Activity 1: Consumer behaviour

Activity 1: Consumer behaviour

1. Types of costumers

   • Producers
     • Original equipment manufacturer // End users
   • Resellers
     • Buyers of finished products and services
   • Government agencies
     • It works with bids (it can buy any product) *Government procurement*
   • Institutions
     • They can be both public or private and they have hard requirements and rules
   • Consumers
     • The procedure needs to be personalized since the consumers buys for themselves
   • Organizational b & s
     • Between organizations the process can get complex

2. The key is creeping commitment

   • def. The consumers commitment in the buying process

3. The communication process

   • Encoding: Translation from thoughts to words
   • Decoding: The interpretation of the received message
   • But words are not the only important thing
     • We have noices (form voice tone to the natural environment ones)
     • We have storytelling, how do you pitch?
     • Nonverbal messages: Do you smile... or do you cry?
     • And more important... we have ears, so LISTEN

4. Summary

   • Remember that it isn't the same in all countries
     • Gender can be one of the factors that change the buy and sell process form one country to another drastically
     • Do you need strong data or do you need to apply storytelling? It depends on the county's culture as well as the client's perspective
     • Use your most powerful tool, listening will give you the power of knowing what the client really wants

5. Fernanda Gutiérrez Salazar A01749459 TEC CEM