A more comprehensive way to model the purchasing process

02/21/2013 | B2C Marketing Insider

Rather than dividing the purchasing process into a linear series of steps, it makes more sense to think of a buyer's state of mind as he or she moves through the decision-making process, writes Vickie Pittard. One of the most important aspects of this new model "is the recognition that a sales decision is not always direct and certainly is not linear," she writes.

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