Motivation of e commerce

Understanding E-commerce Customer Motivation

Motivation of e commerce is very important. modern marketing is more than just offering products online. On the other hand, increasing internet access to various devices has made it easier for them to browse and complete online transactions. For example, mobile e-commerce with web browsers and dedicated apps increases, which means more and more people choose to shop and shop on the go. While this opens up an excellent opportunity for retailers to interact with consumers, competition is fierce.

Therefore, providing a reliable product list is not enough these days. Merchants should not underestimate the importance of understanding the motive of commerce customers; this alone will help them to sell and sell in a way that is conducive to assisting consumers in their shopping journey.

Psychology 101: Motivation

First, let’s look at motivation as a psychological one. Simply put, the reason is why you “drive” human behavior. Inspiration works in secret to influence external actions. As Psychology Today points out, another theory called “incentive theory” directs many marketing efforts today: “A good marketing strategy will make you want something you don’t have or think you need. You expect that having this” thing “will be better than nothing.”

This shows that consumer motivation depends in part on the value of your products, so they feel the need to own it – or at least wish it well. But another feature helps consumers avoid pain throughout the purchase process. Consumers these days appreciate the fast online shopping experience. Hitting a snag is often enough to make people think anew, perhaps even leaving until they leave their shopping cart before getting out.

While motivation can start with reason, it only influences consumers ’behavior when they feel that each subsequent step is right for you. This is why online retailers must support marketing efforts, which means that your website must create an accurate and seamless shopping experience not to waste the vital motivation your marketing efforts have made.

Customers Seek Options – But Not Too Many

Have you ever stopped at a grocery store, looked at products on the shelves. It can be confusing and frustrating, as it consumes your precious time and makes you re-evaluate your decision-making ability. Yes, the same power of so-called analytical disability can happen online as quickly as in real life.

There is no doubt that it is essential to offer online consumer options. But forcing customers to make too many decisions along the way is often an obstacle. For example, if your website is full of activity calls, links, and product lists. Customer incentives will quickly disappear as they embark on this tax-free shopping trip.

Consumers Want Public Proof

Social evidence is a powerful incentive when it comes to making or breaking e-commerce purchases. Providing social testimonials from other buyers can draw the consumer beyond their purchase decision, motivating them to enter. On the other hand, failure to provide social proof may leave a customer feeling suspicious, burdened, or wary, meaning that they may need more time to make a purchase decision. In the worst case, a lack of social evidence can disrupt sales, encourage customers to visit a competitor.

Numbers do not lie: More than half (55 percent) of online consumers say that reviews of others “are an essential factor influencing their final decision to buy or not.

Displaying loyal customer reviews is no longer voluntary. It is now second nature that consumers should seek out this social evidence before making a purchase. Too many low ratings and negative reviews serve as a red flag for people playing on the edge of an investment. On the flip side, a constant stream of bright updates and perfect scales can make people feel insecure about their performance. An excellent strategy to encourage your customers to leave their honest answers, whether positive, negative or in the middle. Follow each purchase with a friendly email requesting an update. Make the process as painless as possible for people to eat.

Use Promotions to Promote Shopping

The power of promotions remains because they can provide more people who need to commit to purchasing. As one of HuffPost’s providers. 57 percent of consumers are encouraged to complete the first-time purchase when they can use a coupon. This is important to remember because a start-up business is a way to future loyalty, also known as the only way to increase the value of a customer’s life.

So, consider raising incentive levels by offering a coupon, a limited-time promotion, a freebie with an initial purchase, or a free posting. This gives consumers a concrete reason to buy from you quickly. If they have a good experience for the first time, there is a good chance they will return for future purchases and perhaps even tell their family and friends to visit your online store.

There is a great deal of value in understanding the motive of commerce clients because psychology has a great deal of influence on human actions. E-commerce customer motivation falls into several key areas: simplified shopping experience, the right amount of options along the way, social proof to boost confidence, and the power of compulsory discount. Vendors who cannot provide a complete shopping trip with these benefits will influence many consumers to stay dead long enough to complete the conversion.

