Current Tag: Consumer Behavior
Posted by Eyefaster on June 1, 2015

“I’m a Suitable Mate”: The Psychology of Luxury Brands

Why do people spend hundreds, even thousands, of dollars on luxury goods that are not very functionally different than products that cost a fraction of the price? If you ask people, they will often point to craftsmanship and quality. They may mention a confidence boost, a reward for their success in life. But what people…

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Posted by Eyefaster on May 19, 2015

The Decline of Online Retailers: Why “Brick and Click” Is the Business Model of the Future

“We believe that ‘pure play’ retail is going away, that e-commerce companies are either going to open stores or go out of business. And retailers need to be either excellent at retail, or they will go out of business. I also believe that Amazon cannot survive as a pure play retailer.” That’s a bold new…

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Posted by Eyefaster on May 12, 2015

We Don’t Always Buy What We “Should”: Why Consumers Make Irrational Decisions

Traditional economic theory, also called rational economic theory, posits that people make decisions by examining all the available evidence and making the most logical decision. But as the craze for Beanie Babies and the continued success of the KFC Double Down have shown, consumers frequently make choices that are not in their best interest. Consumer…

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Posted by Eyefaster on May 7, 2015

Seeing Beyond Demographics: Why Traditional Divisions of Consumer Groups Don’t Work Anymore

One of the reasons that eye tracking is such an effective way to study consumer behavior is that it doesn’t rest on assumptions. In our research, we watch real people in real shopping situations to gain real insights into buying behavior. Traditional marketing efforts are less directly evidence-based, and focus instead on demographics—age, income, location,…

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Posted by Eyefaster on April 3, 2015

The Buying Process: Subconscious Triggers to Conscious Action

Most people like to think that they make logical buying decisions based on price, trust in a brand, recommendations from a friend, etc. These can all be factors, of course, but consumer research shows that shoppers’ decisions start from a much deeper place—the subconscious level. Most information actually never reaches the conscious mind. Estimates vary,…

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