{"id":1052,"date":"2018-05-24T22:55:42","date_gmt":"2018-05-24T22:55:42","guid":{"rendered":"https:\/\/www.guided-selling.org\/the-ultimate-list-of-statistics-about-decision-making\/"},"modified":"2024-03-02T21:16:12","modified_gmt":"2024-03-02T21:16:12","slug":"purchase-decision-making-stats","status":"publish","type":"post","link":"https:\/\/www.guided-selling.org\/purchase-decision-making-stats\/","title":{"rendered":"The Ultimate List of Statistics About Decision-Making"},"content":{"rendered":"\n<p>Understanding customers in order to serve them better means understanding their behaviors, motivations, expectations, and needs. In this list, you\u2019ll find the most interesting stats and trends around some of the key factors that influence purchase decisions.<\/p>\n\n\n\n<p>This post will be updated regularly, so make sure to check back for new findings! And if you have any interesting data points to share, please let me know in the comments below.<\/p>\n\n\n\n<p><span style=\"color: #3366ff;\"><a href=\"https:\/\/www.guided-selling.org\/purchase-decision-making-stats\/#customer_expectations\" target=\"_blank\" rel=\"noreferrer noopener\">Customer Expectations<\/a><\/span> | <span style=\"color: #3366ff;\"><a href=\"https:\/\/www.guided-selling.org\/purchase-decision-making-stats\/#purchase_behavior\" target=\"_blank\" rel=\"noreferrer noopener\">Purchase Behavior<\/a><\/span> | <span style=\"color: #3366ff;\"><a href=\"https:\/\/www.guided-selling.org\/purchase-decision-making-stats\/#b2b\" target=\"_blank\" rel=\"noreferrer noopener\">B2B Buying Behavior<\/a><\/span> |<span style=\"color: #3366ff;\"> <a href=\"https:\/\/www.guided-selling.org\/purchase-decision-making-stats\/#\" target=\"_blank\" rel=\"noreferrer noopener\">Customer Experience<\/a> <\/span>|<span style=\"color: #3366ff;\">\u00a0<a href=\"https:\/\/www.guided-selling.org\/purchase-decision-making-stats\/#conversational_commerce\" target=\"_blank\" rel=\"noreferrer noopener\">Conversational Commerce<\/a><\/span>\u00a0 | <span style=\"color: #3366ff;\"><a href=\"https:\/\/www.guided-selling.org\/purchase-decision-making-stats\/#customer_loyalty\" target=\"_blank\" rel=\"noreferrer noopener\">Customer Loyalty<\/a><\/span> | <span style=\"color: #3366ff;\"><a href=\"https:\/\/www.guided-selling.org\/purchase-decision-making-stats\/#curious_stats\" target=\"_blank\" rel=\"noreferrer noopener\">Other Curious Stats<\/a><\/span><\/p>\n\n\n\n<h2 class=\"wp-block-heading\">Customer Expectations<\/h2>\n\n\n\n<ul>\n<li>83% of shoppers need some form of support during their online journey (<span style=\"color: #3366ff;\"><a href=\"https:\/\/econsultancy.com\/83-of-online-shoppers-need-support-to-complete-a-purchase-stats\/\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">E-consultancy<\/a><\/span>, 2013).<\/li>\n\n\n\n<li>61% say that quickly finding what they want and like is a key element of a positive shopping experience (source: <span style=\"color: #3366ff;\"><a href=\"https:\/\/smartassistant.com\/download\/2016-consumer-expectations?utm_campaign=article&amp;utm_medium=referral&amp;utm_source=www.guided-selling.org&amp;utm_content=blog\/purchase-decision-making-stats\/\" target=\"_blank\" rel=\"noreferrer noopener\">SMARTASSISTANT<\/a><\/span>, 2016).<\/li>\n\n\n\n<li>64% of shoppers desire simplicity in the purchase process (<span style=\"color: #3366ff;\"><a href=\"https:\/\/www.businesswire.com\/news\/home\/20140313005912\/en\/Compare-Metrics-e-tailing-group-Study-Shoppers-Online\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Compare Metrics<\/a><\/span>, 2014).<\/li>\n\n\n\n<li>74% of online consumers get frustrated with websites that offer content which doesn\u2019t directly relate to their needs and interests (<span style=\"color: #3366ff;\"><a href=\"https:\/\/blog.adobe.com\/en\/topics\/cmo-by-adobe\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Adobe CMO<\/a><\/span>, 2015).<\/li>\n\n\n\n<li>52% of shoppers feel that the majority of current websites have become overwhelming (<span style=\"color: #3366ff;\"><a href=\"https:\/\/www.businesswire.com\/news\/home\/20140313005912\/en\/Compare-Metrics-e-tailing-group-Study-Shoppers-Online\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Compare Metrics<\/a><\/span>, 2014).<\/li>\n\n\n\n<li>Three-quarters of consumers (74%) say that the ease of browsing and searching is their number one criteria for choosing one website over another (<span style=\"color: #3366ff;\"><a href=\"https:\/\/info.liveperson.com\/rs\/liveperson\/images\/Online_Engagement_Report_final.pdf\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Live Person<\/a><\/span>, 2013).<\/li>\n\n\n\n<li>50% of consumers are likely to switch brands if a company doesn\u2019t anticipate their needs (<span style=\"color: #3366ff;\"><a href=\"https:\/\/www.salesforce.com\/blog\/category\/retail\/\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Salesforce<\/a><\/span>, 2017).<\/li>\n\n\n\n<li>56% of consumers are willing to share data to receive faster and more convenient service&nbsp; (<span style=\"color: #3366ff;\"><a href=\"https:\/\/www.salesforce.com\/blog\/category\/retail\/\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Salesforce<\/a><\/span>, 2017).<\/li>\n\n\n\n<li>57% of people in the US and 44% of people in the UK like technology and apps to automatically filter information for them in order to manage information overload (<span style=\"color: #3366ff;\"><a href=\"https:\/\/kpmg.com\/xx\/en\/home.html\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">KPMG<\/a><\/span>, 2017).