Pentingnya mempelajari perilaku konsumen untuk mengetahui mengapa pelanggan tersebut membeli produk atau jasa sebuah perusahaan. Dalam kontek materi ini, akan menitik beratkan pada perilaku sosial-ekonomi dan psikologi yang membuat konsumen tersebut mau membeli produk atau jasa tersebut.
Sehingga nantinya sebuah perusahaan dapat membentuk brand image yang kuat dan tertarget. Oleh karena itu, kita perlu mengetahui perilaku konsumen mulai dari definisi perilaku konsumen, bagaimana cara mengetahui perilaku konsumen, hingga faktor apa saja yang mempengaruhinya.
Table of Contents
Definisi Perilaku Konsumen
Definisi Perilaku konsumen adalah segala kegiatan dari diri sendiri yang berhubungan dengan aktifitas yang akan menitik beratkan pada perilaku sosial-ekonomi dan psikologi yang membuat konsumen tersebut mau membeli produk atau jasa tersebut.
Atau bisa simpulkan sebagai motivasi konsumen untuk membeli sebuah produk.
Perilaku konsumen akan menitikberatkan pada 5 aspek, yaitu:
- Bagaimana konsumen memilih produk tersebut dari banyaknya alternatif produk yang ada.
- Apa yang konsumen pikirkan sehingga ia memilih produk tersebut.
- Bagaimana perilaku konsumen ketika ia sudah memilih produk tersebut.
- Apa dan bagaimana lingkungan mempengaruhinya.
- Bagaimana kegiatan promosi dalam penjualan dapat mempengaruhi konsumen untuk membeli produk tesebut.
Tujuan kita mengetahui 5 aspek diatas adalah sebagai acuan untuk merancang strategi pemasaran yang efektif dan lebih efisien. Oleh karena itu, pemasar perlu melakukan pengumpulan data baik melalui forum diskusi atau survei.
Pengertian Perilaku Konsumen Menurut Para Ahli
Sedangkan, pengertian perilaku konsumen menurut para ahli adalah sebagai berikut.
- The american marketing association, definisi perilaku konsumen adalah interaksi dinamis dari pengaruh dan kognisi, perilaku, dan peristiwa lingkungan dimana manusia melakukan aspek pertukaran kehidupan mereka.
- Shiffman dan Kanuk (2000:86), definisi perilaku konsumen adalah perilaku yang ditampilkan pelanggan dalam mencari, membeli, menggunakan, mengevaluasi, dan membeli produk, layanan, dan gagasan yang mereka harapkan akan memuaskan kebutuhannya.
- Engel, Blackwell, dan Mansard, definisi perilaku konsumen adalah tindakan dan proses pengambilan keputusan untuk membeli barang dan jasa sebagai konsumsi pribadi.
- Louden dan Bitta, definisi perilaku konsumen adalah proses pengambilan keputusan dan aktivitas fisik, yang dilakukan oleh individu ketika mengevaluasi, memperoleh, menggunakan atau membuang barang dan jasa.
Faktor Yang Mempengaruhi Perilaku Konsumen
Perilaku konsumen dipengaruhi oleh beberapa faktor, yaitu:
- Faktor dari marketing mix yaitu harga, promosi, produk, dan tempat.
Contohnya adalah konsumen dengan pendapatan dibawah rata-rata akan mengedepankan manfaat dan harga (harga murah) sebagai keputusan pembelian yang utama. - Faktor diri seperti umur, kelamin, pendidikan, dan pendapatan.
Contohnya adalah konsumen yang sudah beranjak dewasa tidak akan membeli makanan bayi umur 2 tahun. - Faktor psikologis seperti motif pembelian dan persepsi terhadap produk.
Contohnya adalah konsumen membeli produk IPhone dikarenakan terkesan keren dan kaya. - Faktor situasional seperti terikat waktu pemakaian dan event.
Contohnya adalah pasangan yang akan menikah cenderung menggunakan jasa wedding organizer, mereka menggunakan jasa tersebut hanya pada waktu menikah saja. - Faktor sosial seperti status dan referensi orang lain.
Contohnya adalah konsumen membeli baju gamis di toko A dikarenakan temannya memberitahukan bahwa baju gamis di toko A kualitasnya bagus. - Faktor budaya seperti agama dan kelas sosial.
Contohnya adalah membeli kain ihram ketika akan melaksanakan ibadah haji
Dengan mengetahui faktor yang mempengaruhi, kita dapat menyimpulkan bahwa keputusan pembelian bersifat dinamis sebagaimana orang tersebut tumbuh dari lingkungannya. Sehingga faktor ini sangat penting bagi para pemasar.
Manfaat Mempelajari Perilaku Konsumen
Sebagai pemasar, kita wajib memahaminya agar kita dapat menciptakan produk yang mereka inginkan dan mereka terpuaskan akan produk tersebut.
