Faktor yang mempengaruhi perilaku konsumen merupakan titik awal untuk memahami perilaku konsumen adalah respon rangsangan. Rangsangan pemasaran dan lingkungan memasuki kesadaran konsumen, dan sekelompok proses psikologi yang tergabung dengan karakteristik konsumen tertentu menghasilkan proses pengambilan keputusan dan keputusan akhir pembelian.
Tugas seorang pemasar adalah memahami apa yang terjadi dalam kesadaran konsumen antara kedatangan rangsangan pemasaran dari luar dan keputusan pembelian akhir. Oleh karena itu pemasar wajib mengetahui apa saja faktor yang mempengaruhi perilaku konsumen sehingga terjadinya pembelian. Mari kita bahas !
Table of Contents
Faktor Yang Mempengaruhi Perilaku Konsumen dalam Pembelian
Faktor yang mempengaruhi perilaku konsumen dalam pembelian terdiri dari 4 proses psikologi kunci, yaitu:
- Motivasi
- Persepsi
- Pembelajaran
- Memori
Keempat elemen ini mempengaruhi respon konsumen secara fundamental.
Motivasi (Freud, Maslow,dan Herzberg)
Kita semua mempunyai banyak kebutuhan pada waktu tertentu. Beberapa kebutuhan bersifat biogenetic yang mana kebutuhan itu timbul dari keadaan tekanan psikologis seperti rasa lapar, rasa haus, atau rasa tidak nyaman. Kebutuhan lain bersifat psikogenetic yaitu kebutuhan yang timbul dari keadaan tekanan psikologis seperti kebutuhan akan pengakuan, penghargaan, atau rasa memiliki.
Kebutuhan menjadi motif ketika kebutuhan itu meningkat sampai tingkat intensitas yang cukup sehingga mendorong kita bertindak. Motivasi mempunyai dua arah yaitu memilih satu tujuan di atas tujuan lainnya dan intensitas yang mana energi yang kita gunakan untuk mengejar tujuan.
Tiga teori terkenal tentang motivasi manusia adalah teori Sigmund Freud, Abraham Maslow, Frederick Herzberg yang membawa implikasi yang cukup berbeda bagi analisis konsumen dan strategi pemasaran.
TEORI FREUD
Sigmund Freud mengasumsikan bahwa kekuatan psikologis yang membentuk perilaku seseorang sebagian besar adalah ketidaksadaran, dan bahwa seseorang tidak dapat memahami secara penuh motivasinya sendiri. Ketika seseorang mengamati merek tertentu ia tidak hanya bereaksi terhadap kemampuan yang ada pada produk tersebut, tetapi juga terhadap tanda lain yang kurang kita sadari seperti bentuk, ukuran, berat, bahan, warna, dan nama merek.
Teknik tangga (laddering) memungkinkan kita melacak motivasi seseorang dari motivasi instrumental sampai motivasi yang lebih terminal. Kemudian pemasar dapat memutuskan pada tingkat apa mereka akan mengembangkan pesan dan daya tarik.
Periset motivasi sering mengumpulkan “wawancara mendalam” dengan beberapa konsumen untuk mengungkap motif yang lebih dalam yang memicu pembelian produk. Mereka menggunakan berbagai teknik proyeksi seperti asosiasi kata, penyelesaian kalimat, interpretasi gambar, dan permainan peran, teknik tersebut merupakan ide dari Ernest Dichter, ahli psikologi asal Wina yang tinggal di Amerika Serikat.
Saat ini periset motivasional meneruskan tradisi interpretasi Freud. Callebaut mengidentifikasi berbagai motif yang dapat terpuaskan oleh sebuah produk. Misalnya, minuman alkohol dapat memenuhi kebutuhan relaksasi sosial, status, atau bersenang-senang. Merek minuman alkohol yang berbeda harus terposisikan secara motivasional dalam satu dari tiga daya tarik ini.
ABRAHAM MASLOW
Abraham Maslow berusaha menjelaskan mengapa orang terdorong oleh kebutuhan tertentu pada waktu tertentu. Jawabannya adalah bahwa kebutuhan manusia telah teratur dalam hierarki dari yang paling menekan sampai yang paling tidak menekan seperti kebutuhan psikologis, kebutuhan keamanan, kebutuhan sosial, kebutuhan akan penghargaan, dan kebutuhan aktualisasi diri. Orang-orang akan berusaha memuaskan kebutuhan terpentingnya terlebih dahulu. Ketika seseorang berhasil memuaskan sebuah kebutuhan penting, maka ia akan berusaha memuaskan kebutuhan penting lainnya.