<\/li>\n\n\n\n<li>46% of online shoppers want more product comparisons from e-commerce sites in order to be able to find the right product (<span style=\"color: #3366ff;\"><a href=\"https:\/\/www.bigcommerce.com\/articles\/ecommerce\/ecommerce-trends\/\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">BigCommerce<\/a><\/span>, 2018).<\/li>\n\n\n\n<li>60% of UK consumers prefer a balance of price and service and will not accept low service levels in exchange for a lower priced product (<span style=\"color: #3366ff;\"><a href=\"https:\/\/www.instituteofcustomerservice.com\/\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">The Institute of Customer Service<\/a><\/span>, 2016).<\/li>\n\n\n\n<li>64% consumers want personalized offers from retail brands (<span style=\"color: #3366ff;\"><a href=\"https:\/\/www.salesforce.com\/form\/conf\/industries\/connected-shopper-report\/?d=7010M000001yBDO&amp;nc=7010M000000mbXr&amp;conf-redirect=true\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Salesforce<\/a><\/span>, 2017).<\/li>\n\n\n\n<li>53% of consumers name fast issue resolutions as their top demand (<span style=\"color: #3366ff;\"><a href=\"https:\/\/connectedshopper.geometry.com\/\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Geometry Global<\/a><\/span>, 2014).<\/li>\n\n\n\n<li>When purchasing online, 71% of visitors expect help within five minutes (<span style=\"color: #3366ff;\"><a href=\"https:\/\/pr.liveperson.com\/index.php?s=43&amp;item=371\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">LivePerson<\/a><\/span>, 2013).<\/li>\n\n\n\n<li>77% of customers expect businesses to offer products that cater to their personal tastes (<span style=\"color: #3366ff;\"><a href=\"https:\/\/assets.kpmg.com\/content\/dam\/kpmg\/xx\/pdf\/2017\/06\/retail-trends.pdf\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">KPMG<\/a><\/span>, 2017).<\/li>\n\n\n\n<li>74% of consumers are frustrated when content isn\u2019t personalized (<span style=\"color: #3366ff;\"><a href=\"https:\/\/www.infosys.com\/newsroom\/press-releases\/Documents\/genome-research-report.pdf\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Infosys<\/a><\/span>, 2013)<\/li>\n\n\n\n<li>75% of consumers expect a consistent experience wherever they engage (e.g., website, social media, mobile, in person) (<span style=\"color: #3366ff;\"><a href=\"https:\/\/www.salesforce.com\/blog\/category\/retail\/\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Salesforce<\/a><\/span>, 2017).<\/li>\n\n\n\n<li>56% of consumers said that they have higher expectations for customer service now than they had a year ago. This number increases to 68% for the age range of 18-34 (<span style=\"color: #3366ff;\"><a href=\"https:\/\/info.microsoft.com\/rs\/157-GQE-382\/images\/dynamics365-en-global-state-customer-service.pdf\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Microsoft<\/a><\/span>, 2016).<\/li>\n\n\n\n<li>87% of customers think brands need to put more effort into providing a seamless experience (<span style=\"color: #3366ff;\"><a href=\"https:\/\/d16cvnquvjw7pr.cloudfront.net\/resources\/whitepapers\/Omnichannel-Customer-Service-Gap.pdf\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Zendesk<\/a><\/span>, 2013).<\/li>\n<\/ul>\n\n\n\n<p>Related articles:<\/p>\n\n\n\n<ul>\n<li><span style=\"color: #3366ff;\"><a href=\"https:\/\/www.guided-selling.org\/3-ways-to-increase-online-shoppers-buying-confidence-by-providing-advice\/\" target=\"_blank\" rel=\"noreferrer noopener\">Are You Prepared for The 4 Types of Shoppers Coming to You?<\/a><\/span><\/li>\n\n\n\n<li><span style=\"color: #3366ff;\"><a href=\"https:\/\/smartassistant.com\/news\/2016-consumer-expectations-report-infographic?utm_campaign=article&amp;utm_medium=referral&amp;utm_source=www.guided-selling.org&amp;utm_content=blog\/purchase-decision-making-stats\/\" target=\"_blank\" rel=\"noreferrer noopener\">The 2016 Consume Expectations Report + Infographic<\/a><\/span><\/li>\n\n\n\n<li><span style=\"color: #3366ff;\"><a href=\"https:\/\/blog\/customer-satisfaction-factors\/\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">The 15 Key Factors That Influence Customer Satisfaction<\/a><\/span><\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\">Purchase Behavior<\/h2>\n\n\n\n<ul>\n<li>81% of shoppers conduct online research before buying (<span style=\"color: #3366ff;\"><a href=\"https:\/\/www.adweek.com\/performance-marketing\/81-shoppers-conduct-online-research-making-purchase-infographic\/\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Adweek<\/a><\/span>, 2014).<\/li>\n\n\n\n<li>71% of customers shop with a specific scenario, not a product in mind (<span style=\"color: #3366ff;\"><a href=\"https:\/\/www.businesswire.com\/news\/home\/20140313005912\/en\/Compare-Metrics-e-tailing-group-Study-Shoppers-Online\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Compare Metrics<\/a><\/span>, 2014).<\/li>\n\n\n\n<li>90% of smartphone users begin their online search without a specific brand in mind (<span style=\"color: #3366ff;\"><a href=\"https:\/\/www.thinkwithgoogle.com\/marketing-strategies\/search\/being-there-micromoments-especially-mobile\/\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Think With Google<\/a><\/span>, 2015).