How do consumers decide what and which product to buy?
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How Consumer's psyche impact Buyer decision process and 5 stages involved. How do consumers decide what and which product to buy? Based on this buying decision process, what should marketers and sales people remember?
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How do consumers decide what and which product to buy?
- 2. How do consumers decide what and which product to buy? Here’s the process: 1 2 3 4 5 Post-purchase behavior Need recognition Search for information Evaluation of alternatives Purchase decision
- 3. Need Recognition#1 No need, no purchase. Consumer’s need is triggered by internal or external stimuli.
- 4. I haven’t eaten lunch yet. I’ll buy some food at the supermarket. That dish looks and smells so good. I’ll give it a try. Internal need: External need:
- 5. Search for Information#2 Consumer seeks information that can help him make a purchasing decision.
- 6. Already present in the consumer’s memory How was my experience with this camera brand last year? Obtained from other consumers How do professional photographers rate this camera? Internal information: External information:
- 7. Evaluation of Alternatives#3 Consumer evaluates alternatives based on product features, brand perception, and other attributes.
- 8. This laptop is small, light, and has long battery life. Perfect for traveling. This laptop’s graphic card, hard drive and operating system are ideal for coding. Consumers consider different attributes.
- 9. Consumer chooses the product that resolves the need. Purchase Decision#4
- 10. Factors that may affect purchase decision: Customer service during actual purchase Promotions Shop’s terms and conditions Website UI and UX (for online shopping)
- 11. Post Purchase Behavior#5 Consumer determines if he or she made the right purchase. Satisfied consumers will most likely share their experience and become loyal customers. “A customer talking about their experience with you is worth ten times that which you write or say about yourself.” ― David J. Greer
- 12. Based on this buying decision process, what should marketers and sales people remember?
- 13. Reinforce your brand through marketing strategies. Let consumers feel the need. Billboards Social media promotions Flyers 1
- 14. Website information Catalogues Provide accessible and concrete information about your products or services. 2
- 15. Internet forums Social media comments Online reviews SMS @ Monitor and manage customers’ questions and feedback. 3
- 16. 24/7 @@ Train sales and customer representatives Review warranty policy if applicable Establish a complaint handling process Enhance customer relationships. 4
- 17. “Customers loves certainty, make sure you give it to them.” AMIT KALANTRI
- 18. contact: care@fabulousmedia.in fb: facebook.com/fabulous.ooo twitter: twitter.com/fabulous_oo blog: fabulousmedia.in pinterest: in.pinterest.com/fabulousmedia/ slideshare: slideshare.net/FabulousMedia/ phone number: 75 329 71 329