TEORI HERZBERG
Frederick Herzberg mengembangkan teori dua factor yang membedakan ketidakpuasan/dissatisfier (faktor-faktor yang menyebabkan ketidakpuasan) dari kepuasan/satisfier (faktor yang menyebabkan kepuasan). Ketiadaan ketidakpuasaan tidak cukup untuk memotivasi pembelian, sehingga harus ada satisfier.
Teori Herzberg mempunyai dua implikasi. Pertama, penjual seharusnya melakukan yang terbaik untuk menghindari ketidakpuasan. Meskipun hal ini tidak akan menjual produk, hal ini mengakibatkan produk tidak mudah terjual. Kedua, penjual harus mengidentifikasi setiap kepuasan atau motivator utama pembelian di pasar dan kemudian memasok mereka.
Persepsi
Dalam pemasaran, persepsi lebih penting dari pada realitas, karena persepsi konsumen mempengaruhi perilaku aktual konsumen. Persepsi adalah proses kita memilih, mengatur, dan menerjemahkan masukan informasi untuk menciptakan gambaran dunia yang berarti. Poin utamanya adalah bahwa persepsi tidak hanya tergantung pada rangsangan fisik, tetapi juga pada hubungan rangsangan terhadap bidang yang mengelilinginya dan kondisi dalam setiap diri kita.
Pembelajaran
Pembelajaran meliputi perubahan perilaku seseorang yang timbul dari pengalaman. Sebagian besar perilaku manusia adalah hasil belajar. Karena pembelajaran merupakan hasil dari melakukan perpaduan kerja antara dorongan, rangsangan, isyarat bertindak, tanggapan, dan penguatan.
Pendorong (drives) adalah rangsangan internal kuat yang mendorong tindakan. Isyarat adalah rangsangan kecil yang menentukan kapan, dimana, dan bagaimana tindakan seseorang.
Sebuah perusahaan baru dapat memasuki pasar dengan menawarkan bujukan yang sama dengan yang telah oleh pesaing dan memberikan konfigurasi isyarat yang serupa, karena pembeli cendrung mangalihkan kesetian mereka pada merek yang mikrip (generalisasi), atau perushaan dapat merancang mereknya agar menarik bagi sekumpulan pendorong yang bereda dan memberikan isyarat yang memancing perpindahan merek (diskriminasi).
Memori/ Keyakinan dan sikap (Termasuk Faktor Yang Mempengaruhi Perilaku Konsumen)
Semua informasi dan pengalaman yang kita hadapi ketika kita menjalani hidup dapat berakhir di memori atau ingatan kita. Sama halnya dengan pembelajaran, ingatan tersebut yang akan menentukan keyakinan dan sikap kita terhadap keputusan pembelian selanjutnya.
Kita dapat menganggap pemasaran sebagai cara untuk memastikan bahwa konsumen mendapatkan jenis pengalaman produk dan jasa yang tepat untuk menciptakan struktur pengetahuan merek yang tepat dan mempertahankan merek tersebut dalam memori.
Proses Memori
Memori adalah proses yang sangan konstruktif, karena kita tidak mengingat informasi dan kejadian secara lengkap dan akurat. Sering kita mengingat beberapa keeping dan potongan dan mengisi sisanya berdasarkan hal lain yang kita ketahui.
Pemrograman memori menggambarkan bagaimana dan dimana informasi masuk ke dalam memori. Kekuatan asosiasi yang konsumen hasilkan tergantung pada seberapa banyak kita memroses informasi pada saat pemrograman (seberapa banyak kita memikirkannya, misalnya) dan dengan cara apa.
Secara umum semakin banyak perhatian yang kita berikan pada arti informasi sepanjang pemrogaran, semakin kuat asosiasi dalam memori yang terhasilkan. Ketika seorang konsumen secara aktif memikirkan dan “mengelaborasikan” arti penting informasi produk atau jasa, asosiasi yang diciptakan dalam memori semakin kuat. Konsumen juga lebih mudah menciptakan asosiasi terhadap informasi baru ketika struktur pengetahuan yang ekstensif dan relevan sudah berada dalam memori. Salah satu alasan pengalaman pribadi menciptakan asosiasi merek yang begitu kuat adalah informasi tentang produk tersebut dapat terhubungkan dengan pengetahuan yang ada.
