Decision Point - Market Research and Consumer Reports

Client case studies

improving sell through
by understanding path to purchase

A global market leader in B2B automotive goods wanted to understand the path to purchase among consumers to improve sell through and impact retailer and channel-specific strategies.

decision point approach

  • After conducting thorough stakeholder interviews, we conducted a large US consumer study, with very specific shopping and purchase parameters targets.
  • The quantitative study uncovered drivers of retailer selection, in-store behavior, purchase decision drivers, and how any online behavior fit into the purchase journey.

actionable results

  • With the research results, we created multiple consumer, channel and retailer snapshots outlining demographic profiles, shopping influences and motivations, in-store experiences, and post shopping actions.
  • With the completed path to purchase research, our client gained a detailed understanding of why and how consumers purchased their products which impacted retailer and channel strategies and helped to improve product sell through.

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