Customer purchase decisions are complex. Spire assists companies in deciphering business-to-business (B2B) and consumer purchase decision dynamics. We take all aspects of the business decision cycle into consideration. We believe that this would allow you to make more informed strategic decisions, as well as enable you to design and execute the right marketing mix, maximize advertising and promotion ROI, optimize pricing, pre-empt competitive threats, test messaging and collaterals as well as train your sales force.

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Spire Research
and Consulting
Customer Decision
Dynamics Analysis

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Spire Research and Consulting
The leading research-based consultancy in emerging markets
We were founded in the year 2000.
We have 100 employees in ten full-service offices.
We serve Global Fortune 1000 firms, governments and other
leading organizations.
Our opinions frequently appear in print, television and radio
media.
We provide a broad spectrum of research and consulting
solutions for market growth and entry.

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Why Spire?
Our competitive advantages
Solutions that
include relevant
facts and
practical advice
on how to get
best market
results from least
effort.
An in-depth and
broad view of
the market eco-
system and how
decision makers
and influencers
behave within it.

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Research and Consulting Solutions
Customer Decision Dynamics Analysis
Customer purchase decisions are
complex. Spire assists companies in
deciphering business-to-business (B2B)
and consumer purchase decision
dynamics.
We take all aspects of the business
decision cycle into consideration. We
believe that this would allow you to make
more informed strategic decisions, as well
as enable you to design and execute the
right marketing mix, maximize advertising
and promotion ROI, optimize pricing,
pre-empt competitive threats, test
messaging and collaterals as well as train
your sales force.

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Research and Consulting Solutions
Customer Decision Dynamics Analysis
Customer decision dynamics
Customer base analysis
Customer usage, attitudes & brand
perception using qualitative &
quantitative techniques
Customer decision-making process
and key decision makers/ influencers
Drivers of customer loyalty and
switching
Database of customer procurement
(B2B)
Research on specific customers (B2B)
Recommended best practices in
marketing, sales and post-sales support

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Research and Consulting Solutions
Customer Decision Dynamics
Customer Decision Dynamics Model
Current purchasing plan – Purchase
volume, preferred vendors, pricing (for
both current & potential customers)
Decision cycle – Purchase
timing, sources of information for
shortlisting vendors, tender
process, key decision-makers and
influencers
Satisfaction level with current vendors,
unmet needs & perceptions of client
and other vendors
Criteria for vendor selection, ranked in
order of importance
Focus on right customer segments and
right establishments within those segments
– those with greatest power to purchase
most profitable products
Integration of pull and push marketing
programs to focus on right initiatives and
on key decision makers and influencers
Recommendations on optimal positioning
in each segment – including product
concept and design, key
messages, unique selling points & effective
marketing collaterals
Best practices for sales & brand
development

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For more information, please contact us at
info@spireresearch.com or visit www.spireresearch.com