NEUROMARKETING. Branislav R. Tanasic

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СКАЧАТЬ situation of society is conditioned by the financial strength of the individual, which determines the tourist demand. The oppression of the economic power of an individual is his purchasing power, but his preference for consumption, or savings, must be taken into account. Measuring the purchasing power of an individual is a complex process. One indicator is the national income per capita, but this is a general figure, it speaks about the standard of society as a whole, statistically equates the richest and the poorest and can not say anything about the structure of consumption.

      Therefore, more useful information is available and discretionary income. The total cost of living can be viewed through the consumer price index and the purchasing power index. The Consumer Price Index (CPI) represents a particular retail price index that defined as a measure of the average price change of the standard basket of goods and services that average households purchase to meet their needs in the observed period. The Buying Power Index (BPI) consists of weighted measures of disposable income, sales data and market factors for a particular region.

      Potential tourists cannot be seen as an ideal, abstract subject that behaves by general economic theory. Consumer buying behavior differences may be an indicator that the interpretation of available information differs from the logical standards and that some factors, in the first place social and psychological, play an essential role in the process of deciding on buying a tourism product.

       2.2.4. Sociological factors

      Life in the community implies the influence of collective collectivity on an individual's adopted and developed standards of a particular region or a specific locality. Social perception as the basis for developing a community relationship is to perceive others, to evaluate and compare them, both with each other and with their norms and attitudes. Psychologists and neurophysiologists are a segment related to the imitation of others, explained by the mechanism of neural mirrors. Through time the community develops language, tradition, perception, value criteria, lifestyle, one word develops culture. Culture is the basic determinant of the behavior of individuals in general, and one of the explanatory factors in trying to understand consumer decisions. It is a feature of the social community and characterizes the distinction between the cultures of others. Armstrong and Kotler's culture defined as: "A set of basic values, perceptions, desires, and behaviors that an individual has learned in the family and other important institutions" (Armstrong & Kotler, 2000: 141).

      Tourism as an activity closely coined with international trade imposes on marketing the encounter with different elements of culture affecting consumer behavior. In the first place they are:

       Language as a basic means of communication

       Habits, customs, rituals

       Religion

       Relationship with material things

       Aesthetic looks

       Ideology

       Norms and moral values

      Often consumers make decisions about the members of a particular social class they want to compare. They are seen as a reference group. A reference group can be a formal association, or merely a set of people who associate with a similar interest, material status, attitudes, beliefs, social values. An individual does not have to be a member of a group but may strive to adopt its criteria and to mimic the assumed values of his or her model. To preserve a self-imposed standard and self-depiction, individuals will be relinquished to vacation, and enjoy driving more classed cars. Naturally, it's a status symbol for them, a brand they do not want to give up. For others, the status symbol can be just a vacation, a high-ranking tourist destination of their reference group. This quasi-elitism is, in fact, a reflection of a personal system of evaluation, the order of priority, or own scale preference. Chaney for the lifestyle of a modern form of social grouping or status differentiation, says that it is a particular culture of consumerism (Chaney, 2003: 12).

       2.2.5. Psychological factors

      Unlike the sociological interpretation that sees the influence of society - social groups and interpersonal relationships, psychology explains the behavior of an individual. Including psychology in consumer behavior analysis has raised the level of their understanding, which many marketers have adopted and promotions created in agreement with new findings. In recent years, the development of neuromarketing has given a new contribution to understanding consumer behavior and decision making, giving meaningful, psychological explanations for some seemingly irrational decisions.

      Consumer Behavior can influence the following psychological factors:

       Motivation

       Perception

       Learning process

       Characteristics of personality

       Confessions and Attitudes

      Rot motivation is defined as: "The process of launching activities to achieve certain goals, targeting activities to particular objects, and regulating how it will be dealt with" (Rot, 1987: 192). Maslow has shaped the theory of human needs, based on motives and goals in the process of meeting needs. He taught that human needs are developing sequentially, in a certain order. The hierarchy of factors determining the consumer profile is based on basic physiological needs, then on security, social needs, respect, while at the top of list self-creation (Maslow, 2004: 27).

      Perception is a process by which an organism detects and interprets sensory information from the environment (Gazzaninga, Heatherton, Halpern & Heine, 2010: 188). Perception is a complex process by which the brain stores data received from various receptors and interprets them into a meaningful and comprehensible whole. It is an unconscious, automatic process of processing sensitive information, but as a consequence, it is most commonly a complete, conscious understanding of the nature of stimuli from the environment. It should be emphasized that besides clear, consciously detected stimuli, there are also stimuli that are extremely weak or very fast (below the threshold of conscious perception), so it is impossible to perceive them spontaneously. These stimuli are perceived at the level of unconscious - subliminal perceptions and are called subliminal stimuli or subliminal. Perception is not only a pure sum of diverse stimuli from the environment, on the contrary, but these stimuli are also actively linked to the experiences seen, compared, categorized, so that creates a unique subjective experience of the stimulating situation. For these reasons, they are identical stimuli conditions produce different perceptions, different experiences of individuals (Freeman, 1991: 78-85).

      The learning process usually involves intentional memory of verbal material by repetition. This definition of a complex process of adopting a new content is considered too narrow, so learning is defined as ontogenetic adaptation, i.e., education implies changes in the behavior of organisms that derive from the legitimacy of its environment (De Houwer, Barnes-Holmes, Moors, 2013: 631-642). When deciding on a destination's choice, learning is a process for gathering information about a potential destination. Future tourists are trying to get detailed information, using different methods and sources of information to help resolve the issue of the final destination choice.

      Personality represents a complex organization of opinions, emotional responses, and behaviors that give direction and form to the individual's life (Pervin, 1996: 414). Characteristics of personality are reflected in the peculiarities of reactions to the stimuli of the environment, the way of responses to the stimulated perception, namely: "Different people react differently to the same event" (Walter, Yuichi, Ozlem, 2008: 2). Psychological explanation of diversity in response СКАЧАТЬ