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Customer Behavior     
 
This question has been closed, and points have been awarded.
Decision Making Process
Posted By: enjoyandenjoy2002* on 11/23/2004 3:23 PM (CST) 125 Points
I want know about scientific decision making process
and how to relate this to buyers' decision making process
on consumer behaviour. The purpose of this is to enable
me answer some questions on consumers behaviour on
luxury fasion products.

Posted by: Deremiah *CPE Member Response
11/23/2004 8:25 PM (CST)
enjoyandenjoy2002,

are you looking for information written by marketers on scientific marketing which has to do with the decision making process? Are you looking for book related subject matter that you can use as a continued reference? or are you looking for real scientific quantitative statistical data with measurements of percentages and numbers you can access on-line?

If you could be just a little more specific so that I can narrow down exactly what you need. Thanks for your time and welcome aboard. Is there anything else I can do for you?

Your Servant, Deremiah, *CPE, (Customer Passion Evangelist)
 
Posted by: Papadoc (Steve)* Member Response
11/25/2004 12:19 AM (CST)
I've seen full text books that don't come close to answering even one of the several questions in your inquiry. Perhaps you could narrow this down just a mite or simply ask your questions. Either that or I suggest taking a half day and several hundred $$$ down to your local bookstore.
 
Posted by: PiotrD* Accepted Answer
11/25/2004 6:03 PM (CST)
Talk to the customers. Ask questions. Try to understand what needs do they appease. Try to define each player in the decision making process: buyier, decision maker, advisor, initiator, user. Try to understend their psychology, needs, problems.
Then try to understand what kind/type of decision to you deal with: spontanic, routine, cautious etc.
Don't forget to observe your customers as much as you can.

Piotr
 
Posted by: MarvinB* Accepted Answer
12/6/2004 3:13 PM (CST)
The problem with the scientific decision making process is consumers are no scientific when making buying decisions.

In 1970 the Leu Yea study presented the concept of transactional analysis.
In the 80's The Wilson Learning Center created 'Social Styles & Strategies'
Today we are talking about market 'codes' & neuromarketing....

Take a look at what the top companies and both the Democrat & Republican parties are doing in this area...
You can view this on line at:
http://www.pbs.org/wgbh/pages/frontline/shows/persuaders/
There is a lot of scientific work highlighted in these segments and some links that may be helpful.
 
Posted by: smacphed* Member Response
12/10/2004 2:38 AM (CST)
THE ULTIMATE book (in my opinion) about this topic is How Customers Think, by Gerald Zaltman. He sums up all the newest theories and models.

Zaltman is da bomb.
 
Posted by: Val (Moderator)* Moderator Response
1/3/2005 2:53 PM (CST)
Hello all. I am closing this question, since its more than two weeks old. We do this to make sure members' contributions are rewarded in a timely manner and to improve the visibility of newer questions. Thanks, so much, for participating!

Val (Moderator)
 


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