<\/li>\n\n\n\n<li>39% of shoppers have left a business\u2019 website and made a purchase elsewhere because they were overwhelmed by too many options (<span style=\"color: #3366ff;\"><a href=\"https:\/\/chainstoreage.com\/\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">CSA<\/a><\/span>, 2016).<\/li>\n\n\n\n<li>7 out of 10 shoppers will leave a product they are interested in before purchase completion (<span style=\"color: #3366ff;\"><a href=\"https:\/\/baymard.com\/lists\/cart-abandonment-rate\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Baymard<\/a><\/span>, 2017).<\/li>\n\n\n\n<li>One in three smartphone users have purchased from a company or brand other than the one they intended to because of information provided in the moment they needed it (<span style=\"color: #3366ff;\"><a href=\"https:\/\/www.thinkwithgoogle.com\/_qs\/documents\/648\/micromoments-guide-to-winning-shift-to-mobile-summary.pdf\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Think With Google<\/a><\/span>, 2015).<\/li>\n\n\n\n<li>Up to 40% of consumers change their minds at the point of purchase because of something they see (<span style=\"color: #3366ff;\"><a href=\"https:\/\/www.psychologytoday.com\/intl\/blog\/science-choice\/201712\/10-factors-influence-your-purchase-decisions\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Psychology Today<\/a><\/span>, 2017).<\/li>\n\n\n\n<li>51% of shoppers will either try once or give up immediately when seeking help before an online purchase (<span style=\"color: #3366ff;\"><a href=\"https:\/\/econsultancy.com\/83-of-online-shoppers-need-support-to-complete-a-purchase-stats\/\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">E-consultancy<\/a><\/span>, 2013).<\/li>\n\n\n\n<li>57% of consumers say that \u2018lack of information about product\u2019 is their primary reason for abandoning an online purchase (<span style=\"color: #3366ff;\"><a href=\"https:\/\/info.liveperson.com\/rs\/liveperson\/images\/Online_Engagement_Report_final.pdf\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Live Person<\/a><\/span>, 2013).<\/li>\n\n\n\n<li>63% of consumers said they\u2019d think more positively of a brand if it gave them content that was more valuable, interesting or relevant (<span style=\"color: #3366ff;\"><a href=\"https:\/\/web.archive.org\/web\/20170914124656\/http:\/www.raptmedia.com:80\/blog\/future-of-content-report-rethinking-content-consumption\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Rapt Media<\/a><\/span>, 2016).<\/li>\n\n\n\n<li>56% of global consumers are interested in using an online shop assistant that they could engage with for advice as they are browsing products online (<span style=\"color: #3366ff;\"><a href=\"https:\/\/www.foresightfactory.co\/#trending-report\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Foresight Factory<\/a><\/span>, 2018).<\/li>\n\n\n\n<li>The interactive and needs-based nature of Digital Advice or Guided Selling solutions is proven to have a significant impact on the bottom line: 6.4-9.7% AOV uplift, 107% CVR uplift, and 2-3x increase in qualified leads (<span style=\"color: #3366ff;\"><a href=\"https:\/\/www.crunchbase.com\/organization\/smartassistant\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">SMARTASSISTANT<\/a><\/span>, 2017).<\/li>\n\n\n\n<li>74% of consumers have spent more due to good customer service (<span style=\"color: #3366ff;\"><a href=\"https:\/\/web.archive.org\/web\/20180205002321\/http:\/about.americanexpress.com:80\/news\/docs\/2014x\/2014-Global-Customer-Service-Barometer-US.pdf\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">American Express<\/a><\/span>, 2014).<\/li>\n\n\n\n<li>80% of Gen Z customers are more likely to visit a store if it offers entertainment (<span style=\"color: #3366ff;\"><a href=\"https:\/\/www.vml.com\/expertise\/intelligence\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">JWT Intelligence<\/a><\/span>, 2016).<\/li>\n\n\n\n<li>15 years ago, the average consumer typically used two touch-points when buying an item and only 7% regularly used more than four. Today consumers use an average of almost six touch-points, with 50% regularly using more than four (<span style=\"color: #3366ff;\"><a href=\"https:\/\/www.marketingweek.com\/why-marketers-are-failing-to-target-consumers-at-key-life-events\/\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Marketing Week<\/a><\/span>, 2016).<\/li>\n\n\n\n<li>85% of customers start a purchase on one device and finish it on another (<span style=\"color: #3366ff;\"><a href=\"https:\/\/www.thinkwithgoogle.com\/consumer-insights\/consumer-trends\/how-digital-connects-shoppers-to-local-stores\/\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Google<\/a><\/span>, 2014).<\/li>\n\n\n\n<li>When Internet users seek information online about brands and their associated products, 62% say they use the official brand website, with 26% saying they use them \u201ca lot\u201d (<span style=\"color: #3366ff;\"><a href=\"https:\/\/connectedshopper.geometry.com\/\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Geometry Global<\/a><\/span>, 2014).<\/li>\n\n\n\n<li>56% of consumers are more likely to shop at a retailer in-store or online that recognizes them by name (<span style=\"color: #3366ff;\"><a href=\"https:\/\/chainstoreage.com\/\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">CSA<\/a><\/span>, 2016).