Get Closer to Your Customers by Understanding How They Make Choices

Satisfying customer wants is a widely recognised success factor in today�s market

place. Hence many organisations have adopted the concept of Quality Function
Deployment which is a system for transferring consumer requirements into
appropriate company requirements at each stage from research and product
development to engineering and manufacturing to marketing. It is perceived that
consumer�s preferences are often fuzzy and imprecise and consequently, the choices
that they make are susceptible to a variety of seemingly irrelevant influences.
The key determinants of customer purchase decisions according to empirical evidence
are:
1. The set of alternatives under consideration: It has been found out that the
addition of a relatively less attractive product can increase the share of the
second product. Choice set configuration appears to affect preferences

1565557.109 7795.339 110.0

11 -1564263.868 1293.241 120.7
12 -1564072.182 191.686 131.7
13 -1563952.491 119.691 142.5
14 -1563823.350 129.141 153.2
15 -1563673.391 149.959 164.0
16 -1563495.635 177.755 174.6
17 -1563285.364 210.272 185.4
18 -1563042.591 242.772 196.1
19 -1562774.217 268.374 206.9
20 -1562492.316 281.902 217.9
21 -1562207.815 284.501 228.6
22 -1561925.387 282.429 239.2
23 -1561644.129 281.257 250.0
24 -1561360.597 283.532 260.7
25 -1561070.312 290.285 271.3
26 -1560767.705 302.608 282.0
27 -1560445.546 322.159 292.7
28 -1560094.373 351.173 303.3
29 -1559701.925 392.448 314.0
30 -1559252.506 449.419 324.7
31 -1558726.303 526.203 335.3
32 -1558098.888 627.415 346.0
33 -1557341.529 757.359 356.6
34 -1556423.219 918.309 367.3
35 -1555314.740 1108.479 377.9
36 -1553990.148 1324.592 388.6
37 -1552403.985 1586.163 399.2
38 -1550378.738 2025.247 409.9
39 -