consumer decision making process 3 steps

If you’d like more information on online purchasing and the customer sieve, read a slightly expanded explanation with additional factors from a slightly different perspective at User Interface Engineering. This process not only affects whether they will become repeat customers, but also whether they will offer positive or negative advice to other potential customers. In this stage, the customer assesses whether or not the product or service has met their expectations. The final stage of the decision making process occurs after the actual purchase, and that is the “purchase evaluation” stage. Once the evaluation of alternatives has been carried out, the next step is the “purchase decision,” which sees another 12% loss, as some people decide not to make the purchase. Only 25% of the shoppers who began searching for information in the previous stage, reach the end of the evaluation phase. However, this is also the stage that sees the greatest lead attrition. This stage of the process can include requesting quotes for comparison, and often involves additional research into the credibility of the Business Providers whose offers are being considered. Selection stage This is it - crunch time. Evaluating alternatives allows the consumer to conclude which option would suit their needs and address their pain points before they make a final selection. Once the research has been carried out, the evaluation stage begins, with the consumer evaluating the available alternatives to determine which suits them best. When a consumer is making their buying decision, they’ll always be looking for the best product they can get, at the best price. Next comes the information search, followed by an evaluation of all the choices. However, at this stage, 17% of people drop out of the process, 9% because they can’t find or identify the required information, and 8% because of lack of purchase information. A normal consumer purchase includes the recognition of needs and wants.

In this digital age, that kind of research is more and more frequently being carried out online, thanks to the ease and convenience of the medium. Once the need has been identified by the consumer, the next stage is to conduct an “information search” to find out how the need can be satisfied. Quite simply, this is the point at which the potential customer realises that they need to purchase a product, or make use of a service. The first stage in the process is the “identification of a need”. In this article, we’ll consider a relatively simple model of the online decision making process that covers the basic stages, and offers an brief explanation for them. Making the choice to buy something online involves a variety of different factors.

Consumer decision making process 3 steps