The Slow Tail: Time Lag Between Visiting and Buying (06 Sep 2005)
The slow tail is more prominent for big-ticket purchases. For items costing less than $100, 90% of orders were received within eleven days. For items costing more than $300, it took eighteen days to reach that level.
Highly delayed conversions are a phenomenon I know well from my own business. People often tell me that they'd been reading the Alertbox for five years before they could convince their boss to pay for an independent usability review -- admittedly a big-ticket purchase at $35,000.
Article URL: http://www.useit.com/alertbox/sales_cycle.html
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