Top Purchase Decision Triggers (Positive Influences)
| Trigger | Why It Works |
|---|---|
| Price Promotions | Discounts, deals, and flash sales create urgency and perceived value |
| Social Proof | Reviews, ratings, testimonials, and referrals build trust |
| Scarcity & Urgency | “Only 3 left” or “Limited time only” encourages immediate action |
| Convenience | Fast delivery, easy payment options, one-click checkout |
| Emotional Appeal | Storytelling, visuals, and branding that align with values or identity |
| Product Availability | Seeing the item in stock and easily accessible |
| In-Store Experience | Helpful staff, clean layout, music, lighting, trial zones |
| Free Shipping/Returns | Reduces perceived risk |
| Loyalty Rewards | Encourages repeat purchases and brand loyalty |
| High Product Engagement | Try-ons, demos, samples, or interactive content increase confidence |
🚫 Top Purchase Decision Deterrents (Negative Influences)
| Deterrent | Why It Stops Purchases |
|---|---|
| High Prices Without Value | Customers abandon if cost isn’t justified by quality or benefit |
| Lack of Information | Missing product details, specs, or images cause hesitation |
| Negative Reviews | Even one-star reviews can significantly impact trust |
| Complex Checkout Process | Too many steps = higher cart abandonment |
| Out of Stock | Product unavailability frustrates buyers |
| Hidden Fees | Surprise shipping or service fees lead to drop-offs |
| Unclear Return Policy | Uncertainty creates purchase anxiety |
| Poor Store Ambience | Unfriendly staff or cluttered space deters browsing |
| Brand Mismatch | If brand doesn’t align with customer values, especially in Gen Z |
| Technical Issues | Website errors, payment failures, slow load times |
🧠 Sample Insights Table:
| Trigger/Deterrent | Customer Impact Level | Notes |
|---|---|---|
| Free returns offered | High (Trigger) | Increased conversion by 18% in online stores |
| Negative product reviews | High (Deterrent) | Dropped trust by 27% when 2-star reviews visible |
| “Only 2 left!” tag | Medium (Trigger) | Boosted urgency, especially with limited editions |
| Checkout has 6+ steps | High (Deterrent) | Cart abandonment rose 35% |
🔧 Applications for SayPro:
- Tailor product pages and e-commerce flows to emphasize triggers (e.g. urgency, testimonials).
- Train SayPro staff on removing deterrents (e.g. hidden policies, unclear info).
- Use AI-based personalization to show most effective triggers per user segment.
- Collect SayPro-specific customer feedback to refine deterrent avoidance strategies.
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