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As part of consumer behavior, the buying decision process is the decision-making process used by consumers regarding the market transactions before, during, and after the purchase of a good or service. It can be seen as a particular form of a cost–benefit analysis in the presence of multiple alternatives. [1] [2]
A decision to buy an ice-cream sundae is motivated by the desire for sensory gratification (positive motivation). Another approach proposes eight purchase motivations, five negative motives and three positive motives, which energise purchase decisions as illustrated in the table below. [66]
[5] Essentially, after a choice is made people tend to adjust their attitudes to be consistent with, the decision they have already made. [6] [2] [7] It is also possible that choice-supportive memories arise because an individual is only paying attention to certain pieces of information when making a decision or to post-choice cognitive ...
In that case, a good deal is defined more by emotion than by actual numbers, Wallin adds. It all depends on what you value. ... Buy one, get one free deals are one of the oldest sale tactics in ...
Purchase Phase (Decision Making/Conversion): At this stage, potential customers are prepared to make a purchase decision. Marketing strategies focus on facilitating this conversion through clear calls-to-action , streamlined purchasing processes, and promotions such as limited-time offers.
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An example of conscious motivation is a person in a clothing store who states that they want to buy a shirt and then goes on to buy one. [71] Unconscious motivation plays a central role in Sigmund Freud's psychoanalysis. Unconscious motivation involves motives of which the person is not aware.
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