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| | BUYEROLOGY
OCTOBER 3, 2011 Buyer Perceived Value (BPV) Scorecard: Qualifying and Quantifying Value
Image by J. McPherskesen via Flickr. As a follow-up to the article Influence of Buyer Perceived Value (BPV) on Buyer Behaviors and Decisions , offered is a perspective on how to implement a scorecard approach. The Buyer Perceived Value (BPV) Scorecard combines both a qualitative as well as a quantitative approach to understanding the influence of buyer values.
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OCTOBER 25, 2011 Buyerology: Understanding Buyer Choice
Image by Will Lion via Flickr. When formulating marketing, sales, demand generation, and content strategies, an important factor is that of understanding the choices buyers make. Oftentimes, strategies are crafted with a singular focus on the purchase decision. At this moment in time, we are in an unusual paradoxical irony when it comes to choices and decisions.
| | BUYEROLOGY
OCTOBER 13, 2011 Are You Still Selling Like It’s 1999? (Or Have You Adapted To New Buyer Behavior?)
Image by Dallas1200am via Flickr. As we’ve entered into a new decade with new web and social technologies continuing to advance at warp speed, new buyer behaviors continue to emerge. Some new buyer behaviors, such as informational search, are no longer emerging but have crossed over into accepted reality. Let’s start with the money trail. Technology. Related articles.
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