Elizma Nolte
The consumer, tickled by the stimulus to purchase, has what has been coined by Procter & Gamble as the first moment of truth when they come into contact with the seller of their desire. The consumer then purchases the product, and experiences it – the second moment of truth. But with the rising use of the internet, consumers are beginning a trend where they decide on their purchase before even encountering the seller or the product. A strange phenomenon to be sure and the question one need to as is how this is possible. Simple; the ZERO moment of truth. It goes something like this: A need arises; the consumer merely searches for the fulfilment on the internet, and through copious amounts of referrals and links, through cyber persuasion, decides even before an encounter with the product to purchase to fulfil that need. The secret to success in this world of online interaction is to win the ZMOT, if you win the ZMOT, you win the sale.