Customer decision making survey

Through the Global Applied Program (GAP), I had the wonderful opportunity to visit China for the first time in my life. And as mentioned in my cultural blog, I planned to take this opportunity to learn both the cultural and the business environment of China. I was part of the marketing team of the project. And on this blog I am going to share and reflect on the experience our team had while we were trying to conduct consumer survey in order to learn more about the customer decision making process.

Malls/Supermarkets – Talking to the Sales RepresentativesIMG_0352

As part of the project, we planned to conduct in depth interviews with our target consumer to understand more about the consumer’s decision making process. Our first step was to gather some basic product information and currents trends in the market by talking to the sales representative at the malls. But contrary to expectation, the sales representatives were not very open in sharing information with us when we  approached them as students. Therefore, we immediately changed our strategy and tried the role play of a young American businessperson looking to purchase an air purifier for his office with the Chinese student acting as his assistant helping him understand the different models and standards of the purifiers. Although this strategy helped us with the sales reps in understanding the different products in the market, surprisingly the sales representatives would not allow us to take pictures in the stores. Instead, we had to discreetly take pictures. Above are some of the picture that we took while in the stores.

Malls/Supermarkets – Talking to the Consumers

After being somewhat successful in talking with the sales representative, we decided to try our luck with some of the consumers shopping in the malls and supermarkets. From my perspective, talking to these customers was the single biggest hurdle we faced during the entire project. To give an idea of how challenging it was to talk to a consumer, we visited a total of five malls/supermarkets and approached nearly 40-50 people. Only three of them responded to us, and all three were non-Chinese residents currently living in China.

WeChat – the Savior

In the end, the only way we successfully gathered data on consumer behavior was through passing our survey on WeChat.

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