<\/li>\n\n\n\n<li>20% increase in simplification of the decision-making process results in a 96% increase in a customer\u2019s likelihood to purchase, re-purchase or recommend a particular brand (<span style=\"color: #3366ff;\"><a href=\"https:\/\/news.cebglobal.com\/press-releases?item=128138\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">CEB<\/a><\/span>, 2012).<\/li>\n\n\n\n<li>More than half (55%) of all customer interactions typically begin online and more than a quarter now begin on mobile devices (<span style=\"color: #3366ff;\"><a href=\"https:\/\/info.microsoft.com\/rs\/157-GQE-382\/images\/dynamics365-en-global-state-customer-service.pdf\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Microsoft<\/a><\/span>, 2016).<\/li>\n<\/ul>\n\n\n\n<p>Related articles:<\/p>\n\n\n\n<ul>\n<li><span style=\"color: #3366ff;\"><a href=\"https:\/\/www.guided-selling.org\/how-useful-are-these-7-methods-in-helping-people-choose\/\" target=\"_blank\" rel=\"noreferrer noopener\">How Useful Are These 7 Methods in Helping people Choose?<\/a><\/span><\/li>\n\n\n\n<li><span style=\"color: #3366ff;\"><a href=\"https:\/\/www.guided-selling.org\/what-is-guided-selling\/\" target=\"_blank\" rel=\"noreferrer noopener\">What is Guided Selling and How Does it Works?<\/a><\/span><\/li>\n\n\n\n<li><span style=\"color: #3366ff;\"><a href=\"https:\/\/www.guided-selling.org\/purchase-decision-making-stats\/\" target=\"_blank\" rel=\"noreferrer noopener\">Brand Spotlight: Trek Bicycle Cements Its Position As Most Trusted Bicycle Brand<\/a><\/span><\/li>\n\n\n\n<li><span style=\"color: #3366ff;\"><a href=\"https:\/\/www.guided-selling.org\/bringing-offline-retail-experiences-online\/\" target=\"_blank\" rel=\"noreferrer noopener\">The Top 7 Reasons People Don&#8217;t Buy From You<\/a><\/span><\/li>\n\n\n\n<li><span style=\"color: #3366ff;\"><a href=\"https:\/\/www.guided-selling.org\/how-to-leverage-the-5-stages-of-the-customer-decision-making-process-guided-selling\/\" target=\"_blank\" rel=\"noreferrer noopener\">Digital is Changing Consumer Behavior. Can You Keep Up?<\/a><\/span>\u00a0<\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\">B2B Buying Behavior<\/h2>\n\n\n\n<ul>\n<li>57% of the purchase decision is complete before a buyer even calls a supplier (CEB, 2015).<\/li>\n\n\n\n<li>67% of the buyer\u2019s journey is now completed digitally (<span style=\"color: #3366ff;\"><a href=\"https:\/\/www.forrester.com\/bold\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Sirus Decisions<\/a><\/span>, 2013).<\/li>\n\n\n\n<li>Only 25% of buyers reveal their interest to vendors at the early stages of the journey (<span style=\"color: #3366ff;\"><a href=\"https:\/\/assets.ioninteractive.com\/storage\/content\/literature\/Content-and-the-Buyer-Journey-Benchmark-Report.pdf\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Demand Metric<\/a><\/span>, 2014).<\/li>\n\n\n\n<li>Almost 90% of study participants indicated it is important to influence buyers earlier in their journey (<span style=\"color: #3366ff;\"><a href=\"https:\/\/assets.ioninteractive.com\/storage\/content\/literature\/Content-and-the-Buyer-Journey-Benchmark-Report.pdf\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Demand Metric<\/a><\/span>, 2014).<\/li>\n\n\n\n<li>61% of survey respondents agreed that the winning vendor delivered a better mix of content appropriate for each stage of the purchasing process (<span style=\"color: #3366ff;\"><a href=\"https:\/\/e61c88871f1fbaa6388d-c1e3bb10b0333d7ff7aa972d61f8c669.r29.cf1.rackcdn.com\/2013-B2b_Buyer_Behavior_Survey_FINAL.pdf\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">DemandGen Report<\/a><\/span>, 2014).<\/li>\n\n\n\n<li>76% of B2B buyers prefer to receive content unique to their buying stage (<span style=\"color: #3366ff;\"><a href=\"https:\/\/www.marketingprofs.com\/charts\/2013\/12095\/b2b-buyers-prefer-short-content-and-rely-heavily-on-google-searches\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Marketbridge<\/a><\/span>, 2013).<\/li>\n\n\n\n<li>95% of buyers prefer brands that provide content throughout the buying process. (<span style=\"color: #3366ff;\"><a href=\"https:\/\/www.marketingprofs.com\/charts\/2013\/12095\/b2b-buyers-prefer-short-content-and-rely-heavily-on-google-searches\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Marketbridge<\/a><\/span>, 2013).<\/li>\n\n\n\n<li>86% of buyers would pay more for a better customer experience (<span style=\"color: #3366ff;\"><a href=\"https:\/\/walkerinfo.com\/cxleader\/customers-2020-a-progress-report\/\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Walker<\/a><\/span>, 2017).<\/li>\n\n\n\n<li>B2B e-commerce sales are expected to outgrow B2C sales, reaching 6.7 trillion USD by 2020 (<a href=\"https:\/\/www.cms-connected.com\/News-Archive\/July-2016\/eCommerce-Trends-and-Statistics\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">CMS Connected<\/a>, 2016).<\/li>\n<\/ul>\n\n\n\n<p>Related articles:<\/p>\n\n\n\n<ul>\n<li><span style=\"color: #3366ff;\"><a href=\"https:\/\/www.guided-selling.org\/purchase-decision-making-stats\/\" target=\"_blank\" rel=\"noreferrer noopener\">B2B Guided Selling: Accelerate and Increase B2B Sales<\/a><\/span><\/li>\n\n\n\n<li><span style=\"color: #3366ff;\"><a href=\"https:\/\/www.guided-selling.org\/b2b-sales-changing-keep-up\/\" target=\"_blank\" rel=\"noreferrer noopener\">B2B Sales is Changing &#8211; Here&#8217;s What You Can Do to Keep Up<\/a><\/span><\/li>\n\n\n\n<li><span style=\"color: #3366ff;\"><a href=\"https:\/\/www.guided-selling.org\/purchase-decision-making-stats\/\" target=\"_blank\" rel=\"noreferrer noopener\">Why You Should Use Interactive Content to Improve B2B Lead Generation?