Consumer Psychology & Buying Behaviour

Consumer Psychology & Buying Behaviour

1. Consumer Psychology

   • How consumers value products & services
     • Utility
     • Expeirience
     • Symbolism
   • Key psychological processes
     • The black box
       • Philip Kotler
   • 10 ways to convert more customers
     • Action Paralysis
     • Embrace the power of labels
     • Understand the 3 types of buyers
     • Highlight strengths by admitting shortcomings
     • Use urgency the smart way
     • Make their brain light up instantly
     • Make an enemy
     • Stand for something
     • Devil's Advocate
     • Keep them on heir toes

2. Consumer Behaviour

   • The customer experience
     • Current behaviour
     • Rational ties
     • Intended behaviour
     • Emotional ties
   • The Buying Roles
     • Initiator
     • Influencer
     • Decider
     • Buyer
     • User
   • Consumer Buying Decision Model
     • Possible influences on the process
       • Situational Influences
       • Psychological Influences
       • Social Influences
   • Factors influencing consumer buying behaviour
     • Cultural
     • Social
     • Personal
   • Types of Buying Decision Behaviour

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