Analysis of multiple factors affecting the purchasing behavior of corporate and individual customers

The purchasing behavior of corporate customers and overseas individual customers is affected by a variety of factors, which can be divided into multi-level factors related to the environment, organization, individuals and society. This article will combine these factors to provide enterprises and individual merchants with in-depth insights into customer behavior, and analyze the problem of customer churn in cross-border e-commerce.

1. Main factors affecting corporate customers’ purchasing behavior

The purchasing behavior of corporate customers is affected by the following factors:

1. Environmental factors: These factors refer to the external environment beyond the control of the merchant, including the macroeconomic environment, market demand level, technological development, competitive situation, political and legal conditions, etc.

2. Organizational factors: These factors involve the company’s goals and strategies, policies, processes, organizational structure, and internal systems.

3. Interpersonal factors: Involves the relationships between the different actors involved in the purchasing process within the buyer, and these relationships can significantly influence purchasing decisions.

4. Personal factors: Including the age, educational background, personality characteristics, preferences and risk awareness of those involved in purchasing decisions.

Merchants should attach great importance to these factors in order to better understand and predict the purchasing behavior of corporate customers.

2. Factors influencing purchasing behavior of overseas individual customers

The purchasing behavior of overseas customers in their specific environment is also driven by multiple factors:

1. Personal factors: Mainly include the age, occupation, economic status and lifestyle of customers. These differences lead to different consumer needs.

2. Life cycle: Different life stages have an impact on customers’ purchasing behavior, so it is necessary to analyze and respond to different stages.

3. Social Class: Shared social status brings people together, influencing their attitudes and consumption patterns.

4. Cultural factors: Different cultural backgrounds will change consumers’ perceptions and preferences for products, thereby affecting purchasing behavior.

By understanding these factors, merchants can more accurately target customer groups and optimize market strategies.

3. Factors influencing the loss of cross-border e-commerce customers

In e-commerce websites, customer churn is a complex phenomenon involving multiple push and pull factors:

• Push factors: Mainly due to customer dissatisfaction with the website, such as lack of visibility, excessive price, lack of service level, slow delivery, etc. These factors can often be controlled and improved by merchants.

• Attraction factors: Attraction from competitors, including more attractive prices, better services, faster logistics, etc.

If merchants want to reduce customer churn, they need to focus on controlling and changing thrust factors, and at the same time assess the impact of gravity on customer churn to formulate corresponding countermeasures.

4. The impact of social advertising on purchasing behavior

In the modern shopping environment, social media advertising has gradually become an important factor influencing consumer purchasing behavior, especially during the holiday season:

1. Discounts and Trustworthiness: Discounts are considered the primary factor influencing purchasing decisions, followed by brand trustworthiness.

2. Visual appeal: The visual expression of advertising, especially pictures and videos, can significantly increase consumers’ purchase intention.

3. Instant Buy Option: Providing the option to buy now and pay later can enhance consumers’ purchasing decisions.

The survey also shows that home furnishings, clothing and electronic products are the main product categories that consumers purchase through social advertising during the holidays.

5. Strategies for identifying customer buying signals

In communicating with customers, whether face-to-face or online, salespeople should be good at judging customers’ purchasing intentions through verbal and non-verbal communication methods. Sensitive insights into customer reactions will give merchants the opportunity to seize the opportunity to close a sale, thereby increasing the closing rate.

Comprehensive analysis of these influencing factors will help companies and merchants better understand their customer behavior and formulate more effective market strategies.