Do you fear before your customers because you do not know? When have you sold last personally or online success-rich your products or services as Chief? Who does not know his customers and does not love will be hardly successful-rich! Most companies fail, ultimately financially, as we know it, that they have enough orders. Either acquire it to little new and fleet customers (after buying), or they disappoint their clients and their expectations. Each company is located today in the customers-demand market in the world on and offline competition to other providers and the international problem solving. Here a short description that goes beyond the pure behavior depiction of the buying process, of the Declaration of causes and to the discovery of unconscious wishes of customers, shows and needs. Also my article 24, 83, 95 and 105 at online-artikel.de/W.Schwalm or revised in order. 1 Buy happening in a chronologically general context of individual Buyers history (experience, memory), buyers strategy (planning, target, hope) and their tactics (behavior) and the refusal period, the buying process and the replacement phase.

To 1.2) the context: expectancy > selection > performance: objectives are generic (General) or specifically. To 1.4) the right of first refusal-phase: expectation > selection > performance: nature and culture (intercultural), setting, problem detection, information search, recommendation generally let himself KundInnen-typologisieren settings in five different criteria: component: cognitively strong setting: the setting for the reference object based on theoretically valued information about the object. emotionally strong setting: the setting for the reference object resulting from feelings toward the object. Reference object: specific setting: refers to tangible objects (E.g. to the wine of a winery). categorical setting: refers to object categories.

But not on individual objects. Origin: acquired setting: based on external information. experience-based adjustment: results from the personal experience of the consumer with the reference object. Temporal stability: stable setting: strong anchoring of the setting in the long term memory of the consumers by marketing only little changed.