<\/a><\/span><\/li>\n\n\n\n<li><span style=\"color: #3366ff;\"><a href=\"https:\/\/www.guided-selling.org\/b2b-sales-changing-keep-up\/\" target=\"_blank\" rel=\"noreferrer noopener\">Emotion and Information in B2B Decision Making: The New B2B Buyer<\/a><\/span><\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\">Customer Experience<\/h2>\n\n\n\n<ul>\n<li>In 2016, poor customer experiences cost US businesses $68 billion, and UK businesses $48 billion (<span style=\"color: #3366ff;\"><a href=\"https:\/\/connectedshopper.geometry.com\/\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Geometry Global<\/a><\/span>, 2014).<\/li>\n\n\n\n<li>56% of global consumers say they have higher expectations for customer service now than they had just one year ago (<span style=\"color: #3366ff;\"><a href=\"https:\/\/www.microsoft.com\/en-us\/industry?rtc=1\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Microsoft<\/a><\/span>, 2017).<\/li>\n\n\n\n<li>77% of US online adults say that valuing their time is the most important thing a company can do to provide them with good service (<span style=\"color: #3366ff;\"><a href=\"https:\/\/www.forrester.com\/report\/Contact-Centers-Must-Go-Digital-Or-Die\/RES122341\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Forrester<\/a><\/span>, 2015).<\/li>\n\n\n\n<li>59% of 25 \u2013 34-year-olds share poor customer experiences online (<span style=\"color: #3366ff;\"><a href=\"https:\/\/www.vonage.com\/contact-centers\/\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">New Voice Media<\/a><\/span>, 2014).<\/li>\n\n\n\n<li>89% of businesses are soon expected to compete mainly on customer experience (<span style=\"color: #3366ff;\"><a href=\"https:\/\/www.gartner.com\/en\/insights\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Gartner<\/a><\/span>, 2014).<\/li>\n\n\n\n<li>78% of companies rate improving their omnichannel experience as \u2018business critical\u2019 (<a href=\"https:\/\/www.zebra.com\/content\/dam\/zebra_new_ia\/en-us\/solutions-verticals\/vertical-solutions\/retail\/brochures\/retail-study-2017-en-global.pdf\" target=\"_blank\" rel=\"noopener nofollow\">Zebra<\/a>, 2017)<\/li>\n\n\n\n<li>Brands that have superior CX bring in 5.7 times more revenue than their competitors that lag in such efforts (<span style=\"color: #3366ff;\"><a href=\"https:\/\/www.retailcustomerexperience.com\/blogs\/why-personalization-is-key-for-retail-customer-experiences\/\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Retail Customer Experience<\/a><\/span>, 2017).<\/li>\n\n\n\n<li>By 2020, customer experience will overtake price and product and the key differentiator between brands (<span style=\"color: #3366ff;\"><a href=\"https:\/\/walkerinfo.com\/cxleader\/customers-2020-a-progress-report\/\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Walker<\/a><\/span>, 2017).<\/li>\n\n\n\n<li>72% of businesses say that improving the customer experience is their top priority (<span style=\"color: #3366ff;\"><a href=\"https:\/\/www.forrester.com\/bold\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Forrester<\/a><\/span>, 2016).<\/li>\n\n\n\n<li>86% of senior-level marketers say it\u2019s absolutely critical or very important to create a cohesive customer journey (Salesforce, 2015).<\/li>\n\n\n\n<li>90% of customer experience decision-makers say that a good experience is critical to success of their business (<span style=\"color: #3366ff;\"><a href=\"https:\/\/www.aspect.com\/resources\/\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Forrester Research<\/a><\/span>, 2016).<\/li>\n\n\n\n<li>54% of retailers said the customer experience is their most important area of focus (<span style=\"color: #3366ff;\"><a href=\"https:\/\/blog.adobe.com\/en\/topics\/cmo-by-adobe\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">CMO<\/a><\/span>, 2017).<\/li>\n\n\n\n<li>Companies lose more than $62 billion due to poor customer service (<span style=\"color: #3366ff;\"><a href=\"https:\/\/www.newvoicemedia.com\/blog\/the-62-billion-customer-service-scared-away-infographic\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">New Voice Media<\/a><\/span>, 2016).<\/li>\n\n\n\n<li>Maximizing satisfaction with customer journeys has the potential not only to increase customer satisfaction by 20% but also to lift revenue by up to 15% while lowering the cost of serving customers by as much as 20% (<span style=\"color: #3366ff;\"><a href=\"https:\/\/www.mckinsey.com\/industries\/retail\/our-insights\/the-three-cs-of-customer-satisfaction-consistency-consistency-consistency\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">McKinsey<\/a><\/span>, 2014).<\/li>\n\n\n\n<li>73% of enterprise decision-makers consider ease of interaction as one of the most important attributes of a quality customer experience (<span style=\"color: #3366ff;\"><a href=\"https:\/\/www2.deloitte.com\/us\/en\/pages\/operations\/articles\/2013-global-contact-center-survey.html\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Deloitte<\/a><\/span>, 2013).<\/li>\n\n\n\n<li>95% of dissatisfied customers tell others about their bad experience (<span style=\"color: #3366ff;\"><a href=\"https:\/\/d16cvnquvjw7pr.cloudfront.net\/resources\/whitepapers\/Zendesk_WP_Customer_Service_and_Business_Results.pdf\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Zendesk<\/a><\/span>, 2013).