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For me, usually the software sells the console. There has to be one or two games that I can't live without.

The only exceptions were:
Wii: purchased RE4 with it. Didn't really have any game that I had to have.
PS4: sold on the hardware and the promise of the future
WiiU: Day one. Got NSMBU, Call of Duty, and Nintendo Land but really, there wasn't anything I wanted.

Usually, there is a killer app at launch but I guess those days are over.