How can a salesperson prevent cognitive dissonance?

How can a salesperson prevent cognitive dissonance?

Leverage the Choice-Supportive Bias Think of it as a way to reduce cognitive dissonance. When it comes to your customers, you can reinforce the bias by sending positive and reassuring messages during key stages of their journey. They will end up feeling terrific about themselves!

What are the ways to reduce cognitive dissonance?

Dissonance can be reduced in one of three ways: a) changing existing beliefs, b) adding new beliefs, or c) reducing the importance of the beliefs.

How can marketers provide positive reinforcement to consumers after the purchase to reduce dissonance?

Make information about your products clearly available, and if possible make product-centric content easily available to customers so they can explore what you have to offer more in depth. Don’t undersell your products, but make sure to stay honest and be able to follow up on the promises you make.

How does cognitive dissonance impact the ability of marketer?

Cognitive dissonance strategies that require a consumer to reconcile two conflicting views by buying a product can be effective in marketing, especially if the reconciliation of opposing views protects or enhances the consumer’s self-image.

What are 2 things a marketer could do about cognitive dissonance?

Cognitive dissonance can occur across multiple product lines as well as a competitor’s products. Marketers work to combat dissonance by providing consumers with ways of narrowing down product choices and separating products from the competition.

Why cognitive dissonance is bad?

Cognitive dissonance can be problematic if you start to justify or rationalize destructive behaviors or if you start to stress yourself out by trying to rationalize the dissonance. When cognitive dissonance goes unaddressed, it can not only cause angst, but it can lead to impaired decision-making.

What are two ways consumers can use to reduce dissonance following a purchase decision?

What are two ways consumers can use to reduce dissonance following a purchase decision?…

• stop purchasing from that store or buying that brand.
• complain to the store or manufacturer.
• engage in negative word of mouth.

What is the final stage in the purchase decision process?

Post-purchase behavior is the final stage in the consumer decision process when the customer assesses whether he is satisfied or dissatisfied with a purchase.

Why is cognitive dissonance important in marketing?

Identifying cognitive dissonance in existing customers allows marketers to pinpoint the micro-influencers that may help alleviate the tension and sway their belief towards a feeling of satisfaction with the purchase and possibly even advocacy.

Is cognitive dissonance the same as buyers remorse?

Buyer’s remorse is the sense of regret after having made a purchase. Buyer’s remorse is thought to stem from cognitive dissonance, specifically post-decision dissonance, that arises when a person must make a difficult decision, such as a heavily invested purchase between two similarly appealing alternatives.

How to reduce post purchase cognitive dissonance in marketing?

Post-purchase dissonance occurs when you promise something to your customers and deliver something else. Avoiding these small mistakes can surely help you to reduce post-purchase cognitive dissonance. If your customer is lured by the product you are using in your marketing strategy then always deliver the same to your customer

How to reduce the impact of cognitive dissonance?

There are three ways of reducing this dissonance: removing irregular cognitions, adding harmonious cognitions, or reducing the importance of the dissonant cognitions (Telci, Maden and Kantur, 2011). I experienced cognitive dissonance when I was seeking to replace my old phone with a new one.

Can a money back guarantee help with cognitive dissonance?

Giving a money back guarantee is a surefire way to keep post-purchase dissonance at bay. There’ll be no room for regret because the stakes are low. Customers can return the product if they are even slightly dissatisfied with it! But simply ensuring a money back guarantee isn’t sufficient.

What are the three segments of cognitive dissonance?

Studies have shown that there are three cognitive dissonance consumer segments: High-dissonance segment, a low dissonance segment, and a concern about needing the purchase segment (Shciffman et al. 2014).