<\/li>\n\n\n\n<li>Customer experience leaders have more than a 16% advantage over competitors in willingness to buy, reluctance to switch brands, and likelihood to recommend (<span style=\"color: #3366ff;\"><a href=\"https:\/\/www.stacheinternational.com\/\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Tempkin Group<\/a><\/span>, 2014).<\/li>\n<\/ul>\n\n\n\n<p>Related articles:<\/p>\n\n\n\n<ul>\n<li><span style=\"color: #3366ff;\"><a href=\"https:\/\/www.guided-selling.org\/measure-customer-experience-initiatives\/\" target=\"_blank\" rel=\"noreferrer noopener\">23 CX Experts Reveal the Best Ways to Measure Customer Experience Success<\/a><\/span><\/li>\n\n\n\n<li><span style=\"color: #3366ff;\"><a href=\"https:\/\/www.guided-selling.org\/customer-satisfaction-factors\/\" target=\"_blank\" rel=\"noreferrer noopener\">The 15 Key Factors That Influence Customer Satisfaction<\/a><\/span><\/li>\n\n\n\n<li><span style=\"color: #3366ff;\"><a href=\"https:\/\/www.guided-selling.org\/bringing-offline-retail-experiences-online\/\" target=\"_blank\" rel=\"noreferrer noopener\">7 Technologies to Bring Online Detail Experience Offline<\/a><\/span><\/li>\n\n\n\n<li><span style=\"color: #3366ff;\"><a href=\"https:\/\/www.guided-selling.org\/bringing-offline-retail-experiences-online\/\" target=\"_blank\" rel=\"noreferrer noopener\">7 Technologies to Watch: Bringing Offline Retail Experiences Online<\/a><\/span><\/li>\n\n\n\n<li><span style=\"color: #3366ff;\"><a href=\"https:\/\/www.guided-selling.org\/customer-experience-metrics\/\" target=\"_blank\" rel=\"noreferrer noopener\">3 Key Challenges of Delivering a Word-Class Customer Experience<\/a><\/span><\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"conversational_commerce\">Conversational Commerce: Chatbots &amp; Voice Assistants<\/h2>\n\n\n\n<ul>\n<li>Nearly 50% of people are now using voice search when researching products (<span style=\"color: #3366ff;\"><a href=\"https:\/\/www.socialmediatoday.com\/marketing\/voice-search-increasing-how-changes-your-digital-content-and-social-media-marketing\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Social Media Today<\/a><\/span>, 2016).<\/li>\n\n\n\n<li>19% of consumers have made a purchase through Amazon Echo or another voice assistant, and another 33% plan to do so in 2018 (<span style=\"color: #3366ff;\"><a href=\"https:\/\/www.walkersands.com\/industries\/technology\/retail-ecommerce\/\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Walker Sands<\/a><\/span>, 2017).<\/li>\n\n\n\n<li>By 2020 \u2013 30% of web browsing sessions will be done without a screen (<span style=\"color: #3366ff;\"><a href=\"https:\/\/www.gartner.com\/smarterwithgartner\/gartner-predicts-a-virtual-world-of-exponential-change\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Gartner<\/a><\/span>, 2016).<\/li>\n\n\n\n<li>By 2020, 40% of commerce transactions will be enabled by cognitive\/AI personal shoppers and conversational commerce solutions (<span style=\"color: #3366ff;\"><a href=\"https:\/\/www.idc.com\/\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">IDC<\/a><\/span>, 2017).<\/li>\n\n\n\n<li>By 2020, the average person will have more conversations with bots than with their spouse (<span style=\"color: #3366ff;\"><a href=\"https:\/\/www.gartner.com\/smarterwithgartner\/gartner-predicts-a-virtual-world-of-exponential-change\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Gartner<\/a><\/span>, 2017).<\/li>\n\n\n\n<li>67% of people expect to see\/use messaging apps when talking to a business (<span style=\"color: #3366ff;\"><a href=\"https:\/\/chatbotsmagazine.com\/5-chatbots-for-small-businesses-to-increase-competitive-advantage-a6991585a8c6\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Chatbots Magazine<\/a><\/span>, 2017).<\/li>\n\n\n\n<li>40% of adults now use voice search at least once per day (<span style=\"color: #3366ff;\"><a href=\"https:\/\/edit.co.uk\/\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Branded 3<\/a><\/span>, 2016).<\/li>\n\n\n\n<li>1 in 5 searches on US android mobile app is a voice search (<span style=\"color: #3366ff;\"><a href=\"https:\/\/searchengineland.com\/google-reveals-20-percent-queries-voice-queries-249917\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Google<\/a><\/span>, 2016).<\/li>\n\n\n\n<li>Application growth for Amazon Alexa has been impressive \u2013 over 500% in the second half of 2016 (Voicelabs, 2017).<\/li>\n\n\n\n<li>65% of people who own an Amazon Echo or Google Home can\u2019t imagine going back to the days before they had a smart speaker (<span style=\"color: #3366ff;\"><a href=\"https:\/\/www.geomarketing.com\/what-do-people-use-smart-speakers-for\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">GeoMarketing<\/a><\/span>, 2017).<\/li>\n\n\n\n<li>42% of surveyed Amazon Echo or Google Home owners state that voice-controlled devices have become \u2018essential\u2019 to their lives (<span style=\"color: #3366ff;\"><a href=\"https:\/\/www.geomarketing.com\/what-do-people-use-smart-speakers-for\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">GeoMarketing<\/a><\/span>, 2017).<\/li>\n\n\n\n<li>The number of households in the US with smart speakers has grown 49% in the last 5 months (<span style=\"color: #3366ff;\"><a href=\"https:\/\/www.comscore.com\/Insights\/Presentations-and-Whitepapers\/2017\/The-Future-of-Voice-From-Smartphones-to-Smart-Speakers-to-Smart-Homes\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">ComScore<\/a><\/span>, Nov 2017).