The topic of this diploma thesis was: Consumer marketing research for a chosen company. The research was done for the supermarket Albert. The aim of my thesis was to find out how opening of the commercial - traffic centre ``Mercury centrum{\crqq} has influenced shopping decisions and customer behaviour with respect to the supermarket Albert and, eventually, to propose a solution. I tried to analyse the marketing research process in detail in the theoretical part of my thesis. I tried to analyse the individual steps in detail and I followed these theoretical rules when working up the practical part of this thesis. Further, I dealt with the issue of shopping behaviour and consumers{\crq} decision-making process. In the practical part of this thesis I investigated shopping behaviour of both current and potential customers of the supermarket Albert using the marketing research. In order to acquire necessary information I decided for a personal attitude through questioning as it is supposed to be the most universal way of questioning. Randomly stopped people who went down the Lannova třída answered the questionnaires. I used computer software Microsoft Excel and Statistica 6.0 for evaluating the collected data. After evaluation of the gained data, I tried to propose some solutions that might lead to re-increase in revenues of this supermarket. Predominately I proposed steps that should make the current customers do their shopping more frequently and on a larger scale. Moreover, I believe that the supermarket Albert should try to lure new customers especially of the ranks of the students of the Faculty of Education.

Neuromarketing is a relatively new discipline at the intersection of neuroscience and psychology that aims to use the knowledge about the brain and its functioning to more efficient marketing strategies. The purpose of the thesis is to familiarize with the term neuromarketing and introduce its application on a specific example, an international company, Henkel. Since the companys existence, Henkel has built a strong position in the market and its products are known to all of us.

Submitted by Filipe dos Santos (fsantos@pucsp.br) on 2018-06-06T12:09:14Z No. of bitstreams: 1 Erika Camila Buzo Martins.pdf: 3467959 bytes, checksum: 0adc4225ac45190a5dc37c32b605dd7c (MD5) / Made available in DSpace on 2018-06-06T12:09:14Z (GMT). No. of bitstreams: 1 Erika Camila Buzo Martins.pdf: 3467959 bytes, checksum: 0adc4225ac45190a5dc37c32b605dd7c (MD5) Previous issue date: 2018-04-05 / Coordenação de Aperfeiçoamento de Pessoal de Nível Superior - CAPES / Shopping is a present and necessary behavior for most people nowadays, fact that leads researchers to seek to understand how purchasing decisions are formulated and carried out. This process contemplates affective, cognitive, social and cultural factors and, despite considering other aspects, depending on the author who has developed it, has its effectiveness confirmed. However, impulse buying is estimated only as a simplification of steps that go through the visualization of the object, the desire involved by the situation and the act of purchase, not considering aspects that may influence impulse buying behavior, from strategically stimuli allocated that allows a coherent associative stimulation, activating "mental triggers" prior to the desire to consume. This work proposes to present a Decision-Making Model for Buying by Impulse and, for this, were used neuroscientific components that crosses the automatic and deliberative neural systems, as well as the theory of heuristics as mental "triggers" that can favor access to the memory from correct stimuli. As a way of verifying the validity of the Model, an experiment was developed with 911 women from a quantitative research, using the Typeform software and were analyzed using the Chi-square and ANOVA tests, which, however, did not confirm the model proposed, rejecting all hypotheses, which leads to the conclusion that there is a need to modify the structure of the questionnaire, analysis measures or further studies with the use of neuroscientific equipment, in Laboratory, to conclude its validation / Desde o reconhecimento de uma necessidade até o ato de compra, o processo de tomada de decisão por parte do consumidor segue um fluxo que perpassa a busca, a verificação de alternativas e a escolha, além da decisão do que fazer com o produto após a compra. Esse processo contempla fatores afetivos, cognitivos, sociais e culturais e, apesar de considerar outros aspectos, dependendo do autor que o tenha desenvolvido, tem sua efetividade comprovada. Contudo, a compra por impulso é estimada apenas como uma simplificação de etapas que percorrem a visualização do objeto, o desejo envolvido pela situação e o ato de compra, não considerando aspectos que possam influenciar o comportamento de compra por impulso, partindo de estímulos estrategicamente alocados e que permitam uma ativação associativa coerente ativando “gatilhos mentais” anteriores ao desejo em consumir. Esse trabalho se propôs a apresentar um Modelo de Tomada Decisão para a Compra por Impulso e, para isso, foram utilizados componentes neurocientíficos que perpassam os sistemas neurais automático e deliberativo, bem como a teoria das heurísticas como “gatilhos” mentais que possam favorecer o acesso à memória a partir de estímulos corretos. Como forma de verificar a validade do Modelo, foi desenvolvido um experimento com 911 mulheres com base em uma pesquisa quantitativa, por meio do software Typeform e analisadas com o auxílio dos softwares Excel e SPSS. Os testes de Qui-quadrado e ANOVA apontaram que o modelo proposto não se confirma, rejeitando todas as hipóteses, o que leva à conclusão de que há necessidade de modificação de estrutura do questionário, medidas de análises ou estudos mais aprofundados com a utilização de equipamentos neurocientíficos, em laboratório, para concluir sua validação