Understanding the path to purchase: resolving the complexities that influence decisions

Mills, Michael and Torkar, Nicole and Katsinikas, Tina and Dye, Andrew (2006) Understanding the path to purchase: resolving the complexities that influence decisions. In: ESOMAR Automotive Conference 2006, March 2006, Laussane, Switzerland.

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Abstract

The fast pace of today’s automotive market and the many infl uences on consumer choice require manufacturers
and dealers to understand and take actions quickly to refl ect changes in consumer preferences. This paper discusses a new method of understanding and infl uencing the path to purchase using the rules that consumers use in this journey, and the key moments of infl uence that affect the
purchase decision.

Statistics for this ePrint Item

Item Type:	Conference or Workshop Item (Commonwealth Reporting Category E) (Paper)
Refereed:	Yes
Item Status:	Live Archive
Additional Information:	No evidence of copyright restrictions preventing deposit.
Faculty/School / Institute/Centre:	Historic - Faculty of Business - Department of Marketing and Tourism (Up to 31 Mar 2007)
Faculty/School / Institute/Centre:	Historic - Faculty of Business - Department of Marketing and Tourism (Up to 31 Mar 2007)
Date Deposited:	28 Nov 2011 01:55
Last Modified:	02 Jul 2013 23:49
Uncontrolled Keywords:	automotive; market
Fields of Research (2008):	15 Commerce, Management, Tourism and Services > 1505 Marketing > 150599 Marketing not elsewhere classified
URI:	http://eprints.usq.edu.au/id/eprint/7634

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