Exhibition Knowledge: Seize The Psychology Of Buyers
At one time
Exhibition
In behavior,
purchaser
Of
Psychology
In fact, he is the most special. He hopes to strengthen ties with the two groups: the seller and other purchasers.
By talking with the seller and other buyers and users of the product, the purchaser can further confirm his position in the purchase process.
Especially in a large industrial paction, when there are two or three very important suppliers, the buyer will want to have more participation and will seek a higher level of interaction and cooperation.
While in
Exhibition
This is possible.
The annual, commercial and quasi corporate mix forms make
Purchaser
It can keep in touch with the seller and other users.
This is the long-term motivation of real buyers' participation.
Although they will not enter into repeated purchases in the short term, it is necessary for them to maintain relations with the seller and others so that they can find solutions from these people when they encounter problems in the future.
Potential buyers: development links
Exhibition
It is a place for buyers and sellers to seek common interests so as to cooperate in the future.
Some studies highlight the importance of relationships in industry exhibitions.
Some previous studies emphasized the "rational factors" in purchasing behavior, and assumed that all activities were based on economic interests. Some subsequent analyses emphasized the importance of emotional factors in buying behavior.
Moore and Holman believe that source loyalty is in industry.
market
China is a common phenomenon.
They also believe that this loyalty stems from a lot of energy and time invested by sellers and buyers.
The importance of the establishment of this relationship in industrial exhibitions has been emphasized in recent research by Rusther and Cory.
They regard this initial contact as a necessary condition to improve buyers' satisfaction.
although
Exhibition
It is not a long-term place, but he often provides the initial contact for both sides, thus laying the foundation for the formation and maintenance of their long-term interests and cooperative behaviors based on common interests.
For potential buyers,
Exhibition
It provides a way to develop contacts and further purchase.
Exhibition
It simplifies the problems inherent in establishing links with large sellers.
Every seller is
Exhibition
There is a fixed booth.
The goods provided by these sellers are visible.
All these factors make it easier to establish contacts for buyers.
The contact with the seller shortens the distance between the buyer and the seller.
Industry
market
There are several different distances.
There are two ways to rely on them.
Exhibition
The distance that can be shortened is:
1. social distance
Exhibition
It allows buyers to have an understanding of the way the seller works.
Buyers have the opportunity to pass.
Exhibition
Group activities during the period establish relationships with sellers.
2. technical distance
Exhibition
The purchaser can see the sample of the seller's products, so as to estimate whether the product is suitable for the company's needs.
In one
Exhibition
Buyers can view and analyze many competing products.
Non buyers: supporting industry support for industry is one of the reasons for exhibitors.
This is also the participation of many non purchasers sent by many companies.
Exhibition
One of the reasons.
Like sellers, non purchasers are also members of the industry.
They sent them.
staff
participate in
Exhibition
It is a support for the industry.
By sending large delegations to the exhibition, the buyer's organization also shows its success in the industry and its interest in keeping pace with the current technology.
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