Angelina and Martin are joined by returning guests Maxie Schmidt and Dipanjan Chatterjee to explore the fascinating psychology and data behind consumer purchasing decisions. Drawing from their latest Forrester research, we unpack why people say they buy versus why they actually do—and how brands can use this knowledge to better serve their customers. We discuss:

Why traditional surveys fall short and how to uncover real motivations

How the MaxDiff method can be used to identify primary, secondary & situational purchase drivers

Cross-country and category insights and the four buyer segments

 

To illustrate, purchase driver rankings for cosmetics and beauty and purchase driver importance for cosmetics/beauty in France are shown below.

Purchase Driver Ranking In Eight Countries: Cosmetics/Beauty

Purchase Driver Importance For Cosmetics/Beauty in France