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June 27 2008
Communities make the buying decision
Web shoppers are increasingly seeking third party approval before they buy online
New research from Quidco into the online purchasing decisions of consumers suggests retailers must embrace community sites to attract ‘marketing resistant’ shoppers and drive online sales.
According to the research, commissioned by Quidco and carried out by pollsters YouGov1, 62% of all shoppers consult online communities - such as cash-back, price comparison and review websites - before making a purchase. Just 27% of consumers go directly to the retailer.
When asked which factors encouraged them to use community sites, the top three answers from consumers were: they offer me unbiased facts about products and services (32%); they trusted the views of communities more than merchants (27%); and the communities help me find the best deal available (27%).
Paul Nikkel, Co-Founder of Quidco, argues that a change in perception is needed: “In the past, some retailers may have perceived third party communities to be ‘middlemen’, but this research shows consumers clearly value them as trusted brands in their own right. Yes, they like the cost savings on offer, but actually they value the community elements and independence more highly. In the offline world, retailers are found in the places where consumers hang out en-masse – often strong shopping centre brands like Bluewater – and they need to do the same online.”
Nikkel concludes: “Our community members tell us that they are tired of being marketed at, and want to make decisions based on interactions with like-minded shoppers. The way for retailers to reach these marketing resistant shoppers is to employ a less aggressive approach and ensure that you’re represented in the places they like and trust.”
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