<\/li>\n\n\n\n<li>56% of online grocery shoppers use or plan to use voice-controlled smart assistant\/speaker (<span style=\"color: #3366ff;\"><a href=\"https:\/\/blog.globalwebindex.net\/chart-of-the-day\/potential-smart-speaker-shopping-online-grocery-shoppers\/\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Global Web Index<\/a><\/span>, 2018).<\/li>\n\n\n\n<li>1 in 4 shoppers used voice assistants in their holiday shopping during the 2017 season (<span style=\"color: #3366ff;\"><a href=\"https:\/\/web.archive.org\/web\/20180525211904\/https:\/cta.tech\/Research-Standards\/Reports-Studies\/Studies\/2018\/Technology-Sales-Forecasts-2013-2018-January-2018.aspx\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">CTA<\/a><\/span>, 2017).<\/li>\n\n\n\n<li>48% of voice-activated speaker owners would like to receive \u2018personalized tips and information to make my life easier\u2019 from brands via their devices (<span style=\"color: #3366ff;\"><a href=\"https:\/\/www.thinkwithgoogle.com\/future-of-marketing\/emerging-technology\/voice-assistance-consumer-experience\/\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Google<\/a><\/span>, 2018).<\/li>\n\n\n\n<li>38% of voice-activated speaker owners would like to receive customer support from brands via their devices (<span style=\"color: #3366ff;\"><a href=\"https:\/\/www.thinkwithgoogle.com\/future-of-marketing\/emerging-technology\/voice-assistance-consumer-experience\/\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Google<\/a><\/span>, 2018).<\/li>\n\n\n\n<li>41% of people who own a voice-activated speaker say it feels like talking to a friend or another person (<span style=\"color: #3366ff;\"><a href=\"https:\/\/www.thinkwithgoogle.com\/future-of-marketing\/emerging-technology\/voice-assistance-consumer-experience\/\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Google<\/a><\/span>, 2018).<\/li>\n\n\n\n<li>35% of consumers want more businesses to adopt chatbots (<span style=\"color: #3366ff;\"><a href=\"https:\/\/insights.ubisend.com\/2017-chatbot-report\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Ubisend<\/a><\/span>, 2017).<\/li>\n\n\n\n<li>22% of UK consumers would like to turn to chatbots in order to receive recommendations based on their needs, 14% would like to receive advice about trends and products (<span style=\"color: #3366ff;\"><a href=\"https:\/\/insights.ubisend.com\/2017-chatbot-report\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Ubisend<\/a><\/span>, 2017).<\/li>\n\n\n\n<li>47% of users are open to purchasing items through a chatbot (<span style=\"color: #3366ff;\"><a href=\"https:\/\/www.hubspot.com\/stories\/chatbot-marketing-future\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Hubspot<\/a><\/span>).<\/li>\n<\/ul>\n\n\n\n<p>Related articles:<\/p>\n\n\n\n<ul>\n<li><span style=\"color: #3366ff;\"><a href=\"https:\/\/www.guided-selling.org\/2018-year-overwhelmed-customer\/\" target=\"_blank\" rel=\"noreferrer noopener\">From CES 2018: Assistance Is The New Battleground For Growth<\/a><\/span><\/li>\n\n\n\n<li><span style=\"color: #3366ff;\"><a href=\"https:\/\/www.guided-selling.org\/combatting-transaction-fraud-strategies-for-e-commerce-startups\/\" target=\"_blank\" rel=\"noreferrer noopener\">From E-Commerce to Conversational Commerce: Chatbots and Virtual Assistants<\/a><\/span><\/li>\n\n\n\n<li><span style=\"color: #3366ff;\"><a href=\"https:\/\/www.guided-selling.org\/effective-chatbots-customer-service\/\" target=\"_blank\" rel=\"noreferrer noopener\">Good Bots. Bad Bot. Building Effective Chatbots for Customer Service<\/a><\/span><\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\">Customer Loyalty<\/h2>\n\n\n\n<ul>\n<li>51% of US consumers are loyal to brands that interact with them through their preferred channels of communication (<span style=\"color: #3366ff;\"><a href=\"https:\/\/www.accenture.com\/in-en\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Accenture<\/a><\/span>, 2016).<\/li>\n\n\n\n<li>AOV for repeat customers is twice as high as for first-time customers (<span style=\"color: #3366ff;\"><a href=\"https:\/\/www.linkedin.com\/pulse\/20130604134550-284615-15-statistics-that-should-change-the-business-world-but-haven-t\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">McKinsey<\/a><\/span>, 2013).<\/li>\n\n\n\n<li>43% of consumers believe trust is the most important factor when choosing a retailer (<a href=\"https:\/\/www.pwc.co.uk\/industries\/retail-consumer\/insights\/total-retail-2017\/trust.html\" target=\"_blank\" rel=\"noopener nofollow\">PwC<\/a>, 2017).<\/li>\n\n\n\n<li>41% of consumers say they trust companies that educate them about product features and benefits (<span style=\"color: #3366ff;\"><a href=\"https:\/\/assets.kpmg.com\/content\/dam\/kpmg\/xx\/pdf\/2017\/01\/the-truth-about-online-consumers.pdf\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">KPMG<\/a><\/span><u>,<\/u> 2017).<\/li>\n\n\n\n<li>Companies with the strongest omnichannel customer engagement strategies retain an average of 89% of their customers, as compared to 33% for companies with weak omnichannel strategies (<span style=\"color: #3366ff;\"><a href=\"https:\/\/www.digitalcommerce360.com\/2013\/12\/31\/why-omnichannel-strategy-matters\/\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Aberdeen<\/a><\/span>, 2013).