In the 1940s, psychologist Abraham Maslow devised a hierarchy of individual needs. Here’s a little more about this theory of motivation. Have you heard of Maslow’s hierarchy of needs? Motivation theory (Maslow): the best-known consumer behaviour Thus, it may be worthwhile translating your marketing materials to expand your business overseas. In addition, they need to understand all the information provided. It will help the buyer to continue along the sales process or, on the contrary, to encourage them to discover the competition’s offers.Ĭonsumers need to obtain enough information about the product or service to remember your brand. At this stage, the information given on your marketing materials (website, social media, ads, flyers, etc.) is very valuable. In order to stay ahead of the competition, you need to stand out at the second step of this decision process.
This concept pinpoints the purchaser’s decisional process to uncover the reasons why they act. The Engel, Kollat and Blackwell model is a consumer behaviour that should be in every manager’s knowledge base. For example: this type of perfume attracts women. By doing so, you will entice consumers to make a purchase.
Subjective norms (normative beliefs, public opinion, etc.).Īs an ecommerce retailer, it is therefore essential to associate a product with a specific positive outcome.The buyer’s assessment of the consequences that a purchase might have.The person’s beliefs (such and such a purchase will have such and such a consequence).For example, “if I eat more vegetables, then I will lose weight” or “if I buy the latest pair of Nike trainers, then I will be accepted by the group”. Theory of Reasoned Action (1975), Fishbein and AjzenĪccording to the theory of reasoned action, consumers engage in behaviour in order to achieve an outcome. Consumer behaviour you should know to boost your online salesġ.
Here’s how you can adapt to the needs of your online consumers and develop your ecommerce business. Today, we’re going to highlight 5 types of consumer behaviour that every manager should know about. Thanks to this painstaking work, these web professionals are able to meet the precise expectations of their customers. Sometimes, consumer behaviour also includes repeat business.ĭigital marketers can spend hours analysing consumers’ thoughts, actions and behaviours. Online, it starts the moment the user turns on their computer or phone, and ends the moment they validate their payment. Let’s take a look at the 5 types of consumer behaviour that every manager should know!Įxpand your e-commerce business internationally: the updated ultimate guideĬonsumer behaviour encompasses all the steps that lead the consumer to purchase a product or service. All e-marketing specialists pursue the same objective: they seek to arouse the user’s curiosity so that they will make a purchase. Ecommerce trends: 5 types of consumer behaviour every manager should know By Amandine Dujardin Posted on Įcommerce retailers and online store managers need to be creative to encourage revenue growth.
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