Pete Norris - Buyer Behaviour

Buyer Behaviour

Need Recognition

Search

Pre-Purchase Evaluation

PURCHASE

Consumption

Post-Purchase Evaluation

Results

(This applies to clients purchasing you!!)
(Insert slide of buyer behaviour chart in the world)


Maslowe's Hierarchy of Needs, Been taught about this many times, however it's always useful to be reminded and have it contextualised for current applications.

 Pareto Principle ( 80 : 20 )
Only 20% of people want the hassle of making decisions. Equally, only 20% of people will own 80% of the wealth while 80% of people only own 20% of the wealth. 

Triggers of buying a product.

Memory - Remembering what you want to buy. 
Good/Bad/Indifferent - My opinion on why.
 Long Term/Short Term - The time I should invest in deciding is relative.
Aesthetics 
Emotion (Hedonism/Conscience/Love?)
Genetics - Men vs Women? Does it apply?
Logic - Are we logical as free thinkers?
Range of choice - How niched is the market?
Attitude to Risk - What kind of person am I? (Kickstarter? Pre-orderer? Success Purchaser)
Nature of Problem - Do I understand the product or what the product is for?
Routine/Simple vs Complex/Low or High Involvement
Belief structures?
Legality? What can I show? What can I not?
Other views - (Peers/Friends/Family)
Finance - Can I actually afford it?



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