The Psychology Behind Consumers Online Decisions
October 6, 2017 11:45
As the buying process increasingly moves online, salespeople have less opportunity to spend time face-to-face with clients. As a result, businesses lack insights into how prospects signal interest in purchasing. Can businesses identify psychological signals that are revealed through the prospects’ digital body language and based on them, personalize the customers' online experience?
Dr. Liraz Margalit, Web psychologist who specializes in cognitive psychology and decision making, will share a comprehensive user behavior study based on analyses of clients in different industries. While online retailers can’t see their customers face to face, data collected from users’ online activities provides a more in-depth analysis of who the customers are and how they shop. We all have clearly identifiable mindsets when we shop online, and our online behavior sends specific cues - the consumer Digital Body Language. Just like face to face interactions are based almost entirely on nonverbal communication, the same nonverbal signals can be found on the online arena as well. Tracking this body language enables you to quickly identify customers’ psychological needs and better assist them through the decision-making process.
Using theoretical knowledge from the field of cognition and neuropsychology, Dr Margalit will reveal how different customers make different decisions online while uncover the unconscious processes that underlie their decisions. Based on websites interactions, she will demonstrate how to capture intent, personality traits and motivations to change user flows, and personalized the customer experience accordingly.