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For more information on buyer behaviour please see

buyer behaviour - decision-making process

http://tutor2u.net/business/marketing/buying_decision_process.asp

The buyer behaviour blog

http://buyerbehaviour.blogspot.com/

Consumer Buying Behavior

http://www.knowthis.com/principles-of-marketing-tutorials/consumer-buying-behavior/

Understanding Buyer Behavior: Primary Demand Vs. Selective Demand

http://www.zeromillion.com/marketing/buyer-behavior.html

For more on how to make people buy please see

What Are 7 Psychological Triggers That Make People Buy?

Personally I think there are more than seven psychological triggers but the article is a good start

http://www.icbs.com/Kb/marketing/kb_marketing-what-are-7-psychological-triggers.htm

How To Make People Buy Using Motivational Triggers

Another list of seven triggers - guess there is something about the number seven

http://www.selfseo.com/story-18494.php

Psychological Sales Triggers - Psychological Triggers That Make People Buy

This is from the masterful Joe Sugarman, the multi-millionaire direct response marketer behind the Blublocker sunglasses and many other gadget products

http://www.deeptrancenow.com/psychological_sales_triggers.html

Joe Sugarman is the author the classic book Triggers and you can download the first two chapters here

http://www.PsychologicalTriggers.com/g.o/paulsimister

(affiliate link)

Paul you've covered a lot of interesting material here about people's underlying emotions and desires.

I guess that the exact drives are going to depend on the particular customer, the particular product and particular need.

Thanks Brian for stepping forward and leaving a comment.

If you have any views about buyer behaviour and motivation, and whether you agree with me or not, I'd love to hear from you.


A very helpful post every single move we make can be made with the specific intent of enabling or empowering our client to take the next step they need to take in order to buy.I recently read a great post that highlighted this, check it out “The Importance of Social Media Marketing to Validate Your Customers Purchase Decision (http://www.inboundsales.net/blog/bid/38159/The-Importance-of-Social-Media-Marketing-to-Validate-Your-Customers-Purchase-Decision)

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