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Understanding consumer behaviour basics is an essential element in the development of customer relations management: Part 2/3

Part 2/3 Kindly read Part 1 from last week before continuing with part 2 Other Factors In addition to the four psychological processes there is quite a number of other issues that can found in the studied literature.  These issues are of major importance when the final buying process is being formed within an individual. […]
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06
Jan
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Understanding consumer behaviour basics is an essential element in the development of customer relations management: Part 1/3

Authors: Dr Jouko Huju DBA, GMBA Finland Dr Thomas Dammrich DBA, GMBA USA Proper customer relations management is not just a list of names, e-mails, phone numbers or Christmas cards. Understanding the behavioural thinking process is of paramount importance in refining the personal approach to your customers.  In this paper we will look into the […]
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20
Mar
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Is Our Concept of the Boat Buyer’s Purchase Journey Limiting Industry Potential?

For years, our industry has conceptualized the consumer’s path to purchase, or purchase journey, as a purchase funnel. We have assumed the consumer goes through an orderly process of awareness (beginning to dream) to consideration (this might really be for me) to evaluation (the search for information) to purchase to use. This has been a […]
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