Extensive studies have been done about the buying habits of consumers, but comparatively little has been published about the technical patterns of consumer buying habits. This is a subject of great importance to those involved in advertisements and marketing The truth is that the industrial buyer and the consumer buyer have different motivating forces that influence buying.
Industrial buyer vs Consumer buyer
Firstly a consumer buyer: is the buyer who is also the consumer of the service or product being purchased.
Secondly a industrial buyer: are responsible for ensuring the companies choose the best appropriate services and goods on the basis of quality, price and delivery times.
So what type of things effect the consumer buying
A consumer, faced with a buying decision will be affected by the following three factors of which i abbreviate PPS :
Personal
Psychological
Social
I have compiled lot of research solutions here which may help you discover how to target customers buying behavior, products and market trends to help you build your marketing or advertisement campaign.
As a business/ companies you must identify which sources of information supported the buying process and influenced the drive in customer purchasing decisions.
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Great books to read
Management and Business in Britain and France: The Age of the Corporate Economy
What the average industrial consumer reads
Productivity trends
Company reports
Trade union practices
Conditions of employment
Industrial cost indices
Mergers
Commodity market reviews
Familiarize your self with these subjects and the term:
(Commercial-cum-financial intelligence)
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