MANAGEMENT TECHNOLOGY OF THE MODERN CONSUMER BEHAVIOR THROUGH THE USE OF PSYCHOANALYSIS AND UNCONSCIOUS MOTIVES

Mariana Ucheva
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Mariana Ucheva: South-west university "Neofit Rilski"

Economics and Management, 2011, vol. 7, issue 3, 58-68

Abstract: Consumer (client) behavioris a set of actions directly related to the purchase and consum ption of goods and services, disposal, including the processes of decision making that preceded these actions and follow after them. Very important area for studying the behavior of consumers (client) and buyers study the processes that liein the unconscious. Understanding consumers' knowledge of their hidden thoughts and feelings, and the hidden forces that motivate these thoughts and feelings, enabling merchandisers do accurately predict consumer reactions to the products and their characteristics, and hence-to effectively influence making purchasing decisions.

Keywords: consumer (buyer); management; psychoanalysis; unconscious motives; merchandising (search for similar items in EconPapers)
Date: 2011
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