Analysis of Consumer Decision-Making Processes in B2C and B2B Markets

This report analyzes consumer behavior and decision-making processes in both Business-to-Consumer (B2C) and Business-to-Business (B2B) markets. It begins by examining the customer decision-making process for products and services, highlighting the importance of marketers mapping the path to purchase. The report then contrasts the key differences between B2C and B2B decision-making, including customer relationships and transactional focus. Different market research methods used to understand these processes are assessed, including qualitative and quantitative approaches, and the stages of influence in B2C and B2B are considered. The context of Sainsbury's is used to illustrate key concepts, providing practical insights into consumer behavior and marketing strategies. The report emphasizes the significance of understanding consumer needs and behaviors to optimize marketing efforts and drive sales.

Consumer behaviour
and insight

Table of Contents
INTRODUCTION...........................................................................................................................3
MAIN BODY..................................................................................................................................3
P1 Analyse the customer decision making process for the product and services........................3
P2 why its is important for the marketers to map a path to purchase and know the consumer
decision making process..............................................................................................................5
P3 Compare and contrast the key differences of decision-making process in context of B2C
and B2B.......................................................................................................................................6
P4Assess the different methods to market investigate and the methods of the research used for
get understanding the decision-making process in B2B and B2C context..................................7
P5Stages of influence of decision-making process of B2C and B2B..........................................7
CONCLUSION................................................................................................................................8

INTRODUCTION
The consumer is get related from the interpretation, that will be get used by the business to
get enhance the appropriate understanding of the customers that will think and feel for product
and services. This will also assist to get determine the human behaviour that will get allows the
companies that is really how to get understand their wants and needs. This is most importantly
that how they are feeling in the way of purchasing products (D’Souza, Taghian and Brouwer,
2021)As well as there are different sources of, that will be focused on the groups that will be get
assembled within the way to get discuss the existing products, this will also assist for the product
for having feedback in order to get inform as well as launch of the new products. This customer
insight is also helpful for the survey of the questions to get analyse the set of the people in order
to achieve its competitive advantages and appropriate knowledge of the products as well as
services. now. In the context of company Sainsbury company as a junior account executive to get
collect the information of people purchasing behaviour that will be further discussed below.
MAIN BODY
P1 Analyse the customer decision making process for the product and services
The consumer decision making process is related to the consumers that will get become
and aware for identifying the wants in order to get collect the data and information. That how to
get resolve the problems for identifying the better outcome. This will also helpful for
determining the alternatives of the product as well as services to make the purchasing evaluation
of the company. Apart, from this will be helpful for consumer decision making process and this
is really important to keep note that for mostly buying consumers that will provides the
purchasing consumers decision as this gives result to the corporal of the habits that how
consumers that will feeling around the specific goods and services that can get impact the
outcomes that is contrasted to the evidences as well as the number of the companies. This will
also get provides the accurate result to the consumer decision making process that will provides

various experience for the change as well as get continue the needs of customer (Frich, and et.,
al2021
Gundelach, 2020). This process is useful for making better consumers and being more get
informed by the consumers. As well as there is the breakdown of what will get happens within
every step-
Need recognition- The first important steps within the process of buying. Due to there is
every sale will be started by the base of customers that will get needs within the product and
services. The recognition of need is the basic thing, that will get analyse due to this is related
from the needs of customers as well as specific product and services. due to performing the
products within the market and get influence the consumers that is really important things to get
recognise by the manufacturers and producers. This will help to assist designing the products
accordingly.
Search for information- within this stage the customer has to get identify out their
options. That how many of the options are available within the market if there are numerous
options are present inside the market, then this will be assist for customers to get choose one of
the products according to its needs and wants. Also, there are various options that get influence
them towards the individual company (Majercakova and Rostasova, 2021)
Evaluation of alternative- this is stage when customer will provide the options for
making the appropriate choices within the company. Because this will give presence of various
alternatives that can easily influence the decision making of the consumers to choose desired
products according to them.
Purchasing decision- at this stage there will be various buying behaviour within the
present terms of actions. This will show the various interest for the particular products that they
are willing to buy. This stage provides the proper idea of the products of the customer is
appropriately ready to get purchase the products and services, or they are willing to buy which
kind of products and services and what are their needs.
Post purchase evaluation- after decision making, what are their feedback after the
behaviour of the customer, that product is worth buying for the customers

