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Shopping Behavior

There are a couple of emotions that determine shopping behavior. The most fundamental of them are greed, altruism, fear and envy. Greed drives a customer to purchase more than what he or she needs. A wide range of options, better products and lower prices generate that increased desire to purchase. Often, a customer would consider it a good opportunity to buy more than what she needs and to gift others as well. Higher purchase is also driven by the fear that the current price offer may not be available for long and so the product has to be purchased right away. And envy sets in when one sees others buying and making the best out of a deal. Sabse sasta din [the cheapest, day] was successful because we were able to effectively capitalize on all these emotions.” – Kishore Biyani (in It Happenned In India)

Filed under: Quotes

One Response

  1. Damodar Mall says:

    I would add EGO to the list of fundamental drivers of shopping behaviour. It influences the choice of items wherein the link to self image determines the choice between popular, discount or premium products that essentially satisfy the same functional need..

    Damodar
    http://shoptalk-insight.blogspot.com/

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