Archive for the ‘Buyer Behavior’ Category
Friday, February 8th, 2008
I'm not sure I agree with Shoemoney's argument, but it's interesting food for thought. I'm normally very open to the reasoning that "Amazon has trained us that this is the way it should be," but there are so many things that require handholding that I don't think you can ...
Posted in Communication, Buyer Behavior, Sales | No Comments »
Sunday, October 21st, 2007
Here's a great post from Nametag Guy Scott Ginsburg called "35 cultural trends that (should) change the way you do business." My favorite? Number 18, which I thought really should have been called, "Trust is a must." Checklist for online vendors:
SSL certificate not just for checkout, but ...
Posted in Buyer Behavior | 1 Comment »
Wednesday, September 26th, 2007
37Signals had an interesting post about phantom buyers (you know the kind; they say, "I'll buy it if ..."). I think it's a smart strategy to pre-plan your product roadmap carefully enough that you can respond quickly to these people with your own conditional offer: IF you'll buy it, I ...
Posted in Buyer Behavior | No Comments »
Sunday, September 23rd, 2007
There's no substitute for hard data. MarketingSherpa found that actual abandonment rates were two to three times as high as e-commerce marketers thought they were. They offer some heuristics for getting to the bottom of the problem, but they don't discuss my favorite remedy - order total ...
Posted in Buyer Behavior | No Comments »
Saturday, September 22nd, 2007
According to this article in Science Daily, discounts are perceived to be larger when the digits to the right are small. Quick: which is a better deal, A or B?
Item
Regular Price
Sale Price
A
$222
$211
B
$199
$188
Most people pick A, even though the dollar amounts are identical and B is a greater ...
Posted in Buyer Behavior, Psychology | No Comments »