Tingkat kemudahan kita dalam mengintegrasikan informasi baru ke dalam struktur pengetahuan yang sudah ada juga sangat tergantung pada kesederhanaan, kejelasan, dan ketepatannya. Papran berulang terhadap informasi, juga memberikan peluang yang lebih besar bagi pemrosesan dan selanjutnya potensi asosiasi yang lebih kuat. Meskipun demikian, riset iklan baru-baru ini di lapangan menyarankan bahwa tingkat repetisi yang tinggi untuk iklan yang tidak melinatkan konsumen dan tidak persuasive tampaknya tidak memiliki banyak dampak penjualan dibandingkan tingkat repetisi yang rendah untuk iklan yang melibatkan konsumen dan persuasive.
Pengambilan Memori
Pengambilan memori (memory retrival) merupakan cara informasi diambil dari memori. Menurut model memori jaringan asosiatif, asosiasi merek yang kuat lebih mudah diakses dan lebih mudah diingat ileh “aktivasi penyebaran”. Usaha mengingat informasi merek yang berhasil tidak hanya bergantung pada kekuatan awal informasi tersebut dalam memori. Ada tiga faktor yang sangat penting.
Pertama, kehadiran informasi produk lain dalam memori dapat menghasilkan pengaruh interferensi dan menyebabkan kita gagal mengenali atau bingung dengan data baru. Salah satu, tantangan pemasaran dalam kategori yang padat dengan banyak pesaing. Misalnya maskapai penerbangan, layanan keuangan, dan perusahaan asuransi adalah bahwa konsumen dapat mencampuradukkan merek.
Kedua, waktu antara paparan terhadap informasi dan pemrograman berpengaruh, semakin lama waktu tunda, semakin lemah asosiasi itu. Meskipun demikian, waktu yang berlalu sejak kesempatan paparan terakhir telah diperlihatkan secara umum hanya menghasilkan kerusakan bertahap saja. Ahli psikologi kognitif percaya bahwa memori sangat tahan lama, sehingga sekali informasi tersimpan dalam memori, kekuatan kerusakan asosiasinya sangat lambat.
Ketiga, informasi mungkin tersedia dalam memori tetapi tidak dapat diakses (dapat diingat) tanpa tanda pemulih atau pengingat yang tepat. Asosiasi tertentu untuk sebuah merek yang terpikirkan tergantung pada konteks yang kita pertimbangkan. Namun, semakin banyak pertanda yang terhubung dengan sepotong informasi, semakin besar kemungkinan bahwa kita dapat mengingatnya. Efektivitas pertanda pengambilan merupakan salah satu alasan pemasaran di dalam super market atau semua toko eceran begitu penting, kemasan produk actual, penggunaan tampilan iklan mini dalam toko, dan seterusnya. Informasi yang dikandung oleh iklan dan pengingat yang diletakkan pada iklan atau informasi lain yang sudah dikomunikasikan di luar toko akan menjadi determinan utama dari pengambilan keputusan konsumen.
Meskipun demikian, sering kali menjadi rekonstruktif, dan konsumen bisa mengingat pengenalan dengan sebuah merek secara berbeda dari fakta sebenarnya akibat adanya intervensi factor atau kejadian lain.
Proses Keputusan Pembelian Konsumen
Dalam perilaku konsumen, mereka akan melewati tahapan keputusan pembelian. Proses Keputusan Pembelian Konsumen (lebih jelasnya langsung klik disamping) sebagai berikut:
- Identifikasi Manfaat, konsumen akan membeli suatu produk berdasarkan manfaat dan kebutuhannya saat itu.
- Pengumpulan Informasi, setelah mengetahui jenis produk apa yang akan ia beli. Konsumen akan mencari informasi jenis produk tersebut dari berbagai sumber. Bisa dari internet atau orang terdekat.
- Evaluasi Informasi, semua informasi yang sudah dikumpulkan akan melalui tahap seleksi sehingga menyisakan satu pilihan. Seleksi ini bisa dari penilaian pribadi atau orang lain.
- Keputusan Pembelian, setelah mengevaluasi produk maka konsumen akan memutuskan untuk melakukan pembelian.
- Evaluasi Setelah Pembelian, pada tahap ini konsumen telah membeli produk yang ia pilih. Ia lalu akan mengevaluasi atau review produk tersebut. Apakah produk tersebut sesuai dengan yang ia inginkan dan dapat memecahkan masalah yang ia punya. Dengan mengetahui tersebut maka akan terciptanya kepuasan pelanggan, baik positif atau negatif.
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