P2 why its is important for the marketers to map a path to purchase and know the consumer
decision making process
To get understand the consumer decision making process is the important key to define the
marketing challenges as well as opportunity of the business. this is also really important to get
align the efforts of marketing company by the help of each and every step of the consumers for
taking decision of the products that what kind of product and services they need to buy, apart
from this customer journey map will get helpful to get determine the prediction of the behaviour
of customers by the help of prediction of customer behaviour. Before any changes can get occur
which provides the proper optimization for the conversion of the process. The following process
of mapping of the customer will be discussed below;
Get valuable insight- The customer journey is get related from the process of mapping
that will get provides the internal ideas of the customers as well as their expectation to the
company Sainsbury. As well as this also provides the expectation of the brand within every step
that assist to get recognise the journey and experience of customers experience and this also do
motivate every customer to reach to final destination of journey (Mason, Narcum and Mason,
2020)
Understand the customer experience- this will get assist the journey map after this will
get allow to know and get understand the channels as well as touchpoints of the customers. This
will assist the customers who are generally know about the products that is worth buying for the
customers are not. Then accordingly producers will get design the products.
Buyer personas- The personas of buyer that will get assist to get target the Sainsbury
company, that provides the customer base that will provides the detailed of the market research.
This also includes the demographic factor such as age, gender, nature of the job
Predict and influence consumer behaviour- this will provide the detailed information of
the customer of the journey map that will be helpful to get determine the right information about
the product and services of the customers.
Understanding the customer journey- This will be helpful to get understand the goals of
the specific company that each and all customers are get trying to achieve the every stages of the
customers, that will be assist to collect the data by the help of the surveys as well as the
interviews to get determine the goals of the customers.

P3 Compare and contrast the key differences of decision-making process in context of B2C and
B2B
If someone have the proper idea to get work inside the marketing world. Everyone is get
become the familiar with B2B and B2C categories of the business. These are the marketing
strategies, because mostly marketing is getting focused within the reasonable process of the
specific driver of the buying decisions. While B2C is get to know for the business to consumers
as well as market tendencies (Muhamed, and et., al2020). There are some of the differences
between the B2B and B2C is as follows’
Customer relationship(B2B)- This function will be focus on building the relationship that
will get helpful to run the long -term business. so, there will be the relationship, that will helps to
get build the business to business relationship. This will also helpful to give the opportunity to
the customers that what kinds of the buying process ethics of the business as well as the
employee have to work on which the morals. This will provide the capabilities to get associated
with the customers that will provides the guidance to how the business can be get differentiate
from each of the competitors of the business.
Establish transactional relationship(B2C)- The main objectives of the business and
goals pf the business to get push the customers for buying the products as well as services of the
business to get push the customers for purchasing the products and services of the business by
providing the specific advertisement on the particular websites to get generate the sales of the
company. For providing these things to the customers that provides the perfect ideas of the
particular products and services and will providing the great exposure to get experience of the
particular website of the company and to get generate the sales of the company. As for doing
these things the customer having the perfect ideas of the particular product and services of the
company, that can generally get cause the relation to get become doing the extremely transaction
of the business, as well as with B2C the marketing strategy are get focusing on selling that
product. As well as the important time they are providing and get focusing on selling the
products. As well as the important time they are giving to the delivery of the quality if the goods
to the consumers as the fastest rates of the possibilities (Nguyen and et., al2020).

