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Vikas Gupta
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Deciphering
Target Customer
Buying Behavior
3
4
What is our customer buying?
An opportunity to
influence the purchase decision
330 ml at $1.50 2 Litres at $0.99
10 times more expensive
Simple Rules
• Who is your buyer?
• What is he/she buying?
• When is the decision to buy made?
• How is the decision to buy made?
• Where is he/she buying it from?
• When is the purchase made?
Impact of Online
• 7 out of 10
• 24X7
• 80 % vs 50% : 15-34
• 87%