Psychologist Burrhus Freric Skinner later introduc the term operant conditioning , to refer to the modification of future behavior , through reinforcements (stimuli that drive an action) and punishments (stimuli that discourage or demotivate certain behaviors) consumer behavior .
Marketing , taking advantage of this knowlge from psychology and other disciplines such as anthropology and economics (through consumer theory ) , begins to study consumer behavior. The goal was to prict in some way what the customer would buy and how they would do it, in order to
adapt the sales model to that behavior and thus
Nowadays, its application is increasingly broader, serving as an input in the creation of a new product, in the modification of current products, in communication, in consumer behavior distribution channels, in pricing and even in the comprehensive design of the customer experience with the brand , at each point of contact during australia telegram phone number list their journey through the purchasing process.
It refers to the analysis and comparison of the information obtain in the previous stage, bas on different criteria. 3 email marketing trends that will boost your sales in 2024 Some of these criteria may be: price, quality, brand reputation, product shelf life, location of the establishment, spe of delivery or service provision, warranty, to name a few.
To find out what criteria customers apply to your product and how much weight they
Decision and purchase action
It is the moment in which the customer decides to buy the product and takes the action of buying it.
After the purchase of the product, its use or consumption is present. At that time, the customer will evaluate how satisfi he is dy leads with his purchase , if it really covers the ne he had, if it respects the rights of the consumer, if it meets his consumer behavior expectations, among other factors.
It is important to consider that the purchasing process is not always carri out in detail, through each stage. Depending on the complexity of the purchase, it can be carri out in a very agile way. Even in some cases, such as impulse purchases, the process can be revers, first making the decision and then justifying it with some ne.