Lub ntsiab yam ntawm buyers nyob rau hauv lub lag luam thiab cov khw

Cov kev sib raug zoo ntawm cov neeg muag khoom thiab buyers - ib qho ntawm cov feem ntau nyuaj, vim hais tias cov neeg muag khoom yuav tsum tau mus nrhiav ib qho lus. Raws li kev tshawb fawb, cov hauj lwm zoo ntawm kev muag khoom yog nyob ntawm seb cov neeg muag khoom yeej paub lub hom cov neeg muas zaub thiab yog muaj peev xwm mus nrhiav tau tus mus kom ze rau lawv. Thiab buyers - nws yog feem ntau cov neeg, txhua tus uas nws muaj nws lub hlwb yam ntxwv.

classic yeej

Peb yog tag nrho cov sib txawv, mus saib qhov sib txawv khw, xaiv cov khoom uas nto moo thiab tsis-li hom kim thiab pheej yig tus nqi. Niaj hnub nimno nyob qauv cais tag nrho cov neeg muas zaub rau lub ntsiab cai nram no:

• Tej zaum: muaj tub lag luam uas tsis tu ncua mus saib ib tug khw muag khoom qhov hluav taws xob, tab sis tsis txhob yuav cov khoom.
• Tshiab buyers nkag mus rau khw rau thawj lub sij hawm. Thiab sellers ua hauj lwm ua ib tug zoo tswv yim rau cov neeg kom lawv thiaj li opted rau no qhov hluav taws xob.
• Tsis tu ncua cov neeg muas zaub: lawv paub lub sellers yeej ib txwm txiav txim nyob rau hauv ib lub khw, thiab txaus siab rau nws rau cov khoom tsis zoo los yog nqi, los yog neeg ua hauj lwm.
• Buyers tsis nyiam: Cov tub lag luam heev nyuaj, raws li lawv yuav tsum tau ceev faj kom ua hauj lwm.

dab tsi tus cwj pwm txawv

Txhua yam ntawm peb los mus rau ib tug tej yam khw rau tej kev yuav khoom. Thiab peb txhua tus yog tshwj xeeb cwj pwm txawv los ntawm kev mus saib xyuas ib tug taw tes rau ntawm kev muag khoom. Psychologists cais tag nrho cov neeg muas zaub rau tej hom ntawm lawv txoj kev xav hauv lub xeev:

• Siab tsis zoo neeg: lawv txawv tswj thiab nyob ntsiag to tus cwj pwm, lawv tsis nyiam mus teb cov lus nug sellers.
• Txaj muag buyers yeej ib txwm xav txog lawv tus kheej yuav tsum tau cai, yog li tsis tshua muaj mloog mus rau lub tswv yim ntawm sellers, yus muaj los ntawm nervousness thiab excitement.
• Zoo-natured cov neeg muas zaub ib txwm kam los tham nrog cov neeg muag khoom, mloog lawv cov tswv yim thiab txawm ua raws li lawv. Tej zaum cov neeg muas zaub yuav cov khoom, vim hais tias lawv yog ntshai txaj muag rau neeg muag khoom nws disbelief.

Cov no yog cov ntsiab hom buyers kav rau lub siab ntsws lub xeev, tiam sis ntawm cov pawg, ib tug ntau yam ntawm cov neeg, ib tug puas siab puas ntsws mob uas yuav sib txawv ntawm aggression rau nws tus kheej kev ntseeg siab thiab obsessions.

dab tsi coj tus cwj pwm

Khw - nws yog ib qho kev xav, thiab txhua buyer behaves txawv. Ib tug neeg yuav rau ib ntev lub sij hawm mus xaiv tus qub tshaj plaws, ib tug ntau ntawm re-ntsuas lawv, thiab ib tug neeg los ntawm ib lub qauv thiab yuav nws. Raws li psychologists, tag nrho cov hom ntawm shoppers coj txawv thaum nyob hauv lub rhawv muaj ib yam khoom tshiab :

