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لماذا تكون بعض دوافع الشراء مضرة؟

لماذا تكون بعض دوافع الشراء مضرة؟ إليك ما تكشفه دوافع الشراء لديك عن نفسيتك

Utpal Dholakia Ph.D

Posted Apr 06, 2020

طوال الشهر الماضي أصبحت حياتنا غير مستقرة بسبب جائحة كوفيد 19، وخلال التحديات والأوقات الصعبة كهذه يتغير سلوك التسوق لدينا بشكل دراماتيكي. بعد أحداث 11 / 9 مثلاً أصبح الأمريكان يطلبون المزيد من الأكلات الجاهزة والحلويات، وبها اكتسبوا زيادة واضحة في الوزن، وفي المقابل أصبح الناس أكثر اقتصاداً وحساسيةً للأسعار بعد الأزمة الاقتصادية عام 2008.

في هذه الأيام التي نعيشها أصبح لدى الزبائن سعار الشراء من أسابيع عديدة كردة فعل للعزلة الذاتية طويلة المدى والخوف من المستقبل بسبب أزمة كورونا, وهذا تسبب بثقلٍ كبيرٍ في توفير الإمدادات الغذائية وأصاب الزبائن بالضرر المالي. بالنسبة للأفراد فدوافع الشراء قد تكون مضرةً لأسباب نفسيةٍ أخرى. في هذا المقال أود أن أسلط الضوء بعمق على التفريق بين الدوافع النفسية الحميدة للشراء والمضرة منها، ولماذا تكون بعض تلك الدوافع مضرة.

دافع الشراء الملائم: دافع الشراء هو حافز لحظيٌّ لشراء شيء ما بغير تخطيط أو تفكير مسبق. في بحثي الخاص وجدت أن تجارب المستهلك في دافعه للشراء عامل مهم لفهم آثاره في احتمال حصول العوامل المقيدة. العوامل المقيدة هو مفهوم يجعل الشروع في عملية الشراء إشكالية للمستهلك، سواء كانت تلك العوامل متوطنةً في نفس المستهلك أم أنها جزء من البيئة المحيطة. إذا ما حصل ذلك الوعي في تلك اللحظة فإنه يجعل المستهلك يتوقف للحظة ويقدر ذلك، سواء بتراجعه عن الشراء أو التصرف تجاه دافع الشراء لديه.

دافع الشراء غير الملائم: تزداد المشكلة لدينا عندما يحظى دافع الشراء بواحد أو العديد من العوامل المقيدة – راجع تعريف العوامل المقيدة-، التي يحتمل أن تسبب بمشكلة لنا. هذا يحصل عندما نحاول أن نظهر بعض التحكم تجاه دوافعنا للشراء ونحاول إخمادها. (يطلق علماء النفس الاجتماعيون على هذا مصطلح “التحكم المعاكس”). تختص العوامل المقيدة بالبضاعة هدف الشراء, كما يمكنها أن تتعلق ببيئة التسوق كذلك, أو بشكل أوسع بالموقف الذي نعيش فيه دافعنا للشراء ذاك.

سأسرد لك 4 أمثلة من العوامل المقيدة: 1 ) البضاعة المرغوبة غالية الثمن: حافز الشراء لديك تجاه بضاعة معينة، مثل: حذاء جديد ذي علامة تجارية، أو تطبيق إلكتروني أو حتى سيارة تتجاوز إمكانياتك هو حافز غير ملائم. سواءٌ إن كان بإمكانك شراء السلعة عبر البطاقة الإئتمانية أو قسط القرض فإن مطاوعة حافزك تجاهها سيؤدي بك إلى عواقب مالية بعيدة المدى.

2 ) البضاعة المرغوبة غير صحية: وجود ما يحثك على شراء وطلب وجبة غذائية تضر بصحتك وتؤدي بك إلى وضعك البدني مثال جيد على الحافز غير الملائم للشراء. هنالك الكثير من الأبحاث المتنوعة التي تظهر أن مثل تلك الدوافع تؤدي إلى اضطرابات الأكل، كما تؤدي إلى عواقب غذائية وخيمة أخرى.

3 ) جاذبية البضاعة المرغوبة مؤقتة: حافز الشراء لديك لبضاعة تجدها جذابة مؤقتاً لكنها لن تكون بذات التقدير مستقبلاً هو حافز غير ملائم. هذا يحدث عادةً عندما ينهمك الناس في سلوكيات التسوق كعلاج مؤقت لتعديل مزاجهم المتعكر. مثال: الكثير منا لديه من الأحذية أو الملابس التي لا زالت ملصقات سعرها بها أو أنها قد لبِسَتْ مرةً أو مرتين فقط.

4 ) الكمية المطلوبة كبيرة: حافزٌ لشراء الكثير أو فوق الحاجة هو حافز غير ملائم. هذا ممكن الحدوث في أي وقت لكنه أصبح كثير الحدوث مؤخراً خلال خوف التسوق عندما يشتري الناس أكثر من المعقول وينفقون أكثر من ميزانياتهم.

كيف تدير حوافز الشراء غير الملائمة؟ تحتاج حوافز الشراء غير الملائمة إلى ضبط النفس، لكن في كثير من الحالات يفشل ضبط النفس ذاك، وينتهي بنا الأمر إلى شراء الشيء باندفاع، حتى عندما يظهر أن ذلك سيتسبب بالضرر بنا. تظهر الأبحاث أن الضبط الانفعالي له الدور الكبير لضبط قدرتنا على خنق حوافز الشراء غير الملائمة. إذا كنا نشعر بالقلق على سبيل المثال فإننا نستخدم الحوافز الشرائية لدينا كطريقة للشعور بحال أفضل. كما كتبت سابقاً هذا يظهر الطريقة كي نشعر قليلاً بمزيد من التحكم بالبيئة، التي يبدو أنها خارجة عن نطاق السيطرة أصلاً.

ماذا يعني كل ذلك خلال أزمة كوفيد 19؟ بإمكاننا الإشارة إلى 3 دروس مهمة. الأول: نحن نمر بمشاعر سلبية مثل القلق والخوف ونبحث عن وسائل لضبط تلك المشاعر السلبية. الثاني: حوافز الشراء تظهر لنا الطريقة السهلة لتعديل مزاجنا السيء. بعد كل ذلك ومع توفر الاتصال الشبكي والبطاقة الائتمانية التي تحت تصرفنا فإن التسوق يصبح مجرد ضغطة زر أو حتى أسهل من ذلك. الثالث: نظراً لقلقنا فإن مجموعةً من حوافزنا للشراء تميل إلى أن تكون غير ملائمة، وتأتي متسلسلة متعاقبة.

نحتاج أن ندرك متى تكون مضرة وتغير من عقلية التفكير لدينا، وأنها تجعل قرار الشراء متعمداً عوضاً أن تجعلنا نتصرف بكل بساطة وفقاً لحوافزنا. أيضاً نحن نحتاج إلى إيجاد سبل أخرى لننظم مشاعرنا السلبية ونحظى بمشاعرنا الإيجابية. عوضاً عن العلاج المؤقت فإنه بإمكاننا محاولة القيام بنوعٍ آخر من العلاج: أعمال الزراعة، الموسيقى، المناقشة، التأمل أو أي عددٍ من النشاطات الأخرى، التي لا تتعلق بالقيام بطلبات الشراء.

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