-masing produk sebagai sekumpulan atribut dengan kemampuan berbeda-beda dalam memberikan manfaat untuk memuaskan kebutuhan konsumen.

Atribut yang diminati oleh pembeli berbeda-beda bergantung jenis produknya- misalnya sebagai berikut:

  1. Kamera karena etajaman gambar, kecepatan kamera, ukuran kamera, harga.
  2. Hotel karena lokasi, kebersihan, suasana, harga
  3. Obat kumur karena Warna, efektivitas, kemampuan membunuh kuman, harga, rasa/aroma
  4. Ban karena keselamatan, umur pemakaian, mutu, dan harga.

Keyakinan dan Sikap

Evaluasi sering mencerminkan keyakinan dan sikap. Melalui bertindak dan belajar, orang mendapatkan keyakinan sikap. Keduanya kemudian mempengaruhi perilaku pembelian mereka. Keyakinan adalah gambaran pemikiran yang seseorang anut tentang gambaran sesuatu. Keyakinan orang tentang produk atau merek mempengaruhi keputusan pembelian mereka.

Yang tak kalah pentingnya dengan keyakinan adalah sikap. Sikap (attitude) adalah evaluasi, perasaan emosi, dan kecenderungan tindakan yang menguntungkan atau tidak menguntungkan dan bertahan lama pada seseorang terhadap objek atau gagasan tertentu. Orang memiliki sikap terhadap hampir semua hal, seperti agama, politik, pakaian, musik, makanan.

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Model Harapan-Nilai

Konsumen akhirnya mengambil sikap (keputusan, preferensi) terhadap berbagai merek melaluai prosedur evaluasi atribut. Mereka mengembangkan satu perangkat keyakinan tentang tempat masing-masing merek berdiri pada setiap atribut. Model harapan-nilai atas pembentukan sikap manyatakan bahwa konsumen mengevaluasi produk dan jasa dengan menggabungkan keyakinan merek mereka-positif dan negatif menurut kepentingannya.

Berikut ini strategi untuk merangsang minat yang lebih besar:

  1. Merancang ulang produk.
  2. Mengubah keyakinan atas merek.
  3. Meningkatkan keyakinan terhadap merek pesaing.
  4. Mengubah bobot kepentingan atribut.
  5. Menarik perhatian pada atribut yang terabaikan.
  6. Menggeser harapan ideal pembeli.

Proses Pengambilan Keputusan Konsumen

Proses psikologis dasar memainkan peranan penting dalam memahami bagaimana konsumen benar-benar membuat keputusan pembelian mereka. Perusahaan yang cerdas berusaha untuk memahami proses keputusan pembelian pelanggan secara penuh, semua pengalaman mereka dalam pembelajaran, memilih, menggunakan, dan bahkan menyingkirkan produk. Periset pemasaran telah mengembangkan “model tingkat” proses keputusan pembelian konsumen melalui lima tahap yaitu:

1. Keputusan Pembelian

Dalam tahap evaluasi, para konsumen membentuk preferensi atas merek-merek yang ada di dalam kumpulan pilihan. Konsumen juga dapat membentuk niat untuk membeli merek yang paling mereka sukai. Dalam melaksanakan maksud pembelian, konsumen bias mengambil lima sub-keputusan: merek, dealer, kuantitas, waktu, dan metode pembayaran.

Dalam pembelian produk sehari-hari, keputusannya lebih kecil dan kebebasannya juga lebih kecil. Sebagai contoh, saat membeli gula, seorang konsumen tidak banyak berpikir tentang pemasok atau metode pembayaran.

2. Metode pilihan Konsumen Yang non-Kompensasi

Model harapan-nilai adalah model kompensasi di mana hal-hal lain yang konsumen anggap baik pada sebuah produk dapat membantu mengatasi hal-hal lain yang mereka rasa buruk. Namun, konsumen mungkin tidak ingin menghabiskan begitu banyak waktu dan energy untuk menilai merek. Mereka sering menempuh “jalan pintas mental” yang mencakup berbagai penyederhanaan warisan pilihan (choice-heuristics).

Dengan model nonkompensasi pada pilihan konsumen, pertimbangan atribut positif dan negative tidak perlu kita saring. Mengevaluasi atribut lebih dalam membuat keputusan menjadi lebih mudah bagi seorang konsumen, tapi juga di sini kita menyoroti tiga warisan pilihan tersebut.