Manfaat mempelajari perilaku konsumen antara lain sebagai berikut:
- Mengetahui model produk yang konsumen inginkan.
- Dapat mengetahui harga yang pas untuk konsumen.
- Bagaimana cara promosi yang tepat.
- Kemasan yang cocok untuk konsumen.
- Tempat jualan yang strategis.
Proses Keputusan Pembelian Konsumen
Dalam perilaku konsumen, mereka akan melewati tahapan keputusan pembelian. Proses Keputusan Pembelian Konsumen 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 terkumpul 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.
Bagaimana Cara Mengumpulkan Data Pelanggan Dengan Mudah ?
Kita dapat melihat dari bagaimana konsumen menghabiskan waktu.
Misalnya, generasi 80an lebih menyukai menghabiskan waktu dengan membaca koran atau buku sedangkan generasi milenial lebih menyukai menghabiskan waktu dengan bermain sosial media.
Jika pada faktor sosial-ekonomi dapat terlihat dari keuangan konsumen. Misalnya ada beberapa konsumen yang sangat menyukai barang diskon dan ada beberapa konsumen yang lebih memilih barang dengan kualitas tinggi tanpa menghiraukan harganya.
Baca juga: 1. Strategi penetapan harga 2. Periklanan dan hubungan masyarakat
Review konsumen
Dengan membaca ulasan konsumen kita dapat mengetahui apa yang konsumen inginkan.
Tentunya untuk mendapatkan review ini kita harus mengeluarkan usaha misalnya dengan melakukan promosi atau menyediakan produk yang melebihin ekspetasi konsumen sehingga dia mau memberikan ulasan dengan percuma, menanyakan secara langsung, dan memberikan souvenir.
Survei Q&A
Dengan memberikan survey Question and answer kita dapat mengetahui masalah apa yang ada pada produk / jasa dan layanan.
Sehingga kamu perlu membuat beberapa pertanyaan mengenai produk atau layanan dari segi kualitas dan pelayanannya.
Kamu pun bisa menyewa jasa pihak ke-tiga untuk melakukan survei ini ke seluruh target pasar-mu. Atau jika kamu mempunyai database konsumen, kamu bisa menanyakannya langsung kepada mereka. Dan tentunya kamu perlu memberikan sesuatu agar mereka lebih termotivasi mengisi survei yang kamu berikan, misalnya kamu memberikan kupon belanja
FGD (Focus group discussion)
Dengan adanya FGD kita dapat menanyakan langsung kepada konsumen apa yang mereka inginkan.
FGD akan berisikan target market-mu yang langsung kita berikan pertanyaan seputar kegemaran mereka tanpa memberitahu kita memiliki produk apa.
Biasanya kamu akan mengetahui data produk kompetitor yang mereka sukai, alasan kenapa mereka menyukainya, hingga mengetahui rincian harga dan cara promosi kompetitor.
Analitik Google
Khusus kamu yang memiliki website. Kamu dapat memanfaatkan fitur ini untuk mengetahui siapa saja yang berkunjung ke website-mu.
Tentunya, orang yang berkunjung ke website-mu adalah orang yang berminat ke produk yang kamu jual.
Data yang bisa kamu dapatkan dari analitik google ini berupa data demografi, perilaku konsumen, dsb.
Google Trends
Lewat google trends kamu bisa tau apa yang paling banyak konsumen cari lewat mesin pencarian google pada waktu tertentu.
Caranya kunjungi https://trends.google.com
Ketik kata kunci produk yang ingin kamu ketahui datanya.
Sosial Media
Hampir semua orang menggunakan sosial media, dari sini kita bisa tau kecenderungan dari konsumen kita.
Perhatikan saja akun akun olshop yang ramai atau produk-produk yang sedang hype digunakan oleh para pegiat medsos dan memiliki banyak tanggapan seperti komentar atau like.
Contoh – Review Produk
Pada gambar di atas kita dapat mengetahui bahwa konsumen menyukai produk tersebut karena konten produk itu dengan barang yang datang tidak berbeda, selain itu pelayanannya yang cepat.
Sehingga kita dapat menyimpulkan bahwa target pasar kita adalah konsumen seperti itu. Sehingga dalam promosi sebuah produk perlu menekankan kesesuaian produk dengan foto promosi dan pelayanan yang cepat.
Kesimpulan
Kita harus mampu mengidentifikasi apa yang menyebabkan konsumen melakukan pembelian seperti mengetahui proses keputusan pembelian mereka. Sehingga kita dapat menciptakan sebuah produk yang memenuhi segala aspek yang konsumen inginkan,. Tentunya hal ini akan meningkatkan profit untuk perusahaan atau bisnis.
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