• Innovators - cov tub lag luam uas sai sai li cas rau tag nrho cov khoom tshiab nyob rau hauv khw muag khoom noj, thiab rau lawv yog tseem ceeb tshaj lawv tus kheej self-assertion. Tej cov neeg, raws li psychologists, nrhiav kom paub meej tias tus thawj, thiab tseem ceeb tshaj, tshiab khaub ncaws nyiam cov xim ntawm lwm tus neeg.
• Active neeg kuj ua ceev kev yuav khoom, tab sis lawv yog tsav los ntawm advertising.
• Progressive cov neeg muas zaub - lub feem ntau nrov hom, raws li lawv yuav khoom thaum lub ncov ntawm nws muaj koob meej ntog.
• Materialists - nws yog cov neeg muas zaub uas yuav tom tug nqi luv nqi twb tawm ntawm fashion yam. Lawv tsis kam txais cov khoom tshiab thiab coj zoo li cas muaj tau pov thawj.

Yuav ua li cas marketers

Nyob rau hauv lawv pom, los mus txiav txim lub hom buyer koj ua tau rau tus cwj pwm kev. Marketers yog 4 yam kev pab:

• Nrog txoj kev coj cwj pwm. Qhov no tus cwj pwm yog peculiar rau cov neeg muas zaub yuav tshiab thiab kim khoom. Feem ntau, cov kev yuav khoom no yog ua los ncaw, ces nws yuav ua li cas consciously. Qhov no yuav coj tus cwj pwm yog hu ua complex vim hais tias cov neeg cog lus yuav tshawb tag nrho cov yuav sab, kom tsis txhob cov kev txaus ntshai rau lawv tus kheej. Nyob rau hauv cov ntaub ntawv no, cov neeg muag khoom yog ua phem rau kom ntseeg tau tias qhov tseem tuav thiab kom meej meej piav qhia txog cov khoom thiab nws cov khoom, nws zoo, yog li ntawd lub buyer tau tseeb lub correctness ntawm lawv tus kheej kev xaiv.
• Muaj ntau yam ntawm buyers hom muaj meej txog tus cwj pwm thaum lawv muaj lub sij hawm los xaiv los ntawm ib tug xov tooj ntawm zoo tib yam thiab zoo sib xws nyob rau hauv cov yam ntxwv ntawm cov khoom. Psychologists hais tias xws li tau txais kev pab yuav tej yam uas raws li ib tug txhais tau tias ntawm nws tus kheej-qhia.
• Npaj yuav coj tus cwj pwm peculiar rau cov neeg tau txais kev pab uas muaj tsawg kev koom tes thiab tsis tau ntsib ntau cov sib txawv ntawm cov khoom muag. Tej tub lag luam cia li mus rau lub khw rau ib tshaj plaws thiab yuav nws, tsis muaj piv thiab nrhiav kev pab. Txij li thaum tej cov neeg muas zaub cog lus rau cov khoom ntawm ib tug tej hom tsis yog rau lawv mus tsim kho marketers siv cov kev daws xws li koj qev los los yog muag.
• Exploratory tus cwj pwm: tau txais kev pab nrog rau tej kev coj cwj pwm tsis txhob tsom ntsoov rau ib tug cov hom - lawv xaiv li cas koj nyiam no thiab tam sim no.

Ua lag ua luam neeg hom

Cov buyer yog txawv - ib tug muaj lus zoo siab thiab introverted, nrhiav thiab paub txog raws nraim vim li cas nws tuaj mus rau hauv lub khw los yog nyob rau hauv lub lag luam. Thiab yog hais tias kev ua lag luam tseem muaj lub sij hawm rau bargain thiab tsim kom muaj rau lawv tus kheej ib tug xis nqi nyob rau hauv khw muag khoom noj yog tsis noj qhov chaw. Yuav ua li cas hom ntawm cov neeg muas zaub yog ib qho tseem ceeb kom paub tias rau lub sellers lawv tus kheej, vim nws tso cai rau kom npaj ua hauj lwm nrog cov neeg. Ib tug neeg yog txawv, raws li zoo raws li nws cov hom phiaj rau:

• Txaus siab thiab muaj peev xwm mus yuav: nyob rau hauv rooj plaub no tus neeg muag khoom yog xav nyob rau hauv yuav ua li cas txhawb cov miv sab txawm tus neeg thiab coj nws mus rau yuav.
• Nws xav kom, tab sis yuav tsis tau: nyob rau hauv cov ntaub ntawv no, cov neeg muag khoom pom yog vim li cas rau cov impossibility ntawm cov muas thiab sim kom paub tseeb hais tias cov neeg no tseem opted rau cov khoom no.
• Nws tsis xav kom, tab sis muaj peev xwm mus yuav.