  • Pada pengalaman konjungtif, konsumen menetapkan satu tingkat minimum yang dapat mereka terima untuk setiap atribut dan memilih alternative pertama yang memenuhi standar minimum untuk semua atribut.
  • Pengalaman leksikografik, konsumen memilih merek terbaik berdasarkan atribut yang mereka rasakan paling penting.
  • Pada pengalaman eliminasi berdasarkan aspek, konsumen membandingkan merek pada sebuah atribut yang mereka seleksi dengan memperhatikan tingkat probabilitas.

3. Faktor-faktor yang mengganggu

Walaupun konsumen membentuk evaluasi merek, dua factor berikut dapat berada di antara niat pembelian dan keputusan pembelian. Faktor pertama adalah sikap orang lain, dan faktor yang kedua adalah faktor situasi yang tidak terantisipasi.

Ada beragai macam jenis risiko yang bisa konsumen rasakan dalam membeli dan mengkonsumsi sebuah produk.

  • Fungsional-produk tidak berkinerja sesuai harapan, serta tidak sesuai dengan harga yang dibayar
  • Fisik-produk menimbulkan ancaman terhadap kesejahteraan atau kesehatan fisik dari pengguna atau orang lain
  • Social-produk menimbulkan rasa malu terhadap orang lain.
  • Psikologis-produk mempengaruhi kesejahteraan mental dari pengguna.
  • Risiko waktu-kegagalan produk mengakibatkan biaya peluang karena menemukan produk lain yang memuaskan.
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4. Perilaku Pasca Pembelian

Setelah pembelian, konsumen mungkin mengalami ketidaksesuaian karena memperhatikan fitur-fitur tertentu yang mengganggu atau mendengar hal-hal yang menyenangkan tentang merek lain, dan akan selalu siaga terhadap informasi yang mendukung keputusannya.komunikasi pemasaran harus memasok keyakinan dan evaluasi yang mengukuhkan pilihan konsumen dan membantu dia merasa nyaman dengan merek.

5. Kepuasan pasca pembelian

Apa yang menentukan kepuasan pelanggan terhadap suatu pembelian? Kepuasan pembeli adalah fungsi dari seberapa sesuainya harapan pembeli produk dengan kinerja yang dipikirkan pembeli atas produk tersebut.

6. Tindakan pasca pembelian

Kepuasan dan ketidakpuasan terhadap produk akan mempengaruhi perilaku konsumen Selanjutnya. Jika puas, ia menunjukan kemungkinan yang lebih tinggi untuk kembali membeli produk tersebut.

Teori Lain Pengambilan Keputusan Konsumen

Tingkat Keterlibatan Konsumen

Model nilai harapan mengandaikan satu tingkat keterlibatan yang tinggi pada pihak konsumen. Keterlibatan konsumen dapat didefinisikan dari tingkat keterlibatan dan pengolahan aktif yang dilakukan konsumen dalam menanggapi rangsangan pemasaran, misalnya dari melihat iklan atau mengevaluasi satu produk atau jasa.

Model Kemungkinan Elaborasi

Model kemungkinan elaborasi dari Richard Petty dan John Cacioppo,model yang berpengaruh terhadap perubahan dan pembentukan sikap, menggambarkan bagaimana konsumen melakukan evaluasi dalam lingkungan keterlibatan, baik yang tinggi maupun rendah. Terdapat dua sarana pembujukan pada model ini : rute sentral, di mana pembentukan atau perubahan sikap mencakup banyak pemikiran dan didasarkan pada pertimbangan rasional yang tekun tentang informasi data dan produk yang paling penting, dan rute sekeliling, di mana pembetukan atau perubahan sikap mencukup jauh lebih sedikit pemikiran dan merupakan konsekuensi dari asosiasi merek dengan entah petunjuk sekeliling yang positif atau negatif. Konsumen yang mengkuti rute sentral hanya kalau mereka memiliki motivasi, kemampuan, dan peluang yang memadai. Dengan kata lain, konsumen harus mau mengevaluasi merek secara rinci, memiliki merek yang perlu serta pengetahuan tentang produk atau jasa dalam memori, dan harus ada waktu yang memadai dan tempat yang tepat untuk benar-benar melakukannya.

Strategi Pemasaran Keterlibatan Rendah

Banyak produk dibeli pada kondisi rendahnya keterlibatan konsumen dan tidak adanya perbedaan antarmerek yang signifikan. Misalnya garam. Para konsumen memiliki sedikit keterlibatan pada jenis produk itu. Mereka pergi ke toko dan mengambil merek tertentu. Jika mereka tetap mengambil merek yang sama, hal itu karena kebiasaan, bukan karena kesetiaan yang kuat terhadap merek. Terdapat bukti yang cukup bahwa konsumen memiliki keterlibatan yang rendah dalam pembelian sebagian besar produk yang murah dan sering dibeli.

