On the fluidity of our buying behaviour (depending on mood and occasion)

๐Ÿ’Ž On the fluidity of our buying behaviour (depending on mood and occasion)

Our ‘beliefs’ about brands are nowhere near as stable and consistent as we think. As Ehrenberg-Bassโ€™s work with re-contact surveys has shown, individual opinions about brands are much more volatile than top-line tracking data suggests.

The overall percentage of people who agree ‘Pepsi tastes better than Coke’ might stay the same from survey to survey. But that doesnโ€™t mean that individual respondents are answering the same way each time. Look at the data more closely, and youโ€™ll see that people answer research questions in a โ€™probabilisticโ€™ way. They may lean slightly in favour of one brand or another, but they donโ€™t have fixed beliefs.

Behaviour patterns are similarly fluid and messy. We like to think that people divide into distinct buying groups. But look at long runs of data, and youโ€™ll find that real-life buying behaviour is much more โ€™agnosticโ€™. Buyers of premium brands also buy Own Label; low-fat buyers also buy full fat; Coke buyers buy Pepsi.

Our opinions about brands fluctuate depending on mood and occasion. And so do our brand choices. In the morning, we feel healthy and go for low fat. In the afternoon, we want chocolate.

Excerpt from: How not to Plan: 66 ways to screw it up by Les Binet and Sarah Carter

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