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undergraduate thesis
Psihološki aspekti prodaje
Gospić: Polytechnic Nikola Tesla in Gospić, 2023. urn:nbn:hr:107:611995
Rajković, Sanja
Polytechnic Nikola Tesla in Gospić
Business department

Institutional repository: Polytechnic Nikola Tesla in Gospić

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Rajković, S. (2023). Psihološki aspekti prodaje (Undergraduate thesis). Gospić: Polytechnic Nikola Tesla in Gospić. Retrieved from https://urn.nsk.hr/urn:nbn:hr:107:611995

Rajković, Sanja. "Psihološki aspekti prodaje." Undergraduate thesis, Polytechnic Nikola Tesla in Gospić, 2023. https://urn.nsk.hr/urn:nbn:hr:107:611995

Rajković, Sanja. "Psihološki aspekti prodaje." Undergraduate thesis, Polytechnic Nikola Tesla in Gospić, 2023. https://urn.nsk.hr/urn:nbn:hr:107:611995

Rajković, S. (2023). 'Psihološki aspekti prodaje', Undergraduate thesis, Polytechnic Nikola Tesla in Gospić, accessed 29 June 2024, https://urn.nsk.hr/urn:nbn:hr:107:611995

Rajković S. Psihološki aspekti prodaje [Undergraduate thesis]. Gospić: Polytechnic Nikola Tesla in Gospić; 2023 [cited 2024 June 29] Available at: https://urn.nsk.hr/urn:nbn:hr:107:611995

S. Rajković, "Psihološki aspekti prodaje", Undergraduate thesis, Polytechnic Nikola Tesla in Gospić, Gospić, 2023. Available at: https://urn.nsk.hr/urn:nbn:hr:107:611995

Metadata
TitlePsihološki aspekti prodaje
Title (english)Psychological Aspects of Sale
AuthorSanja Rajković
MentorVlatka Ružić (mentor)
Committee memberZlatko Ćesić (predsjednik povjerenstva)
Committee memberIvana Arbanas (član povjerenstva)
Committee memberVlatka Ružić (član povjerenstva)
GranterPolytechnic Nikola Tesla in Gospić
(Business department)
Gospić
Defense date and country2023-09-25, Croatia
Scientific / art field,
discipline and subdiscipline		SOCIAL SCIENCES
Economics
Economics of Entrepreneurship
Abstract
Psihologija u prodaji je važan aspekt suvremenog poslovanja, jer prodaja ne ovisi samo o kvaliteti proizvoda ili usluge, već i o tome kako se to prezentira kupcima. Psihologija prodaje uključuje poznavanje ljudskog ponašanja, motivacije kupaca, psihološke procese u donošenju odluka, te primjenu tih znanja u prodajnim strategijama. Dr. Robert Cialdini identificirao je sedam ključnih principa psihologije prodaje: reciprocitet, predanost, sviđanje, autoritet, društvenost, nestašica i jedinstvo. Korištenje ovih principa može pomoći prodavačima da povećaju prodaju. U web shopu, primjena psihologije prodaje uključuje stvaranje korisničkog iskustva koje će kupce privući i zadržati ih. To uključuje izradu jasnih i jednostavnih web stranica, korištenje društvenih dokaza, pružanje socijalnih dokaza o kvaliteti proizvoda, primjenu načela uzbudljivog iskustva kupnje i ostvarivanje komunikacije s kupcima koja će im pružiti dodatnu vrijednost. U konačnici, primjena psihologije prodaje može pomoći prodavačima da razumiju i djeluju na motivaciju kupaca, poboljšaju kvalitetu korisničkog iskustva i povećaju prodaju, što će rezultirati dugoročnim uspjehom u poslovanju.
Abstract (english)
The psychology of sales is an important aspect of modern business, as sales depend not only on the quality of the product or service, but also on how it is presented to customers. Sales psychology involves understanding human behavior, customer motivation, psychological processes in decision making, and applying this knowledge to sales strategies. Dr. Robert Cialdini identified seven key principles of sales psychology: reciprocity, commitment, liking, authority, social proof, scarcity, and unity. Using these principles can help sellers increase sales. In an e-commerce setting, the application of sales psychology involves creating a user experience that attracts and retains customers. This includes creating clear and simple web pages, using social proof, providing social proof of product quality, implementing principles of exciting shopping experiences, and communicating with customers to provide added value. Ultimately, the application of sales psychology can help sellers understand and act on customer motivation, improve the quality of the user experience, and increase sales, resulting in longterm business success.
Keywords
Keywords (english)
Languagecroatian
URN:NBNurn:nbn:hr:107:611995
Study programmeTitle: Economics of entrepreneurship
Study programme type: professional
Study level: undergraduate
Academic / professional title: stručni/a prvostupnik/prvostupnica (baccalaureus/baccalaurea) ekonomije (stručni/a prvostupnik/prvostupnica (baccalaureus/baccalaurea) ekonomije)
Type of resourceText
File originBorn digital
Access conditionsAccess restricted to students and staff of home institution
Terms of useLicence In copyright icon
Created on2024-01-15 11:19:59