Without a doubt, the troubled world economy has had a significant impact on buyer behavior. Heightened scrutiny and lengthy decision cycles are changing the effectiveness of marketing and sales tactics.

The key to success lies in understanding changing buyer behavior at each stage of the sales cycle and using that knowledge to craft the right marketing programs and vehicles to deliver better results.
 
Pierre Audoin Consultants (PAC), in partnership with ITSMA (www.itsma.com), conducted the 2009 edition of the “How Customers Choose” research across three continents. PAC and ITSMA compare and contrast buyer behavior in various economic markets and gauge the effectiveness of different marketing activities.

Hosted by Olivier Nguyen Van Tan, Co-Managing Director of PAC New York City & Julie Schwartz, Senior Vice President, Research and Thought Leadership at ITSMA, the webinar will explore the stages of customer buying processes and look at how buyers use information sources throughout the process, answering questions such as:

• How has the current economic situation impacted the way customers make buying decisions?
• What are the best ways to introduce new ideas and new approaches to customers? When customers have a need, how and where do they look for potential alternatives?
• When creating a short list of providers, what sources of information do they use?
• What is the most important criteria used to select solution providers?