Hunters & Browsers
Push vs. Pull
Reach & Frequency
This model describes the way consumers decide to buy products. It has several steps:
Search: The Internet can make your information available to a global market.
Evaluation of Alternatives: But the Internet is also making your competitor's information available!
Decision: The time gap between decision to buy and actual purchase is critical. The longer the gap, the more likely a potential customer will back out of the purchase. It is critical to close that gap by accepting cybercash, checks or credit cards online.
Next Section: Diffusion
Square 1 Internet
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