What Is Consumer Motivation?

Consumer motivation is a set of psychological factors behind a consumer’s decision to buy something. The purchase is the result of a process called “Customer Journey” – a three-step process that consists of:

  • Awareness.
  • Consideration.
  • Decision.


This is the first stage of the journey, where the buyer knows about the problem, need, or need. It may be necessary to purchase a smoker, or employer insurance, or anything else. Incentives here may be internal or external (we will also provide details in the next section).


When a consumer knows his problem (whether he wants it or not), they are encouraged to collect information. In this section, consumers look at their options, so the provision of any product education resources such as product specs, reviews, and other details will be informed.


At this stage, the consumer is encouraged to decide and determine if their needs have been met. Another critical point to remember is based on a 2009 study that found two factors that could affect final purchasing decisions:

Negative feedback from other customers. Level of motivation to obey or receive feedback. The study’s authors noted the following customer example in the decision-making phase: The customer chooses to purchase the Nikon D80DSLR camera. However, because her best friend, who is also a photographer, gives her a negative response, she will change her preferences.

Motivation itself can be done internally or externally – psychologists refer to this as internal stimulation and external stimuli. The internal reason is what motivates us to make decisions based on our needs and wants. It directs our actions and actions toward our own goals and goals.

The buyer may desire a desire – to buy a new car that is more comfortable than his current model. Similarly, the buyer may be tempted to replace the old car with a new one. External motivation, on the other hand, is driven by things outside of our nature.

This can be a desire to achieve something or avoid/reduce risk based on laws, regulations, or social pressure. While cycling helmets are legally required in some areas, even if there are no legal consequences, there is a fear of looking careless in front of peers.

Returning to the smoke detector’s previous location, there can be many reasons based on the consumer’s perspective. Homeowners, homeowners, and tenants are encouraged in various ways as to why they are buying one – whether they are afraid of code violations, fines, evictions, or litigation.

How to Determine Your Seller Motivation

Before delving into our customers’ goals, it is essential to evaluate yourself to some degree and think about your reasons as a salesperson. The questions below will help guide you in gaining more insight into your client’s decision-making process.

Where do you want your product to be placed in the market?

Seller, know! Where – and what – do you want to be? Some car manufacturers, such as the Lamborghini or the Aston Martin, consider themselves independent of the high-end luxury market. Others, such as Hyundai, offer attractive models at different prices, with the Accent, Elantra, and Sonata lines. For home furniture retailers, you have Walmart placed on one side and Ethan Allen on the other (with IKEA sitting somewhere in the middle).

Who do you want to sell to?

Who do you want your customers to be? Are they using, looking for only the basic features/functions to accomplish the task, status, and prestige, other aspirations that will make the experience even better? Do they know the budget, or its cost, is not a thing?

What is your definition of a successful customer?

What is the customer happy for you? Is someone going to write a glowing product review on your site or elsewhere on social media? What factors do you consider to be the key to a successful business? See this for your customers, and you will have a better understanding of your and their motives.

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How to Distinguish Customers According to MotiveA, too many factors can influence our decision to buy a particular product. It may be necessary to show honor to please our peers (or ourselves), or it may be required to address concerns about physical safety, finances, loss of time, or just what thousands of years have called “FOMO.”

If you are a nurse or restaurant worker, you may be interested in the right thing to manage your feet throughout the day. If you work in an industrial area, comfort will also be required, but the safety provided by steel toe boots with hot saliva will take precedence. Those who love form more than performance can be the perfect pairs of Allen Edmonds oxford or Manolo Blank pumps.

And what about aspiring buyers?

While professional athletes like LeBron James or Kevin Durant wear the best Nike sneakers on the field, many customers who have never seen the inside of the basketball court are still encouraged to pay $ 200 or more to get the same shoes as their photos (Saturday Night Live back in 2013).

