Consumer Behaviour and Insight (CBI)

Consumer Behaviour
and Insight (CBI)

Consumer Behaviour and Insight
(CBI)
The combination of behavioural and attitudinal data which provides the
marketers the information needed to generate insights which print
deeper, as well as the accurate picture of buying nature of an individual

The key differences in process of dicision making in
context to B2B and B2C includes
B2B B2C
For buyer to buyer, decision-making process is
generally a long-standing process which
eventually takes long time for convening the
executive of the certain company
Thus, the fact that in the business of buyer to
buyer a lot of money is at stake.
B2B marketing requires, appearance to
specific group of individuals within a business.
They are generally the decision makers of the
business.
For the company Huawei for marketing its
mobile phones from buyer to buyer, the
marketer required to influence the buyer by
showing it various support and services the
company is providing in order to smooth
running of the business.
For buyer to consumer, decision-making
process comparative takes lesser time or it is
a fast process, it depends on the mind set of
the customer whether it should buy the
product or not. Here the customer may takes
reviews and recommendation from the
friends and family members. Even thought it
takes comparatively less time than buyer to
buyer purchasing process.
B2C target the potential customer who are
willing to buy the product.
For the company Huawei in order to market it
mobile phone, the consumer decision process
of consumer may influenced by showing the
various tempting features of the product.
Moreover, by giving several promotional
features which might the customer find cool.

The different approaches to market research for understanding
decision-making process in B2C and B2B context are
• More likely to involve mixed methodologies
• B2B market researches involves mixed methodologies on the other
hand mixed methodologies not included in B2C
• More involvement of telephone, websites & emails
• B2B tends to do cost effective researches which includes researches
through surveys, telephones as well as emails. Whereas for B2C the
market research is generally done by reviews and recommendation by
friends and family members.
• Typical involvement of much smaller sample size
• The pool of buyer to buyer is comparatively smaller than that of the
buyer to consumer.