Consumer and buyer behaviour and the value proposition

Abstract

Abstract This chapter addresses the importance of understanding both consumer and buyer behaviours in order for marketers to create effective marketing campaigns. Consumer and buyer behaviours are those actions undertaken when obtaining goods and services. By understanding how consumers think and how they behave during buying decision-making and purchasing activities, the marketer is able to exert some influence over their actions. Likewise, marketers can influence business-to-business (B2B) purchasing patterns through their understanding of the behaviour of buyers. The chapter then goes on to look at the creation of a value proposition.