I was recently interviewed by B2B Marketing magazine regarding different ways marketers can utilize psychology to influence their customers’ buyer behavior. Below is the interview, and you can read the final article here.
About Vann Morris
Vann Morris is the Director of Buying Behavior Studies with the Atlanta B2B advertising agency MLT Creative. She is a Social and Behavioral Scientist who is currently working on her PhD in Communications, and uses her strong theoretical background in order to show how scientific theory should be used to develop strategy and effective B2B marketing campaigns.
Entries by Vann Morris
This B2B Blogging Checklist is intended as a reference tool for every time you blog. Blogs are important for lead generation, search engine optimization, and demonstrating authority and expertise so dont just blog, but blog correctly!
Creating buyer personas are integral to any B2B marketing plan, and the Up Close & Persona® app is essential to anyone who builds them. I use the app every time I develop B2B buyer personas for our clients, so I know it works. And when I heard that a fellow marketer thought it was so […]
A/B testing is a great, economical way to learn more about what motivates your target audience’s buying behavior. Hopefully everyone is already utilizing A/B testing as a part of their B2B marketing strategy, but if not then this blog is intended to demonstrate how easy it can be.
Different generational groups may communicate differently based upon the cultural shared practices that are most salient during their birth cohort. In order to better equip you with these differences when developing your B2B marketing tactics, I have compiled this document of how Baby Boomers (1946-1960), Generation Xers (1960-1980) and Millennials (1980-1994) differ in their communication […]
In developing B2B buyer personas you have to remember their connection to the buying cycle, as different stages in the buying cycle lead to different content. Demographic information is helpful in better tailoring your message (e.g. a millennial will want information delivered to him/her differently than a baby boomer), but a buyer persona doesn’t do […]
For anyone who was unable to attend MLT Creative’s “Revolutionary and Remarkable” event recently, “Ideas on Influence”, I wanted to write a quick blog post to let you know what you missed. The event mixed business with pleasure to educate B2B marketers in a relaxed environment filled with food (from Atlanta’s Good Food Truck!), spirits, […]
Even though gamification is much more than badges, many people continue to think of it as just that. So in order to challenge you to think outside the box about gamification, I’m going to look at it through a scientific lens to show how the concept is rooted in a distinct human trait: the desire […]
In order to motivate buyer behavior, you have to understand your buyer. And in addition to studying buyer behavior offline, you can examine your prospects’ online behavior in order to create a more complete persona of whom you are targeting.
Whenever you tweet a story or update your status, chances are you are picturing a person on the other end that will care what you have to say. Sometimes it may be an actual person, other times it may just be a type of person or a mixture of several people; but either way, you […]