The most effective method you can use for consumer promotion comes from the VALS Framework, which advertisers have used for decades. Consumers are divided into eight categories, based on psychological and human factors associated with two dimensions: available resources and main motivations. These key motivations are goals, achievements, and self-expression.

The eight types of VALS are as follows:

  1. Composers.
  2. Thinkers.
  3. Believers.
  4. Winners.
  5. Drivers.
  6. Experiences.
  7. Manufacturers.
  8. Survivors.

Advanced machine learning and analysis can help identify qualities closely related to demographics, psychographics, geography, and behavior, identifying consumer personas alongside VALS types.

Translating Motive in Ecommerce Action

We explored the psychology behind what makes consumers decide to buy while showing internally to understand your intentions as a marketer and how you view them in the market.

We go further and explore how you can best differentiate your customers based on their different motives. As our discussions revolve around the theory of evolution, let’s take a closer look now and see how you can translate this into action and sell to consumer intentions.

Taking the key here is that the motive needs to drive the construction of the site.

When it comes to site design, we need to look at three key factors, all of which play a crucial role in successful customer engagement.

User interface.

The user interface (UI) works with the look and feel of the site. Designers have long understood the psychological influences after choosing a color. We know that red can trigger romantic feelings, whereas blue can help us calm down.

This also applies to font selection – sans serif fonts can look like today, while serif fonts have a traditional look – and the images you place on your site.

If you are selling a hammer designed to enter through a car window in an emergency, you need to appeal to your customer’s fears and need for safety. Bold fonts, red colors, and appropriate images will attract these sensors to encourage them to purchase your product.

On the other hand, if you are selling high-quality fragrances, you need to appeal to your client’s sense of prestige and luxury. Attractive and inspiring photos encourage your customers to aspire to be theirs.

User experience.

User experience (UX), unlike the user interface, describes your site’s roaming. This combines with how you collect your products and present your categories and what filters and features you use to help customers narrow down their choices.

The customer’s motivation should drive user experience – a fashion consumer looking for dress shoes, for example, will be more interested in color filtering than something like durability. The opposite can apply to someone looking for factory-set work shoes (which is promoted for safety compared to prestige).

Non-catalog content.

This may include blogs, product reviews, or videos. Anything you put on your site for use by your customers needs to reflect your brand and talk about their motives. Having a blog next to your marketing content not only helps with SEO – and is a great place for consumers who are interested in learning more about your product or industry.

Having product reviews (bonus points when including photos) helps users understand each product’s pros and cons and can also help answer any legitimate questions. Videos of people sharing, using, or wearing your product help set the size in the context and add the app to consumers wondering what the meat product looks like.

4 Ways to Seek Consumer Motives

Armed with this more accurate understanding of your customer motivation and how to use that as a salesperson, the last piece of the puzzle to know what signs to look for. Here are four ways to look at your client’s goals:

What do customers ask for your customer duplication?

Use the wealth of information from your service conversations with your customers.

Are they asking for guarantees, discounts, refunds? Find out what they are asking about and what they are asking for – check out those styles between short and long term for a better understanding.

What are the specific categories or products that consumers are looking for on your site?

As well as picking up vital information from your service responder discussions, tracking your customer’s activities is essential. Knowing precisely what your customers are looking for (and where they are) on your site will allow you to have a more detailed understanding of their motives.

Use mixed analytics to find out which channels work best.

Hiring speculative analytics can enable marketers to analyze their marketing share. Here at Dunn Solutions. We have worked with many clients to understand the impact of their marketing efforts. Better and have determined the right mix with the budget to increase ROI.

Companies that use mixed analytics often run an average of 40% on marketing campaigns while also being better able to balance marketing and promotional strategies and long-term needs to build a product.

Use web analytics to find any geographic and psychographic components.

Google Analytics provides more information about its customers. Consider a behavioral flow report, which will allow you to see how visitors interact with your site. Site statistics will allow you to disclose information about your customers. You may encounter parts of places and personalities that you may never have imagined marketing yourself in!

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