Indian Journal of Marketing

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Sub-Conscious Decision Mapping and Network Framework for Retail Market Consumption


Affiliations
1 ISBM Pune, Nande Campus, India
2 Doc Online Health India Pvt. Ltd., Suite 601, #6th Floor, Block B, PSR Prime Tower, Gachibowli Beside, DLF Cyber City, Hyderabad, Telangana – 500 032, India
     

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Today’s world of marketing is a highly dynamic and volatile place due to high competitive clutter, and hence, every industry needs to accept the understanding of impulsive change as a new standard. This article focused on understanding brand awareness of consumers from an embedded cognitive state. Consumer's decision making for a brand mainly results from both conscious and non-conscious experiences that a consumer has been exposed to. Consumers preserve this brand knowledge in a non-conscious level of their mind. Marketers depend upon the use of multi-sensory metaphors to bring out that digged-in knowledge. This paper introduced ZMET as a method to elicitate hidden understanding about a consumer’s decision making process by stimulating human senses and understanding about the attributes that ultimately contribute in consumer decision making. The research threw light on a qualitative example considering the wellness industry by identifying the hidden metaphors that contributed in understanding the consumer's satisfaction.

Keywords

Consumer Loyalty, Wellness Industry, ZMET, Relationship Patterns, Attribute Mapping.
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  • Sub-Conscious Decision Mapping and Network Framework for Retail Market Consumption

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Authors

Shuvam Chatterjee
ISBM Pune, Nande Campus, India
Aritra Kundu
Doc Online Health India Pvt. Ltd., Suite 601, #6th Floor, Block B, PSR Prime Tower, Gachibowli Beside, DLF Cyber City, Hyderabad, Telangana – 500 032, India

Abstract


Today’s world of marketing is a highly dynamic and volatile place due to high competitive clutter, and hence, every industry needs to accept the understanding of impulsive change as a new standard. This article focused on understanding brand awareness of consumers from an embedded cognitive state. Consumer's decision making for a brand mainly results from both conscious and non-conscious experiences that a consumer has been exposed to. Consumers preserve this brand knowledge in a non-conscious level of their mind. Marketers depend upon the use of multi-sensory metaphors to bring out that digged-in knowledge. This paper introduced ZMET as a method to elicitate hidden understanding about a consumer’s decision making process by stimulating human senses and understanding about the attributes that ultimately contribute in consumer decision making. The research threw light on a qualitative example considering the wellness industry by identifying the hidden metaphors that contributed in understanding the consumer's satisfaction.

Keywords


Consumer Loyalty, Wellness Industry, ZMET, Relationship Patterns, Attribute Mapping.

References





DOI: https://doi.org/10.17010/ijom%2F2020%2Fv50%2Fi2%2F150440