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  2. Buyer decision process - Wikipedia

    en.wikipedia.org/wiki/Buyer_decision_process

    Common examples include shopping and deciding what to eat. Decision-making is a psychological construct. This means that although a decision cannot be "seen", we can infer from observable behavior that a decision has been made. Therefore, we conclude that a psychological "decision-making" event has occurred.

  3. AIDA (marketing) - Wikipedia

    en.wikipedia.org/wiki/AIDA_(marketing)

    A major deficiency of the AIDA model and other hierarchical models is the absence of post-purchase effects such as satisfaction, consumption, repeat patronage behaviour and other post-purchase behavioural intentions such as referrals or participating in the preparation of online product reviews. [10]

  4. Lead scoring - Wikipedia

    en.wikipedia.org/wiki/Lead_scoring

    The resulting score is used to determine which leads a receiving function (e.g. sales, partners, teleprospecting) will engage, in order of priority. Lead scoring models incorporate both explicit and implicit data. Explicit data is provided by or about the prospect, for example - company size, industry segment, job title or geographic location. [2]

  5. Purchase funnel - Wikipedia

    en.wikipedia.org/wiki/Purchase_funnel

    Sales Funnel or Purchase Funnel: The sales or purchase funnel (sales from the seller's perspective and purchase from the buyer's perspective) guides potential customers through stages of awareness, interest, desire, and action, culminating in a purchase decision. It is a subset of full funnel marketing, centered specifically on the conversion ...

  6. Consumer behaviour - Wikipedia

    en.wikipedia.org/wiki/Consumer_behaviour

    Consumer behaviour is the study of individuals, groups, or organisations and all activities associated with the purchase, use and disposal of goods and services.It encompasses how the consumer's emotions, attitudes, and preferences affect buying behaviour.

  7. Customer relationship management - Wikipedia

    en.wikipedia.org/wiki/Customer_relationship...

    For example, through the analysis of a customer base's buying behavior, a company might see that this customer base has not been buying a lot of products recently. After reviewing their data, the company might think to market to this subset of consumers differently to best communicate how this company's products might benefit this group ...

  8. Go-to-market strategy - Wikipedia

    en.wikipedia.org/wiki/Go-to-market_strategy

    Customer size and sales potential of the customer; Customer behavior: Studying the customer's behavior related to the product or service such as the customer buying from a competitor or examining the responsiveness to selling effort; Geography: Geographical locations of prospective buyers; Application and use of the product or service by the ...

  9. Shopper marketing - Wikipedia

    en.wikipedia.org/wiki/Shopper_marketing

    Shopper marketing is "a discipline that focuses on the customer experience and the customer journey." [1] It focuses on the consumer's path to purchasing a product, from first being aware of the product, to consideration and through to the purchase of it.