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CONSUMER
BEHAVIOUR
Purchase Process
Step 1: Need Recognition
Step 2: Information Search
Step 3: Evaluation of Alternatives
Step 4: Purchase
Step 5: Post-Purchase Evaluation
Communication Process
1) Sender
2) Encoding
4) Channel
5) Receiver
6) Decoding
7) Feedback
3) Message
International Trade
Legal
Trade agreements, tariff and non-tariff regulations, INCOTERMS, intellectual property, contracts, ADR.
Cultural
Traditions, languages, education, religion, ethics, social organization, technology, tone, contact method, attitude.
Commercial (Illegal Business Practices)
Business defamation, reciprocity, trying agreement, conspiracy, collusion, resale price maintenance, price discrimination
Communication as a tool
Communication Breakdown
Caused by encoding and decoding problems, environment, noise, not proper following of the model.
Methods for Effective Verbal Messages
Choice of words, voice tone, stories, active listening
Communication via technology
Social Media, SMS, E-Mail, Voice Mail, Telephone
Methods for Effective Non-Verbal Messages
Body language, space and physical contact, appearance.
Conclusion:
Being familiar with the consumer's behavior allows businesses to understand the mind of their target market. Following both the purchase and communication processes make the sale of products and services more effective while building trust and enhancing a positive relationship and environment. On the other hand, its important to consider the legal, cultural and commercial aspects of international trade, which make it possible to create and adapt the business model to one that completely fits the consumer's expectations.