Tag nrho cov hom ntawm buyers nyob rau hauv lub lag luam yog heev, yog li sellers tau xav txog lub tswv yim thiab nrhiav kev mus kom ze rau txhua qhua tuaj noj mov raws li nws yuav tsum tau thiab possibilities.

Thiab leej twg yog koj

Tag nrho cov puas siab puas ntsws hom ntawm cov neeg muaj peev xwm yuav piav nyob rau hauv cov lus no:

1. Tshuaj ntsuam yeej ib txwm nrhiav cov lus teb rau lo lus nug "Yuav ua li cas?" Thiab sim mus nrhiav ib yam khoom uas yuav ua tau raws li lawv yuav tsum. Cov tau txais kev pab yog tsis dhau tub nkeeg mus saib qhov tseeb, raws li lawv nyiam perfection nyob rau hauv txhua yam. Lawv nug ib tug ntau ntawm cov lus nug, yog li ntawd sellers muaj pheev tag nrho lub dag lub zog thiab siab ntev rau kev tag nrho cov ntaub ntawv tseem ceeb rau tus neeg.
2. Mob siab buyers yeej ib txwm paub dab tsi lawv xav tau thiab thaum. Yog li ntawd lawv tuaj rau tom khw los yog nyob rau hauv lub lag luam muaj ib lub hom phiaj, rau winning, ces tus yuam kev los yog tsis ncaj ncees lawm kev xaiv tshem tawm. Tej cov neeg muas zaub txuag lawv lub sij hawm, yog li lawv yuav tsis siv nws rau ruaj cov lus nug.
3. Howcast-taw qhia kom paub cov neeg muas zaub tawm mus kawm txhua yam hais txog cov khoom. Lawv tham ntau thiab nug ntev mloog rau tag nrho cov lus teb, tab sis qhov tseeb thiab lub ntsiab lus ntawm lawv tsis xav.
4. Emotional cov neeg muas zaub uas muaj feem yuav, lawv yog nquag, yog li feem ntau ua txawj yuav. Feem ntau cov feem ntau, qhov no hom ntawm cov neeg cog lus yuav kom ntseeg tau tias muab khi nws kev nplua nuj thiab kev hlub kev nplij siab.

Model tus cwj pwm: Hotlera ...

Khw - yog ib tug complex txheej txheem thiab kev lag kev luam thiab los ntawm ib tug puas siab puas ntsws sab. Zaum tau txawm tsim tej qauv ntawm tus cwj pwm ntawm tus kawg neeg. Yog li, raws li F. Hotlera, txhua buyer behaves nyob rau hauv theem: xub thawj, nws yog paub thiab tab tom nrhiav rau cov lus qhia, thiab ces ua rau ib tug txiav txim siab thiab soj ntsuam qhov kev correctness ntawm lawv ua. Lub ntsiab yam ntawm buyers yog raws nraim raws li nram no: ua ntej lawv txiav txim yuav tsum tau mus yuav, kawm nws, thiab ces simulate cov kev tshawb fawb qhov teeb meem no thiab mus rau tom khw. Thiab ces nws yog ib qho tseem ceeb uas tau txais kev pab tau ib tus ceev kev txiav txim siab, thiab nws yog los ntawm ntau yam tseem ceeb.

... Batman

Raws li Bethmann qauv xaiv - nws repeats cov txheej txheem, es sequentially. Tus kws tshawb fawb ntseeg hais tias tus neeg thawj dab ntxiv, yog mob siab mus yuav ib yam khoom, ntsuam xyuas nws nyob rau hauv lub teeb ntawm situational influences thiab ib tug neeg nyiam. Thiab mam li ua ib tug txiav txim siab yuav los yog tsis tau yuav.

