To understand the buyer , and to create a customer through this understanding , is the main purpose of buyer behaviour studies. The time and effort spent on this relatively new discipline have been of enormous magnitude. And every buyer – study has unfolded some new dimension of this discipline. The subject has been approached and analyzed from different angles and under different premises. Different inferences have been formulated. But the subject too complex to beat, still remains a theorem without a proof.
What motivates the buyer ? What induces him to buy ? Why does he buy a specific brand from a particular shop ? Why does he shift his preferences from one shop to another or from brand to another ? How does he react to a new product introduced in the market or a piece of information addressed to him ? What are the stages he travels through before he makes the decision to buy ?
Continues with new techniques …
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