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The 5 Stages of the Consumer Decision-Making Process in Consumer Behavior as established by John Dewey Problem/Nee d Recognition Information Search Evaluation of Alternative s Purchase Decision Here’s how to make the five stages of the consumer decision-making process in consumer behavior work for you… Post. Purchase Behavior
Problem/Need Recognition • • What motivates your target market? What drives this particular consumer’s behavior? Help your sales team, retail location, or website create a seamless process to influence and guide the consumer through
Information Search • What are your consumers’ needs and questions? • How does your marketing compare to your competition? Your print, visual, in-person, or online sales and marketing should be built to answer your consumers’ questions and position your product or service as an ideal match for their needs.
Evaluation of Alternatives • What are the most common objections? • What rebuttals are most effective? • What is my competition providing that I don’t? Know your competition and be prepared for the most common objections with effective rebuttals to prevent the loss of a sale.
Purchase Decision • What does the consumer perceive as a risk? • How can I appeal to their sense of need? Lowering the consumer’s perception of risk and appealing to their sense of need can steer the consumer to a purchase.
Post-Purchase Behavior • What would cause the consumer to experience dissonance? Knowing what prompts a return is just as important as knowing why a consumer decides to make a purchase.
What you don’t know CAN hurt you! You’re only seeing 20% of your consumer’s search and traffic behavior from standard consumer behavior research. Contact us to discover the 80% of vital consumer behavior information you’ve been missing!