Buying Roles

Marketers can identify the buyer for many products easily. In the United States, men normally choose their shaving equipment, and women choose their pantyhose. Still, marketers must be careful, because buying roles can change. After the giant British chemical firm ICI discovered that women made 60 percent of the decisions on the brand of household paint, it began advertising its DeLux brand to women.

We can distinguish five roles that people might play in a buying decision. An initiator first suggests the idea of buying the product or service. An influencer is the person whose view or advice influences the decision. A decider actually decides whether to buy, what to buy, how to buy, or where to buy. A buyer makes the actual purchase, while a user consumes or uses the product or service.

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