P4Assess the different methods to market investigate and the methods of the research used for
get understanding the decision-making process in B2B and B2C context
The B2b market research is the process of innovating the internal of the market palace by
doing the survey of few of the major samples of the customers. There are the participants like the
existing customers there are also some of the participants like the existing customers as well as
the potential customers and few of the prospective buyer. Apart, from this within the competitive
market here are some of the employers inside the market that get researching that sometimes will
get include the recent decision-making process of the employee and also there are few of the
research method is as follows-
Qualitative- within this approach the researcher can do debate within the direct way by the
help of the people forget collecting the experience from the customers that will provide the
suggestions in relation to the business product as well as other prospects of the business.
Quantitative- The quantitative research that will get allows to get deep by the accessing
the small sample by the help of the quantitative research by using the less frequently as so, by the
help of this, this will be easy to get determine the problems of the markets. This also includes the
e-mail online as well as telephonic surveys.
The study of the B2c environment- The environment research is related to sometimes
doing the research legally on the basis of the company. Usually, within this research of the
company Sainsbury the research marketers are focused on doing the PESTEL analysis in order to
get identifying the external environment of the company as well as their effects.
Qualitative research- the qualitative research can be easily done by discussing the qualitative
interviews. That is only depends on the relation of purchasing the products (Pop, and et., al2021)
P5Stages of influence of decision-making process of B2C and B2B
The business to consumer and business to business is the decision-making process of the
buying is as follows-
Customer psychology- within this sector mainly this will be helpful to get allow the
emotional way to get drive the decision of the business. this is totally depending on the trust
factor of the consumers. While business to business purchaser is making the decisions on the
different criteria of the emotions. Because if the purchasing decisions will provide the negative
results. This effect will totally get depends on the various circumstances of the person who are
the responsible.

User experience- the user experience is getting depends on the experience that can be easily
get achieved by the functional accessibilities by providing the clear information about the
product and services. as well as the user experience can provides and impacts on the purchasing
cycle of the business, at this stage the customer is capable to clearly get compare the experience
of the products as well as services (Racat, Capelli and Lichy, 2021).
CONCLUSION
From the above report the conclusion of the topic is as follows, this report comprise the
dissimilar strategies of the business, that will be helpful to get analyse the different stage of the
consumers process of decision making as well as specific journey of the particular products as
well as different types of services for get determining the different prospective of every different
process of decision making of the consumer as well as different approaches that is really used by
the B2b and B2c marketing research.

REFERENCES
Book and journal;
D’Souza, C., Taghian, M. and Brouwer, A.R., 2021. Ecolabels information and consumer self-
confidence in decision making: a strategic imperative. Journal of Strategic Marketing, 29(2),
pp.141-157.
Frich, J., Mose Biskjaer, M., Remy, C., MacDonald Vermulen, L. and Dalsgaard, P., 2021. User
research and design creativity: three insights for future studies. Behaviour & Information
Technology, pp.1-12.
Gundelach, B., 2020. Political Consumerism as a Form of Political Participation: Challenges and
potentials of empirical measurement. Social Indicators Research, 151, pp.309-327.
Majercakova, M. and Rostasova, M., 2021. Customer Behaviour and Sentiment Due to the
COVID-19 Global Pandemic. In SHS Web of Conferences (Vol. 92). EDP Sciences.
Mason, A., Narcum, J. and Mason, K., 2020. Changes in consumer decision-making resulting
from the COVID-19 pandemic. Journal of Customer Behaviour, 19(4), pp.299-321.
Muhamed, A.A., Salim, N., Ab Rahman, M.N., Hamzah, F.M. and Ali, M.H., 2020. Effects of
supply chain orientation on firm performance: insights from a Malaysian case study of halal-
certified small and medium-sized enterprises. Journal of Small Business & Entrepreneurship,
pp.1-17.
Nguyen, A.T., Parker, L., Brennan, L. and Lockrey, S., 2020. A consumer definition of eco-
friendly packaging. Journal of Cleaner Production, 252, p.119792.
Pop, R.A., Săplăcan, Z., Dabija, D.C. and Alt, M.A., 2021. The impact of social media
influencers on travel decisions: The role of trust in consumer decision journey. Current Issues in
Tourism, pp.1-21.
Racat, M., Capelli, S. and Lichy, J., 2021. New insights into ‘technologies of touch’: Information
processing in product evaluation and purchase intention. Technological Forecasting and Social
Change, 170, p.120900.

Susanto, P., Hoque, M.E., Hashim, N.M.H.N., Shah, N.U. and Alam, M.N.A., 2020. Moderating
effects of perceived risk on the determinants–outcome nexus of e-money behaviour. International
Journal of Emerging Markets.