Yuav ua li cas buyers muas thiab

Peb yog tag nrho cov cim, txhua txhia tus muaj nws tus kheej tseem ceeb, qhov tseem ceeb thiab xav tau kev pab. Ntau hom kev cov neeg muas zaub, hom ntawm kev yuav khoom, thiab hais tias yog qhov zoo. Tab sis zaum ntseeg tias cov kev xaiv ntawm ib yam khoom - nws tseem ua hauj lwm feem ntau puas siab puas ntsws. Thiab nws skillfully siv thiab marketers, thiab khw muag khoom. Tag nrho cov kev yuav khoom yog, nyob rau hauv lawv lub tswv yim, yog muab faib ua peb yam:

1. Yuav hais tias kom meej meej los.
2. Txawj yuav nyob ntawm no thiab tam sim no.
3. Cov npaj purchase.

Nws yog noteworthy tias feem ntau ntawm cov neeg yuav khoom nws ua rau txawj purchase, thiab no tej zaum yuav cov khoom ntawm cov nqe lus qeb. Feem ntau cov feem ntau, tus neeg nhro yam tsis tau xav ib yam dab tsi compact thiab feem ntau siv nyob rau hauv tsev. Sellers lawv tus kheej tag nrho cov neeg lam ua tej yam raug nteg nyob rau hauv lub feem ntau tseem ceeb qhov chaw - yog li ntawd lub buyer yog twv yuav raug hu tsis tau dhau. Nyob rau hauv tas li ntawd, nws yog ib qho tseem ceeb uas qhov chaw tau zoo koom thiab attracted tus mloog ntawm qaim xim los yog dluab.

Qhov ntawd los ntawm ib qho nyiaj txiag taw tes ntawm view

Cov buyer tsis yog tsuas yog nthuav rau marketers thiab psychologists, tab sis kuj economists. Lawv xaus lus tias ntau hom buyers coj nyob rau hauv raws li ob peb los:

• nyhuv ntawm solidarity nrog rau feem ntau;
• snob nyhuv ;
• Veblena cov nyhuv;
• nqi nyhuv.

Nyhuv ntawm solidarity nrog rau feem ntau hais tias ib tug neeg yuav ib yam khoom tsis yog vim lawv xav tau, tab sis vim hais tias nws ua li ntawd feem ntau. Hais tias yog, cov tub lag luam yuav tsum zoo li txhua leej txhua tus lwm tus, ua raws li lwm tus neeg, mus rau teb rau lawv cov tswv yim hais txog zam, elegance, thiab hais txog.

Snob nyhuv - yog lub siab xav mus ua muas khoom rau lub hom phiaj ntawm lawv txoj cai, kom qhia lawv tus kheej tseem ceeb thiab originality, sawv tawm los ntawm cov neeg coob coob. Raws li cov nyhuv ntawm Veblen khoom uas muas ntug noj. Feem ntau cov feem ntau yuav kim tej yam tsim los qhia rau koj txog lub hwj chim thiab txoj cai ntawm lub buyer. nqi nyhuv dominates nyob rau hauv rooj plaub thaum cov khoom no yog xaiv tsis tau tsuas yog nyob rau hauv zoo tab sis kuj nyob rau hauv tus nqi.

Txhua leej txhua tus yog sib txawv, tab sis tag nrho cov tib

Nyob rau hauv kev, yuav kev coj cwj pwm yuav tau piav los ntawm txawv yam - thiab nyiaj tau los thiab luv luv-term xav tau thiab whim, thiab muaj lub siab mus rau sawv tawm. Ib tug neeg ntsuam xyuas cov khoom ib tug neeg nhro cov feem ntau fashionable, ib tug neeg yeej ib txwm nyiam hom ntawm tus tib yam khoom, thiab lwm tus neeg yog tsis khi rau tej yam hom. Tag nrho cov ntawm peb - tau txais kev pab ntawm ntau hom thiab txheej txheem ntawm nyob, tab sis, raws li cov kws tshawb fawb, peb yog tag nrho cov tos kom zoo cov khoom, uas yuav muab muag rau peb nrog rau xim thiab kev sib txuas lus. Ib tug niaj hnub buyer - nws yog tsis zoo li cas nws craves siab, thiab nws uas nrhiav saum toj no tag nrho cov yuav tsum tau paub thiab saib xyuas lawv cov kev txiav txim siab.