<\/li>\n\n\n\n<li>A positive online experience is the leading factor in visitors completing their purchase (84%), buying from the company again (84%) and trusting the brand (84%) (<span style=\"color: #3366ff;\"><a href=\"https:\/\/info.liveperson.com\/rs\/liveperson\/images\/Online_Engagement_Report_final.pdf\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Live Person<\/a><\/span>, 2013).<\/li>\n<\/ul>\n\n\n\n<p>Related articles:<\/p>\n\n\n\n<ul>\n<li><span style=\"color: #3366ff;\"><a href=\"https:\/\/www.guided-selling.org\/emotions-in-decision-making-how-to-improve-shopping-experience\/\" target=\"_blank\" rel=\"noreferrer noopener\">For Tips to Make Your Customers Feel Unique and Win Their Loyalty<\/a><\/span><\/li>\n\n\n\n<li><span style=\"color: #3366ff;\"><a href=\"https:\/\/www.guided-selling.org\/customer-support-live-chat-human-approach\/\" target=\"_blank\" rel=\"noreferrer noopener\">Customer Loyalty: Do Your Customers Love You?<\/a><\/span><\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\">Other curious stats<\/h2>\n\n\n\n<ul>\n<li>41% of people feel totally overwhelmed with information and avoid it if they can (<span style=\"color: #3366ff;\"><a href=\"https:\/\/kpmg.com\/xx\/en\/home.html\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">KPMG<\/a><\/span>, 2017).<\/li>\n\n\n\n<li>There is more media created in 60 seconds than can be consumed in a lifetime (<span style=\"color: #3366ff;\"><a href=\"https:\/\/kpmg.com\/xx\/en\/home.html\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">KPMG<\/a>,<\/span> 2017).<\/li>\n\n\n\n<li>61% of companies find it difficult to adapt to changing markets (<span style=\"color: #3366ff;\"><a href=\"https:\/\/www.pwc.com\/gx\/en.html\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">PwC<\/a><\/span>, 2017).<\/li>\n<\/ul>\n\n\n\n<p>Subscribe to our FREE newsletter and get new articles straight to your inbox!<\/p>\n\n\n\n<p>Join over 70,000 people who want to stay inspired.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Understanding customers in order to serve them better means understanding their behaviors, motivations, expectations, and needs. In this list, you\u2019ll find the most interesting stats and trends around some of the key factors that influence purchase decisions. This post will be updated regularly, so make sure to check back for new findings! And if you [&hellip;]<\/p>\n","protected":false},"author":3,"featured_media":1826,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_uag_custom_page_level_css":"","site-sidebar-layout":"default","site-content-layout":"","ast-site-content-layout":"default","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","theme-transparent-header-meta":"default","adv-header-id-meta":"","stick-header-meta":"default","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"set","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-gradient":""}},"footnotes":""},"categories":[18],"tags":[],"uagb_featured_image_src":{"full":["https:\/\/www.guided-selling.org\/wp-content\/uploads\/2024\/01\/library-1.jpg",1024,512,false],"thumbnail":["https:\/\/www.guided-selling.org\/wp-content\/uploads\/2024\/01\/library-1-150x150.jpg",150,150,true],"medium":["https:\/\/www.guided-selling.org\/wp-content\/uploads\/2024\/01\/library-1-300x150.jpg",300,150,true],"medium_large":["https:\/\/www.guided-selling.org\/wp-content\/uploads\/2024\/01\/library-1-768x384.jpg",768,384,true],"large":["https:\/\/www.guided-selling.org\/wp-content\/uploads\/2024\/01\/library-1.jpg",1024,512,false],"1536x1536":["https:\/\/www.guided-selling.org\/wp-content\/uploads\/2024\/01\/library-1.jpg",1024,512,false],"2048x2048":["https:\/\/www.guided-selling.org\/wp-content\/uploads\/2024\/01\/library-1.jpg",1024,512,false]},"uagb_author_info":{"display_name":"Markus Linder","author_link":"https:\/\/www.guided-selling.org\/author\/markus\/"},"uagb_comment_info":0,"uagb_excerpt":"Understanding customers in order to serve them better means understanding their behaviors, motivations, expectations, and needs. In this list, you\u2019ll find the most interesting stats and trends around some of the key factors that influence purchase decisions. This post will be updated regularly, so make sure to check back for new findings! And if you&hellip;","_links":{"self":[{"href":"https:\/\/www.guided-selling.org\/wp-json\/wp\/v2\/posts\/1052"}],"collection":[{"href":"https:\/\/www.guided-selling.org\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.guided-selling.org\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.guided-selling.org\/wp-json\/wp\/v2\/users\/3"}],"replies":[{"embeddable":true,"href":"https:\/\/www.guided-selling.org\/wp-json\/wp\/v2\/comments?post=1052"}],"version-history":[{"count":11,"href":"https:\/\/www.guided-selling.org\/wp-json\/wp\/v2\/posts\/1052\/revisions"}],"predecessor-version":[{"id":2825,"href":"https:\/\/www.guided-selling.org\/wp-json\/wp\/v2\/posts\/1052\/revisions\/2825"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.guided-selling.org\/wp-json\/wp\/v2\/media\/1826"}],"wp:attachment":[{"href":"https:\/\/www.guided-selling.org\/wp-json\/wp\/v2\/media?parent=1052"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.guided-selling.org\/wp-json\/wp\/v2\/categories?post=1052"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.guided-selling.org\/wp-json\/wp\/v2\/tags?post=1052"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}