Para pemasar menggunakan empat teknik untuk berusaha mengubah produk dengan keterlibatan rendah menjadi keterlibatan tinggi.

  1. Pertama, mereka dapat produk dengan beberapa isu yang menarik keterlibatan.
  2. Kedua, mereka dapat mengaitkan produk dengan beberapa situasi pribadi yang menarik keterlibatan.
  3. Ketiga, mereka dapat merancang iklan yang dapat memicu emosi yang berhubungan dengan nilai pribadi atau pertahanan ego.
  4. Keempat, mereka dapat menambahkan fitur yang penting.
  5. Perilaku Pembelian yang Mencari Variasi
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Beberapa situasi pembelian ditandai oleh keterlibatan konsumen yang rendah, tetapi perbedaan antarmerek signifikan. Dalam situasi itu, konsumen sering melakukan peralihan merek. Misalnya, kue kering. Konsumen memiliki beberapa keyakinan tentang kue kering, memilih merek kue kering taanpa melakukan banyak evaluasi, dan mengevaluasi produk selama konsumsi. Namun, dalam kesempatan berikutnya, konsumen mungkin mengambil merek lain karena ingin mencari rasa yang berbeda. Peralihan merek terjadi karena mencari variasi dan bukannya karena ketidakpuasan.

Heuristik dan Bias dalam Keputusan Pembelian Konsumen

Heuristik adalah ilmu pengetahuan yang berhubungan dengan penemuan, sedangkan bias adalah prasangka yang mendukung suatu keputusan. Dalam keputusan pembelian konsumen, terdapat beberapa heuristik yang ditemukan, antara lain sebagai berikut:

Heuristik Ketersediaan

Para konsumen mendasarkan prediksi mereka pada cepat dan mudahnya contoh hasil tertentu masuk dalam pikiran. Jika sebuah contoh masuk pikiran terlalu mudah, konsumen mungkin menilai terlalu tinggi kemungkinan hasil atau terjadinya satu peristiwa (event).

Heuristik Representatif

Konsumen mendasarkan prediksi mereka pada seberapa representatif dengan contoh-contoh lain. Satu alasan mengapa merek-merek yang berbeda dalam kategori produk yang sama menampilkan kemasan yang begitu mirip adalah bahwa mereka ingin terlihat sebagai representatif dari kategori tersebut secar keseluruhan.

Heuristik Penyesuian dan Penjangkaran

Konsumen sampai pada penilaian awal dan kemudian melakukan penyesuaian kesan pertama yang didasarkan pada informasi tambahan. Bagi pemasar jasa, penting untuk memberikan kesan pertama yang kuat guna memantapkan sebuah jangkar yang menyenangkan sehingga pengalaman berikut diinterpretasikan dalam situasi yang lebih menyenangkan

Akutansi Mental

Menurut Richard Thaler dari Chicago, mental accounting didasarkan pada satu perangkat prinsip inti yang penting:

  1. Konsumen cenderung memisahkan pendapatan. Ketika penjual memiliki satu produk dengan lebih dari satu dimensi positif, ada hasrat untuk mengevaluasi setiap dimensi secara terpisah. Menyebutkan banyak manfaat dari produk industri besar, misalnya, dapat membuat bagian-bagiannya tampak lebih besar daripada kalau dilihat secara keseluruhan.
  2. Konsumen cenderung mengintegrasikan kerugian. Pemasar mendapatkan keuntungan yang jelas dalam menjual sesuatu jika biayanya dapat ditambahkan pada pembelian lain yang lebih. Pembeli rumah cenderung tidak segan mengeluarkan biaya tambahan mengingat tingginya harga pembelian rumah.
  3. Konsumen cenderung mengintegrasikan kerugian lebih kecil pada pendapatan yang lebih besar. Prinsip penundaan bias menjelaskan mengapa pajak pendapatanyang diambil dari pembayaran cek per bulan kurang disukai disbanding pembayaran pajak jumlah bulat yang besar lebih disukai kalau pembiayaan-pembiayaan kecil itu diserap oleh jumlah pembayaran yang lebih besar.
  4. Konsumen cenderung memisahkan pendapatan kecil dari kerugian besar. Prinsip silver lining bias menjelaskan popularitas rabat pada pembelian besar seperti mobil.
  5. Prinsip akunting mental sebagian disebabkan oleh teori prospek. Teori prospek menegaskan bahwa konsumen membuat bagan alternatif keputusan dari segi pendapatan dan kerugian sesuai dengan fungsi nilai. Konsumen umumnya menolak kerugian. Mereka cenderung melebih-lebihkan probabilitas yang sangat rendah dan merendahkan probabilitas yang sangat tinggi.

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