Laddering: Unlocking the Potential of Consumer Behavior


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Eric V. Eric shares his entrepreneurial knowledge as a regular contributor to Inc. Magazine Eric answers business startup and growth questions as host of Build Your Best Business where he helps company owners build their best business. He is a published author and sought after expert and speaker on what it takes to successfully establish, grow and nurture a business.

The core of the laddering framework as applied to market research consists of the following series of questions:. The number of questions which it generates can be large, and the process of repeatedly asking someone why can seem childish and boring. With this in mind it is essential that you explain the theory behind the technique to the respondent before beginning the questioning. Answering the later questions can be difficult.

Not everyone will be able to do so, and attempting to force an answer is counterproductive. Recording responses can be complicated, so care should be taken in preparing for and conducting the questioning.

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The technique is designed to help people examine their actions and experiences. It is not suitable for investigating hypothetical decisions; people will often find it difficult to answer and answers will be less reliable. Despite its limitations, this technique remains a powerful tool for unlocking the real drivers for things such as purchasing decisions in consumer research, but how well suited is it to business-to-business research? The answer to this question depends somewhat on the complexity of the decision making unit.

Essentially, while it does provide more detail than conventional open questioning, getting the full benefit from the technique requires separately questioning all principal participants in the decision process and having a good understanding of the dynamics of this process. Weight: 1 pound 2.

Laddering: Unlocking the Potential of Consumer Behavior by Eric V. Holtzclaw

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Determinants of Consumer Electronic Products.

Laddering: Unlocking the Potential of Consumer Behavior Laddering: Unlocking the Potential of Consumer Behavior
Laddering: Unlocking the Potential of Consumer Behavior Laddering: Unlocking the Potential of Consumer Behavior
Laddering: Unlocking the Potential of Consumer Behavior Laddering: Unlocking the Potential of Consumer Behavior
Laddering: Unlocking the Potential of Consumer Behavior Laddering: Unlocking the Potential of Consumer Behavior
Laddering: Unlocking the Potential of Consumer Behavior Laddering: Unlocking the Potential of Consumer Behavior

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