1. The memorial motive is very traditional and typical. It shows that tourists are interested in tourism commodities with national characteristics, local characteristics, aesthetic value and commemorative value, and buy them as gifts to take home to relatives and friends or as souvenirs to deepen their feelings about the tourism experience. Take the East China Line as an example. We went to Nanjing Yuhuatai to buy rain flower stones. Buy a teapot in Yixing, Jiangsu.
2. Gift Motivation People travel to buy tourist goods. In addition to the above commemorative motives, there is also a motive that everyone wants to give to others. Politeness is a traditional etiquette in China, so tourists will also buy tourist goods and give them to relatives and friends. For example, the Jinmen kitchen knife in Xiamen, Wenzhou people don't buy many kitchen knives in Xiamen, but Wenzhou people will have different effects when giving it as a gift to relatives and friends (detailed explanation)
3. Novelty Motivation With the improvement of living standards, many tourists nowadays are very curious, like to be unconventional and pursue self-worth. Fashion, novelty or unique goods can best satisfy their psychology of pursuing novelty and individuality. This kind of tourists do not pay attention to the practicality and price of goods, but pay more attention to the shape, color, style and appearance of goods. They are sensitive to advertisements and social trends and are easily influenced by emotions.
4. The psychological characteristic of practical motivation is to pay attention to practicality and profitability. Tourists with this mentality pay attention to the use value and quality of goods, and the price should be economical. They are cautious when shopping and are not easily influenced by appearance, packaging, trademarks and advertisements. These common shopping psychology of tourists are often intertwined, and tourists often hope that tourism products can bring them all kinds of satisfaction when shopping. (2) Analysis of tourists' shopping behavior 1. Shopping behavior of elderly tourists.
People generally refer to people over 60 as the elderly. They rarely happen in impulse buying. In the travel agency
In terms of commodity demand, the practicality of tourism commodities is the first purpose of purchasing commodities. They emphasize economy, practicality and comfort.
Complete, reliable quality, easy to use, as for the style, color, packaging and decoration of the goods, it is the second consideration. 2. Shopping behavior of female tourists.
The purchase behavior of female tourists is more active (while the purchase behavior of men is often passive, such as
Entrusted by others) In addition, one of the psychological characteristics of women is rich feelings, fast emotional changes and rich associations. because
And their buying behavior has a strong emotional color. 3. The shopping behavior of knowledge tourists.
Intellectual tourists are more interested in tourism products with strong cultural flavor, especially paying attention to the artistry of tourism products.
It has preservation value. Intellectuals tourists have strong autonomy when buying tourist goods, and most of them are willing to choose by themselves.
Like the goods, for the introduction and recommendation of service personnel have a certain vigilance, for advertising and other publicity
There is also a strong evaluation ability. In addition, they show a high degree of rationality in purchasing behavior, and are popular and fashionable in society.
Other factors have little influence. In addition to analyzing tourists' shopping psychology, tour guides should also do a good job in explaining products. 1, introduce the basic characteristics of commodities (1), and introduce commodity knowledge such as the origin, quality, use value, cultural and artistic value of commodities. (2) Explain the truth and objectivity. The above two points are the most basic product knowledge introduction, and also the conventional introduction methods. 2. For different tourists (1), take tea as an example. For tourists of different sexes, we can say that tea can resist aging and beautify female friends; For male friends, you can introduce some uses of tea to treat pharyngitis. (2) Take tea as an example for tourists of different ages (referred to as tour guides) (3) Take tea as an example for tourists of different intellectual classes (referred to as tour guides). For example, a tour guide wrote: Dear group members, there is a mother and daughter in a summer vacation group I just took. My daughter has just been admitted to college; In order to reward her daughter and send her away, the mother specially accompanied her daughter to travel to East China.
My mother didn't buy anything at the mall all the way. My mother told me that everything is available at home. Later, I learned that their family's income was low, so they were frugal all the way. The mother managed to squeeze out money to take her daughter out for a trip in the face of financial difficulties, which moved me very much. This is maternal love.
What moved me even more was that in Hangzhou Silk Factory, I happened to find that this mother bought a silk bed for her daughter. Mother said to me, do you know the name of the quilt factory? I shook my head and said I didn't know. She proudly said, it's called a clothing factory. Clothing means a lifetime of happiness. So I bought a quilt for my daughter, hoping that she would be happy all her life. She will leave us for college soon. I also hope that she can feel the warmth of silk quilt every night and think of her parents' love. Her words touched all the parents in the car, and as a result, everyone didn't want to miss the opportunity to make their children happy for life, so they all bought a silk quilt in Hangzhou Silk Factory.
Once you have a reason to buy something, it is especially memorable.
If you know the price of silk quilts in the market, I don't need to say that you will buy a bed or even 3-5 beds in Hangzhou Silk Factory to take home, because the price of the manufacturers here is much cheaper than that in the market. If you don't know, I'll introduce them to you:
At present, the quilts we cover mainly include natural fiber quilts and regenerated fiber quilts. For example, silk quilt is the best and most expensive natural fiber quilt, and the market price is 1, 000 to 2,000. It costs 500 to 1 thousand here. Others include wool quilts, duvets and so on. Regenerated fibers include chemical fiber seven-hole quilt, artificial wool quilt, artificial camel's hair quilt and so on. The biggest advantage of silk quilt is its good skin friendliness. Comfortable and soft. No static electricity will be generated.
I used to make quilts. I slept until midnight in winter, and the quilt was very cold. Two people are fighting for the quilt. I think the size of the quilt is too small. Later, I bought a silk quilt, which was wide and warm, and now I can't live without it. Man is really an animal that can only live a hard life, but not a hard life. Once it's covered, it's inseparable.
My children have been delivering them since childhood. I have to buy a new quilt every time I change schools. It turned out that he didn't want to take it home, because it was too big, so he gave it to his classmates at school. Later, I bought him a silk quilt, and he was reluctant to lose it. First, the quilt is only as big as a small handbag, so it is very convenient to carry. Second, the quilt is too expensive to lose.
So I have a good impression of silk quilt, which can be said to be a soft spot. I don't know about you. If we can well grasp the psychology of different tourists and make appropriate promotions, then tourists will also buy their favorite tourism products.