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Purchase influence moves from B2C to C2C

May 23, 2022

Bazaarvoice’s latest Shopper Experience Index finds that purchase influence moves from business-to-consumer to consumer-to-consumer with power shift to shoppers.

Bazaarvoice, Inc., a provider of product reviews and user-generated content (UGC) solutions, released its annual Shopper Experience Index, based on a survey of more than 7,000 global shoppers.

The report proves today’s power shift from brands to consumers, reinforcing the importance of shopper-driven content over brand-created content. In fact, 71% of Americans say that photos from other shoppers on a product page increase the likelihood of their buying a product. With the increase of power in peer-to-peer communication, shoppers are becoming brands’ best salespeople.

“Our reviews provide social proof to customers who are discovering the brand for the first time,” said Andrew Longley, Head of Digital at Le Col. “It gives them confidence that the products are the highest quality and we believe reviews are as important to new customers as our own product claims.”

Reviews are essential for conversion, Bazaarvoice said. Globally, 86% of shoppers and 82% of Americans read shopper reviews when browsing or buying and 75% globally (72% in the U.S.) look at photos and videos from other shoppers.

Social commerce has been adopted quickly thanks to its convenience, with half of Americans saying they did not buy on social media prior to 2021. But now, 47% purchase on social media one to two times a month, up from 38.5% in 2021. Globally, 58% said they would be more likely to buy if they could read customer reviews directly on the social post.

While 53% of Americans want brands to use a mix of both professional photography and UGC when showcasing products, more (54%) said that UGC makes them more confident in their purchase decision than professional photography (46%) does. Half said they would still buy a product if there are no professional product photos on the product page.

“What used to be business-to-consumer marketing, is now becoming consumer-to-business, and in some sectors, already morphing into consumer-to-consumer as consumers value and trust what other shoppers say about a brand and its products more than branded content. Brands need to rethink their paid media and content strategies and capitalise on influential peer-to-peer conversations to inform, inspire, and convert,” said Zarina Lam Stanford, CMO at Bazaarvoice. “Unfiltered user-generated content elevates authenticity, which in turn drives trust.”

To view the report, visit the Shopper Experience Index.

Categories : World Focus

Tags : Brands Consumer Decision Making Influence Retail Shopper

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