Customer Behavior Factors

I completely concur with the author, Mr. Ken Favaro, that consumers are motivated by factors like the availability of the best benefits (reliability, quality, functionality, trustworthiness, community, and status) for the price, and that customers also buy multiple products from a company because the combination itself results in some kind of benefit, whether it be financial or not (Favaro, 2017). Consumer theory behavior states that for customers to purchase a specific product, certain factors must be present. These include things like need, giving as a gift, or social status, to name just a few (Lantos, 2015). Mr. Favaro further argues that when one is doing cross-selling, s/he must avoid setting incentives or goals, since this kind of approach distracts one from accomplishing the very outcome one desires. Mr. Favaro instead advises that a firm must stay focused on creating value propositions for every one of its products or for some combination of them, which will motivate customers desire to purchase several products from the company (Favaro, 2017). This is very much in line with consumer theory behavior which basically states that every consumer exhibits inclination towards specific services and products (Lantos, 2015). Fundamentally then, consumer behavior is nothing really but readiness of consumers to buy services and products according to their need, taste and definitely pocket (income).

Mr. Favaro is on point as far as his arguments are concerned. That is why I agree with him!

Works Cited

Favaro, Ken. “Strategy Talk: What’s Wrong with Cross-Selling, Anyway?” Strategy-business.com (2017): np.

Lantos, Geoffrey Paul. Consumer Behavior in Action: Real-life Applications for Marketing Managers. New York: Routledge, 2015.